March 20, 2023
Published by 
John McQueen on March 20, 2023
John McQueen on March 20, 2023Learn How to Attract the Right Help & Retain the Staff You Have Drive down Main Street in almost any town throughout the United States and a common sight are signs that consist of two words: “Help Wanted” or “We’re Hiring”. Based on a 2022 funeral industry survey and report, between 2020 and 2030, the U.S. Total Employment Growth Rate is expected to be 7.7%. Of course, the report also shared that the growth rate in the funeral profession is going to be a dismal 4.0%. So how does this compare to other trades in the service industry? According to the Employment Projections by Projections Managing Partnership, bartenders are expected to increase 32.5% and barbers will increase 17.5% during the same period. In addition, dental hygienists will increase 11.2%, EMTs and paramedics by 10.9%, and electricians by 9.1%. What does […]
February 23, 2023
Published by John McQueen on February 23, 2023
John McQueen on February 23, 2023To keep up with change, we don’t need to change cars, we simply need to shift gears. For some, it wasn’t long ago, while for others it’s been decades, but all of us graduated from funeral service school and are licensed to tend to the needs of the dead and those left behind. Disposition of the deceased is the part that makes us funeral directors but caring for our communities is the ingredient necessary to turn the local undertaker into the true funeral professional. Yet for some, the community aspect is the troublesome part. In this age of technology and instant everything, we often lack connectivity to our communities. Many no longer see the need to belong to civic and social organizations because we stay “connected” through social media. The nightly news will soon follow the daily newspaper as the […]
December 19, 2022
Published by John McQueen on December 19, 2022
John McQueen on December 19, 2022To Avoid Some ‘Ruff’ Times, Follow the 4 Ps of Pet Loss We have all heard of the many inspiring rags to riches stories from Dolly Parton to Halle Berry, Ed Sheeran, Leonardo DiCaprio, Oprah Winfrey, and so many others. Of course, these are just the high-profile stories of the now rich and famous, but the world has so many others who have achieved great success from less than humble beginnings. But this is a different kind of story. This is a “Wags to Riches” story and it’s just waiting for you to finish writing the ending. However, like rags to riches, the development of a pet cremation and/or pet burial business can see some “ruff” times, especially in the early years. Therefore, to be successful, it is crucial that you follow the “4 Ps” of pet loss: Purpose, Planning, […]
November 21, 2022
Published by John McQueen on November 21, 2022
John McQueen on November 21, 2022Ask the Right Questions, Get the Right Answers Most of us might be familiar with this verse from the Bible: “Ask, and it shall be given you; seek, and ye shall find; knock, and it shall be opened unto you.” Matthew 7:7 (KJV). The passage suggests that God will give whatever is needed to those who have the faith to ask for it. The same often holds true when it comes to helping cremation families. If you desire more than just a direct cremation, you must ask. The ask comes in the form of questions. You also must seek the answers you are looking for from your client. Only through exploration with conversation starters can you obtain the necessary knowledge to enlighten the family to additional offerings. Finally, you must knock if you want the door to be opened. In […]
October 24, 2022
Published by John McQueen on October 24, 2022
John McQueen on October 24, 2022The best thing I’m doing right now is evangelizing the value of the funeral, and not just to the outside world but to those in our profession as well. Granted, evangelism is typically used in terms of spreading the Christian Gospel, but it can also mean “a zealous advocacy for a cause” or “to talk about how good you think something is.” I believe now is a great time to be in funeral service. In fact, the services we provide are needed more today than ever before. We often hear individuals in funeral service refer to their chosen profession as a calling, much like someone’s calling into the ministry. In fact, many directors say they “minister” to the families they serve. Therefore, if the work of a funeral director is a calling, then I am proud to be a “‘funeral […]
July 24, 2022
Published by John McQueen on July 24, 2022
John McQueen on July 24, 2022How can you make a positive difference in your community as society trends toward a meaningless tomorrow filled with simple cremation? Most scientists and archaeologists agree that Homosapiens, or modern humans, came into existence between 200,000 and 300,000 years ago. The first known communities, however, did not exist until around 14,000 years ago. But it’s the 9,500-year old Neolithic settlement known as Catalhoyuk, located in south-central Turkey, where nearly 8,000 people gathered, that may hold the key to the rise in major communities. Prior to the discovery of Catalhoyuk, humans were mostly known as nomadic people, hunters and gathers wandering in search of food. Although still up for some debate, archaeologists believe these early settlers came together through shared spirituality and artistic expression, giving way to shared farming and other social customs. There is no doubt that the Neolithic Revolution […]
May 30, 2022
Published by John McQueen on May 30, 2022
John McQueen on May 30, 2022Your clients will thank you In the 1609 William Shakespeare play, hamlet, the main character is torn between life and death. His famous line, “To be or not to be, that is the question,” is most appropriate when discussing Celebration of Life ceremonies. And although the question is different, the conundrum remains the same: Do families want a celebration of life or not? I’m here to tell you that the answer is yes, but will it be held with you, the funeral professional, is the real question. As identified in The Foresight Companies’ 2021 Consumer Survey, 63% percent of consumers feel a big celebration is important in honoring the life of the deceased. In fact, this number has increased in the post-pandemic world in which we now live. On the surface, that number looks to be good news for the […]
November 23, 2021
Published by John McQueen on November 23, 2021
John McQueen on November 23, 2021Purpose, Plan, Passion & Persistence Lead to Pre-Need Marketing Success Throughout my 35-plus years of working in the family funeral business, I have written hundreds of pre-need contracts. I have also actively managed a multitude of sales counselors and sales managers. To grow our department, I had the opportunity to work with some of the most talented pre-need consultants in the industry, such as Gary O’Sullivan, Quinn Eagan, Rob Meredith, and others. During my funeral tenure, I funded our program with trust accounts and insurance policies, partnering with industry leaders such as Precoa and Funeral Services Inc. So why do I share all of this with you? Because I’ve tried to take the best that all of them had to offer, and now, I want to share what I believe is key to success in pre-need and beyond. I call […]
July 20, 2021
Published by John McQueen on July 20, 2021
John McQueen on July 20, 2021How do you ignite a conversation in a room full of funeral directors? Toss in the word “cremation.” It will spark conversation—some good, some bad. But in all cases, you will witness myriad emotions. It may be hard to believe that some funeral professionals are still adamantly opposed to cremation. Rather than embracing the opportunities that can be found in cremation, they are still fighting for a return to the way things were “in the good old days.” For most of us, we recognize those days are gone, and it is time to embrace ways to create opportunities with cremation families. According to the recent Performance TrackerTM Analysis: 2020 COVID-19 Impact Report, 55% of all cases in 2019 resulted in cremation. During the recent COVID pandemic, our industry saw a 5%–10% increase in cremation disposition cases for 2020. Although cremation […]
June 23, 2021
Published by John McQueen on June 23, 2021
John McQueen on June 23, 2021Position your firm like Lady Liberty and earn the trust of your community. The year was 1876 and America was celebrating the 100th anniversary of the Declaration of Independence when the French government presented the United States with a gift to honor the celebration. The colossal neoclassical sculpture known as Liberty Enlightening the World (the Statue of Liberty) was created by French sculptor Frédéric-Auguste Bartholdi, who crafted it from sheets of hammered copper. Alexandre Gustave Eiffel, who designed and constructed the Eiffel Tower, created the steel framework that became her endoskeleton. This gift of friendship between two nations was dedicated October 28, 1886 and became known fondly as Lady Liberty. It would become a beacon of hope for millions of immigrants arriving in America via Ellis Island. She also became the epitome of the American dream, one based on the […]
May 25, 2021
Published by John McQueen on May 25, 2021
John McQueen on May 25, 2021“I had to live in the desert before I could understand the full value of grass in a green ditch.” – Ella Maillart I share this quote because it richly describes the relationship between today’s consumer and the funeral profession. The value of the services we provide are often unrecognized by the consumer until long after the loss. Like the woman who lived in the desert, the survivors need to travel the grief journey to fully appreciate the meadow that can be found with proper planning and guidance. Yet, the unfortunate reality is that the lack in value for the consumer is often a consequence of poor training on our part. As a profession, we must be able to clearly articulate the value we provide through the services, facilities, and products we offer. Let me share a quick example: We’re […]
April 22, 2021
Published by John McQueen on April 22, 2021
John McQueen on April 22, 2021Technology has taken the world by storm, especially in the areas of communication. Today, we have a multitude of ways in which to connect with our customers, from email to text to instant message to FaceTime and more. Yet, the number one form of customer contact is still the telephone. Although 82% of our communication is done telephonically, it is also the single largest means of communication that lacks staff training. Professional telephone etiquette can impact a positive first impression, influencing a customer’s behavior and actions toward a business. As my father always said, “you never get a second chance to make a great first impression!” If the first interaction most customers have with your firm is over the phone, should you dedicate ample time to train your team to make that impression the best one possible. According to the […]