April 23, 2026
Published by 
Foresight on April 23, 2026
Foresight on April 23, 2026Written By Jen Graziano, Licensed Funeral Director, Attorney, Founder: RememBar Collection As the saying goes, “you only have one chance to make a first impression”. How true these words are and the death care realm offers no exception. As professionals in this sacred space, we are tasked with selling our services, our funeral homes, our memorial products, ultimately even ourselves, in those critical moments of the “first call”. The “first call”, or the initial encounter is more than securing a client or sale. Often we are speaking to an emotional caller, one who was reticent to even make the call, or one who likely wishes they were calling any other place but a funeral home or a cemetery. Some may call with preconceived notions that we, collectively, are scammers looking to take advantage of the most vulnerable or that we […]
April 23, 2026
Published by 
Luke Potter on April 23, 2026
Luke Potter on April 23, 2026Deal fatigue is a phenomenon that occurs during lengthy or complex business transactions, most commonly in mergers and acquisitions where one or both parties experience a gradual erosion of enthusiasm, focus, and motivation to see the deal through to closing. It typically sets in after prolonged periods of negotiation, due diligence, and back-and-forth communication that stretch well beyond the originally anticipated timeline. As weeks turn into months, the cumulative weight of information requests and unresolved sticking points can wear down even the most seasoned dealmakers, causing minor issues and setbacks to become an expensive and drawn-out thorn in the side. The causes of deal fatigue often come down to a lack of organization and a failure to maintain urgency throughout the process. Sellers who are slow to upload requested documents, delayed in responding to questions, or simply unprepared for the […]
April 23, 2026
Published by Jared Tanke on April 23, 2026
Jared Tanke on April 23, 2026Featured in American Funeral Director by Kates-Boylston Publications Tom wasn’t just an employee. He was deeply involved in day-to-day operations, trusted by staff and known to families, and already functioning as the operational backbone of the business. He was the clearest choice for an internal business sale. However, Eli wanted clarity. What was the business worth? What would each path cost? What would the transition realistically look like? We completed a valuation, walked through deal structures, and laid out what each scenario meant. At the time, the business was consistently serving more than 300 families per year. Revenue was strong, and cash flow was reliable. The valuation supported a number north of $4 million. For Eli, buying out his uncle would cost him at least $2 million. And that’s when Eli hit pause. The price felt high. The commitment felt […]
March 24, 2026
Published by Chris Cruger on March 24, 2026
Chris Cruger on March 24, 2026Interdisciplinary collaboration is a competitive advantage in the funeral service and cemetery professions. In the January 2026 issue of The Director, I, arguing that personalization would define success in 2026 and beyond, challenged you to stand out. I urged you to move past sameness and create experiences that feel authentic, intentional and human. Well, in this month’s column, I will address how to accomplish this. Personalization does not happen in isolation. It cannot be owned by one department, one leader or one role. The most meaningful, differentiated experiences are created when people with different expertise, perspectives and responsibilities work together toward a shared goal. This is where interdisciplinary collaboration comes in. In today’s funeral service and cemetery professions, the complexity of business has outpaced the siloed way in which many organizations still operate. Operations, sales, marketing, preneed, finance, leadership, etc., […]
March 24, 2026
Published by Matt Blackwell on March 24, 2026
Matt Blackwell on March 24, 2026When a funeral home owner starts thinking seriously about a sale, there’s a question that doesn’t get enough attention early in the process: who actually buys these businesses, and how are they different from one another? It’s not a small distinction. The type of buyer sitting across the table from you will shape the offer you receive, the terms attached to it, and what your business looks like on the other side of closing. Broadly speaking, buyers in funeral and cemetery consolidation fall into four categories. National Consolidators These are the names most sellers already know. Publicly traded companies with national footprints, institutional capital, and decades of acquisition experience. They know what they’re looking for: consistent call volume, clean financials, and markets that fit their existing regional presence. When a business checks those boxes, they compete aggressively on price and […]