Blog

In a recent internal training, we explored a concept that’s becoming increasingly important for anyone advising clients through a sale: not all buyers are created equal. Just like sellers have unique goals—some want to maximize their financial return, others care deeply about legacy or employee retention—buyers, too, come to the table with distinct motivations, strategies, and investment theses. The more we understand these buyer personas, the better equipped we are to match the right buyer to the right seller and guide our clients with clarity and confidence. Big vs. Small: Scale Matters Large national consolidators often operate with deep financial resources, strict investment criteria, and long-term development strategies. These buyers typically look for strong pre-need programs, growth potential in larger metro markets, or synergies within their existing footprint. Their financial strength allows them to be selective, highly analytical, and competitive […]

In funeral service, first impressions aren’t optional — they’re foundational. We don’t get the luxury of a second chance. Whether it’s a family walking through your doors, calling in the middle of the night, or googling you while sitting in an ICU waiting room, that first contact sets the tone for everything that follows. And here’s the kicker: that first impression might happen in the arrangement room — but it probably happens long before that. The family may have already decided to call you before you ever speak. Maybe it was your hearse they saw last year at a neighbor’s service. Maybe it was the way your staff carried themselves at a community event. Maybe it was your website — easy to use, or a mess of outdated links and confusion. Or maybe it was your name coming up in […]

Selling a funeral home isn’t like selling a used sedan. You’re passing on a community landmark—a place where neighbors mourned parents. Every extra week a sale drags feels like someone’s poking that legacy with a stick. Recently, our Foresight team—analysts, directors, and spreadsheet warriors—gathered to talk about deals that just won’t close. We tossed a QR code on the screen and asked: “Give us one word for deals that refuse to close.” The word cloud exploded: FRUSTRATED, EXHAUSTED, ANXIOUS, ANNOYED. Not a single “thrilled.” That’s deal fatigue. Let it fester, and it’ll torch value faster than a broken retort. Here’s your survival playbook: how to spot deal fatigue, why it happens, and how to keep your sale—and your sanity—on track. What Deal Fatigue Looks Like Deal fatigue is the slow-burn stress that creeps in when: Deadlines keep sliding. “Just another […]