My definition of a family service counselor will probably surprise you. A family service counselor is a pre-need counselor with additional duties. Family service counselor who doesn’t know a presentation or how to present or sell pre-need spaces, lawn crypts, and mausoleum crypts will never reach their full potential. And is a disservice to themselves, locations, and the families they serve.
Funeral homes which aren’t owned or affiliated with your cemetery will not send future at-need families to your location if a family service counselor upgrades a new property family to a lawn crypt or mausoleum crypt. Because of the funeral home losing the vault sale.
New property at-need families is the life blood of all cemeteries. At-need drives instant cash and pre-need drives account receivables. With that being said it’s most important to have a great working relationship with outside funeral homes for obvious reasons.
The functions of a family service counselor is to service families at the time of death. set the funeral follow-up during the arrangement conference, obtain the names of family members and friends during the follow-up and sell pre-need property to those referrals.
Family service referral leads are superior to to all others because the prospects have lost a loved one or recently attended a funeral.
We can show sales managers to teach acceptable, and courtesy ways to accomplish this and more step by step.
Family service is a terrific position and very important to growing revenues year over year.
It’s potential must be capitalized!!