When is it time to break the glass and bring in a cemetery turnaround expert?
Every cemetery is a growth business is based on thirty-five plus years of experience and learning from many of the best cemetery sales leaders.
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Hi, I’m Billy Moore.
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There’s a common thread that’s consistent among this group, myself included.
- They believe in and act upon the idea that there’s no such thing as a mature cemetery.
- At-need and pre-need cemetery sales is profitable, sustainable, and capital efficient.
- Cemeteries grow because growth is in the mindset, created by company leaders.
- Growth mindset starts at the top but must reach all the way to the bottom.
- Growth is in their mental architecture. It’s how they’re wired.
- Cemetery sales managers and counselors whom are well trained, like what they do, and enjoy their work, always delivers a better experience for families and more revenue for the cemetery.
New at-need and pre-need property sales means survival!
Is your cemetery locations…
- losing money?
- up to its neck in bills?
- giving you headaches?
- keeping you awake at nights?
If you found yourself nodding yes, then like many other cemetery CEOs and owners you are finally discovering that staying in business in the 21st century is far tougher than the previous century.
The signs of desperation are everywhere. Rising cremation, the Internet with plain vanilla websites advertising discount spaces, caskets, bronze and granite memorials and monuments.
My name is Billy Moore – I am cemetery sales trainer, sales coach, cemetery sales consultant, and cemetery sales contractor.
We specialize in training for new at-need and pre-need property sales, and turning around sales teams for cemetery organizations.
Chief executives (or companies) bring me in when…
- They are looking to create a team of proficient sales counselors and take cemetery property sales to new levels.
- Interments are declining same store YOY
- The sales team is not selling pre-need cemetery spaces, lawn crypts or mausoleum crypts
- Location sales results are not what they should be, or the company is not attaining budgeted quotas.
- Sales leadership feels the team is stuck in a rut and in need of fresh ideas and an outside perspective – particularly around proactively developing new at-need property sales to increase immediate cash flow and Interments.
- Sales managers need a boost in core cemetery recruiting & sales skills
I provide sales training and sales leadership coaching to cemetery sales managers, sales teams, and sales force consulting to CEO’s, and senior execs.
Cemetery locations experience tremendous success because my approach is very different than you’ll normally find.
- I use a hands-on simple approach to training with a focus on presenting and selling pre-need lawn crypts and mausoleum crypts and a marketing plan to increase interments.
- I speak in blunt plain language.
- Don’t contact me for reload program training because I won’t do it. You only want me if you are serious about increasing new at-need and pre-need cemetery property sales.
- I roll up my sleeves and get dirty working with you and your team while learning about your cemetery business; together we tear it apart and put it back together again.I will not subject you or your team to some franchise’s canned training content or videos.
- Don’t be surprised to my asking your sales manager or a sales counselor to demonstrate a pre-need sales presentation in office or in a home.
- As shared at a conference a few years back, you don’t want a ski coach who sits by the fire sipping brandy showing videos or talking ski theory. You want someone who says, “follow me down the hill.”
- I’ve been the number 1 Regional Sales VP at both SCI and Stewart and model my sales training to what you are already doing. Our training complements your current program. A fully custom training program dictated and agreed by our discovery process which pinpoints and prioritizes programs.
- I am a consultant by choice after walking away from lucrative sales executive positions and semi-retirement. Helping sales executives, sales managers, and sales teams acquire new property sales in my passion, and I believe I can more effectively improve or change a company’s sales culture from outside a company than employee.
- You will get the truth about your people and your sales model. There are trainable and non-trainable areas. Core sales skills are teachable, some soft skills aren’t, you can’t teach drive or motivate the unmotivated. I will look CEO’s in the eye and plainly tell them what they are doing is hampering the sales effort. And offer suggestions and solutions for discussions, and direction for improvement.
- It is personal. When you engage me, I behave like my livelihood depends on your sales success.
However, because there are so many different trainers, sales improvement gurus out there. I find most CEO’s want to understand how, and why, I’m different, and more effective at solving your sales organizations problems, than all the others, including employees, claiming to have the answers.
I approach each company with a four pillar plan.
Week one – Meet with CEO for discovery assessment & discovery agreement. (1 to 3 days)
Week two – Meet with senior execs on 3-day sales leadership workshop. (sales and operations culture)
Week three – Sales managers or designee for 3-day pre-need recruiting & sales training workshop. (train the trainer)
Week 4 – Sales counselors 3-day pre-need and family service sales programs. (lead generation, presentation, referrals, funeral follow-up)
What I’ve observed in companies where I have worked and consulted, coached and trained.
Everywhere I turn sales managers are under-trained, overwhelmed, and often confused, and executives are frustrated. Managers are working harder and longer than ever, yet accomplishing less.
The noise from supposed sales “experts” about online marketing is deafening. There are more sales tools, gimmicks, and processes than any sales person could possibly digest.
We are constantly hearing “everything has changed.” Instead of returning to the tried-and-true basics of cemetery marketing, sales and recruiting.
CEO’s that have used consultants and companies effectively know that good ones are worth their weight in gold.
I’m available to work with you, your staff privately and confidentially, with NDA’s, target goals and agreements.
Some companies prefer we only work with senior staff or with a select few confidentially.
SCI at its lowest point was a dollar or so. They turned it around and so can you.
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Your company can go the cemetery graveyard like of other private companies or public companies like Lowen and Stewart.
Does it make sense for us to schedule a discovery assessment of your current situation?
During the assessment you and I tear your organization apart and put it back together again. We will review structure, commissions, lead programs, cost of sales, product mix, affinity programs, lawn crypt and mausoleum sales, and any other miscellaneous areas you feel important.
Afterword’s you can implement the programs using your staff or if you and I decide we are a fit and I can assist you and your team we can discuss fees and schedule future workshops.
Discovery assessment is paid in advance.
Discovery Assessment with one-day workshop with CEO, and or senior staff + Q&A – $9,997
Please let me know if you would like to take the next step.
We’ve grown sales & revenues for multiple cemeteries as a day to day manager as well as a cemetery sales contractor with SCI central region in Texas, Oklahoma, Kansas and Missouri. And we can do the same for your location.
Growing at-need and pre-need sales and revenues isn’t complex or expensive.
Our at-need and pre-need strategies focus on new property sales and most are free or very inexpensive with immediate results.
Our processes have been successful for individual locations, regions and companies. These approaches have also grown pre-need and at-need property sales for companies by 10% to 40% in their first year with me.
What we are not some online video university and we don’t come in and reload your files for merchandise sales.
Our focus is laser focused on new at-need and pre-need property sales and improving current sales staff and hiring new counselors. In addition to hiring and training sales managers.
Don’t buy into the thinking that we can’t grow property sales because of cremation increases or the Internet. Our cemetery case study shows otherwise.
There is still a large amount of the population who purchase cemetery property at-need and pre-need. And that’s where we focus.
We are ready to talk if you are……….
We use something we call a “mutual opt-in process.” Basically, we know that things only move forward if there is a good fit for all both. The first step in determining fit will be us sharing as much information as possible with you and your organization and letting you tell us, “I’d like to take the next step.” Sound’s reasonable doesn’t it?
Fill out our contact us form by clicking here and let’s chat and see if we are a fit.
Call Billy Moore Afmap Marketing direct at 904.383.6730
To Greater Success!!