Funeral Directors Life Focus 2023

F

O

C

U

S

MORE THAN A PRENEED COMPANY

2023

Contents 01 Letter from the President 03 Grow Your Preneed Revenue

Program Management Recruiting Training Comprehensive Travel Protection (On the Go Protection)

05 Guide Families on the Value of the Funeral

Training and Education (Virtual Wolfelt Experience™) Resource Libraries for Families (FuneralBasics.org, HospiceBasics.org)

08 Sharpen Your Marketing Strategy Integrated Marketing Strategies Digital Marketing Solutions Social Media Management Google and YouTube ads Custom Video (Audio/Visual Solutions) Website Optimization

09 Offer an Online Sales Solution

Online Sales/eCommerce Solution (Arrangement Guide™)

11 Upgrade Your Day-to-Day Technology Lead Nurturing Software Preneed Sales Software (DIGicon®)

13 Improve Your At-Need Service

Insurance Assignment Processing (CLAIMCHECK) Financial Solutions (Directors Business Solutions) Case Management and Business Management Software (Passare®) Livestreaming Solution (Encore™) Aftercare Solution (Circle of Friends+)

15 Conclusion 16 Company Overview

Letter from

The President It’s harder than ever to be a funeral director today.

We provide solutions in these six key areas:

Besides caring for families, you also have to consider everything that goes into managing your business, from preneed, and marketing, to technology. It’s easy to get overwhelmed while trying to do it all.

1.

2.

3.

4.

5.

6.

The fact is, you didn’t go to school to be an accountant, social media expert, technology guru, preneed salesperson, or any of the other hats you have to wear on a daily basis.

You went to school to learn how to serve families, care for their loved ones, and help them start their journey towards healing. Every other hat you wear takes away from the time you get to spend with families, which is the responsibility that only you have the honor of doing.

So, you deserve all the time in the world to do that, without having to worry about the ins-and-outs of your business.

For over 40 years, we’ve helped thousands of business owners and funeral directors take back control of their workload (and time) through our fullservice business solutions.

Preneed Education Marketing Online Sales Technology At-Need

Whether you are a small, one-person funeral home or a multi-rooftop organization, we’re ready with custom solutions to help you with the behind-thescenes work. You focus on your funeral director duties; we focus on helping you grow the future of your business and be more efficient.

Ultimately, our goal is to make sure you get to do more of what you love: serving your families who need you. It all starts with a consultation to determine the business solutions that would serve you best.

Here’s to getting the results you’ve always dreamed of.

Blessings,

KRIS SEALE President and Chief Executive Officer FUNERAL DIRECTORS LIFE

1

FOCUS

Funeral Directors Life

More than a preneed company

As I look back at my career, the day we went with Funeral Directors Life was one of those historic moments in the life of our business. From day one, I felt that this was one of the best moves that we’ve ever made.

“

BARRY HENDERSON

Owner and Funeral Director HENDERSON & SONS FUNERAL HOMES ROME, GA

FUNERAL DIRECTORS LIFE

2

Grow Your

Preneed Revenue

Your preneed business today fuels your at-need business tomorrow. But if your strategy is currently serving walk-in and call-in business only, you are missing out on opportunities to serve more families and grow your market share.

There are many factors to consider before setting up a successful preneed program, including finding the right people, training them, monitoring results, and setting new goals. These tasks take time, and they threaten the precious time you have to spend with families.

We believe there’s a better way to sell preneed funerals that is cost effective for your funeral home and enhances your reputation in your community.

Here are your simple steps to success when you work with us.

Step 1

Get the right people.

First, we start with finding the right person to fit your unique funeral home.

You’ll have access to our national recruiters who have years of experience

3

FOCUS

locating top talent in the funeral and preneed professions.

Step 2

Give them the best training.

Next, your new hire will receive the best training in the funeral profession. Our sales professionals are trained in the WeCare™ sales system, where they learn to first ask questions, get to know the family, and uncover needs. Then, they offer custom solutions that meet those needs, such as On the Go Protection, which offers comprehensive travel protection.

Establishing an effective preneed program doesn’t have to be complicated. Our simple solution provides a custom approach to preneed, giving you one less thing to worry about when it comes to the future of your business. More importantly, it frees up your time so you can focus on your families.

Ready to establish the preneed program of your dreams?

Don’t leave the future of your business up to chance. Trust the experts at Funeral Directors Life and see a big difference.

Step 3

Offer ongoing support.

Finally, sales professionals receive ongoing support from our sales management team. Sales professionals receive field training and coaching, participate in weekly webinars, qualify for incentive contests, and have access to all the tools they need to succeed, including the most advanced digital contract software in the profession: DIGicon® (more on page 11).

Request more information today!

Since we began working with Funeral Directors Life, we have probably doubled our preneed business. I want to deal with people I trust who are experts at what they do.

“

STEVE KREAMER Owner and Funeral Director

KREAMER FUNERAL HOME & CREMATORY, INC ANNVILLE, PA

FUNERAL DIRECTORS LIFE

4

Guide Families on the Value of the Funeral Education is your best asset when it comes to helping preneed and at-need families plan a healing and meaningful funeral or ceremony, but educating families on the value of a funeral or ceremony begins by educating yourself.

You want to share how healing a wellplanned funeral can be...but how do you communicate its value to your families?

they serve. They see direct cremation families changing their minds and fully embracing a meaningful ceremony. They see lives changed. They find a renewed sense of fulfillment in the work they do.

Transformative training like that is hard to find, and your time is too valuable to spend searching for options while balancing your current workload of caring for families.

We offer training programs for preneed and at-need staff. The Virtual Wolfelt Experience™ workshop offers insights into why we have had funerals since the beginning of time, how the elements of the funeral work together to meet the unique needs of mourners, and the importance of a final resting place.

That’s why Funeral Directors Life has partnered with Dr. Alan Wolfelt, renowned author, grief expert, and founder of the Center for Loss and Life Transition, to develop the industry’s best training on the healing value of a funeral ceremony: the Virtual Wolfelt Experience™.

Funeral professionals who have gone through the training start to see an amazing transformation in the families

5

FOCUS

There are three ways to guide families:

Schedule training for your team.

Educate families with support tools.

The Virtual Wolfelt Experience workshop will equip you with the education, language, tools, and resources you need to share the value of a meaningful funeral experience with the families you serve.

Another way to educate families is through FuneralBasics.org, our free, online resource library that covers topics ranging from preplanning to grief support.

With hundreds of articles, there’s sure to be something for everyone.

Work with local hospice organizations.

With the Wolfelt Hospice Program, you can serve hospice families by partnering with community hospice organizations to help them educate and support families at an emotionally draining time. Work with your Funeral Directors Life sales manager to sponsor a Wolfelt Hospice Program and provide education and support tools, including Hospice Basics, an informative website with articles specifically for families with loved ones in hospice.

Want to help families understand the value of a ceremony?

Contact your Funeral Directors Life sales manager or scan the QR codes to learn more.

T H E W O L F E LT E X P E R I E N C E

Schedule a virtual training for your team

Share free resources for all funeral planners

“ SM

The heart of a meaningful and healing funeral, the Virtual Wolfelt Experience in its entirety, is a game changer for us.

This is the roadmap we’ll follow with our families. We are changing our approach with all of our arrangers and using ‘The Heart’ for every funeral. This is the secret sauce.

CHAD VICE

Help families with loved ones in hospice

Chief Executive Officer Funeral Director SERVICE GROUP OF OKLAHOMA NORMAN, OK

FUNERAL DIRECTORS LIFE

6

“

We work together to collaborate with Funeral Directors Life on Google Ads, and I like that team aspect.

Reach families on social media

DAVID MAHN

The personal contact has been great, and the ability to have regular meetings and conversations has been helpful.

Craft the perfect video message

JOE MAHN

MAHN FAMILY FUNERAL AND CREMATION SERVICES RED WING, ROCHESTER, ZUMBROTA, LAKE CITY, AND PINE ISLAND, MN

7

FOCUS

Be found online with Google and YouTube ads

Sharpen Your

Marketing Strategy

Whether print or digital, marketing can have a huge impact on your sales and your reputation in your community. A single marketing campaign with your sales professional can increase your preneed business significantly. The right Google ad can drive traffic to your website. A unique video of your funeral home can boost your reputation with families. The options are endless.

But most funeral home owners don’t have the time or the expertise to test the right strategy and put together a full marketing plan that works.

You know a key ingredient to your success is missing, but you don’t know how or when you’ll pull it all together.

If this sounds like you, we have great news! When you partner with Funeral Directors Life, we create a marketing plan

that works for your unique situation. You have access to experts in the areas of print and digital marketing, such as: • • • • • • • •

Content development Social Media Management Preneed lead generation Google and YouTube ads Direct mail Custom video Website optimization And custom solutions for your business!

Here’s your simple, three-step solution:

1.

Want to sharpen your marketing strategy?

Save time on marketing your funeral home by leaving the details to our team of experts. Contact your Funeral Directors Life sales manager or email marketing@ funeraldirectorslife.com to get started on a custom solution that’s right for you!

Learn more about these solutions today!

We’ll meet with you about your needs and unique market.

2. We’ll develop a custom marketing plan that covers your needs.

3. We’ll put your plan into action!

Overall, this service helps drive the digital client to our website and funeral homes. Having Funeral Directors Life manage it and pinpoint what our message needs to be is really helpful.

“

REJANE WINTTER COO

EVERGREEN SERVICES, LLC

FUNERAL DIRECTORS LIFE

8

Offer an Online

Sales Solution

Since the pandemic of 2020, eCommerce - or online sales - has continued to grow.

It seems Americans go online to do everything these days, including order groceries, plan vacations, buy real estate and cars, even research funeral options.

The problem is, most options for online preplanning today cater to low-cost direct cremation shoppers, which means that planners who would typically prefer fullservice funeral options end up purchasing a direct cremation…without you.

You and your families shouldn’t have to settle for less than the best. So to connect with consumers who prefer to shop online, you need a simple, digital sales solution.

That is why we are proud to offer

9

FOCUS

Arrangement Guide™, the most advanced online planning and funding tool, available only from Funeral Directors Life and created in partnership with Passare®.

Unlike any other option on the market today, Arrangement Guide educates families on the valuable elements of a funeral. It’s easy for families to use and allows them to plan and pay for a preneed funeral online in about 20 minutes.

Getting set up is easy.

Step 1

Step 2

Promote it online to families.

We set up your online planning and funding tool as a customized webpage, complete with your logo, plans, and contact information. To share the news, you can advertise your tool on your website or social media. Alternatively, you can work with our Social Media Management team to handle all the digital marketing. We’re happy to help with whatever you need.

Step 3

Work with us to customize your tool.

Start getting leads and contracts!

Create plans at different price points to give options to families and provide a range of service options.

A family can decide to plan and pay for their final arrangements just by visiting your Arrangement Guide page. And if

If you are a Funeral Directors Life or Passare client, it works together seamlessly with all the other services they offer. It’s simple and streamlined for funeral homes and families. I would highly recommend Arrangement Guide because there is not really another company out there that is offering an eCommerce solution that is so well-integrated into an all-in-one system.

“ families start to plan online and want to finish their plans in person, it’s easy for you or your preneed staff to pick up right where they left off through our seamless integration with DIGicon®. No one has to retype information or start over.

Best of all, the Arrangement Guide is available to you at no monthly charge.

Just a simple, one-time setup fee with unlimited revenue potential.

Ready to start serving online funeral shoppers?

Connect with preneed families online, get a steady source of free qualified leads, and increase your revenue in the process.

Email digicaresales@funeraldirectorslife. com or scan the QR code to get started.

KASI WELCH BAKER

Owner & Funeral Director NALLEY-PICKLE & WELCH FUNERAL HOME & CREMATORY BIG SPRING, STANTON, AND MIDLAND, TX

THE ARRANGEMENT GUIDE™ Start serving online funeral shoppers

Did you know?

The largest contract completed online through Arrangement Guide was over $19,000!

FUNERAL DIRECTORS LIFE

10

Upgrade Your Day-to-Day

Technology

Reliable technology is everything, especially when you need to set appointments, write contracts, and close preneed sales.

At this point, many funeral homes let their sales professionals down. They provide a confusing digital solution or only use paper contracts.

Well, Funeral Directors Life is on a mission to help you efficiently close sales. Our in-house development team works hard to make sure our sales professionals and funeral directors are taken care of from the moment a lead comes in. Families appreciate the convenience, too!

Here’s your three-step plan to success: Step 1

Automatically track your leads.

Funeral Directors Life has partnered with

Our motto?

Work smarter, not harder.

11

FOCUS

a leading CRM (customer relationship management) software to automatically filter leads into your sales pipeline. Leads flow in from direct mail campaigns, Facebook ads, aftercare, and much more, all ready for follow-up. Automatic lead tracking also gives you greater visibility into activities that your sales team has in the pipeline, so you can monitor your team’s success.

Step 2

Save time per contract.

All the data from your CRM is set up to sync to DIGicon®, the industry’s most advanced preneed sales software. DIGicon makes writing the contract much faster and easier, enhancing the professionalism of your preneed sales staff. Plus, the electronic signatures feature means you never have to waste time tracking down a family to sign a missed dotted line.

You know that sinking feeling when you realize you have to go back to a family to rewrite a contract because of a mistake found during processing? At Funeral Directors Life, we never want you to have that feeling again! Just let our software do all the math, check for accuracy and errors, and maximize your time with families

Step 3

Get paid lightning fast.

We understand that making sure sales professionals are paid quickly and efficiently is essential to keeping your preneed program running smoothly.

That is why we are proud to offer faster than average processing times for DIGicon contracts, plus direct deposit and daily commission payments. And with DIGiclaim®, you have 24/7 access to your claims. That means you can submit paperwork and death certificates online, start the reconciliation process at any time, and get paid sooner!

so you can submit your contracts with complete confidence. Now, that’s working smarter, not harder.

Learn more about these solutions today!

I love DIGicon. I like the technology, and I think the product itself is amazing. It’s easy for the counselors to go out and write their contracts, and the reporting that we get is great. Funeral Directors Life is able to customize DIGicon for exactly what we need.”

“

KIM KANDARAS

Co-Owner WALTON’S FUNERALS & CREMATIONS RENO, NV

FUNERAL DIRECTORS LIFE

12

Improve Your

At-Need Service

You know there’s plenty of work to be done around the funeral home to keep your business running smoothly. You have insurance assignments, case files to manage, accounting, payroll, aftercare, and more.

But you already have a lot on your plate as a funeral director. If only serving families was all you needed to worry about!

Luckily, we have invested so much time and energy into at-need support services because we believe managing your business shouldn’t get in the way of you serving families. We want to take the busy work off your shoulders so that you can focus on the most important thing that you need to do. Why? Because when you win, we win.

Here’s how we can help.

Improve your cash flow and funeral home financials.

CLAIMCHECK® is a life insurance assignment processing company that offers fast pay (80% of funeral home partners get paid in 1-2 days!), great customer service (you’re assigned your own concierge customer service rep), and a simple platform to submit assignments.

Directors Business Solutions (DBS), a division of Funeral Directors Life, offers financial services for funeral homes to help them grow their businesses and manage their finances. Our team provides the following services: accounting, valuation, lending, and payroll.

Manage your business and connect with families.

Funeral Directors Life is proud to partner with Passare®, an online case management software with built-in business management tools. Through Passare, funeral directors can connect with families, plan services online, and access case information from anywhere.

Plus, they offer 30+ integrations to save time on data entry, including with Funeral Directors Life, CLAIMCHECK, and DBS. Offering unlimited users, devices, and updates, Passare is helping funeral staff manage their business and connect with families.

Stay connected during the funeral and after the service.

livestreaming service, connects all family members and friends who want to honor a loved one. Our team handles the setup behind the scenes, so all you have to do is go live!

Circle of Friends+ (COF+) is a digital aftercare service to help families in the areas of settling an estate and grief support. Families receive digital newsletters and unlimited free access to an education platform with videos, articles, a support line, and more to help them navigate the grief journey after a loss. Our team provides the content and reaches out to your families so that your funeral home can grow its reputation, acquire more Google reviews, and serve more families.

How much extra time would you have to dedicate to your at-need families or to your family at home if you no longer had to spend your time trying to do it all?

See how much time you can get back with our services working for you.

Families who can’t make it to the funeral still want a way to attend a service, so we made that a reality. Encore™, our funeral

With CLAIMCHECK, I get paid immediately, and that’s what I’m looking for.

“

13

SYD WALDMAN

Owner and Certified Funeral Service Practitioner WALDMAN FUNERAL CARE HOUSTON, TX

FOCUS

®

“

The DBS and Passare integration makes reporting simple. I plug information into Passare, and it’s automatically sent to DBS. MARLAN GARY

Owner MARLAN GARY FUNERAL HOME THE CHAPEL OF PEACE COLUMBUS AND MANSFIELD, OH

TM

I know I can call anyone on the [Encore] team at any time, and no matter how frantic I am, they are calm, kind, and extremely knowledgeable. It is every bit like having an ‘easy button’ at your disposal.

KRIS RHODES

Funeral Director in Charge GRACE GARDENS FUNERAL HOME & CREMATORIUM WACO, TX

FUNERAL DIRECTORS LIFE

14

Conclusion The right people. Transformative training. Outstanding marketing support.

Technology that makes your life easier.

It’s not magic or rocket science; it’s a systematic plan that works. Combined with at-need solutions, you now have more time back in your day to spend doing what you love: being there for your families.

With these simple solutions in place, our funeral home clients start to see results they’ve only dreamed of.

15

FOCUS

If you are ready to start putting some or all of this plan into action, contact us today at sales@funeraldirectorslife.com to request a consultation.

Request a consultation!

Learn more about all our services

Company

Overview

“

• Established in 1981 by funeral directors for funeral directors

• Phones answered live by real people who really care

Overall, Funeral Directors Life has proven to myself and my team that they are the leaders in the industry. Their growth is wonderful, and their approach is second to none. It’s just a good company to work with.

• Privately-held • Recipient of numerous awards from FORTUNE magazine and Texas Monthly magazine for being a great workplace

• Dedicated to helping funeral homes grow and succeed in a rapidly changing marketplace

• Rated A- (Excellent) by AM Best

• $1.9 billion in assets • Over $165 million in capital & surplus

PAUL HUMMEL III Owner & Operator

HUMMEL FUNERAL HOMES AKRON, OH

• Board of Directors comprised of funeral service professionals

FUNERAL DIRECTORS LIFE

16

Company

Overview 600

$585 MILLION*

500

I N MI L L IONS

400

SALES GROWTH

300 200

2023*

2022

2021

2020

2019

2018

2017

2016

2015

2014

2012

0

2013

100

2500

$2.08 BILLION*

2000

IN MIL L IONS

1500

TOTAL ASSETS

1000

2023*

2022

2021

2020

2019

2018

2017

2016

2015

2014

2012

0

2013

500

250

$172 MILLION*

200

IN MILLIONS

CAPITAL & SURPLUS

150 100

2023*

2022

2021

2020

2019

2018

2017

2016

2015

2014

2012

0

2013

50

*These numbers are projections for Funeral Directors Life, Kentucky Funeral Directors Life, and Funeral Directors Life of Louisiana.

17

FOCUS

STATEMENT OF PURPOSE

To Be the Best, Most-Respected Provider of Service to the Funeral Profession.

OUR STORY Funeral Directors Life (FDLIC) began as the vision of four independent West Texas funeral directors who owned their own funeral homes. They were especially concerned about the fair and proper

representation of prepaid funerals in their communities, as well as the long-term effects that prepaid funerals would have on the value of their businesses. FDLIC has now grown far beyond the original

founders’ expectations. We are currently licensed in 48 states and are dedicated to being the best and the most-respected provider of service to the funeral industry.

VT

RI NJ

Licensed in 48 states

FUNERAL DIRECTORS LIFE

18

Contact Us Receptionist

800-692-9515

www.funeraldirectorslife.com

Customer Service

800-234-8031

customer.service@funeraldirectorslife.com

New Business

800-692-8411

new.business@funeraldirectorslife.com

Help Center

800-692-5125

help@funeraldirectorslife.com

Claims

800-692-2808

claims@funeraldirectorslife.com

DIGicon DIGiclaim Online Access Policy Generation

Online Access

app.funeraldirectorslife.com

800-692-3688 info@claimchecknow.com

www.claimchecknow.com

CLAIMCHECK

800-692-6162 sales@passare.com 800-692-5111 support@passare.com

www.passare.com

Marketing Solutions 800-692-9515 x6386 drew.seale@funeraldirectorslife.com

Passare Sales Passare Support

19

Digital Marketing

800-692-9515 x6391

mitchell.mclean@funeraldirectorslife.com

Audio/Visual Solutions

800-692-9515 x6398

rob.davidson@funeraldirectorslife.com

Learning & Development

800-692-9515 x6499

training@funeraldirectorslife.com

Fulfillment

800-692-9515 x6640

fulfillment@funeraldirectorslife.com

Encore Livestreaming

800-692-9515 x6409

ron.clyde@funeraldirectorslife.com

Directors Business Solutions

800-692-9515 x6402

jason.gazaille@funeraldirectorslife.com

Recruiting

800-692-9515 x6387

humanresources@funeraldirectorslife.com

Corporate Culture

800-692-9515 x6459

jeff.stewart@funeraldirectorslife.com

Prayer Requests

800-692-9515 x6419

ray.thompson@funeraldirectorslife.com

FOCUS

6550 DIRECTORS PARKWAY ABILENE, TX 79606 800-692-9515

WWW.FUNERALDIRECTORSLIFE.COM

ITEM #202 © 2022 FUNERAL DIRECTORS LIFE

WWW.FACEBOOK.COM/FDLIC