Dan Isard, the elder statesman of the Funeral Business Plan Conference faculty, having spoken at each of the annual events from its inception, will deliver an all-new presentation this year titled “10 Changes that Will Add Immense Value to Your Funeral Home.”
“Knowing what is driving value up and impairing value are critical factors,” says Isard, the founder and president of The Foresight Companies in Phoenix. “Why do some funeral homes sell for four times EBITDA (earnings before interest, taxes, depreciation and amortization) and others at eight times? It is not just good negotiation skills. It is running your business as a business!”
Isard will reveal the “low hanging fruit” in driving up the value of a business. “I am going to highlight the typical problems and the fixes – some of which will drive value up within only 90 days,” he says.
The concept of focusing on big changes to add value to your funeral home is a topic that is too often ignored, Isard says. “Typically an average funeral home wants an above average sale price,” he says. “When you explain all the reasons why the business is being run poorly, the seller just says, ‘Well, you can do that after you buy me out!’ It doesn’t work that way.”
While the conference, which will be held Nov. 19-20, in Glendale, Arizona, features numerous experts, Isard is especially looking forward to hearing Beverly Brown, director of community outreach at StoneMor Partners, who he calls “the hidden superstar for this conference,” speak on aftercare.
“With her efforts, she does more to drive value, increase market results, increase customer satisfaction, promote preneed and shift market allegiances than anyone,” Isard contends. “Beverly gets it! Her program should be the most important for all attendees to hear.”
Of her presentation, Brown says, “True, altruistic outreach is a great opportunity for you to interact with your community and for them to see just how special you are. Hosting an effective outreach program will raise the awareness of existing services. You really can create positive relationships with the community and change the impression of who you are.”
Visit the Funeral Service Business Plan Conference website to learn more.
You can also sign up for the Cremation Strategies Conference, which will be Nov. 18 at the same hotel.
I am curious as to Mr. Isards qualifications to be speaking to a group of Funeral Directors. As I recall, he is an Accountant or CPA and has never been a Funeral Director or owned a Funeral Home. So what makes him an expert ?