CHANNEL · YOUR RECORDS
The warmest list you own is the one you already have.
Most preneed marketing buys strangers’ attention. Meanwhile the industry’s own research says the deepest well is the home’s existing records: the families served this year, the plan holders who would happily refer, the unfunded contracts sitting in a drawer. Almost nobody works this well — because the software that should do it doesn’t exist. It’s binders and memory.
- Aftercare follow-up: the families you served, checked on and gently invited to plan for themselves. Published industry figures: about half of at-need families answer a follow-up survey, and a tenth of a home’s actionable preneed leads arrive through one.
- Referral invitations: the carriers’ own research says 63% of plan holders have recommended prearranging or plan to — and referred leads close at the highest rate anything in preneed produces. Almost no home runs a structured way to invite them.
- Working your files: unfunded contracts, lapsed plans, and a price-increase letter your own list deserves to get before an increase lands — campaigns over records you already own.
- No media cost at all, which is exactly where at-cost pricing shines: there is nothing to mark up. The fee buys the software and the follow-through.
This is the channel a commission model can’t price, because there’s nothing to hide a commission in. At cost, it’s just software and care.