Shift #36: Disconnects, data, and discoveries

What do a Chevy Cavalier in a cornfield and your funeral home's valuation have in common? More than you'd think. In this episode, David Holm joins the podcast to discuss succession planning, preneed, and the market insights every funeral home owner should know. They break down how a strong preneed program can boost your funeral home’s value, ease ownership transitions, and help you better serve families through education and preplanning. And stay tuned for this exchange : Todd: What’s the most underrated benefit of preneed? David: [says a good answer] Jimmy: You were supposed to say “Not using Precoa,” David. Matt: You’re the worst at plugging yourself. About David Holm David Holm is Regional Vice President of Business Development at Precoa, where he oversees the day-to-day of Precoa’s business development efforts. He gained valuable knowledge and experience in the casket industry before beginning his career at Precoa in 2014. Starting at Precoa as an Advance Funeral Planner, David helped hundreds of families prearrange their funerals and developed a deep understanding of Precoa’s Proactive Model, which he now draws upon to provide comprehensive market analyses and implement strategic preneed marketing plans for market-leading funeral homes to help them grow market share and cash flow. About the podcast: The Graveyard Shift is a podcast by Passare and features: Todd Carlson, Chief Sales Officer at Directors Investment Group Matt Bailey from Bailey Family Funeral Homes in Connecticut Gary Freytag from Spring Grove in Ohio Jimmy Lucas from Lucas Funerals and Cremations in Texas Have feedback? Share it with us at [email protected].

What happens when you look at 1,200+ data points collected from 2,500 consumers and nearly 800 funeral professionals? You find out real quick where the profession and families don’t see eye to eye. In this episode, the guys unpack the brand-new Funeral Connections Report from Passare and Funeral Directors Life. They break down everything from awkward payment conversations to tech shortcuts, and why adapting is the only way to keep your doors open. Tune in for an honest, funny, and eye-opening reality check on what today’s families actually want (and what your business is missing). Download the Funeral Connections Report and see the data for yourself. About the podcast: The Graveyard Shift is a podcast by Passare and features: Todd Carlson, Chief Sales Officer at Directors Investment Group Matt Bailey from Bailey Family Funeral Homes in Connecticut  Gary Freytag from Spring Grove in Ohio  Jimmy Lucas from Lucas Funerals and Cremations in Texas  Have feedback? Share it with us at [email protected].

When did serving food in a funeral home become an issue? And what do Taylor Swift concert tickets have to do with the FTC discussion around “junk fees”? In this episode, Caressa Hughes joins the guys to talk about the evolving regulatory landscape in deathcare. With decades of experience tracking legislation across 45 states, Caressa dives into the issues directly impacting funeral professionals, from dual licensing and staffing bottlenecks to food and beverage restrictions. Watch the full episode for an eye-opening breakdown of where the profession has been, what’s changing right now, and where things could be headed. About Caressa Hughes Caressa Hughes serves as Assistant Vice President for Government and Industry Relations for SCI, where she leads the company’s local, state, and federal government relations strategy and oversees industry relations through active engagement with professional trade associations. She is deeply involved in industry leadership and currently serves on the Board of Directors for ICCFA and CANA, where she was also a former President. Additionally, she contributes to the Government and Legal Affairs Committees for both ICCFA and CANA. Caressa holds a bachelor’s degree from the University of Texas at Austin and resides in Houston, Texas. About the podcast: The Graveyard Shift is a podcast by Passare and features: Todd Carlson, Chief Sales Officer at Directors Investment Group Matt Bailey from Bailey Family Funeral Homes in Connecticut  Gary Freytag from Spring Grove in Ohio  Jimmy Lucas from Lucas Funerals and Cremations in Texas  Have feedback? Share it with us at [email protected].

Families’ perceptions of funerals are changing, and not always in ways that make a funeral professional’s job easier. In this episode, Dr. Alan Wolfelt joins the guys to discuss how funerals are losing their meaning in today's culture and calls for funeral professionals to reclaim their role as educators, not order-takers. They explore why families might struggle to see the value of a ceremony and how funeral professionals can practice “supportive confrontation” by empathetically challenging assumptions while still honoring each family’s choices. Tune in for an inspiring conversation on helping today’s families navigate loss with knowledge, compassion, and confidence. About Dr. Alan Wolfelt Alan D. Wolfelt, Ph.D., is recognized as one of North America’s leading death educators and grief counselors. His books on grief for both caregivers and grieving people, including Funeral Home Customer Service A-Z, have sold more than 1 million copies worldwide and been translated into many languages. He is the founder and director of the Center for Loss and Life Transition, as well as a longtime funeral service consultant. Learn more at CenterForLoss.com. About the podcast: The Graveyard Shift is a podcast by Passare and features: Todd Carlson, Chief Sales Officer at Directors Investment Group Matt Bailey from Bailey Family Funeral Homes in Connecticut Gary Freytag from Spring Grove in Ohio Jimmy Lucas from Lucas Funerals and Cremations in Texas Have feedback? Share it with us at [email protected].

Ever wonder what funeral professionals actually want for their own final send-off? In this episode, the guys break down their own final wishes. They go through everything from Winston Churchill-inspired songs and open wine cellars to motorcycle hearses and scuba tanks. Tune in for a hilariously candid and unexpectedly thoughtful conversation that will get you thinking about how your own funeral can truly reflect who you are. Side note: Gary’s epitaph alone is worth the listen. About the podcast: The Graveyard Shift is a podcast by Passare and features: Todd Carlson, Chief Sales Officer at Directors Investment Group Matt Bailey from Bailey Family Funeral Homes in Connecticut  Gary Freytag from Spring Grove in Ohio  Jimmy Lucas from Lucas Funerals and Cremations in Texas  Have feedback? Share it with us at [email protected].

How much of yourself should you bring to the job? In this episode of The Graveyard Shift, the guys continue their conversation about authenticity, trust, and public image as a funeral professional. They explore how to navigate professional expectations, maintain healthy boundaries, and avoid burnout in a profession that’s “always on.” Tune in for top-tier advice and an honest conversation about showing up as your full self, quirks and all. See what the guys have been up to: Jimmy just released TeamTangoAI, a tool that answers calls, helps website visitors, and offers family support. See more about this feature here: https://teamtangoai.com/ Matt is planning for his next celebrant training in New Haven, Connecticut. Get more details here: https://bailey.courses/celebrant-training Gary recently finished teaching a few courses at ICCFA University. Learn more about this program here: https://iccfa.com/university/ About the podcast: The Graveyard Shift is a podcast by Passare and features: Todd Carlson, Chief Sales Officer at Directors Investment Group Matt Bailey from Bailey Family Funeral Homes in Connecticut Gary Freytag from Spring Grove in Ohio Jimmy Lucas from Lucas Funerals and Cremations in Texas Have feedback? Share it with us at [email protected].

How does a small-town mortician from middle-of-nowhere Minnesota end up with 50 million YouTube views without even trying?! In this episode, Victor M. Sweeney joins to talk about accidental fame, turning down reality TV, and why "just doing something real" beats trying to “go viral” every time. The guys dig into crafting an authentic public image, the trap of being an order-taker, and what it really means to show up for families, even when it's inconvenient. Fair warning: Victor's take on inconvenience will stick with you long after the episode ends. About Victor M. Sweeney Victor M. Sweeney is an undertaker in a small town in Northwest Minnesota. While he goes about every aspect of the funeral business as it touches the lives of the families he serves, his wife and four children patiently await his return and shake their heads when duty calls him away again. He represents the profession worldwide, authoring a book, “Now Departing,” and amassing some 50M views on YouTube. He doesn’t have free time, but he likes to read when he’s able. About the podcast: The Graveyard Shift is a podcast by Passare and features: Todd Carlson, Chief Sales Officer at Directors Investment Group Matt Bailey from Bailey Family Funeral Homes in Connecticut Gary Freytag from Spring Grove in Ohio Jimmy Lucas from Lucas Funerals and Cremations in Texas Have feedback? Share it with us at [email protected].

Ever wonder why some leaders command a room and others just…don't? Robbie Pape joins the guys to talk about the power of choice, showing up with confidence, and why the best leaders own their mistakes. Robbie also shares lessons from her colonel and fighter-pilot dad, and the crew digs into what the funeral profession needs more of from its leaders right now. Tune in for honest conversations, a few emotional moments, and maybe a reason to start making your bed every morning. About Robbie Pape: Robbie Pape serves as Vice President of Operations at Carriage Services. With 30 years of experience spanning funeral and cemetery operations, finance, sales, systems, process improvement, and audit, Robbie brings a rare full-picture perspective to help Carriage continue to grow and succeed. She's a Certified Public Accountant (CPA), a past ICCFA President, current treasurer on the CANA Board of Directors, and holds a degree in Marketing and Information Systems from Baylor University. About the podcast: The Graveyard Shift is a podcast by Passare and features: Todd Carlson, Chief Sales Officer at Directors Investment Group Matt Bailey from Bailey Family Funeral Homes in Connecticut Gary Freytag from Spring Grove in Ohio Jimmy Lucas from Lucas Funerals and Cremations in Texas Have feedback? Share it with us at [email protected].

Time to get a little nerdy. Todd pulls up some eye-opening stats from our New Funeral Consumer study, and the guys don’t hold back their opinions. This episode breaks down the 5 biggest disconnects between funeral homes and the families they serve. Fair warning: A few of these might hit close to home. About the podcast: The Graveyard Shift is a podcast by Passare and features: Todd Carlson, Chief Sales Officer at Directors Investment Group Matt Bailey from Bailey Family Funeral Homes in Connecticut Gary Freytag from Spring Grove in Ohio Jimmy Lucas from Lucas Funerals and Cremations in Texas Have feedback? Share it with us at [email protected].

Bill McReavy, Jr. joins the podcast to talk about going from zero preneed sales to a program that’s thriving. Spoiler: marketing had a lot to do with it. In this episode, the guys dive into how preneed serves families when they need it most and tackle the big question: Is the ROI really worth it? Tune in for insights and a few ideas you might want to steal for your own preneed program. About Bill McReavy, Jr.: Bill McReavy, Jr., CEO of Washburn-McReavy Funeral Chapels, Cemeteries, and Cremation Services, is part of the fourth generation of his family to join the business. Bill has helped guide Washburn-McReavy as it has grown and modernized, expanding to more locations across the Twin Cities while staying focused on caring for families in a personal, compassionate way. About the podcast: The Graveyard Shift is a podcast by Passare and features: Todd Carlson, Chief Sales Officer at Directors Investment Group Matt Bailey from Bailey Family Funeral Homes in Connecticut Gary Freytag from Spring Grove in Ohio Jimmy Lucas from Lucas Funerals and Cremations in Texas Have feedback? Share it with us at [email protected].