Interview Questions for Pre Need Sales Position

[tcroddys]

I have an interview this week with the principals of a local funeral home who are looking to replace a retiring pre need sales rep. Funeral home is the leader in the market, privately held and very well established and respected.

Some things I know I'll want to find out are:

1. How many funerals do they handle per year per rep
2. Average/Median costs for funeral services
3. % of funerals with preneed contracts
4. Sources of leads in the past for sales reps and whose responsibility to pay for
5. Contracted with one insurer or multiple?

Any other obvious ones I'm missing?

Thanks!

 

[CAJUN1]

I would ask if the Funeral Directors write pre needs. Also how are the walk in customers handled. I'm sure the funeral files are worked

 

[tcroddys]

thanks cajun - i appreciate the reply

 

[mofe]

How'd it go? I'm just getting into pre-needs myself. Good luck!

 

[xrac]

How will I be compensated? What is the percentage? etc.

 

[mofe]

Good one! I was surprised to find it is based on face value, not AP.

 

[Newby]

Good one! I was surprised to find it is based on face value, not AP.

Not just face. AGE and face.

An 88-year old paying a $400 monthly Premium pays very little.

A 65 year old paying $150 monthly pays very well.

You also want to ask how single premiums pay compared to multi-pay. How long is the same as cash payoff option? Does the commission charge back to the lower single-pay amount if they used the payoff conversion?

 

[mofe]

Thanks Newby! Any advice you have on pre-needs is appreciated greatly!

 

[tcroddys]

Thanks Newby and others - interview went very well. Following up with the person who retired whom I'd be replacing and the other current rep today to get some feedback from their perspective. Also talking to regional manager to get their feedback on the funeral home from an insurer's perspective.

The longevity of the sales staff bodes well as does the reputation for integrity of the owners.

I just need to figure out how to make it work from a $ standpoint during the training ramp up time.

 

[Newby]

Thanks Newby and others - interview went very well. Following up with the person who retired whom I'd be replacing and the other current rep today to get some feedback from their perspective. Also talking to regional manager to get their feedback on the funeral home from an insurer's perspective.

The longevity of the sales staff bodes well as does the reputation for integrity of the owners.

I just need to figure out how to make it work from a $ standpoint during the training ramp up time.

If it had low turnover, it's most likely a good spot. When agents have a good position in a good funeral home they never leave. Good income. Sometimes good benefits. Easily earn a great free trip every year.

For the right personality it's perfect.