Mike Lake joins Danielle Burmeister in this discussion about casket and urn sales and the growth in disposition options over the years. Mike is director of partner growth with Matthews Aurora. In their chat, Mike covers everything from his time growing up in the funeral profession and what has shaped his career to how selling wine coolers differs from caskets! They also discuss the significance of funeral services and how the casket price protection plan can help minimize the impact of inflation on funeral home businesses.

Chapters:

1:10 · A natural fit.
What first drew Mike into the funeral profession

2:28 · Hometown beginnings.
A look inside the funeral home where he grew up

3:20 · The early days.
His very first job in the family business

7:27 · Choosing his path.
Why he pursued business management despite a funeral home upbringing

10:11 · Wine coolers vs. caskets.
What he learned selling both — and which is harder to sell

12:08 · Joining Aurora.
What made the company stand out before becoming Matthews Aurora

13:32 · Protecting families and firms.
A clear, simple breakdown of the Casket Price Protection Plan

18:13 · Shifting trends.
How the casket and urn landscape has changed over the years

19:08 · Changing conversations.
How provider communication has reshaped how families choose caskets or urns for their loved ones

22:33 · Sales wisdom.
The best piece of advice he’s gained over three decades in the profession

25:55 · A lasting memory.
The most meaningful funeral service he’s ever attended

27:46 · On the nightstand.
What Mike is reading right now

29:59 · Fuel for the work.
What’s giving him energy and inspiration today