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 What attracted you to the funeral space?

2:28 What was the funeral home you grew up in like?

3:20 What was your first job at the funeral home?

7:27 You grew up in the funeral business, but you went to school for business management. Tell us about that decision.

10:11 Are caskets easier or harder to sell than wine coolers?

12:08 You joined your company prior to it becoming Matthews Aurora. What attracted you to Aurora at that time?

13:32 Can you give us a short summary of what the Casket Price Protection Plan is?

18:13 What have you noticed have been some of the biggest changes in the landscape around caskets and urns?

19:08 Do you think the way that funeral providers talk about urns and caskets with consumers has changed the way that they sell those products?

22:33 You have about three decades of sales experience, what is the best piece of sales advice you’ve received over the years?

25:55 What has been the most meaningful funeral service you have attended?

27:46 What are you reading right now?

29:59 What is giving you energy right now?