Spotlight: Legacy Funeral Group

Passare customers share their secrets of success through collaboration

Legacy Funeral Group
Locations: 103 Locations Across the Southern US

For more information, contact Michael Soper at soper@legacyfuneralgroup.com or Brian Nichols at nichols@legacyfuneralgroup.com.

Michael Soper is the President of Legacy Funeral Group, a privately-owned group of funeral homes located across the Southern United States from Nevada to Florida. Michael chose Passare because he needed a simple solution that was user-friendly for his funeral directors and offered him real-time data for his business. Brian Nichols, Vice President of Sales, also weighed in for this interview on how Passare has changed day-to-day life for Legacy’s preneed sales staff.

What do you think is the best part about using Passare for your company?

Michael: Passare is very user-friendly. Some of our staff who weren’t tech savvy have picked it up very quickly across our organization. We’ve gone from manual contracts to being able to print clean, crisp and professional contracts for our families. Plus, we have real-time sales data that integrates with other systems. As a business owner, that’s pretty cool. When that contract prints, it’s live and it’s in my sales. Instantly. It’s all in the cloud. That wasn’t the case before. There was a lot of manual work that had to happen for me to see sales results.

Brian: Being able to print contracts for a family rather than handing them a handwritten contract is a huge step forward. The contracts are legible, and the math is correct. It’s clean, it’s crisp, and it’s very professional. It’s not the 1940’s anymore!

Do you think Passare has put your company in a position to better serve the next generation of funeral planners?

Michael: I think the new generation of people arranging funerals would rather communicate with someone electronically than over the phone. It can actually be a very efficient way for us, especially in higher volume firms. Still, there is nothing like sitting face-to-face, but there are a lot of little requests and questions that come up all of the time in making funeral arrangements and some of those can be emailed to the director and answered right away through the Planning Center, as opposed to two people calling and missing each other and then finally getting together. Then you also have back up of the request, so everyone on the team is on the same page with that family.

Has Passare been able to help you save time and gain efficiency across your operation?

Michael:We are not yet using Passare to its full capability on the administration side, but I envision that we will see more efficiencies. As we get closer to downloading this information into our accounting package, I can see great improvements.

Brian: The other thing I use it for with preneed sales people—and it makes them more efficient—is family follow-ups or aftercare. Now, instead of having to go through a filing cabinet, they can look at the at-need contracts through Passare. This is especially useful for multiple location counselors who can now pull up cases from three places instead of having to go drive to all three places and go through the filing cabinet. It saves them a ton of time. And again, it’s legible, and they are not trying to read a handwritten contract. We do it in view-only mode for the sales counselors so that they can just look at the cases for that location, but not edit any information.

What has your experience been like working with the Passare team?

Michael:Well, we are constantly getting updates from Passare. And if we have special reporting needs, you’re a phone call away and you can typically get something built pretty quickly for us. With other companies, it’s like moving a battleship to do something, but with Passare, it’s like a ski-boat. You can turn on a dime. At least that’s been my experience so far. As we’ve needed changes added, Passare has been able to do it.

Do you have anything to add?

Michael: Yes. I think it’s worth mentioning that all of the funeral homes across the nation that are using Passare are essentially collaborating with each other so that we all end up with a better product. I might make some suggestions and then someone on the other side of the country might make additional suggestions. The Passare team filters through those to create the best product for everyone. The result is smaller operators have access to a top-notch system that’s being perfected by people from all over the country. So if you take a location doing a hundred to two hundred calls, this gives them access to the same type of system that a Fortune 500 company would have, if not better, and without the bureaucracy of it.

Brian: Most of the Passare clients are the elite funeral homes in the country—the best of the best. This is a very collaborative effort among the top funeral homes in the nation. So, essentially, the smallest funeral home out there can have access to the best system that the most elite funeral homes are using. It really is an amazing opportunity for our entire profession.

 

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