.png?width=2000&height=274&name=Passare-Color%20(1).png)
The Graveyard Shift
Funeral professionals are constantly searching for two things – new ideas to better serve families and a good laugh. Join Todd Carlson, EVP of Sales and Chief Sales Officer at Directors Investment Group, on a wild ride as he engages in genuine and off-the-cuff conversations with 3 accomplished funeral professionals – Matt Bailey, President and Funeral Director at Bailey Family Funeral Homes, Gary Freytag, President and CEO of Spring Grove Cemetery and Arboretum, and Jimmy Lucas, Owner and Funeral Director at Lucas Funeral Home. Together, they share their takes and valuable insights into the evolving profession with plenty of laughs...
Show more
All Episodes
Shift #44: Preneed, old cars, and David Holm
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 TheGraveyardShift@passare.com.
Shift #43: Cold fronts and new data
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 TheGraveyardShift@passare.com.
Shift #42: Carpet crumbs, regulations, and Caressa Hughes
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 TheGraveyardShift@passare.com.
Shift #41: Rituals, reclamation, and Dr. Alan Wolfelt
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 TheGraveyardShift@passare.com.