Most arrangers already have a number of questions they ask client families in the arrangement conference. Typical ones are: How can I help you? Will there be a funeral? May we start the preparation-embalming process? Are you members of a local church? Do you know what kind of flowers you want? Do you want visitation? And more.

These, and other similar questions, help you obtain some facts and learn about any likes or dislikes of those present. But, in asking these questions, might it appear like interrogation? Do your questions help establish trust? Was a relationship formed?

Do the questions you ask client families differentiate yourself from your competition? What new insight did the client learn from the meeting? Most typical questions, like those above, merely go over information the client already knows...so, to the client family, your questions are boring.

In truth, anyone can gather facts! Leading arrangers – at need and pre need – utilize questions that help uncover what motivates people and that cause a client family to consider something they may have never thought of before.

Engaging questions do not always guarantee a positive outcome; some people only want what they want and some people prefer remaining at a distance. Examine your questions. Better questions result in higher-quality information for you while uncovering motivations, fears and concerns. When you can get into the client families "world," relationships, trust and your revenues will greatly increase!