Can you learn from children? Definitely. One day, I recited this statement to my 6 year old daughter. Her facial expression told me she was perplexed. "Do you see what I’m saying?" I asked her. "No, I don’t," she replied.

"Look, picture this...you’re holding a bird. Should you let loose of the bird in your hand for the chance of grabbing two birds you see in the bush?"

"Oh, now I see what you’re saying, Dad."

These and other verbs reveal how many people understand ideas. We "picture" them. In their own right, metaphors and analogies can be helpful "visual" aids.

This experience with my daughter helped me become more effective in the arrangement conference. Like my daughter, not all bereaved people see what the helpful arranger is trying to communicate. Among others, people can’t see memorialization...can’t see your service...can’t see a farewell celebration ahead of time.

To be heard and understood, your message must be seen.

Using visual photos in the arrangement conference help families actually see suggestions for "services" and make it easier for them to understand. Guess what? For me, more farewell ceremonies were selected and urn selection improved. For one, more families understood what I meant by memorialization, and so forth.

Until your prospects have a picture, your "services" can be only a concept to them. Seeing is believing and believing leads to buying. Don’t just tell them what you can do; "show" them what you can do. "Show" them your differences.