SUCCESSFULLY GENERATING

QUALITY LEADS FROM

EXPOS
STEVE HERENDEEN
SUCCESS STARTS WITH PREPARATION
 SUCCESS STARTS WITH
PREPARATION

• Materials needed
at an Expo event
– Why should I
plan ahead
flyers
• Portland
Marketing
team can
customize
this
piece for
your
funeral
home
 SUCCESS STARTS WITH
PREPARATION

 Materials needed at
an Expo event
– Free Drawing
advertisement
– Decorated box for
expo leads
 SUCCESS STARTS WITH
PREPARATION
 Materials needed at
an Expo event
– Order brochures
• Yellow butterfly
brochures
• National cemetery
brochures
• Cremation
brochures
• Final wishes
organizers
– Do not give
away but
write
“SAMPLE”
across
 SUCCESS STARTS WITH
PREPARATION
 Materials needed at an Expo event
– Give-away items to engage in
conversation including pens, band
aid kits, letter openers, magnify
rulers, or calendars
– Candy dish
– Floral display
• Local florist donation
–
•
–
 SUCCESS STARTS WITH
PREPARATION
• Sign up forms
– Customize
your sign
up form
include
your
Funeral
Home name
& logo
– Offer
multiple
resources
available
through
your firm
SUCCESS AT THE EXPO
 SUCCESS AT THE EXPO
• Attract people to your booth
– B e frie n d ly , in vite th e m in to yo u r
b o o th
– S M ILE 
– W o rd s to a d d re ss a p o te n tia lclie n t
•  When people are walking by,
smile and ask if they have sample
registered for your gift
card. Most of them say “why
not?” When they are filling
out your registration card,
point to the Final Wishes
Organizer and ask them if
they have something like
this at home. They will
usually ask “what it is?”
Your reply is “a Final Wishes
Organizer; it allows you the
opportunity to record your
final thoughts and wishes to
make it easier for the
people that you leave
behind.” They will normally
respond that’s a good idea.
Then, I point out to them if
SUCCESS AFTER THE EXPO
 SUCCESS AFTER THE EXPO

Leads! Leads! Leads!

– If yo u r co u n se lo r h a d a
m e a n in g fu lco n ve rsa tio n ,
th e y m a y w a n t to ca llth a t
fa m ily to d e live r th e FW O
• Set a deadline for
counselor to
make
the call or
submit
to FPC
– Submit all other leads
to
FPC within a few
days for