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Preplanning Advisor

2/13/2019

GENERAL ACCOUNTABILITIES

Working from home or presenting to client families in the field, the Pre-Planning Advisor (PPA) is a self-starter expected to achieve their quota (pacesetter) target by selling pre-need arrangements and services. The PPA serves families in a professional, caring and timely manner. Follow-up and generation of referrals from client families are integral to success and to establish a strong service relationship with families. The PPA also develops relationships with the community.


SPECIFIC RESPONSIBILITIES


 50 % Lead Generation: Consistently networks and builds relationships to generate recommendations for gaining referrals for both at-need cemetery arrangements and pre-need arrangements using company tools, processes and standards. 

• Holds self accountable for prospecting a minimum of 4 hours every day (if working 8 hours) such as approaching families face-to-face during events or door knocking to group seminars

• Obtains referrals from families served by the location by following up through visits with families after the service

• Networks and builds community and civic relationships

• Explains and presents Dignity Memorial® Personal Planning Guide presentations to families served and referred families

• Maintains and tracks activity levels to ensure productivity

• Remains flexible with schedule to achieve results; often works nights and weekends


40 % Build Relationships with Families: Demonstrates customer service beyond expectations to ensure satisfaction and long-term relationships

• Establishes and maintains strong business relationships with families by connecting with the family, relating to them, resolving their concerns/needs, and committing to follow through

• Responds to client inquiries in a timely, respectful, sensitive and professional manner

• Supports families in time of grief with acts of kindness

• Connects with families through listening, honest communication and genuine concern

• Develops an understanding of each family’s unique needs and offers solutions that provide value to them

• Stays in touch with families to ensure satisfaction

• Prepares for all appointments and performs all procedures with professionalism and attention to detail

• Provides service beyond expectations to ensure satisfaction and to form the foundation for future sales based on long-term relationships

• Builds trust-based relationships to earn the right to ask for referrals

• Earns the right to gain referrals to offer protection to protect family members, and the family’s relatives and friends, by educating them on the benefits of pre-planning


10 % Teamwork: Consistently builds relationships and works cooperatively with the Funeral Director and other funeral home and/or cemetery staff. 

• Collaborates and teams with funeral directors, location managers, and other members of funeral home and/or cemetery staff, to provide seamless, high quality service

• Represents a continuous link from services provided at need, through aftercare, to providing services to protect families in future

• Thoroughly and completely reviews previous services and contacts with families to prepare to support current needs and/or sales

• Acts as one team setting arrangement continuation visits within two to three days after the service

• Shares family concerns with rest of the SCI team

 

EDUCATIONAL/Experience/MINIMUM Requirements

 

Education: 

  • High school education or equivalent and 1-2 years of college or equivalent experience

  • In states where required, must hold a Funeral Directors License to perform this role


    Experience:

  • Sales experience or one to two years industry experience preferred

  • Previous experience with Customer Relationship Management (CRM) systems is a plus


    Knowledge, Skills & Abilities:

  • Good work ethic

  • Basic computer and technology skills within a sales environment

  • High-level of integrity

  • Ability to work well in a team, as well as independently

  • Creative, outgoing and energetic

  • Comfortable presenting in front of others

  • Good driving record

  • Desire to help others

  • Bilingual / knowledge of another language is a plus


Work Conditions

Work Environment

  • Work indoors during all seasons and weather conditions
  • Local and/or multiple location traveling required
  • Standard business dress is required

Work Postures

  • Frequent, continuous periods of time standing, up to 8 hours per day
  • Sitting continuously for many hours per day, up to 8 hours
  • Climbing stairs to access building

Physical Demands

  • Physical effort requiring manual dexterity is required, includes paperwork, calculators, computers and phone usage

Work Hours

Job Type : Full-Time
Education Level : High School
Experience Level : Entry Level
Job Function : Sales
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