Reminiscing!
Ah, the cemetery business—an industry that holds both untold stories and memories etched in stone. For those of us who remember the glory days, there was a time when it wasn’t just about resting places; it was a booming enterprise where sales professionals thrived, and salaries were astonishingly high.
The Golden Years: When Sales Led the Charge
In the late 90s, being a VP in cemetery real estate meant commanding a huge salary, with commissions and bonuses that rivaled any top-tier industry. Sales was the lifeblood of the operation, driving the business forward and earning the respect (and pay) that came with it. We were the heartbeat of the company, pushing deals and growing the business.
But around 1998, the tide began to shift. The leadership was passed off to operations, and sales—once the king of the castle—was sidelined. This change was a turning point. Salaries dropped exponentially, bonuses dried up, and many of our colleagues either left or were too afraid to. The conglomerates managing the business thought, "Where are they going to go?" A friend of mine famously said, "They’re going away," and sure enough, many did.
The Fall: Financial Devastation
The financial hit was brutal. There was a period when beautiful homes and nice automobiles started getting repossessed by the banks because the once-lucrative incomes had been drastically slashed. The days of millions in bonuses and two free trips annually evaporated into almost nothing. Today, the earnings aren’t even a shadow of what they once were. Sadly, the talent pool has shrunk too. It’s as if the industry lowered its expectations and, in doing so, lost the fire that once burned brightly in the hearts of its salespeople.
A Grim Reality
Some of us made it out alive—I count myself as one of the lucky ones. But the writing was on the wall long before it became obvious to most. A friend of mine, who sat at the very top of our food chain, told me, “Eddie, it’s all over.” I was confused at first. He explained that the direction the companies were taking would reduce our positions to nothing. We all knew that most people in operations didn’t understand the mechanics of sales, nor did they sympathize with the plight of the sales team.
The Breaking Point: From Bonuses to Pennies
I’ll never forget the year we qualified almost everyone for the company trip to New Orleans. That year, I would have earned about $20,000 in bonuses. Instead, they handed me a measly $500. That was the final straw. My only thought was, “What are you guys doing with all the money you’re keeping? What about us and all that we’ve invested in your growth?”
Walking Away
Long story short, I bailed and never looked back. But those who were there will never forget it. We lived through the rise and fall of an era—an era when salespeople built empires and then watched as the rug was pulled out from under them.
Thank God, life goes on. But those of us who lived through it know the truth: The cemetery business will never be what it once was. Today, it's a different world, and the golden years of robust salaries, endless bonuses, and boundless opportunity seem like a distant dream.
The Cemetery Business of TODAY!
Despite all the changes, I have to say that the people selling cemetery property today are a resilient and adaptable group. They may not be operating in the same golden era we once knew, but they are navigating a complex and evolving industry with remarkable skill. Today's salespeople face different challenges—whether it’s the rising popularity of cremation, the push for green burials, or the impact of digital memorials—but they continue to show an incredible commitment to helping families make important decisions about their loved ones’ final resting places.
What stands out about today’s cemetery property salespeople is their deep sense of empathy. They aren’t just selling a product; they are offering comfort and guidance during some of the most difficult moments in a person’s life. They’ve had to learn to balance the business side of things with a more compassionate, personalized approach, often working under tighter margins and reduced commissions, yet still managing to provide families with the support they need.
Even in an era where big bonuses and extravagant perks are harder to come by, they persist. They bring dedication, creativity, and compassion to their work—traits that can never be undervalued. In a time when the expectations and financial rewards have changed, the people in this industry continue to carry forward the essential mission of honoring and remembering those who have passed. That’s something truly commendable.
Leave a comment and let me know where you worked and who are some of the giants you know. Just saying…