By: James M. Brown, Esq.
“Why is it that we rejoice at a birth and grieve at a funeral? Is it because we are not the person involved?” – Mark Twain
Yes, even a Social Security practice can get referrals from funeral directors. Read on to find out how. Every area of practice can get referrals from funeral directors if you market properly to them.
Start with the obvious. If you are representing the family of someone who died as a result of a workplace injury or a wrongful death accident don’t just send for the bill, call the funeral director at some time to discuss the bill. If there is a statutory payment discuss this with them.
Take time to meet with them and provide your brochures. Discuss with the directors that you are meeting the various types of conditions that may be considered occupational diseases resulting in death. Let them know you are more than happy to discuss a family’s rights at no cost with anyone they have call you.
When you are representing someone on a wrongful death case meet the funeral director. Once again give them your brochures and advise them of your willingness to speak with anyone they refer at no cost or obligation. Let them know that you will protect their fees (within ethical limits) on anyone they refer.
Now let me tell you how a Social Security client can be referred to an attorney by a funeral director. I know, you don’t want dead people referred to you. Many people who are disabled go to a funeral home to pre-plan their funeral. The funeral director asks if they are receiving disability. If they are not, you can be the one to receive their referral. Sometimes someone will say they have to stretch the payments over 18-24 months because they aren’t working. Once again the funeral director finds out it is because of a disability and refers the family member to you.
Often an individual dies of a work related condition years after the injury or due to exposure to something at work. If they go to the funeral home unaware of their Workers’ Compensation rights the funeral director will, if you have laid the groundwork, refer them to you.
The reverse can also happen. If you are properly informing your clients of the various conditions that may be work related in their occupation they will always be advising you of their condition. Encourage clients to pre-plan their funerals. Refer them to funeral directors who refer clients to you. This symbiotic relationship will continue to grow your practice at virtually no cost to you.
To get started call any funeral directors you may know and discuss your specialties, your interests in speaking with their customers and building an ongoing professional relationship. Call the funeral directors who are or recently have handled the arrangements for your clients. After this initial relationship has been formed offer to speak at one of their dinner meetings. I was a big hit when I suggested that they initiate the paperwork for survivor’s benefits whenever a decedent had minor children. Tell them to advise their customers about the attorneys who may prey upon them after a tragic accident. They should not rush to sign a contract with any attorney nor should they give statements to insurance adjusters.
Advise them not to sign papers from the defendant’s insurance company or the defendant without an attorney regarding the accident.
In the Workers’ Compensation arena it is essential that they not sign any documents regarding a claim that are presented by an employer or an employer’s attorney. If they know of any witnesses to the accident it is important that they get the names and telephone numbers of those individuals.
Provide education regarding diseases that can be work related from chemical and environmental exposure. Many funeral directors will refer cases to you for Workers’ Compensation if they know there is a possibility of someone receiving death benefits.
Vietnam, Iraq and Afghanistan veterans are dying from innumerable causes that are going uncompensated. If you represent veterans it is incumbent upon you to let the funeral directors know that dependents of veterans can call you to determine if they are entitled to compensation as a result of their relatives death. Remind them that this includes suicide.
About the Author
James Mitchell Brown, Esq. is the nation’s leading consultant for contingency fee law firms. He consults on marketing plans; crisis management; business plans; office efficiency; buying and selling practices; retirement planning and most other issues regarding a practice. He can be reached at jim@attorneyconsultants.com
Attorneys – Check it Out!! LET STEVEN HEISLER, “THE INJURY LAWYER”, AND THE LAW OFFICES OF STEVEN H. HEISLER BE YOUR GO TO INJURY ATTORNEYS IN THE STATE OF MARYLAND. If you have a client who has been in an accident, job injury, or any other type of injury in Maryland, don’t hesitate to call or email Steve personally to discuss. Steve has received referrals from numerous attorneys throughout the United States and will gladly provide references. sheisler@injurylawyermd.com410-625-4878 (HURT)877-228-4878 (HURT)www.theinjurylawyermd.comCell- 443-854-2471
Quick TipBy: James M. Brown, Esq. Making Friends with the Funeral People
- Contact the Funeral Directors.
- Distribute your brochures.
- Offer to give speeches.
That’s it for this week. I’ll have a brand new issue for you this time next week. Also, if you have any questions or comments about the content in this newsletter please email me at sheisler@injurylawyermd.com ~SHH
