Scottsdale, AZ, [Feb, 2020]

Johnson Consulting Group and the Gary O’Sullivan Company announced a partnership to provide funeral home and cemeteries the needed expertise, methods, through their pre-need sales event.


The event is specifically for sales teams and their managers to learn how to effectively create a successful pre-need program within the Catholic ministry. The event will uncover a systematic sales process of effective selling: prospecting, appointment setting, effective pre-need presentations, protection security among families, as well as unique referrals. It will also focus on the sales manager role, covering their sales management plan, best leadership practices, motivating your team and getting the most out of your sales program.


“An effective and impactful pre-need sales program is not simply hiring someone, teaching them to fill out a contract, have them sit in your lobby, and write up the families that walk-in and asked to buy,” says Gary O’Sullivan, CCFE. “The goal of pre-need is to engage with the marketplace by talking to families who are the “undecided” and in the process helping them see the value of before need planning, getting them protected now, and in doing so, you are securing your future businesses today. Selling is a proactive, not reactive; it’s based on a proven process, not simply a pleasing personality, and build on the fundamental belief that the more you serve, the more you sell.”


Both The Gary O’Sullivan Company and JCG believe that to accomplish this companies, need a proven selling method that is teachable, measurable, and executable. Director of Business Development, Lori Salberg says our core values and passion to serve others, this is without question, a perfect partnership.


“We are very excited to partner with Gary O’Sullivan on this event. He is an industry legend in pre-need sales and training,” says Lori Salberg. “He truly understands the unique ministerial aspect of Catholic cemetery pre-planning. Anyone working in pre-need sales (new, veteran, or in a managerial role), will benefit from time spent with Gary.”

“I have known and admired JCG throughout the years. They are a proven organization that focuses on aiding organizations to become and remain a healthy and viable business, using their innovating methodologies, which is something few consulting firms can do,” says O’Sullivan. “However, that is just part of why I respect JCG; it’s also because of the company’s character and focuses on not only processes but people as much or more. I view it as a privilege to work with the JCG on this event. It’s as exciting as it is humbling to partner on specific events with such a respected brand.”


The event will take place on March 17th at the Diocese of Orange in Garden Grove, CA. For more information about event pricing and registration, please reach out to


About The Gary O’Sullivan Company

With nearly five decades of experience — from selling door-to-door, to his various roles in sales management, to his responsibilities as a senior executive — Gary O Sullivan has learned how to listen to and speak with new sales professionals, seasoned sales veterans, managers, and senior leadership. Gary O’Sullivan, CCFE, was the first recipient of the ICCFA’s Lasting Impact Award for the impact he has made on our profession. He is also the co-creator of

The System University, the profession’s only public online training and development platform created specifically to train, develop and motivate sales professionals in the cemetery and funeral profession. To learn more about The Gary O’Sullivan Company, visit


The common thread that runs through everything he does is the principle that an organization’s culture is the single most powerful force in determining its prospects for success.

About Johnson Consulting Group

Johnson Consulting Group is committed to providing intelligent business solutions that address succession, operational, financial, and customer service needs within funeral homes and cemeteries. JCG has been creating personalized partnerships and growing revenue with funeral and cemetery business owners, managers, and staff for over two decades with solutions including succession planning services, financial management & accounting services, professional funeral & cemetery consulting, JCG Performance Tracker™ Technology, and much more. For more information, visit to learn more.