Many families find it uncomfortable or even disrespectful to think about negotiating the price of a funeral. However, funeral homes are businesses, and many are owned by large, publicly-traded corporations with aggressive sales targets. In a time of high emotional stress, it is incredibly easy to overpay for merchandise and services you do not need. Negotiating or modifying your service selections is not disrespectful — it is a practical step to protect your family's financial well-being.
Understanding Funeral Home Margins
To negotiate effectively, you need to understand where funeral homes make their money. Their pricing generally falls into two categories:
- Service Fees (Low Leverage): The Basic Services of the Funeral Director & Staff is a non-declinable fee that covers overhead, licensing, and professional coordination. Because this fee is charged to every customer, funeral homes rarely discount it.
- Merchandise (High Leverage): This is where funeral homes make their largest profits. Caskets, vaults, urns, and monuments often have markup rates of 300% to 500%. For example, a steel casket that costs the funeral home $500 wholesale is routinely listed on the GPL for $2,500–$4,000. This is where you have the most leverage to save money.
Top Insider Strategies to Save Money
Here are several proven strategies to keep funeral costs manageable:
- Purchase Your Casket Online: Under the FTC Funeral Rule, you can buy a casket from a third-party retailer (like Costco, Amazon, or dedicated online casket companies) and have it shipped directly to the funeral home. The funeral home is legally required to accept it and cannot charge you a handling or 'casket transfer' fee. Buying online can save you $1,500–$3,000 instantly.
- Decline the Casket Package: If you are choosing cremation, you do not need a casket. Ask for a simple cardboard alternative container (usually $50–$150). If a viewing is planned before cremation, ask if the funeral home rents caskets. Many offer high-end wooden caskets with removable inserts for viewing purposes at a fraction of the purchase price.
- Shop Around: Never choose the first funeral home you visit. Get General Price Lists from at least 3 local providers. If your preferred funeral home is more expensive, show them the competitor's GPL and ask if they will match the price. Many independent homes will match prices to keep the business.
- Bring a Supportive Friend: When visiting a funeral home, bring a trusted friend or neighbor who is not emotionally involved in the loss. They can help keep track of details, ask practical questions, and prevent you from making expensive decisions driven by grief or guilt.
Declining unnecessary 'Upsells'
Sales representatives at corporate-owned funeral homes are often trained to suggest add-ons that sound essential but are completely optional. Be prepared to decline these items:
- Protective Gaskets: Many metal caskets feature a rubber gasket designed to seal the casket shut. Sales reps may imply this preserves the body. In reality, it does not prevent natural decay and only serves to trap moisture inside, accelerating decomposition. Gaskets add $200–$800 to the price.
- Temporary Grave Markers: Some funeral homes charge $50–$150 for a simple plastic or metal marker to place at the grave before the headstone is installed. Many cemeteries provide these for free, or you can purchase one online for under $20.
- Urn Vaults: If burying cremated remains, some cemeteries require an urn vault to prevent the ground from settling. However, many do not. Always check with the cemetery directly before buying a vault from the funeral home.