Client Needs Assessment & Consultation Flashcards

Which closing technique best aligns with ethical preplanning practice?

Answer: Summarizing their choices and asking if they feel ready to proceed

Ethical closing confirms the client's readiness without pressure.

A client says, 'I need to think about it.' The best response is:

Answer: Respect their decision, offer to follow up, and leave written information

Respecting thinking time builds trust and keeps the relationship open.

Why is it important to give clients a written record of their preplanned wishes?

Answer: So family and the funeral home can reliably carry out the wishes later

Written documentation ensures wishes are clear and accessible when needed.

After a preplan is completed, what should the consultant encourage the client to do?

Answer: Share the plan details and location of documents with their family or executor

Informing family ensures the plan will actually be followed.

A client later wants to change their preplanned selections. The consultant should:

Answer: Review the plan and explain how modifications and any price effects work

Plans can often be updated, and clients should understand the terms and effects.

Which behavior violates professional ethics in preplanning?

Answer: Making unverifiable claims such as 'prices will double next year'

Deceptive or unsupported claims are unethical and may violate consumer protection law.

What is the main purpose of a follow-up contact after a preplanning meeting?

Answer: To answer questions, confirm satisfaction, and keep the plan current

Follow-up supports the client and keeps their plan accurate over time.