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OCTOBER 2013
FUNERAL HOME & CEMETERY NEWS
S ec t i on A
This year’s program was created to help salespeople at all levels:
s
teaching the basics to new salespeople (funeral directors, cemeterians and suppliers)
s
sales veterans who might have forgotten valuable core principles along the way
s
sales counselors selling preneed and at-need
s
sales managers who are always striving to grow and surpass aggressive sales goals
s
marketing pros charged with creating company value and delivering powerful messages
The Rio is offering our group a discounted room rate of
$75 per night if you reserve your room
by December 6.
Discounts are also available to these Rio shows:
MJ Live (a tribute to Michael
Jackson), The Rat Pack is Back, X Rocks
and
Chippendales.
KEYNOTE SPEAKER
NOAH
RICKUN
One of the most respected and
acclaimed sales speakers in the world,
Noah Rickun is back by popular demand
to the Wide World of Sales stage to help
you find the passion in yourself to differentiate yourself from your
competitors and to develop a “YES!” attitude for a lifetime of sales
success. Rickun will explain several sales tenets he’s come to know
and teach you how to apply them to your daily preneed or at-need
funeral sales routine. Come reignite the fire inside you to be the
best you can be, learn how to provide extreme customer service and
prospect organically for customers to build your business.
Seven Uncomplicated Ways
to Generate Leads Without
Breaking the Bank: Jodi
Clock, CPLP,
will guide you
step-by-step through seven
uncomplicated marketing
approaches that may be easily
implemented immediately and will enable
your business to become noticed in a noisy
world, cost very little money, change the way
you attract customers, complement your current
marketing programs, generate leads and
enhance revenue.
Limiting Liability for Cremation
Salespeople:
As cremation
continues to rise, so too will
liability risks. In this session,
Poul Lemasters, Esq.,
will take
you step-by-step from the first
call through the return of the
cremated remains, providing a real-world look
at the potential pitfalls along the way that can
lead to legal action.
Innovative Approaches to
Cremation Consumers:
Find
out from
Gary Freytag, CCFE,
of Spring Grove, one of the
largest, historic and prestigious
combination properties in the
U.S., what his company is doing
to serve cremation consumers in every aspect
of the business, as well as some great ideas
he’s discovered from colleagues across the
country. Aspects to be discussed include
cemetery development, funeral packaging and
processes targeted at addressing cremation
customer needs.
Turning Silver into Gold: Keys
to Enhancing the Arrangement
Conference for Seniors: Lacy
Robinson
will teach you how
to transform the arrangement
conference into a golden
opportunity that provides peace of mind for
senior adults. It’s easy to feel frustration and a
lack of patience as the generation gap appears
to be a major barrier. Participants will leave
with more confidence and an increased comfort
level by understanding the communication
style of senior adults, the communication
barriers that exist, and the payoff for asking
the right questions.
The Art of the Question: Candace
Franco
will focus on how to
improve the consumer interaction
and build funeral service value
through the discovery process.
Leave with a clear understanding
of where to focus questioning
during a meeting with a family (provided in
handouts) and techniques to make the more
difficult questions land more smoothly.
And other topics such as
“Getting Back to
Basics: Building Trust and Creating Value,””How
Not to Get Sued When Hiring & Firing,”
“Email: Your Secret Sales Weapon,” and “The
Facebook Funnel: Advanced Strategies for
Converting Fans Into Customers.”
KEYNOTE SPEAKERS
RICH KIZER &
GEORGANNE BENDER
Join “consumer anthropologists” Rich
Kizer and Georganne Bender as they
offer up merchandising ideas and advice
you can take to the bank. Gain a clear
insight into the mind of both male and female consumers and how
each sex shops. This presentation will take you from the parking
lot to the back door and every space in-between. You’ll learn the
latest in layout, display and tricks of the trade to increase your
“shelf-esteem” and product sales. Kizer & Bender’s session will be
loaded with strategies, tactics, tips and techniques every funeral
professional needs to know.
ICCFA
ALL STAR
ANNUAL CONVENTION
& EXPOSITION
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ARCHIE GRIFFIN
KEYNOTE SPEAKER
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FILM PREMIERES
OUR LARGEST
EXPO EVER!
ROI
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Building Upon the Fundamentals of Selling
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3UITE (OTEL #ASINO s *ANUARY
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BREAKOUT SESSIONS INCLUDE: