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2003 ICFA University
J. Asher Neel College of Sales & Marketing
July 18-23, 2003
University of Memphis
Memphis, Tennessee
Dean: Gary O'Sullivan, CCE
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Additional Colleges:
College of College of Administration & Management
ICFA/CANA College of Cremation Services
College of Embalming & Restorative Arts
College of Funeral & Commemorative Services
College of Land Management & Grounds Operations
Master's Program
CEO Program
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Friday, July 18
5:30 - 6:30 p.m.
University Reception
6:30 p.m.
University Dinner
Saturday, July 19
9:00 - 10:30 a.m.
How To Be Both an Effective Manager and an Inspiring Leader
Gary O’Sullivan, CCE
We’ll take a look at what it takes to be both the effective manager and the inspiring leader our profession requires today. You’ll be exposed to the fundamentals of effective management while identifying the elements of inspiring leadership principles. You’ll learn how to manage with expectations, so you can be hard on results and soft on people. You’ll also learn the three most important things all leaders must do and how to do them.
10:30 - 11:00 a.m.
Break
11:00 a.m. - 12:30 p.m.
How to Identify and Create Networking Opportunities to Generate Leads
Patrick Downey, CCE
Are you changing your marketing approach as quickly as your market is changing? If you’re finding that the telephone is not as effective as it once was and other "traditional" methods aren’t getting the response they once did, you must change your strategies. In this session, you’ll gain insight into new channels to approach your market.
12:30 - 1:30 p.m.
Lunch
1:30 - 3:00 p.m.
How to Recruit and Market to Various Cultural Groups
Barry Bamford, CCE
Having the right staff can make all the difference in reaching cultural niches within your market. Find out how to attract and develop sales talent from different cultures. Then learn how to best develop and manage them to effectively reach the families within your market.
3:00 - 3:30 p.m.
Break
3:30 - 5:00 p.m.
How to Increase Your Sales by Effectively Managing Your Leads
Suzanne Elkins
Leads are the seeds to sales. Using simple approaches with database lead management, you can cultivate your leads into sales. This session will show you how to effectively capture and manage your leads sources for maximum effectiveness.
Sunday, July 20
9:00 - 10:30 a.m.
How to Manage an Effective Cemetery Family Service Program
Barry Bamford, CCE
Successful management of your family service program offers many advantages for your business, but it all starts with having a program that benefits the families you serve. Learn how to set up such a program, manage it for service quality and reach more people in your market.
10:30 - 11:00 a.m.
Break
11:00 a.m. - 12:30 p.m.
How to Master The Art of the Interview and the Science of Selection
Mike Hays
This session will focus on crucial hiring skills, including:
- how to ask meaningful questions
- how to interpret resumes
- how to identify your ideal candidate
- how to follow up on references
- how to conduct effective second interviews
- and more!
12:30 - 1:30 p.m.
Lunch
1:30 - 3:00 p.m.
How to Use Process Mapping to Manage Your Programs More Effectively
Suzanne Elkins
Have you ever missed a critical step in developing a strategy or project? Have you spent more time redoing than doing? Suzanne Elkins will share a step-by-step process model that can help you with sales forecasting, marketing and other critical aspects of your business.
3:00 - 3:30 p.m.
Break
3:30 - 5:00 p.m.
How to Build Up an Effective Team Who Will Build Up Your Business
Dick Perl
Funeral homes are made of bricks and mortar. Cemeteries have beautiful gardens and features. But buildings and gardens alone do not make for success. What makes for success is a team of people who work together to accomplish a common goal. Together in this session we will explore what makes up a successful team.
7:00 p.m.
Basketball/Volleyball Games
Monday, July 21
9:00 - 10:30 a.m.
Common Mistakes Sales Managers Make and How to Avoid Them
Mike Hays
Learn valuable lessons about sales management from those who have truly "been there and done that." Sharpen your sales management skills by discovering sound principles for both the the "right way" and "wrong way" to lead your team.
10:30 - 11:00 a.m.
Break
11:00 a.m. - 12:30 p.m.
How to Maximize Your Sales Meetings
Patrick Downey, CCE
We’ll identify topics and subject matters that need to be incorporated into effective sales meetings, as well as techniques for maximizing the motivational impact of your meetings on staff. Topics will include:
- creating useful agendas
- elements of meeting content
- effective frequency and duration of meetings
- and more!
12:30 - 1:30 p.m.
Lunch
1:30 - 3:00 p.m.
How to Build an Effective
Real-World Training Program
Dick Perl
We live in the real world, and if our training does not reflect real-world issues, it will not work. Throughout this session we will look at the real world.
3:00 - 3:30 p.m.
Break
3:30 - 5:00 p.m.
How to Lay a Strong Foundation:
The First 90 Days
Keith Charles
The first 90 days are critical to the overall success of a new sales counselor’s career. During those first few months in a new profession or with a new company, the real foundations are laid for building a relationship with the firm, developing the needed skills and understanding the expectations. Keith Charles will show you how to put together a program and process to make sure the first 90 days become a building block for real success.
Tuesday, July 22
9:00 - 10:30 a.m.
How to Manage People You Can’t See
Keith Charles
Sales people who are working effectively usually are not within your view. You must have an effective system for managing, driving, directing and measuring this "invisible" sales team. Only through these measures can you know how to coach them and lead them to ever-improving performance and accomplishment. Come, find out how to manage people you can’t see!
10:30 - 11:00 a.m.
Break
11:00 a.m. - 12:30 p.m.
How to Build and Grow a Successful Preneed Funeral Team
Matt Kreidenweis
Through presentations and group discussion, you’ll learn how to properly implement all the elements needed for a successful preneed sales operation:
- business planning
- counselor recruiting
- team communication
- counselor training
- lead management
- compensation plans
- effective meetings
12:30 - 1:30 p.m.
Lunch
1:30 - 3:00 p.m.
How to Create an Effective Cremation Memorialization Presentation
Mary Ziegler
Understanding cremation is one thing. Designing an effective presentation to share the concepts, options and understanding with families is another. Discover how to create the foundation of a cremation presentation that truly conveys the importance and value of cremation memorialization.
3:00 - 3:30 p.m.
Break
3:30 - 4:30 p.m.
How to Develop and Manage an Extended Family Service Program for Funeral Homes
Matt Kreidenweis
This course will share how to build extended family service care into the funeral home’s greatest lead generation program and its strongest PR tool. Managers will see actual statistics that prove the impact this program has on a counselor’s ongoing success, based on the experience and learning of more than 60 counselors and managers. Discover successful processes and practices that guarantee the necessary teamwork and ensure the program’s overall success.
4:30 - 5:30 p.m.
Four-Year Student Graduation and Reception (all students participate)
Wednesday, July 23
9:00 - 10:00 a.m.
How to Build and Lead an Organization of Integrity
Gary O’Sullivan, CCE
Integrity is the foundation of all success. In this session, you’ll learn the principles for building a sales organization of integrity. We’ll explore what all truly successful people and organizations understand about the value of integrity to their success. You’ll gain a clearer view of the important role integrity has in our day-to-day responsibilities.
10:00 - 10:30 a.m.
Class Photos and Graduation
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