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	2005 ICFA University J. Asher Neel College of Sales & Marketing July 15-20, 2005 University of Memphis Memphis, Tennessee Dean: Gary O'Sullivan, CCE Return to Introduction Page Additional Colleges: College of Cemetery Administration & Management College of Cremation Services College of Funeral Home Management College of Land Management & Grounds Operations Master's Program CEO Program Download the Registration Form Unable to download this files? Try installing Adobe Acrobat Reader. Friday, July 15 2:00 - 5:30 p.m. Registration and Check-in 5:30 - 6:30 p.m. University Reception 6:30 p.m. University Dinner Saturday, July 16 9:00 - 10:30 a.m. How To Be Both the Effective Manager and Leader Our Profession Requires 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 Successfully Communicate the Value of Memorialization Dr. Arnold Abrams You can't sell the product or the service if there isn't perceived value. Perception is everything. After all, the price isn't too high; the value is too low. Learn results-oriented techniques for effectively communicating the value of memorialization. 12:30 - 1:30 p.m. Lunch 1:30 - 3:00 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! 3:00 - 3:30 p.m. Break 3:30 - 5:00 p.m. How to Build Up a Team Attitude For Improved Performance 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. Sunday, July 17 9:00 - 10:30 a.m. How to Create and Effectively Use Performance Standards Mike Hays Don't just train your staff ... develop them. Preneed sales manager and operations trainer Mike Hays will show you how to: understand why salespeople under-perform learn to clearly establish performance standards grasp the importance of weekly measures and weekly accountability comprehend the uniqueness of performance evaluations in a sales context 10:30 - 11:00 a.m. Break 11:00 a.m. - 12:30 p.m. Performing a SWOT Analysis Nicole Wiedeman Does your funeral or cemetery team have trouble reaching consensus? Do you want to make improvements to your program, but don't have the tools to do it? Do you just have trouble getting things done? Learn how to conduct a SWOT analysis and prioritization exercises for your organization. SWOT helps you uncover Strengths, Weaknesses, Opportunities and Threats. You'll learn the processes to effectively facilitate improvement in your programs. Case studies and your hands-on participation will give you the tools to GET THINGS DONE! 12:30 - 1:30 p.m. Lunch 1:30 - 3:00 p.m. How to Perform a SWOT Analysis, Part 2: Live Workshop! Nicole Wiedeman 3:00 - 3:30 p.m. Break 3:30 - 5:00 p.m. How To Create & Develop a Successful Training Program Dick Perl Together we will look at what goes into the creation of a Training Program and will develop a step-by-step program you can use at your location. 7:00 - 9:00 p.m. Annual Sports Tournament Monday, July 18 9:00 - 10:30 a.m. How to Get Counselors and Clients Engaged in the Presentation John Bolton Coach Mike Krzyzewski of the Duke Blue Devils basketball team once said, "If you tell someone something, they will listen; if you show someone something, they will understand; but if you let someone experience something, they will take ownership of it." The more we buy into Coach K's philosophy, the more successful we will be in presenting the value and benefits of preplanning. Hear tips on how to get your counselors to see the true benefits in giving an effective presentation and experience different techniques used to build value with your clients. 10:30 - 11:00 a.m. Break 11:00 a.m. - 12:30 p.m. Affinity Marketing: How to Realize Your Possibilities Gwen Mooney, CCFE How can you maximize your preneed marketing efforts? Affinity marketing can hold the key to touching large groups of people with your company's message and offering. This course will focus on successful affinity marketing: how to get started...and keep it going effective methods of reaching groups of people tracking methods creative offerings Included in the class will be real, hands-on examples and materials that are currently in use and have been proven effective. 12:30 - 1:30 p.m. Lunch 1:30 - 3:00 p.m. How to Maximize Contacts With Database Marketing Rick Wesner Learn proven methods to maximize your effectiveness with each contact in your database. Whether you're in the introductory phase of building a client relationship, setting an appointment to finalize arrangements or following up for additional services and referrals, database marketing can help you better meet the individual needs of each client you currently serve and nurture those you hope to serve in the future. Learn about revolutionary advancements that can dramatically increase sales and market share for your program...from lead and referral development to relationship building to strategic marketing. 3:00 - 3:30 p.m. Break 3:30 - 5:00 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 Tuesday, July 19 9:00 - 10:30 a.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. 10:30 - 11:00 a.m. Break 11:00 a.m. - 12:30 p.m. How to Market Cremation Memorialization Jim Hammond Regardless of the types of cremation memorialization you offer, you will not be able to sell it if the value isn't clear to your staff and to the market and if it is not marketed effectively. In this session, we'll discuss the important elements of educating cremation clients and marketing cremation memorialization. 12:30 - 1:30 p.m. Lunch 1:30 - 3:00 p.m. Managing Your "Do Not Call" List Rick Wesner Learn how complying with the FTC Do Not Call regulations can actually work to your advantage. We'll simplify the complexities, remove the mystique, and show you exactly how to ensure the safety of your organization without crippling your marketing program. Learn the concepts of "permission marketing" and how they can be applied to your prearrangement program to increase sales and ensure continued long-term growth. 3:00 - 3:30 p.m. Break 3:30 - 4:30 p.m. How to Market and Execute Effective Preplanning Workshops for the Public Gwen Mooney, CCFE From invitations to closing the deal, this course will talk about how to run successful preplanning workshops and seminars. Successful preplanning workshops involve much more than just talking about funeral and cemetery arrangements. They require careful planning, leading and organizing, as well as control over the method in which the seminar is delivered. Topics to be discussed will include: how to get people to attend what should be presented who should present where they should be held when and how often you should hold workshops 4:30 - 5:30 p.m. Graduation/Reception for Students Completing Four Years Wednesday, July 20 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. Diploma and Class Pictures *********************************************************************************************   back to top