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2006 ICFA University
J. Asher Neel College of Sales & Marketing
July 21-26, 2006
University of Memphis
Memphis, Tennessee
Dean: Gary O'Sullivan, CCE
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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
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Friday, July 21
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.
Understanding Why Managers Must Lead
Gary O'Sullivan, CCE
In today's changing marketplace, just being a sales manager is no longer good enough.The effective sales manager today must also be a competent leader. Gary will share with you his insights into why leadership matters, why it is different than managing, and the three core leadership skills needed to be an effective leader.
10:30 - 11:00 a.m.
Break
11:00 a.m. - 12:30 p.m.
Discovering the Eight Reasons People Buy
Rick Wesner
Understanding what motivates people to buy or to say yes to another person is critical to influencing others. Learn the most recently developed psychological influences that cause people to say yes to your proposition and how to be effectively persuasive.
12:30 - 1:30 p.m.
Lunch
1:30 - 3:00 p.m.
Meeting, Motivating, Measuring
Patrick Downey, CCE
Managing your sales team isn't a once-in-a-while event—the occasional performance review, disciplinary action or awards ceremony. It's your everyday job. Sales management guru Pat Downey will show you how to get the most from your team by maximizing your meetings, creating a motivational environment for your sales team and effectively measuring sales performance.
3:30 - 5:00 p.m.
Affinity Marketing at the Local Level
Gwen Mooney, CCFE
This course will share with you how to use affinity marketing at the local level to create more awareness and generate leads, including:
- how to get started ... and keep it going
- effective methods of reaching new 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.
Sunday, July 23
9:00 - 10:30 a.m.
Creating a Blockbuster Marketing Program
Patrick Downey, CCE
In this session, we'll discuss how to build a complete marketing plan for your organization, with an emphasis on preneed sales. Learn how to implement public relations programs, special events and lead generation programs, including seminars and group presentations. Discover new technologies that can help you automate your lead management and customer relationship processes.
10:30 - 11:00 a.m.
Break
11:00 a.m. - 12:30 p.m.
Secrets for Recruiting Sales Superstars
Rick Wesner
Hiring the right person can not only boost sales, but also dramatically reduce employee turnover and training costs.This program will show how to spot winners and establish a reliable method of choosing salespeople. Learn how to select the best candidate to fit the needs of your company as well as the requirements of the position.
12:30 - 1:30 p.m.
Lunch
1:30 - 3:00 p.m.
Generating Leads Through Workshops & Seminars
Gwen Mooney, CCFE
Successful preplanning workshops and seminars involve much more than just talking about cemetery and funeral arrangements. They require careful planning, leading and organizing, as well as control over the method of delivery.
From the invitations to closing the deal, we'll talk about how to run successful preplanning workshops and seminars:
- how to get people to attend
- what should be presented
- who should present
- where to hold the events
- when and how often to hold the events
This is not about running a typical seminar. We'll discuss how to make your program interesting, fun and maybe even exciting. Be prepared to return home and run a successful workshop!
3:00 - 3:30 p.m.
Break
3:30 - 5:00 p.m.
The Ingredients of a Successful Training Program
Dick Perl
There's a reason most employees dread the thought of attending a training session or even a meeting. Good training sessions do not just happen by accident. They take time, planning, effort and commitment. Dick Perl will unveil the ingredients to a good training session.
7:00 - 9:00 p.m.
Annual Sports Tournament
Monday, July 24
9:00 - 10:30 a.m.
Creating and Developing Cutting-Edge
Preneed Sales Materials
John Bolton, CCE
10:30 - 11:00 a.m.
Break
11:00 a.m. - 12:30 p.m.
Building Up a Team Attitude
For Improved Performance
Dick Perl
More than ever, being able to get the entire staff to work as a team is essential to a company's success. Teamwork must cross over departmental lines. In this interactive session, we'll take a firsthand look at some of the challenges we face in trying to work as a team.
12:30 - 1:30 p.m.
Lunch
1:30 - 3:00 p.m.
Create and Effectively Using 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
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 25
9:00 - 10:30 a.m.
How to Use the Consultative Selling Process
Mike Hays
Today's consumer doesn't want to just sit and listen to someone deliver a pre-scripted, over-rehearsed sales pitch. They want information and expert advice as they make important decisions about how they want to be honored and remembered or how they wish to honor and remember their loved ones. Mike Hays will show you how to use the characteristics of the consultative selling process to enhance your presentation skills and better serve families.
10:30 - 11:00 a.m.
Break
11:00 a.m. - 12:30 p.m.
Marketing and Selling
Cremation Memorialization
Jim Hammond
Regardless of the types of cremation memorialization you offer, you won't 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.
How to Exceed Your Families' Expectations
Clift Dempsey
If you honestly feel you do everything possible for families at the time of death, you don't need to attend this session. But if you could use a few inexpensive ideas that will help you create a more meaningful service and "Wow" your families, then you don't want to miss it! We'll discuss ways to enhance both the funeral service and the graveside service using ideas that work and leave a lasting impression on families, creating a level of satisfaction and a rapport that can lead to future sales opportunities.
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.
Graduation/Reception for Students Completing Four Years
Wednesday, July 26
9:00 - 10:00 a.m.
The Ultimate Role of the Sales Manager
Gary O’Sullivan, CCE
Most sales managers, when asked what their ultimate role in the organization is, would respond that it is to get the needed volume. Nothing could be further from the truth. Your ultimate role as sales manager has nothing to do with sales volume, but if you learn to master the three competencies you learn in this session, volume will be the end result.
10:00 - 10:30 a.m.
Diploma and Class Pictures
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