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PLEASE NOTE: TO RECEIVE MEMBER DISCOUNTS, you must be an ICCFA member and logged into your account on the ICCFA website*, or you may call 1.800.645.7700.
*To register as a member on the site, go to the home page, click on "Create New Account" and fill out the form. If your company is a member in good standing, you will be granted membership privileges within 24 hours (but usually within minutes) and will have access to all content throughout the site as well as to ICCFA member discounts.

Also: you cannot earn continuing education credit by listening to recordings. You must attend presentations in person to earn CE credits.

How to Sell Cemetery Property Before Need


SKU: BK-022

How to Sell Cemetery Property Before Need

In the fifth edition of “How to Sell Cemetery Property Before Need,” preneed pioneer Harold Brown updates his definitive guide, adding information on new training techniques, technologies and industry trends to his straightforward, time-tested advice on cemetery sales.

Published in 1996, Brown’s textbook-style publication presents a mixture of sound advice and practical wisdom, as he reviews the basics of successful selling and offers inspiration for the salesperson to redouble his or her efforts to attain ever-higher sales figures. At the end of each chapter, readers are asked to answer informative and sometimes soul-searching review questions.

Brown defines the salesperson’s mission as a career of personal service and achievement. Each chapter of the book covers each step of the selling process in detail. In this edition, Brown also identifies and discusses 14 evolutions in our industry, including the growing number of women sales counselors, combination operations, cremation, consolidation, cultural changes and the Internet.


Price: FIRE SALE: ICCFA Members: $40
Non-Members: $50

Normal Price: ICCFA Members: $55

Non-Members: $80

(you must be logged in to receive member discount price)


Price: $50.00