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J. Asher Neel College of Sales & Marketing

      
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J. Asher Neel College of Sales & Marketing
Dean Gary O'Sullivan, CCFE

The principles of sales and marketing don't change; only technique and application do. Learn how to take the tried-and-true principles of cemetery and funeral sales and apply them within today's highly mobile, multi-cultural, high-tech, information-driven marketplace.

 

Friday, July 18

2 - 4:30 p.m.
Registration and Check-in

4:30 - 5 p.m.
Orientation

5 - 6 p.m.
University Reception

6 p.m.
University Dinner


Saturday, July 19

8 - 9 a.m.
Breakfast

9 - 10:30 a.m.
What Great Sales Managers Know That Good Sales Managers Don't
Gary O'Sullivan, CCFE
We hear a lot of talk among business people about how to go from good to great. In this opening session, you'll discover the five things great sales managers understand and employ that good sales managers don't. This is a session that may change everything if your desire is to be a great sales manager.

10:30 - 11 a.m.
Break

11 a.m. - 12:30 p.m.
The Facebook Formula: Secrets for Taking Your Business Viral on Facebook
Zachary Garbow
To many professionals in our business, Facebook remains a mystery. But understanding the secrets of how the world’s largest social network operates is the key to taking your message viral. This class will uncover the secrets behind how Facebook determines who sees your content and how you can use that insight to expose your business to even more people within your community. 
Further, you will learn actionable methods for using your Facebook page as an effective marketing channel; one that can ultimately result in customer growth, community outreach and even pre-need leads.

12:30 - 1:30 p.m.
Lunch

1:30 - 3 p.m.
Doing the Right Things for the Right Reasons
Poul Lemasters, Esq.
Achieving sales targets is just one aspect of your role as sales manager. Equally as important is how we do what we do. Doing things right means more than simply learning how to make an effective sales presentation; it also means doing things ethically and legally. In this session, you'll discover how pervasive ethics and the law are in numerous areas of sales leadership.

3 - 3:30 p.m.
Break

3:30 - 5 p.m.
Building Your People Beyond Sales
Andrés Aguilar
Finding the right people to sell and lead within your organization is one of your biggest challenges as a sales manager. The next biggest challenge? Building, growing and keeping them. Training people is one thing, but truly developing them is another. In this session, you'll discover how building people beyond their sales skills can be an important catalyst for creating more sales and can lead to a culture where good people want to come and stay.

5 p.m.
Dinner

7 - 9 p.m.
Annual Sports Tournament
Join your ICCFAU colleagues for a friendly game of volleyball.

 

Sunday, July 20

8 - 9 a.m.
Breakfast

9 - 10:30 a.m.
Interactive Social Media Workshop: Creating Viral Content for Your Funeral Home or Cemetery
Zachary Garbow
Social media posts don't go viral automatically; they must be crafted in a way to maximize engagement. In this fast paced, interactive workshop, you'll gain hands-on experience creating content primed for maximum engagement on Facebook and other social media channels. You'll learn:

  • what posts get the most engagement
  • tips for creating posts that are viral by nature
  • how to create custom content to post on social media
  • where to find the best content to re-share
  • how to measure your impact

10:30 - 11 a.m.
Break

11 a.m. - 12:30 p.m.
Creating a Unique Graveside Experience That Generates Leads
John Gouch
In this session, you will learn to create and execute some of the most unique service experiences that will have families in your community raving about your cemetery. But more than that, you will learn how to generate leads that are warm and welcoming when they are contacted. If you need to generate more warm leads, you need to attend this session.

12:30 - 1:30 p.m.
Lunch

1:30 - 3 p.m.
Building a Company That Attracts and Keeps Top Talent
Andrés Aguilar
How do you build a company that attracts and keeps top talent? One way is by establishing a unique culture that allows people to be successful while gaining a sense of significance. To achieve this, your sales organization must have a clear vision of what they intend to become with the defined values that help drive its creation. From having a success mentality, to using incentive that aligns with your values, you will learn how to build a sales culture of meaning and accomplishment.

3 - 3:30 p.m.
Break

3:30 - 5 p.m.
Where to Find and How to Interview Top Sales Talent
Mike Hays
Where is the best place to look for top sales talent? Is it the Internet, the local newspapers, or are there other sources that work? Once you find your top candidates, what are the keys to the interview process to ensure you find the right fit? In this session you'll find answers to these questions and gain additional insights to help you acquire the people who are the best fit for you and your company.

5 p.m.
Dinner

 

Monday, July 21

8 - 9 a.m.
Breakfast

9 - 10:30 a.m.
The Service and Opportunities of Family Service
Linda Jankowski
Do you know where the best source for new business is in your market and the fastest way to get there? Do you know
what processes will help new sales professionals get integrated into your business faster, will facilitate all sales staff in developing deeper relationships with your clients, and help you build your heritage? Where is this source? What is the process? It's something that many know, but few do well: the service of family service. In this session, you will learn systems to help you create and/or improve your service to families and create new opportunities.

10:30 - 11 a.m.
Break

11 a.m. - 12:30 p.m.
The 7 Vital Signs That Drive Your Sales Team's Success
Patrick Downey, CCE
This session will show you the seven key diagnostics that can show a sales manager how to “take the pulse” of his/her sales organization and how to direct their skills and energy toward the actionable areas that matter most.

Participants will learn what sales performance “warning signs” to watch for and how to apply the best proven “prescriptions” for keeping a sales team healthy and on track for high performance.

12:30 - 1:30 p.m.
Lunch

1:30 - 3 p.m.
Creating Your Brand: Going Beyond Advertising
Tiffany Gallarzo
What is your brand? How does your community view your firm? What is your competitive edge? If you don't know what makes your firm unique, neither do your customers. Learn how to develop and execute your own strategic marketing plan, from a system for organizing what you know and what you have to do next to a schedule for reviewing your progress. Walk away with effective marketing strategies that will build your brand and enhance your company's reputation.

3 - 3:30 p.m.
Break

3:30 - 5 p.m.
How to Plan, Prepare and Conduct Influential Sales Meetings
Ty Lohman
You don’t meet with sales, you meet with people, and in this session you’ll learn how to plan a meeting that is effective and motivating. The purpose of a sales meeting is to educate and motivate staff to become more so they will do more. After this session you’ll better understand how to do both.

6 p.m.
Dinner

7 p.m.
Cryptones concert

 

Tuesday, July 22

Class pictures will be taken on Tuesday

8 - 9 a.m.
Breakfast

9 - 10:30 a.m.
Branding from the Inside Out
Tiffany Gallarzo
Whether your sales team consists of one person or 100 people, brand integration is the key to success. In this session, you'll learn that "the way we've always done it" isn't gonna cut it anymore. In today's world, we must create a culture and an environment for development and growth that will unite your staff to increase retention, enhance your company's reputation and ultimately increase sales.

10:30 - 11 a.m.
Break

11 a.m. - 12:30 p.m.
Creating Community Connections That Generate Returns
Ty Lohman
In this power-packed session, you’ll learn how to promote and conduct various types of community seminars—seminars that will help you connect with your market in a meaningful way so that you can build your brand and generate preneed leads.

12:30 - 1:30 p.m.
Lunch

1:30 - 3 p.m.
Coaching Your Sales Team From Good to Great: Best Practices
Patrick Downey, CCE
In this session, participants will learn and role-play top techniques and best practices for coaching individual sales representatives to improve from good sales performers to great sales performers.

You will learn the fundamentals of coaching, including how to conduct effective weekly one-on-one coaching sessions, facilitate simple team meetings that build performance, and best practices for measuring and managing the sales activities that matter most to your “players” week to week.

3 - 3:30 p.m.
Break

3:30 - 4:30 p.m.
Preneed Cremation: The Secrets to Selling Value and Tribute
Jim Hammond
Regardless of the types of cremation products and services 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.

4:30 - 6 p.m.
Graduation/Reception for Students Completing Four Years

 

Wednesday, July 23

8 - 9 a.m.
Breakfast

9 - 10 a.m.
The Ultimate Role of the Sales Manager
Gary O'Sullivan, CCFE
Being a sales manager means many things to many people; however, the role does have an ultimate end. Many people would say it is to produce volume, but O'Sullivan disagrees. He'll examine the three things required to fulfill the ultimate role of the sales manager. 

10 - 10:30 a.m.
Diploma