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ICCFA Wireless is a bi-weekly electronic newsletter bringing members of the International Cemetery, Cremation and Funeral Association the latest government and legal, industry and association news. It is available to all ICCFA members current on their dues. Comments, questions and "hot news tips" are welcome. Write to: hq@iccfa.com.
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INDUSTRY NEWS
Health Care Reform: Finding the Right Prescription
 Like clean air, everybody is in favor of health care reform. There is wide agreement that health coverage should not be tied to one's job so if the job is lost, so is the health coverage (or expensively extended through COBRA). Premiums have become more expensive for employers and employees alike, and the one resource for the uninsured, the emergency room, is an untenable provider that shifts its cost on to those who are insured. Why do health policies vary from state to state? Why do some states mandate what insurers must cover and what policyholders must pay for? Why are pre-existing conditions not covered immediately or sometimes not at all?
There are currently five bills for health care reform in play in Congress, plus several policy positions or principles. Perhaps the shortest of these is President Obama's Principles for Health Reform, which by their very nature, are concepts with few specifics. The proposed legislation receiving the most media attention is the 1,000+ page House bill, H.R. 3200, the product of three committees and titled, "America's Affordable Health Choices Act of 2009." All the proposals seek to move the country towards universal health care coverage and all substantially increase the role of the federal government in implementing any of the plans.
Generally speaking, the major proposals would mandate that all individuals must purchase health insurance or pay a penalty to the government. The policies purchased must be those approved by the government. Employers would be required to provide health insurance to employees, even part-timers, or pay a penalty to the government. The government would supplement the premiums that some individuals pay on a scale depending upon how near to the poverty level they are.
Small employers could qualify for premium subsidies through a tax credit. Who qualifies for these subsidies will be determined by the government. These threshold concerns do not even address the major issues of what's covered, what doctors will be available, how soon the doctors can be seen, and who will pay for it. The public health option is increasingly disfavored in polling data and, as widely reported, some town hall meetings with members of Congress have turned nasty.
Just finding accurate and impartial information on the various proposals has been challenging but at least one organization, the Kaiser Family Foundation, has made available a side-by-side comparison of all the plans currently in play in an apparently unbiased manner. We strongly encourage ICCFA members to visit the Kaiser Web site to review this document. It can be accessed at http://www.kff.org/healthreform/upload/healthreform_sbs_full.pdf.
Defenders of the various proposals say that critics only criticize and offer no solutions of their own. This is not accurate and recently the economist Arthur B. Laffer has developed a health care website to document his research and discuss his proposals for reform. In a Wall Street Journal article, Laffer stated, "The proposals currently on offer fail to address the fundamental driver of health care costs: the health care wedge... an economic term that reflects the difference between what health care costs the specific provider and what the patient actually pays. When health care is subsidized, no one should be surprised that people demand more of it and that the costs to produce it increase."
Concerning how to pay for health care reform, Laffer says, "The Obama team has come to the conclusion that we should tax small businesses, large employers and the rich. That won't work because the health care recipients will lose their jobs as businesses can no longer afford their employees and the wealthy flee." According to Laffer, the current proposals will only increase the health care wedge, further separating patients from their doctors as the government becomes the payer.
Instead, Laffer advocates a patient-centered health care reform "with individual ownership of insurance policies and leverages of Health Savings Account, a low premium, high deductible alternative to traditional insurance that includes a tax-advantaged savings account. It allows people to purchase insurance across state lines and reduces the number of mandated benefits insurers are required to cover. It reallocates the majority of Medicaid spending into a simple voucher for low-income individuals to purchase their own insurance. And it reduces the cost of medical procedures by reforming tort liability laws." For more information on Laffer's research, his Web site can be accessed at www.lafferhealthcarereport.org.
Whatever your views on health care reform, it is important that your Congressional delegation knows your concerns on this volatile issue. Your House representative can be contacted by e-mail at www.house.gov. A prompt there will find your Congressman by using your zip code, then a link will take you directly to your Representative's Web site. On the Senate side, access www.senate.gov and enter your state. Links to the Web sites of your two Senators will be provided. If you have questions or need assistance, please contact ICCFA general counsel Bob Fells at rfells@iccfa.com or 1.800.645.7700.
FTC Offers Guidance: Paying the Debts of a Deceased Relative
The Federal Trade Commission recently published information concerning who is responsible for paying the debts of a deceased relative. Generally, the decedent's estate is responsible to the extent that there exist sufficient funds. Where there is a shortfall in the estate, the debts usually are unpaid. Except for spouses, relatives typically do not have a legal obligation to pay a deceased relative's debts. However, even a spouse may be limited under some state probate laws. For more information, the FTC publication can be accessed at http://www.ftc.gov/bcp/edu/pubs/consumer/alerts/alt159.pdf.
Call For Candidates For ICCFA Board of Directors
Serving on the ICCFA Board of Directors offers members a chance to learn about and participate in the leadership of the association, and is a meaningful way to give back to the organization and to the cemetery and funeral service profession as a whole.
The ICCFA's Nominating and Elections Committee is currently inviting members to apply to run for the ICCFA Board of Directors.
The committee will narrow all applications received to 12 nominees, which will be reviewed and approved by the board at the ICCFA Fall Management Conference in Washington, DC, October 7-10. Information on the 12 candidates will then be distributed to the membership, which will vote during the ICCFA Annual Convention & Exposition in San Antonio, Texas, March 10-13, 2010. The top eight vote recipients will serve three-year terms.
To apply, you must be a designated representative of a Regular (Cemetery, Funeral Home or Allied) Member in good standing or you must be an Individual Regular Member in good standing. The deadline to apply is September 15, 2009. Applications can be obtained by calling 1.800.645.7700 or by downloading the file.
ICCFA NEWS
Take an Exclusive Behind-the-Scenes Tour of Arlington National Cemetery at the Fall Management Conference
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The 2009 Fall Management Conference, October 7-10 in Washington, DC, will feature a behind-the-scenes tour of Arlington National Cemetery and a luncheon at the Women In Military Service For America Memorial, made possible by Matthews International. The ICCFA will lay a wreath at the Tomb of the Unknown Soldier before the tour.
Arlington National Cemetery is the best known of the more than 100 national cemeteries in the United States. Its 624 acres shelter the remains of more than 320,000 servicemen and women, veterans from every war and major conflict in United States history. This is our nation's most sacred military shrine and bears silent witness to the whole of American history. More than four million people visit the cemetery annually, many coming to pay final respects at graveside services, of which nearly 100 are conducted each week.
The cemetery is the final resting place of many presidents, Supreme Court justices, military generals and national heroes. Its seemingly endless rows of memorials to the nation's war dead are punctuated by well-known monuments such as John F. Kennedy's Eternal Flame memorial and the Civil War Unknowns monument.
The cemetery recently completed a half-mile new stone wall that includes 6,573 niches on the inside. The Millennium Project, which will develop new gravesites and columbarium courts on the western edge of the cemetery, completed its first phase of construction in January 2009. Phase II will be underway at the time of our tour.
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Some other program highlights include:
- Sessions focused on executive-level management, business leadership and human resource topics presented by thought leaders from both inside and outside our industry.
- Business leadership analyst and author Alan Deutschman will offer research and insight on how to "Transform Your Corporate Culture" to help your organization reach its full potential.
- A special two-part panel discussion on "Succeeding in Tough Economic Times" will examine how a cross-section of funeral service, cemetery and cremation executives are handling today's operational and marketing challenges. During these sessions we'll reveal the results of our Financial Tactics Survey and provide extensive opportunity for Q&A and idea sharing. (Even if you have not yet decided to attend the conference, please complete the survey).
- Batesville vice president of human resources Anthony Casablanca will share his expertise on how to become "union resistant" through effective employee management and development practices.
- Irwin Shipper and his panel of legal and regulatory specialists will report on their meetings with members of Congress, provide the latest updates on changing regulations and recommend strategies to make compliance work for you.
- The Buchanan Group's vice president of sales Jon Shults will provide insights into his company's business philosophy as a market leader running not only 14 funeral homes and eight cemeteries, but also two community centers, a cremation center, a pet cemetery, a financial services business, a Catholic cemeteries association and an online memorial service.
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Deutschman
Transform your corporate culture |
Shults
Moving your
company forward |
Casablanca
How to become "union resistant" |
If you have not done so, book your hotel room now at the deeply discounted rate of $279 per night by calling 1.800.468.3571 and requesting to be included in the ICCFA room block. The hotel reservation deadline is September 14. After that, the hotel rate will increase to $509. A deadline extension is not guaranteed and nearby hotels are sold out.
Complete conference program, hotel reservation and registration materials are available at www.iccfa.com.
SUPPLIERS: There's still time to become a sponsor and support the Management Conference that attracts the top decision makers in the industry—A PRIME OPPORTUNITY! To become a sponsor, contact Nadira Baddeliyanage at nadira@iccfa.com or 800.645.7700.
Wide World of Sales Registraton Now Available
The ICCFA 2010 Wide World of Sales Conference, January 13-15 at the Hilton New Orleans Riverside will present the premier training event for cemetery, funeral and cremation sales managers and counselors across the United States and abroad. This two-day conference is highlighted by keynote addresses from top national sales and marketing experts, complemented by highly practical presentations by individuals working in the profession.
KEYNOTE SPEAKERS
 Sales counselors are forever practicing how to overcome objections to close the sale. The reality is, the sale will almost close itself if you can remove, or better yet, block, those objections up front. Victor Antonio will show you a new method of presenting that will reduce your clients' sales resistance to your product and at the same time increase their acceptance of what you're selling. Antonio will present examples of common objections and then show you how to use "Response Block Selling" to minimize and discard each of them, thereby reducing the buyer's resistance. Forget overcoming objections; learn how to prevent them from occurring in the first place! Find out more about Antonio at www.salesinfluence.com.
 Selling in a good economy is easy. Selling in a bad economy can be a lot more challenging. But there are still sales to be made. The only question is, will they be made by you or your competitors? In this practical, no-holds-barred presentation, "Sales Heretic" Don Cooper will share with you:
- How to deal with diminished budgets
- What matters most in a bad economy
- Why your price isn't your real problem
- Where and how to find new clients now
- How to get people to stop delaying and make a decision
- Where to invest your time, money and energy for maximum returns
Learn more about Cooper and his sales techniques at www.doncooper.com.
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We have two solid days of educational seminars offering practical tools and techniques for boosting sales in tough economic times. In addition, registration includes:
- Two solid days of educational seminars offering practical tools and techniques for boosting sales
- ICCFA take-home binder filled with handouts and "how to" instructions
- Registration directory of all attendees to facilitate networking with more than 350 of the best industry sales counselors and managers from around the world
- Wednesday evening Welcome Reception
- Opportunity for counselors to participate in our Speed Sales session: 15 solid sales ideas shared in a "speed dating" format
- Thursday managers networking lunch or counselor's lunch with
Gary O'Sullivan
- A chance to win cash and prizes
Complete conference program, hotel reservation and registration materials are available at www.iccfa.com.
SUPPLIERS: Become a sponsor and support the world's largest sales & marketing conference for death care professionals. To become a sponsor, contact Nadira Baddeliyanage at nadira@iccfa.com or 800.645.7700.
2009 ICCFA University Photos Now Posted
Photos of this year's ICCFA University are now posted on ICCFA's Facebook page.
If you're not already a fan of ICCFA on Facebook, log in and become a fan today.
Photos from 2003-2008 may be found at www.iccfauphotos.com.
New Members-Only Web Post: Cremation Questions, Objections
Families often do not know or fully understand what takes place when they choose cremation for a loved one. To assist arrangers in effectively communicating with cremation families during the arrangement conference, ICCFA Cremation Services Director Julie A. Burn has compiled a list of common questions and objections along with suggested responses.
"Questions, Objections: What Would You Do?" is available exclusively to ICCFA members under the "Tools" page at www.cremationcoach.com.
To access members-only pages on the ICCFA Web site, members must first register on the site. If you have not already registered, please do so today. Visit the home page at www.iccfa.com and click on "create new account" on the left-hand side of the page. After filling out the registration form, members whose companies are current on their dues will be provided member status, giving them full access to all materials on the site.
ICCFA Certification: Apply Now for Professional Recognition!
ICCFA has designed a certification program to recognize those persons who have achieved the highest level of achievement within the funeral service and memorialization industry. Applications are due 30 days before the Fall Management Conference (September 7). The ICCFA Certification Committee now awards five certifications:
- Certified Cemetery Executive (CCE)
- Certified Funeral Executive (CFuE)
- Certified Cremation Executive (CCrE)
- Certified Cemetery Funeral Executive (CCFE) and
- Certified Supplier Executive (CSE)
To apply for certification, download the application form here.
CLASSIFIED ADS
New 'Unforgettable' Custom Photo Tribute Magnets From Pocket Reference Journals
Pocket Reference Journals introduces personalized custom photo tribute magnets to sell to customers who are looking for that 'something extra' for when "after the funerals over." They will be considered a gracious keepsake of their loved one to mail out to family, and friends. Custom phrases atop the photo in addition to the face, name and years lived from and to, are what make up the magnet. In addition a Star of David, or Cross can also be added. It's a welcome gift/keepsake that will be added to the condolence appreciation thank-you cards most families send.
Pocket Reference Journals has also been publishing the My Life Journal, a pocket journal that's been a very effective pre-arrangements planning gift (that can also be imprinted with your funeral homes name) and was written by an Estate planner, a CPA, and CFP. Call with any questions regarding samples, or pricing, to Bonnie Schachter at 714. 914. 2565 or check out our website at www.pocketreferencejournals.com.
Quantity wholesale pricing is available.
Horse-Drawn Hearse For Sale
We are offering our original horse-drawn hearse that was used in the owner's funeral home in Blytheville, Arkansas by the present owner's grandfather. It dates to the late 1800's and is in excellent condition. The only work needed for it to be workable is some stabilizing done to the wheels. Last used in downtown display event in 2000. Features include: side scalloped windows with firm name in removable panels, back opens with two glass doors, roller table inside, small vases for flowers in windows and horsehair seat. Inside dimension are 90" long and 38" wide. Asking $12,000. Hearse also features the wicker basket originally used to remove the deceased. It may be purchased separately for $2,500. For more information contact Bill Stovall at (843) 708-3826 or bill.stovall@comcast.net. To view pictures go to http://www.home.bellsouth.net/personalpages/PWP-dovertm.
Investment Opportunity
Gateway to Heaven!
Funeral Home, mausoleums, crematorium and serenity garden.
An $8 to 10 million investor needed to join our team for the above "Celebration of Life" project to include 40,640 burial sites of a seven phase development in Southlake, Texas. E-mail: gbeaglesr@yahoo.com.
Please call: 817.366.4276 or 888.481.7988.
Memorial Garden Cemeteries for Sale
My name is Milton Marshall, and I am the sole owner of two Memorial Garden cemeteries for over 36 years. I am 75 years old and I am ready to retire! The properties are conveniently located only 35 minutes apart, one in Hopkinsville, Kentucky and the other in Clarksville, Tennessee. I am presenting these cemeteries for sale to professional individuals or companies that will continue to serve these communities while achieving their own business goals.
Thank you for visiting this site: www.cemeteryforsale.com
You are welcome to contact me by e-mail or phone:
Milton Marshall
milton@cemeteryforsale.com
270-887-3549
Sales Director/Managers
Our top Sales Director/Managers easily earn six figures annually. We are looking for a highly motivated individual who can lead and manage a team of trained professionals.
We currently have Sales Director positions available in the Midwest Region If you are seeking a career with a future, we offer the following:
- Outstanding Compensation Package including a base salary
- 401K/Profit Sharing
- Complete Health Package including Medical, Dental & Vision care
- Limited travel
Interested persons should e-mail dfarrow@stei.com or call Doug Farrow at 816 353 5091.
Responsibilities include the following:
- Implement and supervise the sales program in such a manner as to achieve and exceed sales plans with established budgets.
- Recruit, hire and field train new sales counselors.
- Supervise activities of established and new sales counselors and managers to secure sales goals, maximize individual performance and maintain established minimum achievement levels.
- Conduct sales meetings daily with full staff with the objectives of educating, informing and inspiring through participative involvement.
- Control distribution and follow-up of company generated sales opportunities (leads) (call-ins, walk-ins, reply cards from mailings, reload card assignments, etc.) and prepare reports showing results achieved on any and all such leads on a weekly/monthly basis.
- Audit sales proficiency and quality by periodic review of each counselor and manages complete sales presentation. Such review should also assure that the company "story" is being told in an honest and accurate manner consistent with the company's service philosophy.
- Assist sales personnel to learn and maintain an acceptable level of In-field activity by periodic review of such activity.
- Maintain a level of personal sales activity necessary to achieve established personal production goals.
- Perform related duties as required.
Job Requirements
- Minimum High School Diploma or equivalent—Some College Preferred!
- Valid Driver's License
- 2 year previous Cemetery Sales Management experience a must
- Above average communication skills
- High level of compassion and integrity
- Problem solving skills
- Ability to multi-task and set priorities
- Must be able to manage his/her own time and organize each day's activities without constant supervision
Advanced Planning Funeral Director
Earn up to a $25,000+ sign on bonus if you are a top notch Advanced Planning Funeral Director! We will be hiring someone with a proven track record in advanced planning funeral sales. Are you that person? Woodlawn Memorial Gardens located in beautiful Norfolk, VA is a Funeral Home/Cemetery Combo facility. We are expanding our business and looking for a top notch Advance Planning Funeral Director who will be responsible for our advanced planning funeral services. Must have Life & Annuities Insurance Licensure (or the ability to obtain with in a short period of time) and currently be licensed as a Virginia Funeral Director (or the ability to be licensed as one). Must be proficient w/computer and be willing to learn new software. Must be comfortable speaking in front of groups. This is a full-time position that offers competitive pay, excellent benefits including 401k, profit sharing and vacation. For consideration, please e-mail your resume with salary history to debbiebatliner@woodlawngroup.com. (Confidential Inquiries). EOE.
Cemetery Sales—Advanced Planning Professional
Earn up to a $25,000 sign on bonus if you are a top notch salesperson with proven pre-need cemetery sales experience.
Have you always wanted to live and work close to the beach? Well, it's time to make that dream a reality. Woodlawn Memorial Gardens has 75 acres of beautifully landscaped and maintained property and is located in Norfolk, Virginia, just minutes from the Virginia Beach Oceanfront. Woodlawn is a combo facility and is in the process of expanding our Advanced Planning sales team by adding more top notch talent. Sales experience must be proven and demonstrated. This is a full-time commissioned opportunity with benefits and high earnings potential. Must have a valid driver's license, be able to obtain a Virginia cemetery sales license, have excellent computer skills, closing skills and the desire to write your own paycheck. For further consideration, please email your resume, with salary history included to debbiebatliner@woodlawngroup.com. (Confidential Inquiries). EOE.
Place your classified advertisement with ICCFA today!
member benefits
ICCFA Supply Link Allows Easy Buyer's Guide Searching
The ICCFA Supply Link, an online buyer's guide members can use to easily search for products and services from the convenience of their computers, can be accessed directly from the ICCFA home page. The Supply Link offers a "Search" function whereby members can search according to product type or company name and can be limited to a state or to a certain radius distance from a specified city or ZIP code. Users also can narrow their search to include only ICCFA-member companies. Suppliers that are ICCFA members and exhibitors are identified as such in their listings.
ICCFA News Page
The ICCFA News Page takes you to sources throughout the world for industry news and updates. It brings you the most comprehensive selection of funeral service and cemetery news available anywhere, along with frequently updated general news items related to national and world events. The News Page reports the news before anyone else and is one of the most visited page on the ICCFA Web site. Stop in each day and you'll see why.
Music Licensing
The 2009 Music Licenses are available for just $248 per property, no additional fees. Covers ASCAP, BMI and SESAC. Any U.S. funeral home, cemetery or related business is eligible for membership as a Music License Member. Licensing directly with the agencies this year would cost nearly $600 per location, so this price—which requires no additional membership fee—is still the lowest available to the industry.
Tax-Related Questions
ICCFA members now also have access to an attorney for tax-related questions regarding trust earnings, care fund allocations, capital gains, investments and more. The ICCFA has retained Leslie Schneider, CPA, a tax attorney with Ivins, Phillips & Barker in Washington, DC, for telephone consultations for up to 20 minutes with no obligation. To take advantage of this member benefit, call Schneider at 202.393.7600.
ICCFA Insurance Program
Administered by Alliant Insurance Services, this program allows members to purchase commercial property and casualty insurance -- including general liability, commercial property, automobile liability and physical damage, umbrella liability, professional liability, workers compensation, employee benefits and more—at rates they probably would not be able to afford on
their own. For details, call 800.390.9099.
HR Law Benefit
Through an unprecedented new benefit program, ICCFA members can now access free legal consultations regarding labor relations, human resource management and employment law. Attorney Michael Pepperman of the Labor Relations and Employment Law department at Obermayer Rebmann Maxwell & Hippel LLP (ORM&H), is available to address questions on topics ranging from hiring and firing, to employee privacy and workplace violence, to wages and hours, to equal employment opportunity and wrongful discharge issues. Michael Pepperman, Esq., has spoken on labor and employment issues at several ICCFA conferences and regional industry meetings. To take advantage of this benefit, please call 215.665.3032.
ICCFA Introduces New Sales Training Programs
ICCFA introduces new sales training programs by sales trainer and professional speaker Gary O'Sullivan, CCE. O'Sullivan's two latest products include a 10 DVD Series—The Power to Sell Preneed, and a training support system called the GoSell System. Both products provide sales managers with tools and training strategies that will help them to strengthen and motivate their teams. For more details or to place an order, call the ICCFA at 800.645.7700.
ICCFA Internet Expo
The ICCFA Internet Expo is the largest online exposition in the cemetery and funeral service industry. Cemetery and funeral home owners and operators will find 300+ providers in more than 100 product and service categories. Exhibit space is provided as a free, exclusive benefit to all ICCFA supplier and professional members. Check it out today!
Fraud Prevention & Detection Consultation Service
ICCFA has retained the services of veteran fraud investigator Robert A. Garvey Jr., CPA, CFE, CrFA, CVA, to serve as a consultative resource for members' employee theft and fraud concerns. The new member benefit, the "Fraud Investigation and Deterrence Consultation Service" or FIDCS, will allow members to discuss by telephone any issues or concerns related to suspected fraudulent activity or a desire to put systems and controls in place at their locations to deter such activity. There is no cost to ICCFA members in good standing to utilize this benefit. The number to call is 866.649.1902.
Legal Advice on Cremation Concerns
Courtesy of the ICCFA Government and Legal Fund, ICCFA members now have access to pre-paid legal advice on cremation-related issues. Through this exclusive member benefit, the association has retained Poul H. Lemasters, Esq., of Rosenacker & Associates, Ltd., Cincinnati, Ohio. Poul is an attorney and licensed funeral director, and members in good standing may call him at 800.221.2889 to discuss cremation concerns for up to 20 minutes at no charge.
FTC 'Red Flag' Compliance Program
ICCFA now offers members a sample compliance program concerning new Federal Trade Commission rules to fight identity theft. To have the program template sent to you, please contact us at 800.645.7700 or rfells@iccfa.com.
GPL Compliance Check
Members whose businesses must follow the FTC Funeral Rule's General Price List (GPL) requirements can have their lists reviewed for compliance by attorney Poul H. Lemasters, Esq., without charge. Contact Lemasters at 800.221.2889.
CONTACT US
International Cemetery, Cremation and Funeral Association
107 Carpenter Drive, Suite 100
Sterling, VA 20164
1.800.645.7700
703.391.8400
Fax: 703.391.8416
www.iccfa.com
Copyright 2009, International Cemetery, Cremation and Funeral Association
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