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
ICCFA Announces Position on H.R. 3655, The Bereaved Consumers Bill of Rights Act of 2009
 The ICCFA has formally adopted a position concerning H.R. 3655, a bill introduced by Rep. Bobby Rush (D-IL) on September 25 to require certain disclosures and related matters to all sellers of funeral goods or funeral services. The proposed legislation resulted from an investigation during the summer at Burr Oak Cemetery in Alsip, Illinois, in which cemetery employees allegedly disinterred gravesites without authorization, removed the remains and resold the spaces. (See the Sept. 29 edition of ICCFA Wireless for more details).
The ICCFA met with staff of Rep. Rush, the House Energy and Commerce Committee, the Senate Special Committee on Aging, and the Federal Trade Commission to discuss the proposed legislation. After a careful review by the ICCFA Government and Legal Affairs Committee, the Association has formally adopted the following position:
"1.) that the ICCFA supports the concepts contained in H.R. 3655 as good business practices reflecting the principles in the ICCFA Model Guidelines that were published over a decade ago;
"2.) that the ICCFA recommends amendments to H.R. 3655, specifically:
a.) to make illegal disinterments a federal crime punishable as a felony;
b.) to preempt any state laws that prohibit retailers from selling funeral goods;
"3.) that the ICCFA has reservations over whether the penalties for violations of H.R. 3655 are excessive and outweigh the harm done by such violations;
"4.) that the ICCFA questions the constitutionality of H.R. 3655 by subjecting all religious cemeteries to its requirements.
"It is understood that the ICCFA reserves the right to alter its position on H.R. 3655 due to any amendments or other changes in the proposed legislation."
To date, no hearings on H.R. 3655 have been scheduled. ICCFA members will be kept informed of significant developments. For more information, contact General Counsel Bob Fells at rfells@iccfa.com or call 1.800.645.7700.
WARNING: IRS Will Never Contact You by E-Mail
The firm of McLean Koehler Sparks and Hammond has issued the following advisory:
Recently, there has been an upswing in "phishing" type e-mails that appear to be sent from the Internal Revenue Service. The e-mail may reference an underpayment of taxes, tax fraud or a refund due to the taxpayer. The language varies from email to email, but they consistently include an attachment and/or a request that the recipient click on a hyperlink that will take you to a Web site where you can resolve the matter. In an effort to make the e-mail appear authentic, the fraudsters have begun including the official U.S. seal of the IRS in the e-mail.
Please be aware: the IRS will NEVER contact you by e-mail. If this sort of missive lands in your inbox, delete it immediately. Also be sure to delete it from your deleted e-mails to avoid anyone accidentally opening it.
If you do open the attachment, a Trojan, software designed to infiltrate a computer without the owner's informed consent, will be silently downloaded to your computer. This Trojan quietly loads, among other things, a program that can give attackers a remote access to your computer. The program can also record data entry related to credential fields in browsing sessions, such as entering your username and password for online banking or making a purchase with a credit card. Once this information is captured, the user can access your bank accounts or use the information to commit identity theft.
If you or someone you know has opened this kind of e-mail or attachment, please contact your IT department immediately and cease to work with any personal or sensitive information. Again, the IRS will NEVER contact you by e-mail, NEVER request your private information by e-mail and NEVER request that you click on a hyperlink. For the official IRS statement about these fraudulent and dangerous e-mails and what you can do if you think you've fallen victim, you should go to this link: http://www.irs.gov/newsroom/article/0,,id=213862,00.html?portlet=6
The ICCFA has retained the services of McLean Koehler's veteran fraud investigator, Robert A. Garvey, Jr., CPA, CFE, CrFA, CVA, to serve as a consultative resource for the employee theft and fraud concerns. This benefit allows members to discuss by telephone any issues or concerns related to suspected fraudulent activity or a desire to put systems and controls in place. There is no cost to ICCFA members in good standing to utilize this benefit. Garvey can be reached at 1.866.649.1902.
Just When You Thought It Was Safe: Union "Card Check" Bill Alive and Well
Although the health care reform legislation has taken most of the spotlight in recent Congressional news, businesses should know that the union "card check" bill, the so-called "Employee Free Choice Act," is being actively pursued behind the scenes by its proponents. The legislation, H.R. 1409 and companion bill S. 560, is the subject of compromise discussions led by Sen. Arlen Specter (D-PA). The bill is considered likely to pass easily in the House, so the focus of concern for the legislation has been in the Senate where the mandatory 60 votes are still elusive. Inventive strategies to overcome this deficiency have extended to trying to claim the bill is a "funding" bill, hence requiring only 51 votes under Senate rules. The most controversial provisions in the legislation, the elimination of employees' secret ballot and the mandatory arbitration of a first contract, are the focus of current compromise discussions.
ICCFA Labor Law Counsel Michael Pepperman provides help to member businesses that want to avoid being unionized and he offers a "tool box" strategy approach and an employee survey so employers can better understand the concerns of their workers. Both documents can be viewed here.
ICCFA NEWS
Early, Early Registration Special: SAVE UP TO $140
Make Your Hotel Reservation Online Beginning November 1
Early, Early Registration Special
Act now to attend the fastest-growing and most-talked-about convention in our industry at a drastically reduced rate. Register today to attend the ICCFA 2010 Convention & Exposition, March 10-13 at the San Antonio Convention Center in San Antonio, Texas, and receive up to $140 OFF your registration fee. Registration brochures have been mailed to all members and should arrive in mailboxes early next week. You may also download a registration form from our Web site to register now.
Online Hotel Reservations Available Beginning November 1
The room block in our headquarters hotel, the Grand Hyatt San Antonio, will sell out quickly. The ICCFA has negotiated the discount rate of $219 per night. To reserve your room now, call 1.888.421.1442. Simply mention that you are with the ICCFA Annual Convention. Beginning November 1, you may visit the Annual Convention & Exposition Web site at www.iccfaconvention.com and click on a link that will let you book your room online instantly.
For more information or to register, visit www.iccfaconvention.com.
Wide World of Sales "Speed Sales" Session: 15 Skills in 90 Minutes
The ICCFA 2010 Wide World of Sales Conference, January 13-15, 2010, at the Hilton New Orleans Riverside offers sales counselors a one-of-a-kind opportunity. Whether your counselor is a top producer, a rising star or even a struggling sales person in need of a training boost, you'll want to make sure they attend this year's "Speed Sales" session, where they'll learn 15 sales skills in 90 minutes, presented by some of the top experts in the cemetery, cremation and funeral service profession.
 Moderated by John Bolton, CCE, (left) and Mike Hays (right), the session will pair your counselors up with ICCFA Sales & Marketing Committee members for 15 five-minute "dates." As they circulate from table to table, they'll learn specific skills that will help them take their sales approach and presentation to the next level.
A sampling of the skills your counselor will bring back:
- Appointment Setting: Want to begin each week with at least 10 new appointments? At this station, you'll find out how to "plan your work and work your plan."
- Keys to an Effective Warm-Up: Using the "FORM" method, you'll learn how to transition from initial contact into the sales presentation.
- Questions that Get Results: Learn specific questions you can ask during each stage of the presentation—appointment setting, the warm up, the presentation and the request for referrals—that will help you make the sale and better serve the family.
- Listening Skills: People love to talk about themselves. Discover how to develop listening skills that put you in the driver's seat during the sale.
- Non-verbal Communication: Experts tell us that body language and tone of voice account for 93 percent of communication. Too often, sales counselors focus simply on their script, i.e., their words, which account for only 7 percent of communication. At this station, we'll focus not on what you say, but how you say it.
- Cremation Sales: At this station, you'll learn how to skillfully answer some of the most common questions families ask regarding cremation.
For a complete conference program and for hotel reservation and registration materials, visit www.wideworldofsales.com.
ICCFA University: July 23-28, 2010
MARK YOUR CALENDARS—The ICCFA University will take place July 23-28, 2010, at The Fogelman Conference Center on the campus of the University of Memphis in Memphis, Tennessee. We hope to see you there!
2010 Music Licenses Now Available: Just $248 Per Property
The ICCFA is offering 2010 music licensing with ASCAP, BMI and SESAC for only $248 per property. With no additional fees or membership requirements, this is the LOWEST PRICE available in the industry!
Companies that currently hold their licenses through the ICCFA have been invoiced.
All companies that did not have a music license in 2009 and wish to purchase the 2010 license can do so by downloading the form or by calling the ICCFA at 1.800.645.7700.
The 2010 price represents no increase from the 2009 rate and is a direct pass-through of the combined annual price increases from ASCAP, BMI and SESAC. Licensing directly with the agencies this year would cost nearly $600 per location.
Music licensing is the law, and failure to obtain a license where one is required can be costly: Copyright law provides for damages similar to fines of up to $30,000 for each song that is infringed. If your company, regardless of size, hosts performances of copyrighted music—whether the music is performed live or played from recordings—music copyright owners say you are legally required to pay an annual licensing fee.
Apply Now to be Recognized with a 2009 KIP Award
 Hurry—you have just over a month to submit your applications for a 2009 KIP (Keeping It Personal) Award!
Applications are available for download. The mission of the awards program is to recognize the best in personalization in the cemetery, cremation and funeral service profession. DEADLINE FOR SUBMISSION IS DECEMBER 4. Entrants are encouraged to begin preparing their applications now.
Created by the ICCFA Personalization Committee, the KIP program honors recipients in four categories:
- Best Practices/Personal Touch
- Innovative Personalized Product (suppliers only)
- Most Personalized Service or Memorial
- Events
Last year's contest drew 23 entries from across the United States and abroad. Eight communications and marketing professionals from outside the cemetery and funeral service profession performed the judging.
2009 applications and profiles of past winners are available on the ICCFA Web site at http://www.iccfa.com/certifications-awards/kip/kip-awards.
2009-2010 Buyer's Guide & Member Directory Published
 The 2009-2010 ICCFA Buyer's Guide & Membership Directory has been printed and shipped to all members. The publication includes the following:
- Extensive index of individuals working in the profession.
- Cross-reference of member cemeteries, funeral homes and allied businesses.
- Listing of state, regional, national and international cemetery, funeral and memorialization associations.
- Guide to suppliers.
- Directory of mortuary schools.
- ICCFA Bylaws and Obligations of Membership.
- Listing of state regulatory agency contacts.
- Monument installation and cremation guidelines.
This is the publication cemetery, cremation and funeral home members turn to when they need to find a fellow colleague or a supplier. Extensive contact information is included in each listing, and individuals are indexed for easy reference.
You cannot find contact information for so many industry professionals in one place!
Members may purchase additional copies of the directory for just $25 each. Non-members may purchase copies for $45 each.
To purchase your copy, or to become a member today to ensure your inclusion in the 2010-2011 Buyer's Guide & Membership Directory, call 1.800.645.7700.
CLASSIFIED ADS
For Sale
Perpetual care cemetery, located approximately eighteen miles northwest of Fort Worth, Texas.
Includes:
- 10 acres dedicated land with approximately 4,000 spaces available
- Approximately 25 additional adjacent acres
- Mausoleum/ chapel/ office building
- Maintenance and storage building
- 2 tractors, one with 36" backhoe
- 10 X 6 dump trailer
- Zero turn mowers and miscellaneous equipment
- Perpetual care trust fund fully funded and continues to receive #1 audit rating from the Texas Banking Commission.
Asking Price: Open
Contact Betty Haas at bjh@citbroadband.com for more details or information.
Family Owned Company Seeks Sales/Service Leaders
We seek polished, focused service and sales leaders who want to retire with our company. Our outstanding locations are in Texas, Colorado and Mississippi. You might be the person we demand if:
- You can explain to me and teach others what it means to be an advocate for a family within the service and sales cycle? When was the last time you gave a group presentation with an elder care attorney, a nurse or a senior living administrator without asking for the names at the end, and still wrote business from it? How would you do that?
We're looking to the future that is now in how we prospect, present and promote as the key to profitable revenues. We acknowledge our economy and work within the realities of the day. What do these statements mean to you?
Salary, commissions, overrides, fuel allowance, health care insurance and other benefit opportunities available. Send resume to Mark Sadowski, I.amunknown@live.com
Jump Start Your Sales Management Career
Is NOW the time to JUMP START your sales management career or take it to the next level?
NorthStar Memorial Group is a DYNAMIC and growing company with locations throughout the U.S. Take charge of your future by joining our team at Floral Haven, a premier property in Oklahoma, where you will build and supervise your own sales force. We are looking for TOP SALES PRODUCERS and CURRENT SALES MANAGERS who want to increase their earning potential!
Great benefits including health, 401k and life!
Position yourself for success! Send your resume today to gdaniel@fhaven.com or, for more information, contact Donna Wagner @ (918) 894-8808. We respect your need for confidentiality.
Sales Manager
We are looking for a selling sales manager who has a pro-active approach for pre-need mausoleum sales, is capable of establishing community awareness in the surrounding communities of the cemetery, as well as establish mutual business relationships with area professionals to service residents on a broader spectrum of needs. Daily and weekly responsibilities require the sales manager to meet and counsel area families regarding the advantages of preplanning, in addition to assisting with the on-site training and motivation of sales counselors in order to grow the number of pre-need sales for their cemetery.
RESPONSIBILITIES:
- Hands on sales approach
- Motivate and encourage a healthy competitive spirit
- Earn a six figure + income
REQUIREMENTS:
- 2 years successful cemetery sales management experience
- High energy, results oriented
Visit our Web site to see the country's most beautiful and sought-after mausoleums!All responses are kept confidential
Contact Jill Baum, Memorial Properties, 1.888.662.9600
E-mail your resume to
Memprop@aol.com
www.MemorialProperties.com
Opportunities available in Savannah, GA and NJ
Combination Locations: Funeral Home/Cemetery; Sales 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 @ 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 yr 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
General Manager; Licensed Funeral Director
If you are seeking an outstanding opportunity to take charge of a premier multiple location funeral business that offers a great opportunity to personally grow and develop a strong employee staff, then this is the opportunity you've been searching for.
We are looking for an experienced manager with at least 5 to 7 years experience managing multiple locations with a minimum annual call volume of 1500 call to manage this multiple funeral home operation in Riverside County, CA. Candidate should possess strong leadership qualities and a focus on customer satisfaction.
We offer a competitive salary, healthcare benefits, 401K, paid vacation and Life Insurance. Compensation also includes an incentive plan tied to customer satisfaction and business results.
Please send your resume along with salary history to Lisa at Ldstreiff@comcast.net.
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
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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