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| 6
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President's Letter
'History is the witness of the times'
by ICFA President Ray Frew, CCFE
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| 8
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Washington Report
Why we must lobby: 10 truths of dealing with Big Government
by ICFA General Counsel Robert M. Fells, Esq.
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| 44
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Supply Line
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| 46
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Update
46 Cemetery worker risks life to rescue evacuees on burning bus by Jamie Jewell
48 Counselor still selling after 50 years
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| 52
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Calendar
52 French funeral directors: Close to perfection?
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| 53
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Classifieds
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| 54
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Ad index
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| 10
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SALES MANAGEMENT
Nine principles to make you a better sales manager
by Gary O'Sullivan, CCE
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| 16
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SALES TRAINING PRODUCT REVIEW
Making Gary O'Sullivan your personal sales trainer
by Danielle Skinner
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| 18
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PRENEED SALES SUCCESS
How to build your firm's preneed program one seminar at a time
by Susan Dowdy
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| 22
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EMBALMER'S CORNER
Preparing the body for viewing—and donation In some cases, families can have it both ways
by Todd W. Van Beck
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| 24
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STUDENTS
'The future role of women in the funeral industry' The winning essays in the 100 Black Women of Funeral Service contest review the past and predict the future
Ellen Broaddus, Raymond D. Johnson, Shelly O'Neal-Benson, Jarvis Robin Barnes and Sandra Johnson
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| 27
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ASSOCIATION SPOTLIGHT
100 Black Women of Funeral Service
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| 30
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REGULATION/ASSOCIATIONS
State association's efforts result in cemetery and crematory oversight How the Wisconsin Cemetery Association worked to increase regulation
by Christine Toson Hentges, CCE
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| 37
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BOOK REVIEW
Recording memories of Grandma: 'Remember me always: Grandmothers. A remembrance scrapbook,' by Suzanne L. Crain
review by Brenda W. Clough
37 An interview with the author
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|
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FROM THE GROUNDS UP
Cremation and creativity Offering enough varied memorialization options to draw cremation customers to your cemetery is a must today;
part two of two parts
by ICFM columnists "Smitty & Fife, " Tom Smith and Tom Pfeifer
40 Making sure your columbariums will stay strong, secure
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| 50
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GRIEF & BEREAVEMENT
The etiquette of sympathy: What to do when someone you know suffers a loss
by Lydia Ramsey
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| 32
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ICFA takes 2006 convention to the Venetian in Las Vegas
Luxury resort allows 'under one roof' floor plan, with general sessions and exhibitors in the same room
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| 34
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ICFA breaks the monopoly: Music License just $220!
Music licensing cost down from 2005
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| 34
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ICFA presents 'Reality Based Selling'
The world's largest preneed sales conference! Eleven hours of 'how-to' programming for sales managers and top counselors
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| 36
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First contact: Answering calls, reaching out to other groups:
Brenda W. Clough
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