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Editor's Letter
A whole lot about sales and a whole lot more
By ICFA Managing Editor Susan Loving
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Letters to the editor
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| 8
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Washington Report
ICFA, NFDA Co-Chair meeting on mass fatalities planning;
FAMIC endorses emergency licensing policy
by ICFA General Counsel Robert M. Fells, Esq.
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| 40
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Update
40 Green-Wood cemetery earns National Historic Landmark status
42 CANA elects officers and directors
43 Memorial honors island's Navy patrol squadrons
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Calendar
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Supply line
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| 50
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New Members
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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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ICFA NAME CHANGE
The International Cemetery and Funeral Association is changing its name to include Cremation
Change takes effect January 1
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NETWORKING
Don't sell: enable people to buy
Hate cold calling? No problem; there are other ways to reach customers
by Scott Ginsberg, "The nametag guy"
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| 14
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FAMILY SERVICE
To increase sales, add value
It is the thought that counts.Try these suggestions for 'WOWING' families that involve some time and thought but not a lot of money
by Cliff Dempsey
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| 20
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PROSPECTING
Opening doors of opportunity
Hate knocking on doors? You can be a successful salesperson without doing it, but you'll be even more successful if you become at door-knocking
by Keith Charles
24 Sample market research door knocking dialogue
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| 26
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PRENEED SALES SUCCESS
Innovations in the at-need and preneed presentation process Think you've tried everything to get your message out? consider these ideas
26 Put your message to music by Christine Toson Hentges, CCE
26 Go high tech: Make a movie by Regina Lind
28 Go low tech: Create handouts by John Bolton, CCE
28 Make your presentation personal by Ray Broccardo
30 Get rid of your 'funeral directors' by Rick Miller
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| 31
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REFLECTIONS
Helping our families, and ourselves by Don Price
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| 36
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COMMUNITY OUTREACH
The making of a living memorial People who suffered losses on 9/11 still feel a deep need to remember
by Ed Horn
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| 39
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EMBALMER'S CORNER
Embalming A to Z: Infant embalming procedures, part 3
by Todd W. Van Beck |
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ASSOCIATION SPOTLIGHT
Polish Cremation Association of Cemetery Administrators and Funeral Directors
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SUCCESSFUL FOUNDATIONS
Details to tackle right away Creating vision and mission statements
by Marie Neel |
| 47
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BOOK REVIEW
Deciphering Jewish Gravestones 'A Field Guide to Visiting the Jewish Cemetery'
review by Brenda Clough
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| 32
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ICFA NEWS
Todd Van Beck
'Road Show' transforming funeral service
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| 33
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Choose to go with a winner!
The benefits of belonging to the only association serving the entire cemetery, funeral service, cremation and memorialization profession
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Expanding your Horizons Mark your calendar: The ICFA 2007 Convention & Expo is March 20-23 in Las Vegas, Nevada
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Wide World of Sales
Join us for the largest cemetery and funeral service sales conference in the world, January 17-19, in Las Vegas, Nevada
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