- ICCFA CAFÉ
- PET LOSS
- MUSIC LICENSE
- LOT EXCHANGE
BOLD & COLORFUL sales training for preneed and at-need salespeople, sales counselors and managers,
suppliers, insurance agents and marketing professionals.
Wide World of Sales will feature free wireless internet in the main classroom area made possible thanks to the generosity of our Corporate Partner Homesteaders Life Company.
Also, ask specific questions and speak candidly with our presenters in our new Speakers Lounge on Thursday from 5 to 6 p.m. sponsored by Forethought Financial Services.
While we're announcing added features of the conference, here's a list of more reasons you should attend Wide World of Sales:
• There is an "On-time questionnaire contest": As is tradition at this conference, make sure you are back at your seat after each break to hear a question. Write the answers to all of the questions on your game piece for a chance to win cash and prizes at the closing session.
• A list of airfare specials to/from Las Vegas is included on the lefthand side of the conference webpage.
• We've also included a list of Living Social and Groupon deals on the webpage.
• There are several fast-paced interactive time slots throughout the conference where conference attendees may step up to the podium to share their great ideas and best practices in two minutes or less. Have a great idea to share? Click here to send it to us!
• During sessions, you will be able to text your questions for speakers to answer in real-time.
• Funeral directors may earn up to 10.5 hours of continuing education credit (depending on state approvals).
THANK YOU TO OUR CORPORATE PARTNERS
Homesteaders Life Company
Service Corporation International
Forethought Financial Group, Inc.
NorthStar Memorial Group
Funeral Directors Life Insurance Company (FDLIC)
NGL Insurance Group
Aurora Casket Company
Live Oak Bank
Johnson Consulting Group
Guerra & Gutierrez Mortuary
|Matthews International Corporation
The Outlook Group
FSI Trust Solutions
Hillside Memorial Park & Mortuary
American Coach Sales
Biondan North America
The Davis Whitehall Co.
Click here to become a corporate sponsor of the 2014 Wide World of Sales Conference.
Rio All-Suite Hotel & Casino
3700 West Flamingo Road
Las Vegas, NV
The Rio is offering our group a discounted room rate of $75 per night (single/double occupancy; $30 fee per extra person up to quadruple occupancy). Make your reservations by calling 1.888.746.6955 by December 13. Mention ICCFA or group code SRICF4.
Discounts are also available to the following shows at the resort:
Please note that you must reserve these tickets by adding them to your room reservation at the Rio. If you have already made your reservation, you may call the hotel back, refer to your confirmation number to request the tickets, then pick up discount vouchers from the ICCFA registration desk onsite at the conference.
Click here to register online now.
Click here to download your registration form.
See who else registered online (not a complete list of all attendees).
WEDNESDAY, JANUARY 15
3 to 4:30 p.m.
Fireside Chat with Gary O'Sullivan
Building on last year’s standing-room only session, funeral industry sales legend and trainer Gary O’Sullivan, CCE, is back and ready to chat candidly and substantively with you about almost any sales-related topic. With his mix of humor, personal experience and straight talk, O’Sullivan mentors, encourages and motivates salespeople not only to be the best in our profession, but to achieve all we can as individuals.
You may submit questions ahead of time by sending us an email, or do it the old-fashioned way and raise your hand during the discussion.
Gary O’Sullivan, CCFE, is president of Gary O’Sullivan Company, a consulting firm specializing in strategic planning, development, management and leadership in sales and marketing and based in Winter Garden, Florida. He previously was a sales executive with Carriage Services. He is author of “PrinciplePower For Sales Success” and has produced many sales training DVDs and CDs.
4:30 to 5 p.m.
Linda Jankowski & Ken Coffey
Is this your first ICCFA Wide World of Sales Conference? Don’t miss this valuable intro to the event. Find out from past conference co-chairs Linda Jankowski and Ken Coffey what you can expect to see, hear and do, and get some great advice on how to make the most of your time so that you can put what you’ve learned to use on Monday.
Linda Jankowski is area sales director for Midwest Memorial Group. She is a member of the ICCFA Sales & Marketing Committee and served as program co-chair of the Wide World of Sales in 2010. Previously she worked with Mount Elliott Cemetery Association in Detroit, Michigan.
Ken Coffey is vice president-sales for Forethought Financial Group in Indianapolis, Indiana. He is a member of the ICCFA Sales & Marketing Committee and served as program co-chair of the Wide World of Sales in 2011. A former Washington Redskin with a Super Bowl championship to his name, he understands the importance of training and preparation as part of a winning game plan.
5:30 to 7 p.m.
THURSDAY, JANUARY 16
Breakfast & Coffee
8:30 to 8:45 a.m.
Welcome & Opening Remarks
8:45 to 10:15 a.m.
Building Sales Success to Last a Lifetime
Sales: It's not just selling; it’s helping people in times of need (or preneed). It’s not manipulating; it’s harmonizing.
One of the most respected and acclaimed sales trainers in the world, Noah Rickun is back by popular demand to the Wide World of Sales Conference to help you find the passion in yourself, to differentiate yourself from your competitors and to develop a “YES!” attitude for a lifetime of success.
Based on decades of real-world research and helping companies increase their sales volume by millions, Rickun will explain several sales tenets he’s come to know and teach you how to apply them to your daily preneed or at-need funeral sales routine, including:
To be successful means becoming known as a person of value in your local market and your community. His advice for salespeople in our profession is that it’s not a funeral; it’s a memory, and it lasts forever. Service should be your mantra. Your service is the reputation for your next sale and the basis for a loyal customer, a testimonial and a referral. Come reignite the fire inside you to be the best you can be, learn how to provide extreme customer service and prospect organically for customers to build your business.
Noah Rickun has started, operated and sold three successful small businesses. He built a $20 million sales division within a major automotive remanufacturer while earning his law degree from Marquette University at night, and he is currently the chief executive officer of Jeffrey Gitomer’s TrainOne, a world leader in online interactive sales training and personal development. He also is a guest columnist for Gitomer’s “Sales Caffeine” newsletter, which reaches a half million people worldwide every week. Subscribe for free at www.salescaffeine.com.
10:15 to 10:30 a.m.
10:30 to 11:15 a.m.
Seven Uncomplicated Ways to Generate Leads Without Breaking the Bank
Jodi Clock, CPLP
In today's world, with both time and money being at a premium, it’s imperative that our time is spent wisely. Regardless if you are a business owner, sales manager or sales counselor, we are all striving for the same thing: placing our efforts on productivity that drives profitability.
Experts from top marketing firms across the country are in agreement that “mini-marketing campaigns” may change the way businesses, both small and large reach their customers in the future.
Jodi Clock, CPLP, will guide you step-by-step through seven uncomplicated marketing approaches that may be easily implemented immediately and will:
Jodi Clock, CPLP, is president/owner of Clock Timeless Pets and the director of advanced funeral planning for Clock Life Story Funeral Homes. For more than 25 years, she has worked in the end-of-life planning industry, including family and corporately-owned funeral homes, advance funeral planning companies, casket manufacturers and insurance agencies. Clock is author of the recently-released book "Navigating the Elder Care Journey … Without Going Broke!"
Noon to 1 p.m.
1 to 1:45 p.m.
Limiting Liability for Cremation Salespeople
Poul Lemasters, Esq.
As cremation continues to rise, so too will liability risks. What was standard practice 10 years ago is no longer enough; cremation providers must step up and adopt better procedures and practices if they wish to reduce their risk of liability.
In this session, Poul Lemasters will take you step-by-step from the first call through the return of the cremated remains, providing a real-world look at the potential pitfalls along the way that can lead to legal action. He’ll share his real-world perspective and proven best practices for avoiding liability. He’ll also introduce court cases that relate to each step and examine their outcomes and implications for salespeople.
Poul Lemasters is president of Lemasters Consulting, Cincinnati, Ohio. He has worked in the funeral industry for nearly 20 years and holds a funeral director's license and embalmer's license in Ohio and West Virginia. He is admitted to practice law in both Ohio and Kentucky. Lemasters is the ICCFA cremation programs coordinator and is the head cremation coach of the ICCFA Cremation Coaching Center at www.cremationcoach.com.
1:45 to 2:30 p.m.
Innovative Approaches to Cremation Consumers
Gary Freytag, CCFE
You’ve heard it a thousand times: cremation is the largest growth sector in the industry. So what are you doing to capture more of the cremation market?
Find out from Gary Freytag, CCFE, president & CEO of Spring Grove, one of the largest, historic and prestigious combination properties in the United States, what his company is doing to serve cremation consumers in every aspect of the business, as well as some great ideas he’s discovered from colleagues across the country.
Aspects to be discussed include cemetery development, funeral packaging and processes targeted at addressing cremation customer needs, such as:
Gary Freytag, CCFE, is president and chief executive officer of the Spring Grove family of companies in Cincinnati, Ohio. He earned his MBA with distinction from Harvard University.
2:30 to 2:45 p.m.
Presentation Workshops: Getting the ROI out of Making Public/Group Presentations
Three sessions guiding you through the process of delivering winning group presentations: Preparing yourself for public speaking; setting up group presentation appointments and delivering useful information to the participants; and the anatomy of a great group presentation.
3:30 to 4:15 p.m.
Setting Up & Delivering Great Group Presentations
Seminars are one of the most effective lead-generation sources available to cemeteries and funeral homes. But how do you arrange a group presentation, get people to attend and turn those attendees into sales leads? After all, you can lead a horse to water, but you can’t make it drink.
Master lead-developer Ty Lohman will share his company’s secrets to structuring and delivering successful seminars and the real key: converting attendees into customers.
You’ll learn key pointers for improving your presentation skills and discover how to avoid common pitfalls that can undermine your seminars’ success. In addition, you’ll receive examples of PowerPoint presentations that are designed to not only inform your audience but to inspire them to take action and preplan.
Ty Lohman is regional vice president of sales for the southern region with StoneMor Partners LP, including Lohman Funeral Homes, Cemeteries and Cremation, with six funeral homes and four cemeteries in Daytona Beach, Florida, and the surrounding area. He is president of the Florida Cemetery, Funeral and Cremation Association, a longtime member of the ICCFA Sales & Marketing Committee, a program co-chair of the 2012 Wide World of Sales Conference and is a graduate of Florida State University.
4:15 to 5 p.m.
Turning Silver into Gold: Keys to Enhancing the Arrangement Conference for Seniors
Funeral service professionals interact with senior adults frequently for the purpose of making final arrangements. It’s easy to feel frustration and a lack of patience as the generation gap appears to be a major barrier. This presentation explores the unique needs and developmental agendas of senior adults entering into the arrangement conference and how funeral professionals can improve interactions. A close examination on how technology in the arrangement conference can be used to enhance the experience for senior adults will be explored. Participants will leave with more confidence and an increased comfort level by understanding the communication style of senior adults, the communication barriers that exist, and the payoff for asking the right questions. Transform the arrangement conference into a golden opportunity that provides peace of mind for senior adults.
As Professional Development Director for Aurora Casket Company, Lacy oversees the creation and development of professional development and training programs for Aurora customers. She regularly presents continuing education programs on both the local, state and national level including NFDA, ICCFA and CANA. Lacy is adding to these industry-acclaimed programs by developing e-learning programs, establishing Aurora as a leading provider of training and development for funeral professionals.
Lacy is a licensed funeral director/embalmer and a certified member of the Academy of Professional Funeral Service Practice. She is a graduate of Georgetown College holding a bachelor’s degree in Communications. She is also a graduate of Mid-America College of Funeral Service.
As an active member of the Bluegrass Toastmasters Group Lacy has achieved the designation Competent Communicator. She is also a Certified Funeral Celebrant, Certified Wilson Learning Facilitator and member of the Funeral Directors Association of Kentucky. Lacy was recently named to the ICCFA Hospice Committee and was appointed to the Board of Trustees for the Academy of Professional Funeral Service Practice.
5 to 6 p.m.
NEW!: Speakers Lounge
This year's program is jam-packed with incredibly useful information. So much so, that we know you’ll have several burning questions for our speakers that we won’t be able to answered during their respective sessions. Use this all-new Speakers Lounge to chat informally with the speakers you’ve heard from today and receive candid advice in response to your specific questions. Light refreshments will be served.
FRIDAY, JANUARY 17
Breakfast & Coffee
Welcome & Remarks
8:15 to 9:15 a.m.
He Shops/She Shops: The Science of Shopping
Rich Kizer & Georganne Bender
Join consumer anthropologists Rich Kizer and Georganne Bender as they offer up merchandising ideas and advice you can take to the bank. Gain a clear insight into the mind of both male and female consumers and how each sex shops. Hint: if you optimize your approach towards women—who account for 80 percent of consumer spending, or $5 trillion annually—and especially baby boomer women, you’ve already won the battle.
This presentation will take you from the parking lot to the back door and every space in-between. You’ll learn the latest in layout, display and tricks of the trade to increase your “shelf-esteem” and product sales.
Topics to be explored include:
Suppliers: this information is not only great for you to know for your own sales strategy, but you may offer this advice Kizer & Bender’s presentation will share up-to-the-minute strategies you can use immediately to ready your funeral home to attract both female and male consumers. It will be loaded with strategies, tactics, tips and techniques every funeral professional needs to know.
Rich Kizer & Georganne Bender are professional speakers, authors and consultants for international companies who depend upon them for timely advice on consumers and the changing retail market place. One of their specialty markets is the funeral industry. They are experts on generational diversity, consumer trends, marketing and promotion and everything retail. They are referred to as consumer anthropologists because they stalk and study that most elusive of mammals: today's consumer. Kizer & Bender are well known for their unique and intensive consumer research—they have been mystery shopping funeral homes and cemeteries since 2005. In addition to yearly focus groups, one-on-one interviews and intensive on-site studies, their research includes posing as every kind of customer you can imagine. The result of their research is literally straight from the customers' mouth.
9:15 to 9:30 a.m.
9:30 to 11:20 a.m.
Breakout Sessions in Three Tracks: Sales Basics, Sales Managers and Technology
You decide which sessions you'd like to attend.
9:30 to 10:20 a.m.
The Art of the Question
Attendees can expect to leave this interactive presentation with:
The Outlook Group’s training director Candace Franco will focus on how to improve the consumer interaction and build funeral service value through the discovery process, which sets the tone for the entire arrangement process.
10:30 to 11:20 a.m.
Getting Back to Basics: Building Trust and Creating Value
It is important to make the most of our opportunities and keep our sales skills sharpened. We have heard all about sales strategies and how important it is to have a system in place for success. But, let’s not forget the very basics of sales: building trust and creating value.
How do we establish control of the appointment and create an empowering environment? How can we captivate our audience and make our time together more relevant? Can we develop trust by asking them to paint their own emotional picture? Are we setting the right foundation that will make the difference between winning and losing?
The answers to these questions and many more will be revealed during this session with Brenda Roberts, director of sales development of the active sales channel with Funeral Directors Life Insurance Company in Abilene, Texas.
9:30 to 10:20 a.m.
How Not to Get Sued When Hiring & Firing
Poul Lemasters, Esq.
Your employees are your most important asset. Don’t let them become your biggest frustration. Poul Lemasters will explore some standard business rules and best practices to follow when offering employment to top talent as well as for removing bad apples. Learn what to document, when to act and how to “CYA.”
10:30 to 11:20 a.m.
Sales Manager Best Practices
Wilson Adams III
Sales managers have the toughest job in the entire sales ecosystem. If you are new to the job, you need to hit the ground running. If you’ve been in the job a while, you need to constantly prove your value by improving overall performance.
Join Wilson Adams III, vice president of sales—eastern division for Forethought Financial Group, as he offers advice from his more than two decades in sales within the funeral profession. We encourage you to come armed with tips you can share with fellow attendees regarding what you’ve learned in your sales management position(s) thus far. Together, this group will generate numerous strategies that you may use to develop your team, hone your ability to coach them toward reaching company goals and accomplish greater achievements.
Adams operated and managed a very successful third party organization in Central Indiana for the 13 years prior to joining Forethought. His preneed sales team’s achievements were exceptional. His team included some of the top producers in the country regarding preneed selling, thanks in part to his management and organizational discipline.
9:30 to 10:20 a.m.
Email: Your Secret Sales Weapon
Every day, funeral homes and cemeteries receive sales leads that ask for information to be sent via email. Since most preneed counselors and sales managers are never taught to write good emails, they often times never receive a response from the consumer and assume that the individual was not a real sales lead.
Some counselors may also view emailing as a chore and not as a tool to be utilized to work more efficiently and close more leads.
In this session, Michael Regina, president of FuneralDecisions.com, will cover:
Michael Regina’s family has been in the cemetery business for more than 60 years. He holds a BS in information systems and an MBA in online marketing. His company, FuneralDecisions.com, specializes in funeral home and cemetery lead generation along with software solutions to help with sales and marketing.
10:30 to 11:20 a.m.
The Facebook Funnel: Advanced Strategies for Converting Fans Into Customers
To most funeral professionals, Facebook remains an important branding tool, but they are unsure how social media can bring new business through their doors.
The last couple years at the ICCFA Wide World of Sales Conference, Zack Garbow has exposed the secrets behind building an effective and engaging Facebook presence. This year, he’ll reveal the elusive strategies for extracting valuable ROI from a funeral industry Facebook Page.
Through real-world examples and the shared experiences of an elite funeral industry study group, you’ll learn how to:
By the end of this session, you’ll walk away with the knowledge and advice necessary to finally convert your Facebook fan base into an effective marketing and sales channel.
Zack Garbow is co-founder of Funeral Innovations, a technology firm specializing in web-based solutions for the funeral service industry. He previously was a software engineer within IBM Research, where he gained more than 100 patents pending and became the youngest Master Inventor in the history of the company. He was accepted into the prestigious Y Combinator startup program, where he developed social media products in Silicon Valley while networking with the giants of the startup world, including the founders of Twitter, Gmail and Pinterest.
11:30 a.m. to 12:30 p.m.
If you don’t know what you want, how do you know when you’ve done well?
Goal setting is a powerful process for thinking about your ideal future and for motivating yourself to turn your vision of this future into reality. One of the greatest barriers to achieving your goals? Bad habits. In this session, Dan Lodermeier with Homesteaders Life Insurance Company will discuss how you can break out of your bad habits and break open the success of goal setting.
You will learn how to better set and achieve your personal goals and improve your goal setting strategy. We’ll explore why goal setting is so important and what criteria you must meet when setting goals that get results.
Before you leave this session, you will set your goals for the next year, consider how to execute your goals and learn how to evaluate them. We’ll do all of this with one key thought—how does this work in our profession of funeral service? There will also be a surprise ending project that will hold you accountable to yourself and help you gauge and reflect on how you performed one year out from this conference.
Dan Lodermeier joined Homesteaders in 1991 as the firm’s first-ever account executive. Today, as vice president of field sales, he is responsible for setting and inspecting the goals of nearly 40 sales professionals. Lodermeier and his team provide sales and marketing support to funeral home owners across the country. In addition to being a certified preplanning consultant, he holds a bachelor degree in sociology from the University of Northern Iowa.
Closing Remarks & Prize Giveaways