7:30 – 8:30 am
Registration / Continental breakfast

 

8:30 – 9:00 am
Welcome & Introductions / Sponsors recognized / drawings explained

 

9:00 – 10:15 am
Keynote: The Answer Lies Behind the Next Door: Part 2
Dave Brown, Senior Partner, Executive Level Coach and Lead Consultant with Southwestern Consulting™

 

10:15 – 10:30 am
Refreshment Break / Boot Camp Dismissed

 

10:30 – 11:20 am
People Are There, Why Aren’t You?
Daniel Thomas, Regional Sales Manager, Forest Lawn’s Covina Hills Park

 

11:25 am– 12:15 pm
Don’t Let Your Aftercare be an Afterthought
Ben Upton, Vice President of Sales and Marketing for Harpeth Hills and A Family Legacy

 

12:15 – 1:30 pm
Lunch

 

1:30 – 1:40 pm
Welcome Back / Sponsors recognized

 

1:40 – 2:30 pm
Keynote: Conversational Presenting
David Hooker, Head of Evangelism & Creative Services, Prezi

 

2:35 – 3:45 pm
Capitalizing on Pre-need Cremation
William Bonacorda, President, Trust 100

 

3:45 – 4:00 pm
Refreshment Break

 

4:00 – 4:50 pm
Cremation: Refocus is a Must!
Kyle Incardona, Managing Partner/Funeral Director, Hillier Funeral Home of Bryan

 

4:50 – 5:00 pm
Wrap-up / Sponsors recognized

7:30 – 8:30 am
Registration / Continental breakfast

8:30 – 8:45 am
Welcome Back / Sponsors recognized / Education Foundation

9:00 – 10:15 am
Keynote: Heart & Sell
Shari Levitin, author, sales strategist, speaker and entrepreneur

10:15 – 10:30 am
Refreshment Break / Boot Camp Dismissed

10:30 – 11:20 am
Five Things a Lawyer Can Teach Me About Sales: There’s A Reason Some Lawyers Are Called Rainmakers
Poul Lemasters, Esq, Lemasters Consulting & ICCFA Cremation Program Coordinator

11:25 – 12:15 pm
Committee Blast
Moderated by Sales & Marketing Committee Chairman, John Bolton

12:15 – 12:30 pm
Final wrap-up

Download a description of the Sales Boot Camp Here

THURSDAY, JANUARY 11

7:30 – 8:30 AM

Continental Breakfast

8:30 – 9:00 AM

Welcome

9:00 – 10:15 AM

KEYNOTE: The Answer Lies Behind the Next Door Part II
Dave Brown

10:15 – 10:30 AM

Refreshment Break / Exit to Boot Camp

10:30 – 10:40 AM

Introduction
Linda Jankowski, CCE, Jankowski Consulting Group

10:40 – 11:15 AM

Setting and Tracking Goals
Gary O’Sullivan, CCFE, Gary O’Sullivan Company

11:25 – 12:15 PM

Prospecting
Mitch Bennett, Indiana Memorial Group

12:15 – 1:30 PM

Lunch

1:30 – 2:10 PM

Common Sales Mistakes and How to Avoid Them
Aaron Shipper, Rose Hills Memorial Park

2:10 – 2:40 PM

Conducting a Proper Planning Guide Presentation
Andrés Aguilar, Los Parques

2:40 – 3:15 PM

What Every Sales Presentation Should Contain
Erica Lohr, The Signature Group

3:15 – 3:30 PM

Break

3:40 – 4:00 PM

Conducting a Traditional Burial or Cremation Price Comparison
Linda Jankowski, CCE, Jankowski Consulting Group

4:00 – 4:45 PM

Common Objection Handling and Closing Methods
Patrick Downey, CCE, Arbor Memorial Inc.

4:45 – 5:00 PM

Day One Review & Close

 

FRIDAY, JANUARY 12

7:30 – 8:30 AM

Continental Breakfast

8:40 – 8:45 AM

Welcome Back

9:00 – 10:15 AM

KEYNOTE: Heart and Sell
Shari Levitin

10:15 – 10:30 AM

Refreshment Break / Exit to Boot Camp

10:30 – 11:00 AM

Referrals
Linda Jankowski, CCE, Jankowski Consulting Group

11:00 – 11:30 AM

Your Future is So Bright…
William Bonacorda, Trust 100

11:30 – 12:00 PM

Review & Close
Gary O’Sullivan, CCFE, Gary O’Sullivan Company

12:15– 12:30 PM

Conference Wrap-up