Wide World of Sales

January 10–12, 2018

the New Orleans Marriott

New Orleans, Louisiana

Registration Now Open!

*To register by mail or by fax, click here to download the registration form.

 

Hotel Information

New Orleans Marriott
555 Canal St.
New Orleans, LA 70130
504.581.1000 – Please reference ICCFA Sales Meeting

 

Hotel Link

https://aws.passkey.com/go/ICCFA2018

Rate: $149 +taxes and fees a night

WWS 2018 keynote speakers

Dave Brown

Dave Brown

Shari Levitin

Shari Levitin

David Hooker

David Hooker

Schedule

4:00 – 5:15 pm
Fireside Chat with Gary O’Sullivan
Gary O’Sullivan, CCFE, President, Gary O’Sullivan Company


4:00 – 5:15 pm
NEW! Supplier Session
Does Your Exhibit Program Have a Killer Strategy to Win the Attendee Engagement Battle?
Nancy Drapeau, PRC, Senior Research Director, Center for Exhibition Industry Research (CEIR)

5:30 – 7:00 pm
Welcome Reception

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

Thank you to our 2018 Sponsors

  • Assurant
  • Biondan North America, Inc.
  • Blackstone Cemetery Development
  • Coldspring
  • Davey Tree
  • First Bank
  • Forest Lawn Memorial-Parks & Mortuaries
  • Funeral Directors Life Insurance Company
  • FSI Trust Solutions
  • Gibraltar Remembrance Services, LLC
  • Global Atlantic Financial Group
  • Hillside Memorial Park & Mortuary
  • Homesteaders Life Company
  • Inglewood Park Cemetery
  • Johnson Consulting Group
  • Madelyn Co.
  • Matthews Memorialization
  • Memorial Business Systems, Inc.
  • Merendino Cemetery Care
  • NGL Insurance Group
  • Nomis Publications Inc.
  • Plotbox
  • Service Corporation International
  • The Signature Group
  • The Woodlawn Cemetery
  • WebCemeteries.com