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Advance
Funeral Planning
WHO SHOULD ATTEND
LEARNING OBJECTIVES
PROGRAM OUTLINE
FEES
ABOUT THE PRESENTERS
Selling with integrity…this interactive,
one-on-one, four and a half day course teaches you how to effectively work with
today’s highly educated consumer. Focus is on developing your own conversational
approach to consumer selling. This course covers all the basic skills required
to effectively work with families who are shopping for funeral service in
advance of need.
You will learn how to:
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Control the arrangement conference in a positive way
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Identify the consumer’s needs
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Provide needs-focused education about your advance
planning program.
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Offer the funding solution that best meets the
consumer’s needs
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Set appointments with contacts that come to you from
a variety of sources
Most importantly, you will have an opportunity to
practice your new skills with an active, seasoned professional advance funeral
planner in a one-on-one coaching session.
WHO SHOULD ATTEND
- Anyone who is new to
Advance Funeral Planning
- Funeral Directors who
are changing focus from at-need to pre-need
- Funeral Directors who
are moving from a passive program to an active program
- Anyone who is having
difficulty working with the new generation of pre-need consumer
- Anyone who would like
to refresh their selling skills
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LEARNING OBJECTIVES
- To discover consumer needs and provide
relevant education, utilizing a conversational format
- To gain a working knowledge of how to
offer consumer-based solutions
- To improve closing effectiveness by
offering need-based solutions
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PROGRAM OUTLINE
DAY ONE
- Learning Ladder / Your
Comfort Zone
- The Buying Process /
The Selling Process
- Who is Our Customer
- What Works with the
Boomer Consumer
- First Impressions /
Developing YOUR Power Introduction
- Establishing Trust
through Discovery
- Education / Presenting
Your Products Features and Benefits
- Promoting Funeral
Service that Meets a Personal Need
DAY TWO
- Consumer Presentation
/ Direct Mail Return Reply Card
- Resolve / A Funded
Plan
- Objections and
Follow-up
- Where Do I Find People
to Talk to About Advance Planning
DAY THREE
- Appointment Setting &
Telephone Skills – Kelley Hubbard
- Alternatives to
Telephone Appointment Setting – Bev Keen
- Practice Presentation
/ Medicaid Spend-down
DAY FOUR
- Getting Organized /
Keeping Your Leads Organized
- Tracking your Progress
& Review of “To Go” Materials
- Expanding Your Circle
of Influence / You and the Funeral Home / Win - Win
- Strategies
Class time for days one
through three is 8:00 a.m. to 4:30 p.m. Day four class time is 8:00 a.m.
to 12:00 p.m. See Class Dates
for schedule.
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FEES
$1,770.00 includes: Master Card and Visa
accepted!
- Tuition
- Materials
- Lunch Daily
- Lodging at Hampton Inn
and Suites - 4 nights
The following items are not
included in basic fees, but special rates have been arranged:
- Dayton International Airport Transfer
to/from hotel - $30 each way
Transportation between
Hampton Inn and The Academy is included.
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ABOUT THE PRESENTERS
Candace Franco,
B.S.N., M.H.A.
Candace is a Certified Preplanning Consultant with 14 years experience in the
field of Advance Funeral Planning. Candace has worked with families on an
individual basis, coached advance funeral planners and presented continuing
education courses for insurance agents, financial planners, and funeral
professionals. Ms. Franco recently completed a 40 hour Training Certificate
program at Xavier University.
Beverly Keen
Bev has over 20 years of funeral experience and 10 years in the field of Advance
Funeral Planning. Bev has achieved numerous awards in the field including the
difficult-to-achieve and coveted one million dollar production award. Bev is the
coordinator of Outlook’s Mentor Program. In that capacity, she provides
one-on-one coaching for a number of new and experienced advance funeral planners
as well as providing leadership for the Outlook Mentor team.
Kelley Hubbard
Kelley Hubbard is a licensed funeral director who has focused her practice on
meeting the needs of families though Advance Funeral Planning. Kelley has over
20 years experience in the field and she has won numerous sales achievement
awards. Kelley has mastered the art of working in a changing and challenging
environment and she has a unique ability to share her experience with others.
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