Sales: A Bulletproof Selling Approach
Doug Lotierzo
Neuberger and Company, Inc., Baltimore, MD

Growing sales can be a challenging undertaking, especially in today’s global market with highly self-educated prospects. Whether you are charged with managing a team or closing business yourself, there are hundreds of potential pitfalls, including self-limiting beliefs, the challenges presented by your prospects, the marketplace, and, of course, your competition. In this training, we will discuss a different selling approach that will put you one step ahead of your prospects. Topics covered include:

CYA (Cover Your…Advocacy)
Poul Lemasters, Esq.
Lemasters Consulting, Cincinnati, OH

When it comes to advocacy, many people think of supporting, promoting, or even defending a cause. In fact, it’s hard to talk about advocacy without a discussion on politics and lobbying. But advocacy has many layers and effective advocacy must include organizing, educating, and communicating. For monument builders, there is a variety of issues that are specific to their day-to-day practice, and to implement effective advocacy it is critical to cover all these layers.This session will not only look at the issues, but will specifically identify how to organize, educate, and communicate the issues. Overall, the session will:

• Provide an in-depth look at restraint of trade and unreasonable practices, including laws and cases that have defined these issues.
• Educate on the regulatory agencies that oversee these issues, as well as how to communicate with them.
• Identify effective communication tools with all the parties involved, form the consumer to the regulators, and of course the deathcare providers too.
  And, if it all goes bad, provide a conflict resolution plan to resolve an issue.

Exhibitor Table Top Set Up

Operational Excellence: Building an Excellent Business
Doug Lotierzo
Neuberger and Company, Inc., Baltimore, MD

As a business leader, it can be difficult to see your blind spots, especially if you’re too busy fighting fires on a daily basis and/or most of the business falls on your shoulders. In this training, we will focus on providing business leaders with a clear process to create a strategic growth plan to continually work on their business instead of in their business and take control of where their business is going. This is only for attendees who have a desire to grow and have an interest in understanding the ideal framework from which to build a healthy business. Topics include Sandler’s 6 P’s from the Organizational Excellence Process: