February 26, 2008

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From: Mike Kubasak

Many of you have asked for notice to attend the next 2-day training session taught personally by me. Well, here it is... pick up the phone and reserve only one of 38 available seats for yourself or a key employee. Receive 16 hours of CEU’s for only $400.00 ($300 for an additional person).

Advanced Cremation Arranging:

Integrating Creativity, Value & Understanding

Sponsored by: Pittsburgh Institute of Mortuary Science

April 15-16, 2008

To Reserve A Seat, Call: Ginny @ 800-933-5808

The only seminar of its kind, it is the "how to" seminar for those wanting to maximize upon the opportunity of cremation. You’ll walk away: More motivated, driven to succeed, and equipped to deal with a client family that says, "We only want cremation" or "We don’t want a funeral." You’ll never be just an "order taker" again...revenues & satisfaction will soar...GUARANTEED!

You’ll learn:

	25 Power Questions that increase ceremony, service and merchandise selection, guaranteed
	The 5 decisions every cremation and burial family must make
	Presenting merchandise in such a way that a cardboard box becomes irrelevant
	How to increase urn selection to 100%
	The 5 Steps to Establishing Trust in the arrangement conference
	How to establish your firm as the cremation experts in your community
	Ways to easily differentiate your firm from all others in town and gain case volume
	Much, much more!!!

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How can you prevent the client from going with the lowest price? Price is a complex objection, actually a barrier, that deals with customer sub-headings like: Real need, hidden agendas, value, prospect perception, prospect misconceptions...combined with your communication/validation/differentiation and valuation by the arranger. A major part of price problems is that many arrangers believe they or their company are the same as their competition.

Here are 5 things to do to keep (your) price integrity:

	Support your price as the true price. "Let me tell you why..."
	Use the fact of higher price as the reason to choose you. "You get the highest level of service both now and after..."
	Use testimonials. "Here are what other people in the community say about our service..."
	Sell your competitive edge, not your price. "Some exclusive services we provide are..."
	Sell everything but price. Start with quality and attitude. If you’re not the lowest price – be the best value. Offer legendary service!

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Feel free to forward the Kubasak Line to a colleague or friend. Kubasak Associates is the premiere expert in enhanced services for funeral professionals. We provide: individual coaching, workshops, presentations and consulting services. For additional information or to order publications, tapes, reprints, or books, go to: www.Kubasak.com

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Kubasak Associates

Michael W. Kubasak
Kubasak Associates
531 Calais Drive, Mesquite, NV 89027-8825
Phone: (702) 345-3212

E-Mail: mike@kubasak.com