MBUniversity Webinars

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Simplify Your Sales Success
Date: Tuesday, June 21, 2011
Time: 3:30 PM ET / 2:30 PM CT / 1:30 PM MT / 12:30 PM PT [Prevailing Time]
Presenter(s): Don Calhoun, CM
Field of Study: Business
CUE Credit: 1 Credit Hour

No advanced preparation or prerequisites are required for this course.

Course Description
Anyone in the sales industry realizes that it’s not the easiest profession in the world. Anyone in the monument sales industry knows it’s one of the hardest jobs you can have! With so many factors to consider like the grieving process, budget, cultural identity/customs and more, it can be hard to focus on closing the sale.

You’re invited to join Don Calhoun, CM, President of Murphy Granite Carving, Inc. as he shares with us his countless years of sales experience in the monument industry. Don believes that by simplifying your sales approach, you will see a higher percentage of sales and in turn repeat and referred business. He will share with you his 9 steps to success:

As a member of MBNA, our new MBUniversity Webinars will provide you the opportunity to continue your education in the monument industry for a fraction of the cost of industry shows!

For just $25, MBNA members can log in to a website and dial in to a conference call line and get high quality education on topics like sales training, marketing, social media, porcelain and bronze and much more!

About Our Presenter
Don Calhoun is President of Murphy Granite Carving, Inc. in Richmond, Minnesota. Don has been in the monument industry his whole life. Growing up in the monument business provided him with knowledge in every aspect of monument manufacturing, sales and administration. He graduated from St. Johns University with a degree in Economics and Business Administration. His early years were spent selling monuments directly to the customer in their homes and then as Operations Manager for Little Falls Granite Works. In 1984, he went to work as a sales representative for Raymond Granite, a division of Cold Spring Granite in central California. He was promoted to Western Sales Manager for Royal Melrose Granite in Cold Spring, Minnesota. Working with hundreds of monumental dealers in ten of the western states provided an enormous learning environment for what worked and what did not work in monumental sales.

As Don states: “You would have to be a complete fool not to learn something by visiting first hand with countless monument companies.” With knowledge and understanding of the wholesale quarrying and manufacturing business, he then went to work as Vice President of Sales for Remco Memorials, Ltd in Regina, Saskatchewan, Canada. Don states: “At Remco, I was able to experiment with different marketing concepts, approaches and to test conventional wisdom. I was able to refine what really worked in sales. Remco was a very large and successful retail monument company”. Being an American in charge of Canadian sale force was a unique and wonderful learning experience. In 1991, through life changing events, Don returned to Minnesota to run a smaller monument company in central Minnesota.

Don’s past involvements include Educational Chairman and Board Member of Monument Builders of North America, and School Board and Parish Council Member. Don is currently President-Elect for Monument Builders of North America, Past President of Northwest Monument Builders, Past President of Richmond Civic & Commerce, and is involved in many other church and civic activities. Don is also a Certified Memorialist. Don has also been an education speaker for many regional monument associations over the years. Don loves this industry and believes strongly in giving back. He is humbled and grateful for this opportunity to serve.

$25.00 for MBNA Members / $65.00 for Non-Members
Note: Registration is FREE for Certified Memorialists®.



What is an MBUniversity Webinar?
A MBUniversity Webinar is a live, interactive 60-minute conference presented over the telephone and over the Internet. You can attend from any location that has telephone and Internet access. You pay just one registration fee for as many participants as you wish at each call/log-in location.

Note that high-speed Internet access is not mandatory – the system works with dial-up but you must have separate connections for the audio and video portions if you wish to listen and watch simultaneously. You may use cell phones for the audio if you have only one connection or if you must be away from a computer for the webinar.

Who presents at an MBUniversity Webinar?
Your webinar will have one or more speakers who are recognized experts on the topic. Conferences typically include a Q&A session; you can ask questions by phone or instant messaging options.

CEU Credits
The MBNA Certification Program was developed as a result of a three-year study program by some of the industry's most recognized leaders. It raises the professional standards to those engaged in the memorialization industry and awards the top level of competence and ethical conduct. The MBNA Certified Memorialist® (CM) designation is the highest honor of professional achievement available in the memorial industry. Certification is awarded to individuals, not a firm as a whole. Both Members and non-members of MBNA can apply to become a CM.

Requirements to earn the “Certified Memorialist”® designation under the MBNA Certification Program are divided between successful completion of the examination, which is based upon material in the Certification Manual, and the accumulation of points awarded for participation in the specific activities listed below. To achieve initial certification, a minimum of 50 points must be accumulated; individuals have a maximum of 5 years immediately preceding application for certification during which to accumulate the required points.

To maintain the “Certified Memorialist”® designation under the MBNA Certification Program, an individual must earn a minimum of 30 points in these categories over a period of 3 years. Recertification must be made 3 years from the last designated certification.

This program has been approved for one Continuing Education Unit (CEU) towards initial or recertification as a CM®.What does my registration include?
Your registration includes long-distance charges for the audio portion and log-in to the video presentation. Once logged in, all handouts are downloadable prior to the start of the webinar. MBUniversity webinars also include one hour/unit of Continuing Education.

Why MBUniversity Webinars?

No wasted time. Get right to the heart of the matter in a 60-minute session designed to easily fit into your busy schedule.

No airlines. No travel. No time out of the office. Listen and follow along from the comfort and convenience of your desk or conference room.

A telephone and computer are all the equipment you need. Just dial in and log-in to the system. That's it.

Ideal for multiple attendees.
Use a speakerphone and projector and invite as many people as you want to participate - at no extra cost to you.

MBUniversity Webinars are a fraction of the cost of travel and attendance fees for other high-priced conferences or seminars.