Session Schedule

At Triple Play, you’ll find more than 90 sessions to choose from; many with free CE – earn up to 18 credits over four days!

Please note: CE details will be added as approvals are obtained. Please check back frequently for the most up-to-date CE information.

Looking for the 2016 Session Schedule?

2017 Session Schedule

The 2017 Convention Schedule is not currently available.
Please check back in early fall for details about upcoming offerings.

2016 Session Schedule

Tracks
  • Appraisal
  • Association Executives
  • Broker / Manager
  • Commerical
  • Designation / Certification
  • Legal / Tax / Environmental
  • Professional Development
  • Sales & Marketing
  • Special Events
  • Technology
  • Trade Expo
Speakers
  • Beckwith, Christine
  • Borodin, Jamie
  • Bottom, Ernie
  • Bradley, Michelle
  • Brougher, Desiree
  • Carlson, Jed
  • Carpenter, Sean
  • Carroll, Adorna
  • Chorew, Amy
  • Chris, Sherry
  • Cobb, Gwen
  • Conquest, Kate
  • Crane, Barbara
  • Crawford, Jeremy
  • Cunningham, Marc
  • Curzydlo, Trista
  • D'Amico, Linda
  • Elzer, Dan
  • Ermen, Pam
  • Farrow, Roseann
  • Featherston, John
  • Gardner, Patricia
  • Gatto, Anthony
  • Goodman, Barry
  • Graham, Marie
  • Grant, Craig
  • Henderson, Bennie
  • James, Jared
  • Kelly, Kyle
  • Knowlton, Cheryl
  • Koontz, JoAnn
  • Lancaster, Brent
  • Lerner, Henry
  • Levin, Rich
  • Madison, Lynn
  • McLane, Melanie
  • McNally, Dan
  • Mejil, Osbardo
  • Miranda, Willie
  • Mosca, Nancy
  • Nahigian, Robert
  • Pacinelli, Steve
  • Rand, Joseph
  • Rayman, Carla
  • Serio, Frank
  • Shah, Chirag
  • Simmons, MaryAnne
  • St. Peter, Linda
  • Sulock, David
  • Tan, Pat
  • Tansey, Paula
  • Vairo, Doug
  • Washington, Crystal
  • Watson, Terry
  • York, Leigh
Continuing Education
  • New Jersey Real Estate
  • New Jersey Appraisal
  • New York Real Estate
  • New York Appraisal
  • Pennsylvania Real Estate
  • Pennsylvania Appraisal
Expand
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CCIM: Commercial Real Estate Negotiations

12-04-2017 9:00 AM - 5:00 PM

Barbara Crane

Room 421

295.00

NY

Learn and apply the CCIM Interest-based Negotiations Model to your most challenging transactions. Learn new, proven strategies to client acceptance that will get you out of the “high/low game” and other tactics that can derail a successful transaction. Pre-registration and additional $295 (member) apply – pre-registration thru CCIM Institute.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 6.5 Credits
  • Pennsylvania Real Estate - CE Pending

CRB: Firm Rules – Company Policies

12-04-2017 9:00 AM - 5:00 PM

Adorna Carroll

Room 417

150.00

NY/PA

Company policies are essential to mitigate risk and limit liability. This course provides a checklist of items that should be included in a policy manual and introduces options for each component. From federal mandates, state regulations and Code of Ethics compliance to employment laws, data security, and brokerage policy options, you’ll come away with a clear understanding of what should be addressed. Pre-registration and additional $150 fee applies.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 6.5 Credits
  • Pennsylvania Real Estate - 6.5 Credits

Professional Standards Administrator’s Training

12-04-2017 9:00 AM - 5:00 PM

Enforcement of the Code of Ethics is a privilege and responsibility of each Board and Association as established in Article IV of the Bylaws of the National Association of REALTORS®. Every Board and Association must designate a person or entity responsible for administration of professional standards processes. This course covers the learning objectives and minimum criteria established by NAR that administrators must complete every four years. Pre-registration and additional $50 fee applies.

RSPS: Home Sweet (Second) Home: Vacation, Investment, Luxury Properties

12-04-2017 9:00 AM - 5:00 PM

Roseann Farrow

Room 415

125.00

NJ/NY/PA

This core course focuses on the knowledge and skill base that real estate professionals need to specialize in buying, selling, or managing second homes in a resort, recreational, and/or vacation destination and properties for investment, development, or retirement. Pre-registration and additional $125 fee applies.


Continuing Education
  • New Jersey Real Estate - 7 Elective Credits
  • New York Real Estate - 7.5 Credits
  • Pennsylvania Real Estate - 7 Credits

Real Estate Investing: Build Wealth Representing Investors and Becoming One Yourself

12-04-2017 9:00 AM - 5:00 PM

Melanie McLane

Room 408/409

125.00

NJ/NY/PA

ABR Elective

This course will cover the fundamentals of real estate investment that practitioners need to know to expand their business services. The one-day course looks at how practitioners can adapt core real estate skills and learn new skills to serve clients who want to invest in single family homes, condos, townhomes, and small multifamily properties. You will learn how to work with investors as they goal set, plan, evaluate, and acquire properties as well as manage them. You will also learn how to “walk the talk” and become a real estate investor yourself. Pre-registration and additional $125 apply.


Continuing Education
  • New Jersey Real Estate - 6 Elective Credits
  • New York Real Estate - 7.5 Credits
  • Pennsylvania Real Estate - 7.5 Credits

Zero to 60 Home Sales a Year (and Beyond)

12-04-2017 9:00 AM - 5:00 PM

Frank Serio

Room 404

150.00

CRS Elective

Do you dream of selling 60 homes or more per year, but aren’t sure where to begin? Whether you are looking to jumpstart your business or just starting out, this course will focus on what’s involved in taking your sales from “zero to 60” and how you can create a plan to turn your sales goal into reality. Learn new methods for marketing and bringing in a continuous flow of business and discover techniques for positioning yourself as the REALTOR of choice in your area. Pre-registration and additional $150 fee applies.

In this Triple Play opening session, you’ll get insights from leading experts on how to advance: your value; your business; your resources; and your diversity! Don’t miss this enlightening session designed to set you up for success in the new year.


How to Drive Better Results from Social Media

12-04-2017 4:00 PM - 5:00 PM

John Featherston

Room 411/412

In this session, a panel of top brokers will share their strategies for automating social media to better connect with clients and prospects, and generate leads. As the communication method of choice for tens of millions of consumers, finding the most effective resources for managing and maximizing your social media efforts is critical. Find out how you and your agents can use automated content and posting solutions to systematically engage your sphere with relevant content, without breaking the bank!

Kickoff Party

12-04-2017 8:00 PM - 11:00 PM

Room TBD

NJ Legal Update

12-05-2017 9:00 AM - 10:00 AM

Barry Goodman

Room 312

NJ

Join the New Jersey REALTORS®’ general counsel for an update on New Jersey legal issues affecting all licensees.  The session will be followed by a brief question-and-answer period.


Continuing Education
  • New Jersey Real Estate - 1 Core Credits

Real Estate Professional Business Planning

12-05-2017 9:00 AM - 10:00 AM

In this session, you’ll explore the seven core philosophies of building a winning real estate business plan. Repeated Tuesday, 2-3 p.m.

Seven Specific Ways to Create Predictable Transactions

12-05-2017 9:00 AM - 10:30 AM

Jared James

Room 308/309

The industry is experiencing a cosmic shift in the way that people are selecting their agent. Unfortunately, most real estate professionals are acting as marketers completely different than they are behaving as consumers. It’s become more important to focus on strategies to create business that fall outside of the standard referrals. Come learn seven specific ways to create predictable business in today’s marketplace! Repeated Tuesday, 3–4:30 p.m.


Session Handouts

The Four Skill Sets Necessary for Success

12-05-2017 9:00 AM - 10:30 AM

Rich Levin

Room 403

Success requires all four of these skill sets and nothing more: 1) goals and the right method for measuring results; 2) tactical skills; 3) organization and time management employed through systems; and 4) attitude and mindset. The implementation and awareness of these, each day, leads to increased confidence and quality of life in addition to much higher income. Attend this session to learn how to implement these simple practices immediately and consistently.


Session Handouts

ADA: The Lawsuit You Never Saw Coming

12-05-2017 9:00 AM - 12:00 PM

Terry Watson

Room 411/412

NJ/NY/PA

Contrary to popular belief, the most common Fair Housing violations are not based on race but are based on violations of the Americans With Disabilities Act. According to the Federal Government, some 43,000,000 Americans have one or more physical or mental disabilities and this number is increasing as the population as a whole is growing older. Do you know the difference between a companion animal and an assistance animal and the other ADA hotspots? According to the increasing number of lawsuits against agents, the answer appears to be “no.” The Americans with Disabilities Act reads like a phone book but agents are responsible for compliance. This is going to be the lawsuit that you never saw coming!


Continuing Education
  • New Jersey Real Estate - 3 Core Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
Session Handouts

Can I Cross That Out? Using Standard Forms to Comply With PA Rules and Regulations

12-05-2017 9:00 AM - 12:00 PM

Ever wonder why certain forms exist? Or why some terms are included in them? It’s often because the language will help you comply with Pennsylvania laws and regulations. In some cases, the specific language is even required. Attend this session to learn how forms are helping keep you out of trouble, if you know how to use them correctly. Repeated Wednesday, 9 a.m.–12:00 p.m.

*This course fulfills the new PA RE CE requirement on Rules & Regulations required of all licensees for the 2016-2018 CE cycle ending May 31, 2018.


Continuing Education
  • Pennsylvania Real Estate - 3 Credits

Company Policy Manual . . . Your Safety Net for Managing Risk!

12-05-2017 9:00 AM - 12:00 PM

Roseann Farrow

Room 415

NJ/NY

Revitalize your old policy and procedures manual and make it a safety net for managing risk! This session addresses: current risk issues and how to avoid them; strategies to build beliefs; and how to best manage results.


Continuing Education
  • New Jersey Real Estate - 3 Core Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - CE Pending

Crack The Code

12-05-2017 9:00 AM - 12:00 PM

Leigh York

Room 201/202

NJ/NY/PA

NAR’s Code of Ethics sets out the minimum standards of behavior for REALTORS®. In this session, attendees look at common situations in which it is easy to break the code while trying to do the right thing. You’ll learn why the code says what it does and get an overview of how the code is enforced. Each article will be examined in terms of relevance and application to today’s business. Satisfies NAR’s Code of Ethics requirement for membership. Repeated Wednesday, 2–5 p.m.


Continuing Education
  • New Jersey Real Estate - 3 Ethics Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

GPS for Pricing: Getting the Seller to Agree to the Right Price

12-05-2017 9:00 AM - 12:00 PM

Linda D’Amico

Room 401

NJ/NY/PA

This session offers a proven method to get the seller to agree with your pricing suggestions for their home by letting them tell you where their home should be priced. This method helps you to overcome seller objections and works for price breaks, too! Repeated Tuesday, 2–5 p.m.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
Session Handouts

Get Your Geek On

12-05-2017 9:00 AM - 12:00 PM

Trista Curzydlo

Room 303

NJ/NY/PA

Think only huge companies are at risk of a data breach? Think again. Cloud computing and cloud storage, email communication, mobile devices and social media can all make your real estate business more efficient, but they can also create havoc if not used and protected properly. This session will show you how to develop risk reduction techniques regardless of your tech savvy and how to comply with intellectual property laws.


Continuing Education
  • New Jersey Real Estate - 3 Core Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
Session Handouts

He Who Has the Money Sets the Rules

12-05-2017 9:00 AM - 12:00 PM

Michelle Bradley

Room 301

NJ/NY/PA

Fannie Mae’s Collateral Underwriter program has already changed the way appraisals are completed on your listings. The Day 1 Certainty program will change the landscape further for both agents and appraisers with appraisal waivers. In this session, you’ll learn about the latest updates in appraisal procedures and how these changes will affect appraisers, real estate licensees, and your sale


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
  • New Jersey Appraisal - 3 Credits
  • New York Appraisal - 3 Credits
  • Pennsylvania Appraisal - CE Pending
Session Handouts

How to Read an Appraisal Report

12-05-2017 9:00 AM - 12:00 PM

Doug Vairo

Room 417

NJ/NY/PA

This session covers every aspect of an appraisal, from what it is to what factors affect the appraised value of a property. You’ll also learn the three methods appraisers use in valuing property and specifically learn the comparable method that is used most often for one to four family homes. Taking an in-depth look at the appraisal process may help to elevate you from average real estate agent to trusted advisor!


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
  • New York Appraisal - 3 Credits

Why Deals Fall Apart

12-05-2017 9:00 AM - 12:00 PM

Adorna Carroll

Room 402

NJ/NY/PA

Why do some deals fall apart? Any party to the transaction – seller, buyer, listing agent, buyer agent, loan originator, home inspector, appraiser, underwriter, lawyer – can raise issues that may jeopardize a deal. This session examines options available to neutralize issues and offer viable solutions. You’ll learn troubleshooting techniques to assist in understanding the pitfalls and help you put the deal back together.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

10 Times Video Says It Better

12-05-2017 9:30 AM - 10:30 AM

Steve Pacinelli

Room 408/409

You understand the benefits of video to communicate, connect and convert or to differentiate yourself, build trust, or save time. But you struggle to identify when, exactly, you should use video in your day-to-day operations. When should you hit record instead of typing out a message? When does it make a bigger impact and give you better results? Attend this session to see examples of 10 specific opportunities you have to win with video!

Fix It to List It

12-05-2017 9:30 AM - 10:30 AM

Dan McNally

Room 421

NY

Attend this insightful session about solutions for homes with wet basements, nasty crawl spaces, cracked foundations and sidewalk trip hazards. Options for both the buyer and the seller will be discussed to fix it, list it and get it sold. (Books will be available at no cost – while supply lasts.)


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 1 Credits

Lead Management

12-05-2017 9:30 AM - 10:30 AM

Amy Chorew

Room 304

The buying process has changed. Instead of finding customers with mass advertising and email blasts, marketers must now focus on being found and building continuous relationships with buyers. This session addresses how successful agents rise above the din. Attendees will learn to apply proven strategies on buyer leads, social media, content marketing, email drip marketing, direct mail, new tech tools, and CRM into their business.

Operation Outsource: Master Efficiency Using Technology

12-05-2017 9:30 AM - 10:30 AM

In an increasingly busy world, real estate professionals are often left wishing for more hours in the day to service clients, grow business, and take care of personal obligations. Inventive professionals understand that utilizing technology -including social media, Google, and key apps – is the only way to increase efficiency while improving performance. In this fun and high-energy program, you’ll discover how to ride the wave of technology and change to better business outcomes with more rest and relaxation!

Get a Grip on Environmental

12-05-2017 9:30 AM - 11:30 AM

David Sulock

Room 322

NJ/NY/PA

This session covers environmental issues ranging from oil storage tanks to mold and how to remediate these concerns so they don’t negatively impact your real estate transactions. Don’t miss this important session designed to help you take a proactive approach to these issues.


Continuing Education
  • New Jersey Real Estate - 2 Elective Credits
  • New York Real Estate - 2 Credits
  • Pennsylvania Real Estate - 2 Credits
Session Handouts

Get in Gear

12-05-2017 9:30 AM - 11:30 AM

Leadership is an incredibly important part of any industry, but in real estate it is critical. From the grassroots to the national level, being a leader in your community and earning the trust and attention of your followers is critical for your success. This session examines aspects of leadership that can lead to having a tribe of followers versus simply walking alone. Learn how to lead your brand, brokerage or association to new levels of success.


Session Handouts

NYS Legal Update

12-05-2017 10:00 AM - 12:00 PM

This session will provide the latest information for New York licensed brokers, managers and agents. NYSAR’s legal counsel will cover a wide array of legal issues including legal obligations of the licensee and an in-depth look at agency as well as other issues critical to reducing risk in your real estate practice.


Continuing Education
  • New York Real Estate - 2 Credits

The Risks of Renting – Best Practices to Mitigate Your Liability in the Crazy World of Rentals!

12-05-2017 10:00 AM - 12:00 PM

Jamie Borodin

Room 404

NY/PA

Many brokers are concerned about rental risk. From Fair Housing to FCRA Regulations to the recent HUD Criminal Guidelines, there is a lot to know. How does your office handle rentals? Is there a consistent practice and policy that all your agents follow? Are you obtaining all the information possible for your landlord to make the best, informed decision on their prospective tenants? In this session, you’ll discover what information on prospective tenants is available and best practices to help your office avoid unnecessary risk.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 2 Credits
  • Pennsylvania Real Estate - 2 Credits

Trade Expo Open

12-05-2017 10:00 AM - 6:00 PM

Room Hall B/C

Vendors from across the country will be on-hand to display the latest products and services available to enhance , improve and simplify your life and business. Don’t miss your chance to:

  • Hear presentations and view demonstrations from vendors
  • Grab a coffee in the Expo while you meet one-on-one
  • Partake in special event pricing and enter to win valuable prizes

20 Ways Your Cash Cow Can Graze: Increase Your Property Management Income

12-05-2017 11:00 AM - 12:00 PM

Marc Cunningham

Room 421

NJ/NY

Most property management companies struggle to be profitable – but that should not be the case! With proper planning, you can use your property management business as a platform to create multiple streams of income. In this fun and inspiring session, we discuss more than 20 specific income streams proven to increase income and learn how to easily implement them.


Continuing Education
  • New Jersey Real Estate - 1 Elective Credits
  • New York Real Estate - 1 Credits
Session Handouts

Follow the Money – The New Movement of Capital

12-05-2017 11:00 AM - 12:00 PM

Amy Chorew

Room 304

Learn to apply five top trends to sell more real estate in any market. Attend this session and see how to: connect with high net worth buyers; capitalize on commercial sales and leasing opportunities; prospect for legacy properties; explore the use of second homes for rental purposes and cultivate international investment. Repeated Tuesday, 3:30–4:30 p.m.

How Automation Will Save You and Your Client’s Time, Money, and Energy

12-05-2017 11:00 AM - 12:00 PM

Jed Carlson

Room 308/309

Learn what marketing automation is and how you can utilize it to become the most valuable agent to yourself and your client. We will explore tips and tools on how to take advantage of automation in the real estate industry.

NJ Real Estate Commission Regulatory Update

12-05-2017 11:00 AM - 12:00 PM

Gwen Cobb

Room 312

NJ

This session provides an in-depth review of the laws and rules regulating how you conduct business in New Jersey. Attend this important session to assure you’re operating in compliance and are up-to-date.


Continuing Education
  • New Jersey Real Estate - 1 Core Credits

Networking Excellence for Real Estate Professionals

12-05-2017 11:00 AM - 12:00 PM

Learn to be a top-of-mind networker with proven results in prospecting and networking. In this session, you’ll learn the fastest and most proven ways to build an amazing portfolio of clients, referrals and listings. Repeated Tuesday, 4–5 p.m.

Top Three Tactics for Increasing Social Media Leads

12-05-2017 11:00 AM - 12:00 PM

Increase sales and referrals by learning how to reach specific market segments using social networks to target existing clients, specific generations, locations and more! In this high-energy session, you’ll discover how to stop wasting time and be more strategic in reaching prospects.

Stop Wasting Time & Money on Technology

12-05-2017 11:30 AM - 12:30 PM

Steve Pacinelli

Room 408/409

In this enlightening session, you’ll learn the mistakes businesses make when investing in the wrong tools and/or systems. You’ll pinpoint guiding principles to help you decide where to invest your time and hard-earned money for the maximum benefit. You’ll also identify “dos and don’ts” to assure your 2018 is enhanced and not hindered by your technology decisions.

The Buyer Counseling Session

12-05-2017 11:30 AM - 12:30 PM

Sean Carpenter

Room 302

NJ/NY

To bring about a successful real estate transaction, it helps to have a prepared and educated buyer. This session explores: the five reasons to hold a buyer counseling session; the forms and dialogues to create a trustworthy relationship; how to educate the buyer on laws, ethics and process in general and how to bring those thinking about buying to the closing table.


Continuing Education
  • New Jersey Real Estate - 1 Elective Credits
  • New York Real Estate - 1 Credits
Session Handouts

The Consumer, Core Values & the Future of Real Estate

12-05-2017 11:30 AM - 12:30 PM

Sherry Chris

Room 403

NY

In this inspiring session, you’ll take a look at how the future of real estate is impacting brokers’ businesses today. The discussion will span the consumer point-of-view, critical applications of consumer data, and the importance of creating a value proposition beyond the transaction into the arenas of service, lifestyle and ongoing relationships. You’ll see how core values are the necessary underpinnings of success in today’s dynamic market!


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 1 Credits

Build a Better Agent in Thirty Minutes or Less

12-05-2017 1:30 PM - 2:30 PM

Pam Ermen

Room 415

With the digital marketing climate constantly changing and evolving, many REALTORS® have a common concern about their website and internet marketing efforts becoming obsolete. Although we can’t fully predict what new trends will come we can review the marketing landscape to help you continue to grow and expand in ways that best fit your model. In this session, you’ll explore the latest analytics and optimization tools to drive traffic your way.

Digital Marketing Landscape

12-05-2017 2:00 PM - 3:00 PM

Amy Chorew

Room 304

Are you ready for a simplified, effective, breakthrough business-planning process to increase your agents’ production, focus and effectiveness while decreasing the time to make those things happen? Be the coach and mentor you’ve always wanted to be and put the responsibility for performance and monthly follow-through where it belongs – with your sales force. This isn’t just theory – it’s being practiced successfully every day. Learn how you can push your sales force to new production levels, profitability, and passion. Eliminate the mediocrity production plateau!

Real Estate Professional Business Planning

12-05-2017 2:00 PM - 3:00 PM

In this session, you’ll explore the seven core philosophies of building a winning real estate business plan. Repeat of Tuesday a.m.

NJ REALTORS® Awards Session

12-05-2017 2:00 PM - 4:00 PM

Room 312

Honor NJ REALTORS® State and Local REALTOR® and REALTOR-ASSOCIATES® of the Year, Member Communications award winners, NJ REALTORS® Good Neighbor award winners, Quarter Century Club recipients, and REALTOR® Emeritus members.

PA Legal Update

12-05-2017 2:00 PM - 4:00 PM

To educate attendees on the latest updates to statutory law and administrative guidance, pending legislation that may affect their practice, and updates to standard forms.


Continuing Education
  • Pennsylvania Real Estate - 2 Credits

1031 Tax-deferred Exchanges & Self-directed IRAs

12-05-2017 2:00 PM - 5:00 PM

Linda St. Peters

Room 408/409

NJ/NY/PA

In this session, you’ll learn the basics of 1031 exchanges including the dos and don’ts, who, what, where, when, why, how and how much. You’ll also learn how independent contractors can use their self-directed IRAs as in investment vehicle.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Actions vs. Action

12-05-2017 2:00 PM - 5:00 PM

Willie Miranda

Room 318

NY

This session lays out a thorough, goal-oriented success strategy to build your real estate sales. From generating leads, to representing clients, managing your transactions and securing new referrals, you’ll see how to make the best use of your time to grow your business. This session also includes one hour of agency training for NY licensees.


Continuing Education
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - CE Pending
Session Handouts

Avoiding Fair Housing Roadkill

12-05-2017 2:00 PM - 5:00 PM

Terry Watson

Room 411/412

NJ/NY

The public and good meaning agents can fall prey to Fair Housing violations even when their intentions are completely innocent. This course examines the “real-world” professional and Fair Housing issues that creates liabilities for the public. This course will examine the most common real-life Fair Housing transactions the public and practitioners will most likely see in 2018 and beyond. Discover how to avoid Fair Housing and Agency “Roadkill” and how to serve your clients, customers, and the Public in the best, most efficient legal manner possible. This session is for Brokers, owners, managers, top producers and agents of all skill levels, this course provides immediate actionable Fair Housing and Agency, resources, rules and best practices for the practitioner that will benefit the public.


Continuing Education
  • New Jersey Real Estate - 3 Core Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - CE Pending
Session Handouts

Did the Appraiser Just Kill My Deal?

12-05-2017 2:00 PM - 5:00 PM

Michelle Bradley

Room 301

NJ/NY/PA

Have you ever been told “the deal is off” because of the appraisal? Is it really the appraiser who “killed the deal” or perhaps something else? Understanding the role of an appraiser and all the current regulations will help real estate licensees get to the closing table. What are the most common home repairs and red flags relating to the appraisal that affect the mortgage commitment? Can a real estate agent successfully appeal an appraisal? This is a must-attend class that will guide licensees to best serve their clients and navigate to “clear to close.”


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
  • New Jersey Appraisal - 3 Credits
  • New York Appraisal - 3 Credits
  • Pennsylvania Appraisal - CE Pending
Session Handouts

GPS for Pricing: Getting the Seller to Agree to the Right Price

12-05-2017 2:00 PM - 5:00 PM

Linda D’Amico

Room 401

NJ/NY/PA

This session offers a proven method to get the seller to agree with your pricing suggestions for their home by letting them tell you where their home should be priced. This method helps you to overcome seller objections and works for price breaks, too! Repeat of Tuesday a.m.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
Session Handouts

How to Qualify Your Buyer

12-05-2017 2:00 PM - 5:00 PM

Doug Vairo

Room 417

NY/PA

Learn how to close more sales by better understanding how underwriters approve or decline potential borrowers based on key elements. Attendees will learn how lenders: determine income including overtime, bonus and tax-free; calculate loan-to-value ratios; arrive at actual property values; determine final interest rates; and calculate debt-to-income ratios. If you have a financial calculator, you’ll find it useful in this session. Repeated Wednesday, 2–5 p.m.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Procuring Cause: Who Shook the Tree? Who Gathered the Nuts?

12-05-2017 2:00 PM - 5:00 PM

Lynn Madison

Room 402

NY/PA

Updated with NAR’s latest guidelines and checklists, join us for a frank discussion of our commissions – how we get paid, who’s responsible for paying us, and what we do if there’s a dispute. Through video presentation, case studies and group discussion, we’ll examine the legal as well as the practical issues involved with procuring cause. Repeated Wednesday, 2–5 p.m.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Property Management 101: The Essentials

12-05-2017 2:00 PM - 5:00 PM

Marc Cunningham

Room 421

NJ/NY/PA

This session is designed to educate current property managers, and real estate agents who are considering property management, on the essential elements of residential property management. Topics that will be explored include: the management and lease agreement; how to find new owner clients; how to screen tenants; the tenant life cycle; understanding legal and fair housing issues; and how to deal with crazy tenants and owners.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
Session Handouts

Put an Attorney Out of Business

12-05-2017 2:00 PM - 5:00 PM

Trista Curzydlo

Room 303

NY/PA

Does anyone ever plan on becoming a felon? Failing to create a plan for your real estate practice can land you in big trouble. RESPA, Fair Housing and Anti-Trust are topics most real estate licensees have heard before, but never like this! In this session, you’ll use current case studies of violations to develop risk management techniques that can be immediately implemented. Repeated Wednesday, 2–5 p.m.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
Session Handouts

Systems Equal Success

12-05-2017 2:30 PM - 3:30 PM

Many agents often struggle because they do not have systems in place to promote profitability. Without a system to govern your critical activities, many agents fall victim to bad habits and never truly accomplish the goals they set out to achieve. This session introduces simple systems that can be put into place to promote good habits and increase productivity.

Finding Listings in a Low Inventory Market

12-05-2017 2:30 PM - 4:00 PM

Rich Levin

Room 403

The greatest frustration of agents in many markets is a lack of inventory, but some agents are employing strategies to attain success even in a low inventory market. In this session, you’ll uncover winning strategies you can put to use immediately and learn to unlock tremendous opportunity in low inventory markets.


Session Handouts

The Real Estate Professional Tool Box

12-05-2017 2:30 PM - 4:30 PM

Sean Carpenter

Room 302

PA

In this session, attendees will assess their current business, establish some clear, specific goals of where they would like it to go and learn some fun, innovative ideas for improving their abilities in order to reach a higher level of success. Designed for both the newer practitioner as well as those with years of experience, this session will have all attendees putting new ideas into action immediately.


Continuing Education
  • New York Real Estate - CE Pending
  • Pennsylvania Real Estate - 2 Credits
Session Handouts

50 Questions Brokers Should Ask Before Starting Teams

12-05-2017 3:00 PM - 4:00 PM

Pam Ermen

Room 415

Growth through real estate team development can be the best or the worst thing that’s ever happened to your company’s culture. Finding win-win solutions to important questions regarding team leader qualifications, company benefits and support, appropriation of commissions and fees, and the hiring and termination process can make all the difference! Closing the barn door after teams start to flourish and issues arise can put relationships with your top producers at risk. Create healthy boundaries now and create stronger, more profitable relationships for agents, brokers and owners, alike!

Operation Outsource: Master Efficiency Using Technology

12-05-2017 3:00 PM - 4:00 PM

In an increasingly busy world, real estate professionals are often left wishing for more hours in the day to service clients, grow business, and take care of personal obligations. Inventive professionals understand that utilizing technology -including social media, Google, and key apps – is the only way to increase efficiency while improving performance. In this fun and high-energy program, you’ll discover how to ride the wave of technology and change to better business outcomes with more rest and relaxation!

Seven Specific Ways to Create Predictable Transactions

12-05-2017 3:00 PM - 4:30 PM

Jared James

Room 308/309

The industry is experiencing a cosmic shift in the way that people are selecting their agent, and unfortunately, most real estate professionals are acting as marketers completely different than they are behaving as consumers. Because of this it’s become more important to focus on strategies to create business that fall outside of the standard referrals. Come learn as leading real estate trainer Jared James covers seven specific ways to create predictable business in today’s market place! Repeat of Tuesday, a.m.


Session Handouts

Making Opposites Agree – Dispute Resolution for Everyday Life

12-05-2017 3:00 PM - 5:00 PM

Leigh York

Room 404

NJ/NY/PA

In the real estate business, disputes can arise between clients and their agents, between agents, between agents and brokers, and between brokers. This session is dispute resolution at its finest, using everyday examples to show participants how to foster agreement in even the most challenging situations. The class is ideal for managers and brokers, but also great for the agent on the street. This program takes the skills you already have and puts them into a system that will make you the hero in every dispute. Help the parties determine their own, positive outcome without taking sides. They win, you win! Repeated Wednesday, 10 a.m.–12:00 p.m.


Continuing Education
  • New Jersey Real Estate - 3 Core Credits
  • New York Real Estate - 2 Credits
  • Pennsylvania Real Estate - 2 Credits

Follow the Money – The New Movement of Capital

12-05-2017 3:30 PM - 4:30 PM

Amy Chorew

Room 304

In this session, you’ll learn to apply five top trends to sell more real estate in any market. Attend this session and see how to: connect with high net worth buyers; capitalize on commercial sales and leasing opportunities; prospect for legacy properties; explore the use of second homes for rental purposes and cultivate international investment. Repeat of Tuesday a.m.

Networking Excellence for Real Estate Professionals

12-05-2017 4:00 PM - 5:00 PM

Learn to be a top-of-mind networker with proven results in prospecting and networking. In this session, you’ll learn the fastest and most proven ways to build an amazing portfolio of clients, referrals and listings. Repeat of Tuesday a.m.

Service the Listing

12-05-2017 4:00 PM - 5:00 PM

Brent Lancaster

Room 322

NY

You have done a great job of securing the listing. Now what? In this session, you’ll learn: the best ways to communicate with the seller during the listing period; ways to market the property effectively; and what to do if the listing stays on the market longer than the seller expects.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 1 Credits

PAR Reception

12-05-2017 4:30 PM - 6:00 PM

Room 201/202

A PAR Reception is scheduled for Tuesday, December 5th from 4:30 PM – 6:00 PM.

Meet your fellow PAR members on opening day while enjoying hors d’oeuvres and a cash bar!

NYSAR Reception

12-05-2017 5:30 PM - 6:30 PM

Sheraton Atlantic City Convention Center Hotel

Sheraton Atlantic City Convention Center Hotel
Crown Ballroom
2 Convention Blvd
Atlantic City, NJ 08401

A NYSAR Reception is scheduled for Tuesday, December 5th from 5:30 PM – 6:30 PM.

Gather with your fellow NYSAR members, while enjoying hors d’oeuvres and a cash bar!

NJ REALTORS® President’s Installation & Gala

12-05-2017 6:00 PM - 9:00 PM

Bally’s Atlantic City

65.00

Bally’s Atlantic City
Ocean Ballroom
1900 Boardwalk
Atlantic City, NJ 08401

Gala reception honoring 2017 President Robert Oppenheimer and the 2017 leadership team with installation of 2018 President Christian Schlueter and the 2018 leadership team.

Dress Code: Black Tie Optional

Icebreaker Reception

12-05-2017 9:00 PM - 11:59 PM

Caesars Atlantic City

Caesars Atlantic City
Palladium Ballroom
2100 Pacific Ave
Atlantic City, NJ 08401

Presentation Skills for Association Leaders

12-06-2017 9:00 AM - 10:00 AM

Dan Elzer

Room 322

This program is designed show you how to build and deliver compelling, effective presentations on any topic. Whether speaking to a committee or delivering a keynote topic, front of the room presentation skills are essential for association leaders. You’ll leave inspired and equipped with new techniques to prepare and deliver great presentations!

Become a Marketing Expert Using Facebook Live

12-06-2017 9:00 AM - 10:30 AM

Chirag Shah

Room 418

“Facebook Live is one of the most underused marketing tools in the business community,” says Chirag Shah. He will teach attendees how to use this powerful tool to increase their marketing expertise and become celebrities in their own markets. He will provide scripts and exact scenarios to work with specific situations, discuss how to produce effective and compelling videos, and explain how and when to use Facebook Live to grow their income. In just 60 minutes, attendees will know exactly what to do to increase their visibility and maximize their sales potential.


Session Handouts

Top 10 Ways Technology Can Ruin Your Business

12-06-2017 9:00 AM - 11:00 AM

Craig Grant

Room 302

NY

As part of your professional duties as a real estate licensee, you regularly collect and store vital client information. You are also encouraged to use technology tools and online resources that open you and your clients up to the risk of viruses, malware, social engineering, identity theft and more. Plus, there are many laws, policies and general etiquette items that you should address. This session will help steer you (and your clients) through the perilous legal, online and social media world, and will provide personal and computer safety tips. Repeated Thursday, 9:30–11:30 a.m.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 2 Credits
  • Pennsylvania Real Estate - CE Pending

Age in Place: Accessible Design, Smart Houses & You

12-06-2017 9:00 AM - 12:00 PM

Melanie McLane

Room 402

NJ/NY/PA

The aging of the Baby Boomer population, coupled with advanced technology, is changing both new construction and modifications to existing housing. The pent-up demand for new construction indicates there will be increased building of new homes in virtually every market. The desire for aging Americans to remain in their own homes means that builders, agents, and others in the industry will be challenged to find housing designed for all of life’s stages and abilities. Agents need to understand consumers’ demands, universal design features, trending technology, and the value cost benefit in the market. Repeated Wednesday, 2–5 p.m.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
Session Handouts

Can I Cross That Out? Using Standard Forms to Comply With PA Rules and Regulations

12-06-2017 9:00 AM - 12:00 PM

Ever wonder why certain forms exist? Or why some terms are included in them? It’s often because the language will help you comply with Pennsylvania laws and regulations. In some cases, the specific language is even required. Attend this session to learn how forms are helping keep you out of trouble, if you know how to use them correctly. Repeat of Tuesday a.m.

*This course fulfills the new PA RE CE requirement on Rules & Regulations required of all licensees for the 2016-2018 CE cycle ending May 31, 2018.


Continuing Education
  • Pennsylvania Real Estate - 3 Credits

Credit & Credit Repair for the Mortgage Borrower

12-06-2017 9:00 AM - 12:00 PM

Doug Vairo

Room 304

NJ/NY/PA

In this session, attendees will learn about credit, credit reports and credit repair with a focus on the Fair Credit Reporting Act. You’ll explore how credit scores are created and used as well as how inaccurate information can be corrected.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Duties in Conflict: Handling the In-House Transaction

12-06-2017 9:00 AM - 12:00 PM

Lynn Madison

Room 201/202

NY

This session explores the latest issues surrounding in-house transactions including: disclosure; duties; and when – and when not – to represent both parties. Whether you do dual agency, single agency or transactional brokerage, we will cover the issues involved in selling your own company’s listings.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - CE Pending

Facebook or Face Plant? 20 Social Media Strategies to Grow Your Business

12-06-2017 9:00 AM - 12:00 PM

Cheryl Knowlton

Room 303

NJ/PA

In this engaging session, you’ll explore social media strategies to help grow your influence with clients and customers. You’ll learn: how to utilize social media as a purposeful strategic tool to grow your business; what you’re doing right and what mistakes you’re making; and if you’re actually sharing valuable content or just taking up cyber space. In addition, you’ll: identify ways you may be violating the Code of Ethics through improper social media use; explore the world of “blind ads” and how they can be harmful to the public; and create a plan to implement social media success strategies.


Continuing Education
  • New Jersey Real Estate - 3 Core Credits
  • New York Real Estate - CE Pending
  • Pennsylvania Real Estate - 3 Credits

Go Global: Risk Management for International Practitioners

12-06-2017 9:00 AM - 12:00 PM

Carla Rayman

Pat Tan

Room 417

NY/PA

International investment in the U.S. real estate market has grown dramatically over recent years. As a result, more and more real estate professionals are working with clients from other countries. Foreign buyers are drawn by comparatively lower-priced homes, favorable currency exchange rates or finding a haven for themselves and their money. These buyers are attractive as clients because most are cash purchases and foreign buyers typically buy higher priced homes. This session explores how to competently serve these clients by employing a risk management road map.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

How’s That Working Out For You?

12-06-2017 9:00 AM - 12:00 PM

Trista Curzydlo

Room 411/412

NY/PA

Is your smart home or office also culturally sensitive? Do you have a seller client recording every showing with their trusty nanny cam? Are the property videos that you’ve been taking with your drone going viral? There have been a lot of changes in real estate recently and this session looks at five: website and application compliance with the Americans with Disabilities Act; the Federal Aviation Administration’s new rules on Unmanned Aircraft Systems; audio and video recordings of property showings; the impact of the Fair Housing Act on new technology; and how state law decriminalization of marijuana and the Federal government enforcement of the Controlled Substances Act impacts real estate.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
Session Handouts

Radical, Relevant, Ridiculous

12-06-2017 9:00 AM - 12:00 PM

Pam Ermen

Room 403

NJ/NY/PA

The real estate industry changes dramatically. Are you still approaching your daily real estate business activities the same way you always have? Are your buyers and sellers paying the price because they’re working with an “old dog” because you haven’t updated your approach? In this session, you’ll find out whether your systems, practices, ideologies and services are ahead of their time, ready for prime time, or have just timed out! You’ll be introduced to new and innovative business ideas, concepts and technology to take your business and your buyer’s or seller’s experience to the “wow” level! Repeated Wednesday, 2–5 p.m.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Tax Strategies & Business Planning for Real Estate Professionals

12-06-2017 9:00 AM - 12:00 PM

JoAnn Koontz, Esq.

Room 404

NJ/NY/PA

Real estate practitioners thinking about starting their own real estate business entity can be overwhelmed by the legal and tax considerations. This session will walk attendees through the process of determining which business entity is right for them and the legal ramifications. It will also provide tips for ways to structure the business for maximum profit while adhering to IRS guidelines.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

2018-2019 USPAP Update

12-06-2017 9:00 AM - 5:00 PM

Michelle Bradley

Room 421

125.00

NJ/NY/PA

This is the seven-hour National Uniform Standards of Professional Appraisal Practice (USPAP) Update Course as developed by The Appraisal Foundation. The course focuses on changes to USPAP on appraisal issues that affect your daily appraisal practice. It is unique in that the course is developed by The Appraisal Foundation and is revised on a periodic basis to stay current with the latest edition of USPAP. Pre-registration and additional $125 fee apply.


Continuing Education
  • New Jersey Real Estate - 7 Elective Credits
  • New York Real Estate - 7 Credits
  • Pennsylvania Real Estate - 7 Credits
  • New Jersey Appraisal - 7 Credits
  • New York Appraisal - 7 Credits
  • Pennsylvania Appraisal - CE Pending

Trade Expo Open

12-06-2017 9:00 AM - 5:00 PM

Room Hall B/C

Vendors from across the country will be on-hand to display the latest products and services available to enhance , improve and simplify your life and business. Don’t miss your chance to:

  • Hear presentations and view demonstrations from vendors
  • Grab a coffee in the Expo while you meet one-on-one
  • Partake in special event pricing and enter to win valuable prizes

The Seller Steers the Ship

12-06-2017 9:30 AM - 10:30 AM

This session covers many legal issues that can arise when representing sellers in the listing and sale of their property. Topics include: incomplete listing agreements; determining offers of compensation; setting terms for showing; coming soon listings; the handling of multiple offers; and regulations governing escrow monies and good faith deposits – all things that can trip up the uninformed licensee.

 


Continuing Education
  • New York Real Estate - 1 Credits

Where New Agents Make Mistakes with Marketing

12-06-2017 9:30 AM - 10:30 AM

In this comprehensive session, you’ll learn how to avoid key mistakes and get the best return on investment (ROI) from your marketing budget. You’ll review all the must-haves for a new agent, identify key steps for getting started and determine the most cost-effective use of your marketing dollars. You’ll even hear about free marketing solutions that really work!


Session Handouts

Leadership & HR: How to Build, Lead & Grow Your Team Through Company Culture

12-06-2017 9:30 AM - 11:30 AM

Your ability to effectively lead your team and impact your culture is not based on your personality or your charisma – it is based on three specific behaviors that you engage in. This session covers: how to move from manager to leader; how to properly hire, train, motivate, compensate, evaluate, and hold your team members accountable; and when and how to fire. Whether you have one or 100 employees, effective leadership, management, and a healthy culture at all levels is a must if you want to succeed.


Session Handouts

Making Opposites Agree – Dispute Resolution for Everyday Life

12-06-2017 10:00 AM - 12:00 PM

Leigh York

Room 408/409

NJ/NY/PA

In the real estate business, disputes can arise between clients and their agents, between agents, between agents and brokers, and between brokers. This session is dispute resolution at its finest, using everyday examples to show participants how to foster agreement in even the most challenging situations. The class is ideal for managers and brokers, but also great for the agent on the street. This program takes the skills you already have and puts them into a system that will make you the hero in every dispute. Help the parties determine their own, positive outcome without taking sides. They win, you win! Repeat of Tuesday p.m.


Continuing Education
  • New Jersey Real Estate - 3 Core Credits
  • New York Real Estate - 2 Credits
  • Pennsylvania Real Estate - 2 Credits

Marketing Luxury Homes

12-06-2017 10:00 AM - 12:00 PM

NJ Private Well Testing Act Update

12-06-2017 10:00 AM - 12:00 PM

The New Jersey Private Well Testing Act (PWTA) is a consumer information law that requires sellers (or
buyers) of property with wells in NJ to test the untreated ground water for a variety of water quality parameters and to review the test results prior to closing of title. Landlords are also required to test their well water once every five years and to provide each tenant with a copy of the test results. Join the NJDEP’s Patricia Gardner for an update on current components of the PWTA pertaining to real estate transactions.

National Economic Trends in Commercial Real Estate

12-06-2017 10:00 AM - 12:00 PM

Robert Nahigian

Room 318

NJ/NY/PA

This session is an all-encompassing U.S. review of the last 24 months of the investment capital market. How have other investment options compared to real estate returns? Is real estate the investor’s true choice going into 2018? What consumer debt index served as a “tip-off” in 2008 that people missed for 2017? Hint: it was not real estate. What were the tell-tale signs in 2008 that we should have seen and did it spark 2017? There will be a review of the international liquidity influence with U.S. commercial properties. Is this market a chance of a lifetime?


Continuing Education
  • New Jersey Real Estate - 2 Elective Credits
  • New York Real Estate - 2 Credits
  • Pennsylvania Real Estate - 2 Credits
Session Handouts

RPAC High Rollers’ Suite

12-06-2017 10:00 AM - 4:00 PM

Room 308/309

250.00

Relax and recharge at Triple Play while supporting the REALTORS® Political Action Committee (RPAC). Your $250 investment at the door will count towards your 2018 RPAC total.

Building Bridges with Your Brokers

12-06-2017 10:30 AM - 11:30 AM

The Agent’s One-page Business Plan

12-06-2017 10:30 AM - 12:00 PM

Kyle Kelly

Room 419

In this hands-on workshop, you’ll explore the importance of creating a written business plan for success. You’ll discuss the workings of a business plan including setting goals, defining objectives, and developing strategies to help further your career. Then you’ll create an actual business plan for your own use.


Session Handouts

NYS Fair Housing in Rentals: The Essentials

12-06-2017 11:00 AM - 12:00 PM

This session covers Fair Housing laws and regulations pertaining to the rental of real property in New York State. Topics include: the use of background checks; the issue of limited English proficiency (LEP); the accommodation for a service animal; and senior housing.


Continuing Education
  • New York Real Estate - 1 Credits

Home Staging: It’s 90 Percent Mental and the Rest Physical

12-06-2017 11:30 AM - 12:30 PM

Marie Graham

Room 418

Good-looking rooms are the easy part, but you must bring it up with your sellers first! Being able to talk about it costs nothing while not talking about it can cost you plenty. In this session, you’ll learn about straightforward ways to have “the talk” with sellers including snappy answers to each of those silly seller questions! Repeated Wednesday, 3:30–4:30 p.m.


Market Like a Rock Star On a Roadie’s Budget

12-06-2017 11:30 AM - 12:30 PM

Craig Grant

Room 302

Today’s consumers have access to more information and are more mobile than ever before, which has changed their expectations in many ways. One of the biggest changes is how they’re inundated with marketing messages and how they now make buying decisions. Additionally, today’s consumers span several generations, each of which is affected by marketing very differently. So, for you to succeed in impacting consumers, you need to make your promotions more targeted, personal and visual in addition to leveraging platforms such as video and social media. This session will show you tools you can implement for little or no cost and that require little technical skill or knowledge.

Getting More Referrals with Facebook

12-06-2017 1:30 PM - 2:30 PM

Chirag Shah

Room 418

This hands-on class will show attendees how to successfully use Facebook to get more referrals from past customers and clients, more listings, and more home-buying clients. Our businesses grow fastest and best when our customers and clients are so pleased with our efforts that they pass along our names to others. In this class, Chirag Shah will cover how to create posts, incorporate videos and utilize Facebook Live to accomplish this goal, and will share his proven method of care-connect-follow up to encourage referrals not only from customers and clients, but from area centers of influence, as well.


Session Handouts

Build, Lead & Grow Your Team Through Effective Leadership

12-06-2017 2:00 PM - 3:00 PM

A team’s success is the leader’s responsibility. Your ability to effectively lead your team is not based on your personality or your charisma. It is based on you bringing three things to your team every day: energy, clarity, and accountability. Whether you have one or 100 employees or volunteers, effective leadership and management is as simple as engaging 10 specific behaviors.

The On Purpose Principle

12-06-2017 2:00 PM - 3:00 PM

Dan Elzer

Room 312

In this session, you’ll explore seven areas to apply “on purpose” leadership strategies that will create a haven for productivity and profitability. In the impersonal, digital world we work in, effective leadership has become the secret formula for growth and success. A visible, decisive leader can be a powerful catalyst for achieving goals and securing the future success of any organization. Attend this session to assess your actions and discover how you can be a more effective leader!

Age in Place: Accessible Design, Smart Houses & You

12-06-2017 2:00 PM - 5:00 PM

Melanie McLane

Room 402

NJ/NY/PA

The aging of the Baby Boomer population, coupled with advanced technology, is changing both new construction and modifications to existing housing. The pent-up demand for new construction indicates there will be increased building of new homes in virtually every market. The desire for aging Americans to remain in their own homes means that builders, agents, and others in the industry will be challenged to find housing designed for all of life’s stages and abilities. Agents need to understand consumers’ demands, universal design features, trending technology, and the value cost benefit in the market. Repeat of Wednesday a.m.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
Session Handouts

Crack The Code

12-06-2017 2:00 PM - 5:00 PM

Leigh York

Room 408/409

NJ/NY/PA

NAR’s Code of Ethics sets out the minimum standards of behavior for REALTORS®. In this session, attendees look at common situations in which it is easy to break the code while trying to do the right thing. You’ll learn why the code says what it does and get an overview of how the code is enforced. Each article will be examined in terms of relevance and application to today’s business. Satisfies NAR’s Code of Ethics requirement for membership. Repeat of Tuesday a.m.


Continuing Education
  • New Jersey Real Estate - 3 Ethics Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Foreign Nationals and the New FIRPTA Compliance

12-06-2017 2:00 PM - 5:00 PM

JoAnn Koontz, Esq.

Room 404

NJ/PA

The Foreign Investment in Real Property Tax Act (FIRPTA) is the federal law governing the taxation and withholding by foreign persons selling U.S. real estate. New FIRPTA rules went into effect in February 2016, so it is critical for real estate professionals to be familiar with these changes if they work with foreign nationals in the sale or purchase of property.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - CE Pending
  • Pennsylvania Real Estate - 3 Credits

Go Global: Jump Start Your International Business

12-06-2017 2:00 PM - 5:00 PM

Carla Rayman

Pat Tan

Room 417

NY/PA

This program is a step-by-step, how-to guide for both novice and veteran real estate professionals who are looking to expand their business outside of their current sphere of influence and build a global clientele. A variety of tried-and-true techniques and strategies that have proven successful will be explored.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Herding Cats: Best Business Practices

12-06-2017 2:00 PM - 5:00 PM

Cheryl Knowlton

Room 303

PA

As a broker, do you ever feel like you are herding cats?  In the highly litigious world in which we live, we need to stay on the cutting edge of best practices so we can stay ahead of the legal curve.  As we strategize about ways to help our agents raise the bar of professionalism in their own businesses, we minimize risk for our clients, ourselves, our brokerages, and the public at large.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - CE Pending
  • Pennsylvania Real Estate - 3 Credits

How to Qualify Your Buyer

12-06-2017 2:00 PM - 5:00 PM

Doug Vairo

Room 304

NY/PA

Learn how to close more sales by better understanding how underwriters approve or decline potential borrowers based on key elements. Attendees will learn how lenders: determine income including overtime, bonus and tax-free; calculate loan-to-value ratios; arrive at actual property values; determine final interest rates; and calculate debt-to-income ratios. If you have a financial calculator, you’ll find it useful in this session. Repeat of Tuesday p.m.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Procuring Cause: Who Shook the Tree? Who Gathered the Nuts?

12-06-2017 2:00 PM - 5:00 PM

Lynn Madison

Room 401

NY/PA

Updated with NAR’s latest guidelines and checklists, join us for a frank discussion of our commissions – how we get paid, who’s responsible for paying us, and what we do if there’s a dispute. Through video presentation, case studies and group discussion, we’ll examine the legal as well as the practical issues involved with procuring cause. Repeat of Tuesday p.m.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Put an Attorney Out of Business

12-06-2017 2:00 PM - 5:00 PM

Trista Curzydlo

Room 411/412

NY/PA

Does anyone ever plan on becoming a felon? Failing to create a plan for your real estate practice can land you in big trouble. RESPA, Fair Housing and Anti-Trust are topics most real estate licensees have heard before, but never like this! In this session, you’ll use current case studies of violations to develop risk management techniques that can be immediately implemented. Repeat of Tuesday p.m.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
Session Handouts

Radical, Relevant, Ridiculous

12-06-2017 2:00 PM - 5:00 PM

Pam Ermen

Room 403

NJ/NY/PA

The real estate industry changes dramatically. Are you still approaching your daily real estate business activities the same way you always have? Are your buyers and sellers paying the price because they’re working with an “old dog” because you haven’t updated your approach? In this session, you’ll find out whether your systems, practices, ideologies and services are ahead of their time, ready for prime time, or have just timed out! You’ll be introduced to new and innovative business ideas, concepts and technology to take your business and your buyer’s or seller’s experience to the “wow” level! Repeat of Wednesday, a.m.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Real Estate Professional Safety Survival Guide

12-06-2017 2:00 PM - 5:00 PM

Osbardo Mejil

Room 415

NY

Attend this important session to see how you can limit risk, preserve safety and facilitate positive business outcomes. You’ll learn how to foster safety in your office, during open houses, and while working with buyers and sellers as well as using the latest phone technology. Repeated Thursday, 9 a.m-12:00 p.m.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - CE Pending

Second Home & Pre-Construction Investing

12-06-2017 2:00 PM - 5:00 PM

MaryAnne Simmons

Room 301

NY/PA

In this session, attendees will learn about investing in second homes, both existing and pre-construction, so they may help guide their clients through the process. You’ll determine how to get started and how to avoid the potential pitfalls of second-home investing.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

The Consultative Presentation: A Client-Oriented Approach to Listing & Buyer Presentations

12-06-2017 2:00 PM - 5:00 PM

Joseph Rand

Room 201/202

NJ/NY/PA

Turn your presentations around and build rapport faster with a client-oriented approach. In this session, you’ll discover how breaking away from the traditional approach to listing presentations and how a thoughtful approach to planned buyer presentations can transform your level of success! Repeated Thursday, 9 a.m.-12:00 p.m.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

10 Amazing Tips to Guarantee Your Website Rocks

12-06-2017 2:30 PM - 3:30 PM

Craig Grant

Room 302

Why is it that more than 89 percent of real estate leads these days involve the internet and yet, very few real estate professionals seem to have success in generating leads from their own website? This session will help anyone who wants to enhance the performance of an existing website or who is interested in creating a website that generates success, right from the start. You’ll learn: the essentials of website ownership: how to choose the right vendor: how to induce leads: current design trends: how to create a great user experience: how to drive traffic: how to increase exposure on search engines; and much more.

Accepted Offer, Now What?

12-06-2017 2:30 PM - 4:30 PM

Nancy Mosca

Room 313

NJ/NY/PA

You found the perfect home for your buyers, you presented their offer, you skillfully negotiated the terms and the offer was accepted. Now what? This session shows you how to create a timeline to follow during this process between accepted offer and closing while avoiding potential pitfalls you may can encounter. Regardless of your level of experience, this session will help avoid the potential breaching of fiduciary duties, reduce the risk of misrepresentation while adding value and enhancing your knowledge to serve your customers and clients through to closing.


Continuing Education
  • New Jersey Real Estate - 2 Core Credits
  • New York Real Estate - 2 Credits
  • Pennsylvania Real Estate - 2 Credits

Commercial Brokerage Due Diligence

12-06-2017 2:30 PM - 4:30 PM

Robert Nahigian

Room 318

NJ/NY/PA

This session acquaints commercial real estate brokers with the proper due diligence required in the purchase and sale of investment real estate. Items such as environmental, physical, financial and legal issues must be considered as part of the broker’s due diligence. And, to avoid transaction obstacles and client dissatisfaction, brokers must do advanced homework on selling, drafting offers, lender requirements, site liabilities, contingencies and much more. Don’t miss this important session!


Continuing Education
  • New Jersey Real Estate - 2 Elective Credits
  • New York Real Estate - 2 Credits
  • Pennsylvania Real Estate - 2 Credits
Session Handouts

Get Off the Emotional Rollercoaster

12-06-2017 3:00 PM - 4:30 PM

Kyle Kelly

Room 419

A career in real estate can be filled with highs and lows. In this session, you’ll learn how to create a work-life balance and avoid the emotional stresses of this often-turbulent profession. There are methods of coping with stress and anxiety that can be used to save you from jeopardizing your health. Attend this session and find balance within yourself, your life, and your profession.


Session Handouts

Home Staging: It’s 90 Percent Mental and the Rest Physical

12-06-2017 3:30 PM - 4:30 PM

Marie Graham

Room 418

Good-looking rooms are the easy part, but you must bring it up with your sellers first! Being able to talk about it costs nothing while not talking about it can cost you plenty. In this session, you’ll learn about straightforward ways to have “the talk” with sellers including snappy answers to each of those silly seller questions! Repeat of Wednesday a.m.


RESO Data Standards and N.A.R. MLS Policy Mandates

12-06-2017 3:30 PM - 4:30 PM

This session focuses on an overview of the Real Estate Standards organization, the future of industry wide standards with key takeaways for Association Executives and Multiple Listing Service staff regarding the need to prepare themselves for the future, and how standards are making a positive impact across all stakeholders in the Industry.  Learn about specific successes realized by brokers, MLSs and technologies companies by adopting standards and real-world examples of how RESO standards empower brokers to be more efficient, increase innovation and reduce costs.  Hear how RESO standards support home sustainability efforts by putting home energy information into the hands of broker, agents and consumers.  Included are updates surrounding N.A.R. MLS Policy mandates regarding adopting RESO standards, IDX policy specifics you need to be aware of, and how official RESO certification will help you correctly adopt standards and provide a means to demonstrate compliance with MLS policy mandates.

 

How to Avoid Extinction: Reviving Talent in your Company

12-06-2017 3:30 PM - 5:00 PM

The median age of REALTORS® decreased for the first time since 2007, according to a 2014 NAR survey, and then increased again in 2015. Brokers are responsible for renewing talent in the real estate industry so it doesn’t face extinction. In this session, you’ll explore tactics for attracting the right people to your company and introducing real estate as a long-term, rewarding career. Come see what the next generation of real estate professionals are looking for when affiliating with a brokerage, how to ensure they stay and, most importantly, produce.

All the Best Apps for Real Estate

12-06-2017 4:00 PM - 5:00 PM

Craig Grant

Room 302

They say there is an app for everything. Well, that is true as there are now more than a million of them! This session will help you cut through the clutter and identify the best apps to have to run your life and business in a much more cost- and time-efficient manner. Plus, you’ll pick up some amazing tools that will allow you to take better pictures and video, handle social media, run a mobile office and service the consumer like never before!

Anatomy of a House

12-07-2017 9:00 AM - 12:00 PM

Melanie McLane

Room 301

NJ/NY/PA

When you sell a house, what are you selling? Every agent should know and understand the anatomy of a house. In this session, we define and discuss: the parts of the building envelope; the systems within a house and how they function; what agents should look for when listing homes; and what is typically found in various types of residential construction.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits
  • New Jersey Appraisal - 3 Credits
  • New York Appraisal - 3 Credits
  • Pennsylvania Appraisal - CE Pending
Session Handouts

Cracking the Code: Living and Applying the Code of Ethics

12-07-2017 9:00 AM - 12:00 PM

Cheryl Knowlton

Room 302

NJ/PA

Did you know that statistically most agents who get sideways with the Code of Ethics do so accidentally? Do we know the Code? How can we live it if we don’t know it? In this fun and engaging session, you’ll look at specific scenarios and learn the Code so we can live the Code! Satisfies NAR’s Code of Ethics requirement for membership.


Continuing Education
  • New Jersey Real Estate - 3 Ethics Credits
  • New York Real Estate - CE Pending
  • Pennsylvania Real Estate - 3 Credits

Negotiating for a Win-Win

12-07-2017 9:00 AM - 12:00 PM

MaryAnne Simmons

Room 312

NY/PA

In today’s market, you need to hone every skill you have to close a deal, including negotiating. This program is a great review of the various types of negotiations as well as what motivates customers to buy and sell. It’s in your client’s best interest to make that deal happen and this session will give you a few extra tools to make that happen!


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Real Estate Professional Safety Survival Guide

12-07-2017 9:00 AM - 12:00 PM

Osbardo Mejil

Room 304

NY

Attend this important session to see how you can limit risk, preserve safety and facilitate positive business outcomes. You’ll learn how to foster safety in your office, during open houses, and while working with buyers and sellers as well as using the latest phone technology. Repeat of Wednesday p.m.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - CE Pending

The Consultative Presentation: A Client-oriented Approach to Listing & Buyer Presentations

12-07-2017 9:00 AM - 12:00 PM

Joseph Rand

Room 201/202

NJ/NY/PA

Turn your presentations around and build rapport faster with a client-oriented approach. In this session, you’ll discover how breaking away from the traditional approach to listing presentations and how a thoughtful approach to planned buyer presentations can transform your level of success! Repeat of Wednesday p.m.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

Winning with Short Sales

12-07-2017 9:00 AM - 12:00 PM

Nancy Mosca

Room 308/309

NJ/NY/PA

This session provides strategies to speed up and simplify the short sale process. You’ll learn key strategies to successfully and efficiently negotiate short sales and, at the same time, help homeowners avoid foreclosure.


Continuing Education
  • New Jersey Real Estate - 3 Elective Credits
  • New York Real Estate - 3 Credits
  • Pennsylvania Real Estate - 3 Credits

RPR: Beyond the Basics

12-07-2017 9:30 AM - 10:30 AM

Ernie Bottom

Room 313

NJ

New and seasoned REALTORS® unanimously want to know “what will it do for me and how will it help my business?” Realtors Property Resource® (RPR®) is designed exclusively to help REALTORS® achieve professional success by providing them with an unparalleled platform of dynamic data and persuasive reports that help attract, retain and lead clients to the closing table. Learn how to: enhance your listing presentation; stand out from the competition; provide sellers with detailed property valuations; and win the pricing discussion. Use the mobile app on the road and be the real estate expert!


Continuing Education
  • New Jersey Real Estate - 1 Elective Credits
  • New York Real Estate - CE Pending

Top 10 Ways Tech Can Ruin Your Real Estate Business

12-07-2017 9:30 AM - 11:30 AM

Craig Grant

Room 322

NY

As part of your professional duties as a real estate licensee, you regularly collect and store vital client information. You are also encouraged to use technology tools and online resources that open you and your clients up to the risk of viruses, malware, social engineering, identity theft and more. Plus, there are many laws, policies and general etiquette items that you should address. This session will help steer you (and your clients) through the perilous legal, online and social media world, and will provide personal and computer safety tips. Repeat of Wednesday a.m.


Continuing Education
  • New Jersey Real Estate - CE Pending
  • New York Real Estate - 2 Credits
  • Pennsylvania Real Estate - CE Pending