Session Schedule by Date & Time
MONDAY, DECEMBER 6
9:30 a.m. – 4:30 p.m.
HAFA Short Sales: The Complete Course Pat Moyer Room 320 This brand-new course from NAR on Home Affordable
Foreclosure Alternatives (HAFA) provides in-depth coverage of US Treasury,
Fannie Mae and Freddie Mac programs. Since 2007, short sales have been an
unfortunate but widespread fact of many real estate marketplaces and these
newly introduced programs assist homeowners who need to sell their homes.
This course explains the similarities and differences in the three HAFA
programs in detail and will give you the tools to assist your sellers in
processing short sales more efficiently Pre-registration and fee of $125 is required. NY &
PA real estate CE pending.
MONDAY & TUESDAY, DECEMBER 6 & 7
7:30 a.m. – 5:30 p.m.
Stan Gniazdowski
8:30 a.m. – 5:00 p.m.
Jonathan Nicholas
CRS201: Listing Strategies for
the Residential Specialist
Gee Dunsten
Sheraton Atlantic City Convention Center Hotel
Quality listing skills can give real estate
professionals a strong competitive edge.
This course provides the
skills necessary to conduct successful listing presentations, price a home
to sell, close the transaction and market and promote effectively. You’ll go
through an actual listing presentation to illustrate the key steps in this
process and create a system for success.
Pre-registration fee of $299
is required. 12 hours NY or 15 hours PA real estate CE is included.
8:30 a.m. – 5:30 p.m.
Randy Templeman
8:30 – 9:30 a.m.
Solar Electricity
Bill Jordan
Room 307
Not only is solar electric energy becoming the lowest cost alternative for
power in residential and commercial buildings, solar systems actually
increase the value of these properties. As an added benefit, financing
programs exist to cover the up-front investment.
Property owners can save money on electricity bills while also making
money by producing clean energy through solar electric installations. In
this session, you’ll learn how solar energy is creating opportunities in the
real estate industry.
8:30 a.m. – 12 p.m.
Current Issues in Real Estate
and Appraisal
Michelle Bradley
Room 308/309
In this session, changes in appraisal procedures that affect your listings
and sales will be discussed. Myths about the Home Valuation Code of Conduct
(HVCC) will be debunked and you’ll see how the appraiser’s role in the
transaction has changed. Current information on the lending environment and
how values have changed nationwide will also be covered. You’ll also learn
where the “hot” markets are for foreclosures.
3.5 hours NY/PA real estate CE
is available.
3.5 hours NJ/NY/PA appraisal
CE is available.
Informed Consent to Dual and
Designated Agency
Joe Marovich Room 401
Understanding agency is critical to practicing it properly. The buyer/seller
counseling session is the foremost opportunity to explain legal single,
dual, and designated representation to potential clients. In this session,
you’ll learn how to get timely, informed and written consent and what your
legal duties are.
3.5 hours NY/PA real estate CE
is available.
Procuring Cause or Whose
Commission is it, Anyway?
Melanie McLane
Room 402
This thorny issue is always present in the real estate business where
competitors cooperate with each other. As REALTORS®, we have both
arbitration and ethics hearings available to us to resolve disputes, both
monetary and ethical. In this session, you’ll learn: what procuring cause
is; what factors need to be considered by the panels; and the procedure for
associations and panel members to follow.
3.5 hours NY/PA real estate CE
is available.
Rentals: Rules of the Road
Barbara Fairfield
Room 411
This presentation provides the novice agent with the necessary tools to
engage in the residential rental business, from presenting and explaining
the basic lease to delivering effective landlord and tenant representation.
3.5 hours NY/PA real estate CE
is available.
Seller Counseling Session
Adorna Carroll
Room 302
This session provides a practical approach to securing seller loyalty and
written commitment through effective dialogue and the use of can-do and
can’t-do lists. The benefits of
using presentation books, neutralizing seller concerns by providing
professional counseling services, and establishing realistic seller
expectations by educating the seller about market conditions will all be
explored in detail.
3.5 hours NY/PA real estate CE
is available.
The History and Future of
Sustainable Design and Green Building
Joe Scarpa Room 408/409
This session introduces you to the sustainability movement and green
building. Third-party
certification rating systems in the U.S. and other U.S. Environmental
Protection Agency and Department of Energy programs will be covered.
In addition, Federal and State Executive Orders related to Green
Building LEED certification as well as current events, pending legislation
and proposed standards will be discussed. You’ll also learn about Green
Advantage® and other credentialing programs for certifying personnel
involved in residential and commercial high performance buildings.
3.5 hours NY/PA real estate CE
is available.
The New Interactive Web: Using
the Web Ethically and Responsibly
Amy Chorew
Room 304
With the increasing use of the Internet to market services and properties,
you need to be aware of the different areas of risks. In this session,
you’ll learn ways to be certain you are in compliance with Federal and State
laws and NAR’s Code of Ethics when you communicate with clients and
customers to transact business online. You’ll gain the confidence of knowing
how to conduct real estate activities on the web without risk. Social
media, e-mail blogging, listing syndication and copyright will also be
covered.
3.5 hours NY/PA real estate CE
is available.
9 – 11 a.m.
Building Your Boomerang
Business: Clients for Life?
Rhonda Hamilton
Room 404
Two keys to business success are: people power and marketing strategies.
Since prospects and clients respond to marketing and services based
on their own behavioral traits, learning to identify their behavioral styles
and knowing how to adapt effectively to each style is vitally important. In
this session, you’ll learn new
ideas for differentiating yourself and enhancing your services, and you’ll
discover how to develop a marketing program for keeping past clients and
leveraging referrals for life.
How’s Your Image?
Roseann Farrow
Room 303
According to NAR’s 2009 Profile of Home Buyers and Sellers, 57 percent of
sellers and 54 percent of buyers said that reputation, honesty and
trustworthiness are the most important factors in choosing an agent.
This session focuses on strategies and tactics to boost your
visibility, image and reputation while adding value to your client services.
Both new and experienced agents can benefit immediately from this
program.
Monitoring and Managing Your
Online Reputation
Brad Hanks
Room 403
With social media exploding into mainstream use, consumers are finding their
voice and providing feedback – good and bad – on companies, products, brands
and services. In this session, you’ll identify ways to monitor what’s being
said in a variety of places on the web. You’ll learn how to inexpensively
and effectively monitor those conversations and combat “negative press” that
may occur. You’ll also learn how to deal with social media mishaps, even
when you think you are prepared for them.
Residential to Commercial
Greg Schenk
Room 412
In this session, you’ll receive an overview of the commercial real estate
business and get answers to your questions on the commercial market, the
process, how to get business, the relationship approach versus the
transaction approach, a preferred vendor strategy and the top 10 mistakes
that tenants make in the market. Attend this session to develop a strategy
to expand into the commercial market.
9 a.m. – 12 p.m.
It’s a Price War to the Door
Jackie Leavenworth
Room 313
The Internet has changed the way buyers view and shop for homes so we must
teach sellers to think like buyers when pricing their homes. In this
session, you’ll learn the “Dartboard Approach” to pricing as well as how to
use the “Long List” to get sellers to price their homes realistically in
today’s market. You’ll also learn about the “Slinky Market,” how to be
relevant and how to stand out from the crowd.
9 a.m. – 5:30 p.m.
Professional Standards
Administrator Training
Margy Grant and Patrick Reilly
Room 305/306
In
this session, association executives and staff specialists will learn how to
handle the complexities of professional standards administration, such as
processing appeals and conducting hearings. You’ll also learn about
enforcement procedures and their legal ramifications. This program meets the
learning objectives and minimum criteria established by NAR. Those who
complete the class and pass the professional standards exam will be provided
a certificate of successfully completing Professional Standards
Administrator Training.
Pre-registration and $35 fee required.
12:00 Noon – 1:00 p.m.
Reaching a Mobile Generation
Eric Blumberg
REALTOR® Theater
Integrating mobile into your business strategy is important to connect with
today’s homebuyers. 62% of homebuyers are under the age of 45 — these
consumers rely on their cell phones for information. What’s your strategy to
reach a generation that expects real estate content to move with them? Eric
Blumberg, President of Smarter Agent, will present on mobile technology and
its impact on the real estate industry. Learn why the iPhone is only a
fraction of the solution. Find
out the difference between giving consumers a robust downloadable app in
comparison to a mobile web or texting solution. See how other industries are
adopting mobile and learn what homebuyers expect from you when it comes to
mobile technology.
1:15 p.m. – 2:15 p.m.
A New Age in Real Estate
Advertising: Going Hyper Local
Rudy Bachraty
REALTOR® Theater
As the resident Social Media Guru at Trulia.com, Rudy is the public face and
voice of Trulia. He leads Trulia’s Social Media Strategy both online and
offline and manages the Trulia corporate blog. He contributes to new
initiatives that build brand awareness while improving the consumer and
agent experience. As a speaker at real estate conferences and classrooms
around the nation, he enjoys educating agents on how to best utilize the
newest and best web 2.0 tools and technologies.
1:30 – 5 p.m.
1031 Exchanges for Fun and
Profit
David Gorenberg
Room 408/409
1031 Exchanges involve more than swapping properties. There are many traps
which can snare the unwary or unprepared investor. This session covers the
dos and don’ts of exchanges under IRS Code 1031 and provides a roadmap to
success for you and your clients.
3.5 hours NY/PA real estate CE
is available.
Code of Ethics: Are You in
Compliance?
Roseann Farrow
Room 303
This program qualifies for NAR’s quadrennial ethics training and
specifically emphasizes the Pathways to Professionalism, some of the
Standards of Practice that agents are confused about, and some of the
Standards of Practice that agents don’t seem to be aware of at all.
3.5 hours NY/PA real estate CE
is available.
Dollars and Sense
Melanie McLane
Room 402
Financing has become a prominent issue for REALTORS® as financial
institutions have tightened their lending requirements. This session
explains the basics of financial qualifying, explores various loan programs
and shows how to determine if the borrower and the property both qualify for
the loan. You’ll learn how to financially qualify a buyer, and how to assist
a buyer in comparing loan products, as well as how to help a buyer make a
selection which is financially feasible and beneficial to them.
3.5 hours NY/PA real estate CE
is available.
Tri-state Legal Update
James Goldsmith, Esq. and
Brett Woodburn, Esq.
Room 302
This program presents real estate licensees with various cases being tried
around the country to raise awareness about areas of risk that should be
avoided. Cases include failure
to disclose, fair housing, agency, antitrust, ethics, ADA and employment.
The latest updates to sellers’ disclosure laws, adverse possession
and lead paint laws will also be covered.
3.5 hours NY/PA real estate CE
is available.
Tenant Representation from A
to Z
Greg Schenk
Room 412
This session will help new and veteran agents learn how to represent tenants
and buyers in any type of market. You’ll learn how to help tenants develop a
strategic plan, do a space plan and assist tenants throughout the entire
process. In this session, you’ll discover the value of using a relationship
approach versus a transaction approach to securing business and learn how to
put together a group of preferred vendors to ensure long-term success.
3.5 hours NY/PA real estate CE
is available.
The Unconventional Transaction
Barbara Fairfield
Room 411
This presentation provides novice and experienced agents with the tips and
tools necessary in today’s unconventional marketplace.
In this session, you’ll learn what you need to know
before you represent a seller or
buyer in a short sale or foreclosure transaction.
3.5 hours NY/PA real estate CE
is available.
VA Home Loans
Mark Jamison Room 401
This session offers a complete understanding of the VA home loan program.
You’ll learn about: recent changes to the VA program; primary benefits of a
VA home loan; eligibility for a VA home loan; the VA appraisal process; VA
funding fees; underwriting and closing costs; seller concessions; short
sales; servicing of VA home loans; and overall program loan volume.
3.5 hours NY/PA real estate CE
is available.
Why Do Appraisers Have to Do
What They Do?
Michelle Bradley
Room 308/309
This session provides information to agents on how an appraiser completes an
appraisal and why they have to do certain things. You’ll see what the
appraiser’s responsibilities are in completing their tasks, learn how to
work effectively with the appraiser and get tips on preparing for a smoother
transaction. Discussion will include specialty situations and how valuations
are performed on unique homes.
This session also serves as a good refresher for appraisers.
3.5 hours NY/PA real estate CE
is available.
3.5 hours NJ/NY/PA appraisal
CE is available.
2 – 3 p.m.
How to Manage Your Time and
Your Commitment to Social Media and Get Results
Amy Chorew
Room 304
Participating in social media as a business and marketing strategy requires
discipline, automation routines and a daily commitment. In this session,
you’ll learn five strategies to keep you organized, inspired and able to
build momentum. You’ll develop a daily, weekly and monthly action plan to
help you get results from your social media efforts.
2 – 4 p.m.
Turning Social Media into $$
Brad Hanks
Room 403
Facebook, LinkedIn and Twitter are tremendous assets for your business, if
used properly. Find out how to use these tools to extend your brand, tell
your story, and build your business. In this session, you’ll see strategies
used by some of the best in the business to close transactions and build a
pipeline of customers using the “big three” in social media. You’ll get tips
to be more effective, systems to manage your time, and show you how to
dominate your social media space in your market.
2 – 5 p.m.
Negotiations: The Games People
Play
Jackie Leavenworth
Room 313
We negotiate with people, and ourselves, hundreds of times every day.
Negotiating is a learned skill that impacts your ability to work smarter,
not harder. In this session, you’ll learn how “Tic Tac Toe,” “PAC Man,” and
“Mother May I?” all impact the way you do business.
You’ll also discover how to work less and make more money while
having more fun.
2:30 p.m. – 3:30 p.m.
Prospecting for Listings Will
Always be the Name of the Game
Vince Federico
REALTOR® Theater
Building inventory of salable listings is essential for career success.
Learn: prospect expired listings, list for sales by owners, turning
your sphere of influence into your own sales force. Following the process of
top producers will help build your career and reach your goal to becoming a
top listing professional.
2:30 – 4 p.m.
The Google Universe
G. William James
Room 318
This session is for all REALTORS®, whether you’re tech-savvy or a complete
novice. Google’s mobile applications are rapidly changing the way agents are
communicating and marketing to their customer base. Google has delivered,
mostly for free, more than 100 applications for the desktop and the mobile
device. In this session, you’ll see how they can greatly enhance how you use
email, documents, instant messaging, location-based services, social
networking and Client Resource Management.
2:30 – 4:30 p.m.
Resolving Conflict When You’d
Rather Just Choke ‘Em
Rhonda Hamilton
Room 404
Conflict is inevitable but you can learn to tackle the challenge of dealing
with difficult people head on. In this session, you’ll identify sources of
conflict, learn to recognize the typical roles in a conflict and examine the
personal choices you make when dealing with conflict. By discovering how to
counteract the tactics and implement preventative measures, you’ll be better
equipped to deal with behaviors that push your hot buttons and be empowered
with the skills necessary to get past the drama and get back to being
productive.
2:30 – 5 p.m.
Generational Impact of Member
Communication and Involvement
Adorna Carroll
Room 307
This is the first time in our history that four different generations are
actively involved in business. Each generation has specific characteristics
that will either embrace your message or ignore it depending on the vehicle
that you are using. Member communication and involvement is not "one size
fits all." In this session, association executives will learn effective ways
to reach your members and actively engage them in your activities, programs,
products and services.
3:30 – 4:30 p.m.
Website Strategies: Five
Critical Elements to Keep the Consumer Engaged
Amy Chorew
Room 304
In today's highly competitive online marketing arena, if your real estate
website fails to deliver the five critical components that consumers want,
you could be falling behind your competition.
In this session, you’ll learn what home buying and selling consumers
want the second they land on your real estate website.
You’ll also explore how to use blogs, social media or traditional
websites to enhance your business presence.
3:45 p.m. – 4:45 p.m.
How to Best Use Social Media
and Trulia
Rudy Bachraty
REALTOR® Theater
Everyone is talking about social media. Join us as we illustrate how real
estate professionals can best take advantage of the top social media tools
and strategies available today. Topics such as what social media is and what
it's not along with how to effectively get started in social media, which
tools and social networks to use, rules of engagement and how to grow your
brand will be discussed.
5 – 6 p.m.
Building a Foundation for
Sales Success
Vince Federico
REALTOR® Theater
Creating a solid foundation of professional techniques is what separates the
top producers from average agents.
This session will teach how high producing professionals stay on top
of their game by, Generating daily leads, creating money-making appointments
every week, taking control of every appointment, while always balancing your
time.
8:30 – 9:30 a.m.
Solar Electricity
Bill Jordan
Room 307
Not only is solar electric energy becoming the lowest cost alternative for
power in residential and commercial buildings, solar systems actually
increase the value of these properties. As an added benefit, financing
programs exist to cover the up-front investment.
Property owners can save money on electricity bills while also making
money by producing clean energy through solar electric installations. In
this session, you’ll learn how solar energy is creating opportunities in the
real estate industry.
8:30 a.m. – 10 a.m.
Association Survival: AE
Leadership in Challenging Times
Jerry Matthews
Room 305/306
This session looks at possible actions for association executives to take in
this down market. Facilitated by a former AE, you’ll evaluate adjustments in
budgets, programs, products, services, personnel, reserves, audits, and
communications. You’ll also examine new AE roles, leadership changes, new
services, tough situations, effective outreach, and self-preservation.
How to Recruit and Retain the
Next Generation of Superstars
Jared James
Room 304
In this session, brokers and owners will see what the next generation of
real estate professionals is looking for, how to attract them and how to
make sure that they are a good fit for you and your company. It is not
enough to simply hire a future superstar - you have to know how to mentor
and retain them. If you are looking to set your office up for long-term
success and create a synergistic atmosphere between the new and experienced
REALTOR®, this session is for you.
Leadership in the Current Real
Estate Environment
Steve Harney
Room 411
Leadership is the ability to influence the organization – nothing more,
nothing less. Leaders who attend this session will learn how to: inform
agents on what is happening in the market and why; instruct agents to
communicate information simply and effectively to their client base; inspect
the activities that are necessary for success; and inspire their team to
action.
What Gets Measured Gets Done
Rich Levin Room 313
A business plan unlocks the agent’s potential. It should include systems for
feedback on what is and isn’t working in the agent’s business, time
management and organization; be built on sound psychological and strong
business principles; and be a living document to which agents are eager to
refer on a daily basis. This
session provides that simple business plan to guide, motivate and help the
agent accomplish their professional and personal goals.
8:30 a.m. – 12 p.m.
Cracking the Credit Code: The
Key to Buyer Recovery
Chandra Hall
Room 302
Today’s potential homeowners are challenged by tighter lending restrictions.
Less-than-perfect credit resulting from foreclosure, short sale, bankruptcy
or job loss complicates an already difficult situation for would-be buyers.
Agents who are prepared to help these distressed buyers not only increase
their client base but are better equipped to counsel their clients no matter
what financial changes life may bring.
3.5 hours NY/PA real estate CE
is available.
Distressed Properties: Profit
Center or Money Pit?
Bernice Ross
Room 402
Short sales and REOs still dominate today’s real estate sales landscape.
This session shows agents how to:
help owners of distressed property
achieve the best possible outcome on their particular situation;
close more distressed property transactions using both a traditional
and a social media marketing plan; and
be more effective at negotiating list and sale prices on distressed
properties, while taking specific steps to limit their liability when
representing short sales and REOs.
3.5 hours NY/PA real estate CE
is available.
No One Looks Good in
Horizontal Stripes – How to Avoid a Jailhouse Fashion Statement
Trista Curzydlo
Room 303
No one wants to go to prison or be involved in litigation.
With an emphasis on risk reduction and risk management in day-to-day
real estate practice, this session addresses the “change of address” crimes
that exist in RESPA, the Sherman Anti-Trust Act and the federal Fair Housing
Act.
3.5 hours NY/PA real estate CE
is available.
Recession Proofing Your
Business
Terry Watson
Room 403
The real
estate world has changed a lot in the past few years and everyone,
especially buyers, are looking for the best deal possible given the current
economy. In this session, you will learn the four illusive decisions that
will improve the quality of your business.
Why Washington Changed the
Real Estate and Mortgage Industry: Legislative Changes You Should Know About
Grant Simon
Room 408/409
This session provides an up-to-date overview of the legislative changes to
the real estate and mortgage industry since the market meltdown.
In this session, the
history, development and implementation of these new rules and regulations
will be covered, giving you the ability to have informed conversations with
consumers and to succeed in the current market.
3.5 hours NY/PA real estate CE is available.
8:30 a.m. – 5:30 p.m.
2010-11 USPAP Update
Jim Murrett
Room 321
The latest
edition of USPAP became effective January 1, 2010 and is valid for two
years. This edition includes
guidance from the Appraisal Standards Board in the form of USPAP Advisory
Opinions and USPAP FAQs. Primary
changes effective in 2010 involve improving the clarity, understandability
and enforceability of the Ethics Rule, the Competency Rule and Standard 3:
Appraisal Review, Development and Reporting.
Pre-registration and $95 fee required.
6.5 hours NY real estate CE or
7 hours PA real estate CE is included.
7 hours NJ/NY/PA appraisal CE
is included.
Professional Standards
Mediation Training
Margy Grant and Patrick Reilly
Room 315
This full-day session provides an overview for anyone interested in serving
as a mediator in the future for business disputes between REALTOR®
principals in different firms. The session covers the basics of mediation,
using the NAR Model of Mediation and includes mediation demonstrations and
simulations as well as.
Following this program, further mediation skills training is recommended for
those wishing to serve as board/association mediators.
Pre-registration and $35 fee required.
9 – 10 a.m.
Pump Up Your Business with
Real Estate Video
Brian Copeland Room 312
Real estate video has taken its place in the social media realm as a viable
marketing tool today's sellers and buyers want to see from their agent. In
this session, you’ll explore how the applications, software, hardware,
licensing issues, shooting tips and promotional aspects can enhance your
business.
Entering the High Performance
Real Estate Zone in a High Demand World
Fred Schafer
REALTOR® Theater
Solutions” you can take to enter your “High Performance Real Estate Zone”.
After hearing Fred’s high energy, humorous and inspiring “High Performance
Zone” system, audience members will be moved and equipped to improve their
professional performance, strike back at mediocre health and wellness and
pursue their career and personal dreams with greater tenacity. Participants
will also discover tools for more effectively running their businesses,
managing energy, time and stress, improving sustainability and earning a
greater income.
9 – 11 a.m.
Hooked on My Blackberry
G. William James
Room 404
This workshop is designed for anyone who uses a Blackberry smartphone, and
for those who are still making a decision about purchasing one. The
Blackberry is designed for business. Users who learn to take full advantage
of its features will increase their productivity, improve communications and
have a mobile office tool that gets the job done - from wherever you happen
to be.
9 – 11:30 a.m.
Bullet Train Thinking: Retool,
Re-engineer, Rethink the Way You Do Real Estate
Verl Workman
Room 412
Listings take longer to sell, lending requirements have tightened up and
buyers have become scarcer, yet some agents are experiencing the best
production of their careers – even in the most depressed areas of North
America. What’s their secret?
They have retooled their businesses by embracing technology, mastering the
Internet, perfecting lead generation and meeting consumers on their level
and terms. They are reaping the
benefits of keeping pace with today’s online consumer.
9 a.m. – 4 p.m.
Commercial/Investment
Marketing Session
Bob Giniecki Room 401
Generate transaction offers on your commercial investment property listings
and match available properties with your clients’ needs in this deal-making
session. Don’t forget to bring your one-page executive summaries to share.
Pre-registration and $25 fee required.
10 a.m. – 12 p.m.
The Evolution of Real Estate
Marketing
Nicole Nicolay
Room 308/309
Social media has changed the way we communicate, as well as the way we
market and conduct business, but that doesn’t mean traditional concepts no
longer work. In this session, you’ll learn how to apply traditional real
estate marketing strategies (sphere, niche, referral, geographic) using new
media tools like Facebook, Twitter, LinkedIn, YouTube, and blogs.
You’ll see what’s available, how to choose the right marketing
tactics and how to craft a comprehensive marketing plan for your business.
10:15 a.m. – 11:15 a.m.
Facebook Done Right
Linda Davis
REALTOR® Theater
Facebook is a marketing and communication tool you can’t ignore, yet most
agents get it wrong when it comes to developing a
Facebook Page. In this
session you’ll learn why you need to have the right strategy and a good plan
to engage a community of real people living in your town or neighborhood.
Don’t worry about the technology, it just takes good content to
create a vibrant Facebook Page!
10:30 a.m. – 12 p.m.
14 Proven Systems to Stop
Losing Transactions
Rich Levin Room 313
Losing a transaction is the most frustrating experience in real estate. This
session includes strategies from hundreds of successful, top producing
agents across North America. The strategies include: the use of checklists;
recognizing red flags; client preparation; addressing appraisal, condition,
and lender challenges; dealing with client fears; and much more. You’ll
learn how to keep your transactions intact while permanently raising your
selling skills, systems and services to another level.
No Limits: Seven Proven Ways
to Grow Your Business Now
Jared James
Room 304
In this session, you’ll learn how to step beyond the limits that hold most
REALTORS® back and discover the exact steps to take, strategies to
implement, and principles to follow to secure new clients and increase your
bottom line. If you want to stop going to work and learn how to start
running a business, you won’t want to miss this session.
Preparing Volunteers to Lead
Roger Turcotte
Room 305/306
This session provides association executives with techniques that you can
use to help your volunteers develop the specialized skills that effective
leadership requires. You’ll learn how to overcome the challenges that often
exist between staff members and volunteers and discover how to lower your
stress while increasing the productivity of your association.
11 a.m. – 12 p.m.
Virtual, Viral and Valuable:
Marketing in a New Paradigm
Brian Copeland Room 312
This session addresses social media, video strategies and buyer strategies
as a means of marketing. You’ll
learn how to be a virtual real estate agent in a new marketplace, explore
what makes video viral in a way that connects with today’s consumers, and
practice valuable, practical strategies for working with the market’s
challenging buyers. This session includes eight interactive text message
polls and three class-wide exercises.
2 – 3 p.m.
Transform: Creating a New
Association
Jerry Matthews
Room 305/306
In this session, association executives will learn how to use changing
market opportunities to create a new association. Presented by a former AE,
this session analyzes trends affecting real estate and shows how
associations can be of greater value in the future. Professionalism,
business expectations, new consumers, industry resources, skills, and
technology will be covered as they relate to creating a “new” association.
How You Can Become a Lean,
Fat-Incinerating, Anti-Aging, High Performance Real Estate Machine!
Fred Schafer
REALTOR® Theater
In this fast paced, humorous, information packed session you will discover
little known high performance health, wellness and fitness “secrets’ from
Fred “ The Fit Food Dude’ Schafer, an author, certified personal fitness
trainer/medical fitness therapist to busy business people, successful
entrepreneur and professional speaker. Fred is nationally recognized for his
dynamic conference presentations which can help you to not only add ten
additional years to your life, but also enhance your professional image,
overcome or reduce chronic disease, and ease aches and pains all while
progressively becoming more effective at your work, and healthier, leaner,
stronger, more attractive, higher performing, younger, and for some of
you…better than ever!
2 – 3:30 p.m.
How to Dramatically Increase
Your Agents’ Production
Darryl Davis
Room 304
It is no longer sufficient for brokers and managers to keep doing what
they’ve done in the past. This session offers broker and managers the
necessary strategies to help their agents increase their production in
today’s challenging market.
Pricing to Sell: How to
Convince the Sellers
Steve Harney
Room 411
Working with a seller to set a realistic price is probably the most
important skill for a REALTOR® in this changing market. In this session,
you’ll learn how to use current trends and the media to your advantage in
educating uninformed sellers on pricing strategy. You’ll also learn how to
communicate the meaning of current market conditions and how to deal with
even the most adamant sellers. This one skill alone can dramatically
increase your transactions per year and your annual income.
2 – 5 p.m.
Why Social Media Will Not Save
You
Terry Watson
Room 403
Social media
is an amazing tool if used properly. However, 98 percent of agents seem to
make the same seven critical social media mistakes over and over. This
session will help you retool your business on even a shoestring budget. In
addition, you will: learn the number one site agents should use but don’t;
learn why most blogs are ignored and irritating to the public; and gain
countless business tweaks to help you dominate your market.
2 – 5:30 p.m.
40 Years of Fair Housing – The
Fair Housing Act for the Real Estate Agent of Today
Trista Curzydlo
Room 303
This session breathes new life into a topic that we’ve all heard before -
the Fair Housing Act. With an
emphasis on the role the real estate industry has played in the
implementation of the Fair Housing Act, this class introduces risk
management techniques to implement in your practice today.
3.5 hours NY/PA real estate CE
is available.
Gems & Trends: Turning Today’s
Change into Tomorrow’s Dollars
Bernice Ross
Room 402
What will the next decade of 21st century real estate be like?
What changes do you need to make today to stay ahead of the competition
tomorrow? In this session, you’ll learn how to turn today’s change into
dollars by understanding the top trends that will influence the real estate
business throughout the upcoming decade.
3.5 hours PA real estate CE is
available.
Generational Financing
Grant Simon
Room 408/409
In this session, you’ll gain an understanding of the different generations
and their varying financing needs. You’ll discover what generation X, Y,
boomers and civics want and discuss loan products like FHA, VA, USDA,
Conventional, ARMs and reverse annuity mortgages to meet their needs.
3.5 hours NY/PA real estate CE
is available.
The Next Wave: Working with
REO Properties
Chandra Hall
Room 302
Enhance your real estate business by finding out what it takes to connect
with banks, lenders, and REO third party outsource companies. In this
session, you’ll learn about marketing, required documentation, and the
management and maintenance required by various REO clients in order to list
and sell their properties. You’ll also get up-to-date information on state
and federal laws key to your risk management and find out how working with a
buyer presents distinctly different challenges when the seller is not local
or private.
3.5 hours NY/PA real estate CE
is available.
2:30 – 4 p.m.
Creating Agent Productivity
Programs for Generation Next
Rich Levin
Room 312
The under 40’s are the fastest growing agent population. Surveying this
group showed that they think there is too much emphasis on generating
business and technology while there is too little on quality of life,
organization, selling skills and real business principles. In this session,
you’ll learn how to implement programs that satisfy these emerging needs and
that attract, retain, motivate and train the best and brightest of our next
generation.
2:30 – 4:30 p.m.
Smart Phones, Mobile
Technology & Great Tech Tools
G. William James
Room 404
This session is for all REALTORS®, whether you’re technology-savvy or a
complete novice. Mobile technology has changed real estate and the way
agents communicate, organize and market themselves and their listings. This
session focuses upon the technologies that work best for a mobile
professional and how to make your smartphone investment become a dividend.
2:30 – 5 p.m.
Converting Technology into
Cash
Verl Workman
Room 412
Today’s agent must have the technological know-how to stay competitive in
the marketplace. In this session, you’ll identify the real technology “power
tools” that can help you: win listings without compromising commission;
drive more traffic to your website; turn hits into leads;
prospect more effectively; and provide better follow up and service
using automated systems. You’ll discover how to work smarter, leaner and
more effectively to capitalize on every opportunity.
3:15 p.m. – 4:15 p.m.
60 Website in 60 Minutes
Linda Davis
REALTOR® Theater
Get 60 online tools in 60 minutes in this fast-paced and fun presentation.
Learn how “cloud computing” can save you time and money by
eliminating the need for fancy software and equipment. Discover no-cost and
low-cost ideas to help build your technology tool kit, enhance your real
estate business, and bring value to your clients. This session includes
marketing ideas, communication and presentation tools, and client resources.
3:30 – 5 p.m.
Implementing Your Strategic
Plan
Roger Turcotte
Room 305/306
How many times do organizations go through the work and expense of creating
a strategic plan only to have it sit on a shelf until the next time they
want to craft a new strategic plan? In this session, you’ll learn about a
system that allows associations to develop an action-based plan with
measurable goals that staff and volunteers can both understand. You’ll get
the tools you need to develop a plan that helps members track what has been
done and what still needs to be addressed.
3:30 – 5:30 p.m.
Facebook Means Business
Nicole Nicolay
Room 308/309
Learn everything you need to know about how to utilize Facebook for your
real estate business in this session. Whether you’re just getting started
with a Facebook profile, or have decided to focus more intently on your
niche with a Facebook page, this session will cover it all. You’ll learn how
to: import your contacts; consistently engage with your sphere; share your
listings; create a niche focused page; and implement a Daily Engagement Plan
to grow your business, and ultimately close more deals.
4 – 5:30 p.m.
How to Stimulate Your Own
Economy
Darryl Davis
Room 304
This session is jam-packed with the latest and greatest tips, techniques,
scripts, dialogues and systems you need to maximize your success.
This all new seminar is sure to help you hit the ground running in
2012.
4:30 p.m. – 5:30 p.m.
This is Your Brain . . . This
is Your Brain on Real Estate Success
Fred Schafer
REALTOR® Theater
Today’s Real Estate Stress forecast? A downpour of deadlines, demands and
disappointment. Real Estate can be an emotionally stressful occupation. This
dilemma can lead to a deteriorating of your physical, mental and emotional
health, including the health of your all-important brain. Never fear,
because help is here with High Performance Specialist Fred Schafer’s Stress
Crushing “Strike Back Solutions”!
8:30 a.m. – 12 p.m.
Green Building Trends
Melanie McLane
Room 308/309
This session introduces appraisers to green concepts in building including
rating systems, motivations of purchasers and addressing green features when
developing an appraisal. Market behavior and trends including a growing
interest in green features will be discussed in addition to identifying
relevant characteristics and developing adjustments for them.
Although designed for appraisers, this session is valuable to any
real estate professional determining green features and the contributory
value of those features.
3.5 hours NY/PA real estate CE
is available.
3.5 hours NJ/NY/PA appraisal CE
is available.
HUD, Fair Housing and RESPA:
What’s Really Happening Out There?
Brett Woodburn, Esq. Room 304
This session examines recent cases and prosecution initiated by HUD for fair
housing and RESPA violations. Some of the issues that licensees are facing
now that the new RESPA regulations have been in place for a year will be
covered as well. Suggestions
will be provided for real estate licensees dealing with difficult lenders,
difficult settlement companies and difficult transactions.
3.5 hours NY/PA real estate CE
is available.
Navigating the Waters of Short
Sales and Foreclosures
Grant Simon
Room 412
Navigating the waters of real estate has turned from smooth sailing to rough
and choppy seas. This is due, in part, to the numerous foreclosures and
short sales that have flooded the market. Whether you are a veteran real
estate professional or new to the industry, this is a historic time in the
marketplace and requires additional education and training to help guide
both you and your clients through these turbulent times.
3.5 hours NY/PA real estate CE
is available.
9 – 10 a.m.
New Jersey Legal Update
Barry S. Goodman, Esq.
Room 305/306
Join the NJAR general counsel for an update on legal issues impacting real
estate licensees in New Jersey and get your questions answered.
Barry will be available after the session to sign his new book that no
licensee should be without. NJAR® members can reserve their copies now at
the lowest rates –
www.lawcatalog.com/rebroker
Pennsylvania Legal Update
James L. Goldsmith, Esq.
Room 315
Join the PAR general counsel for an update on legal issues impacting
Pennsylvania real estate licensees and get your questions answered.
Selling Investment Property to
Retirement Accounts
Michael Scott
Room 313
Many potential investors feel they don’t have the necessary funds to invest
in commercial or investment properties.
They may, however, have an untapped source of funds in their IRA or
other retirement account that the IRS permits to be invested in real estate.
In this session, you’ll learn about the process of purchasing an investment
property within an IRA, and the many options there are for property to be
sold to an IRA including direct sale and sale to IRA-owned LLCs, among
others.
REALTORS Property
Resource Update Ron France Room 314 REALTORS® today face the challenge of
technology-empowered consumers who rely on research from multiple sources in
order to educate themselves; sometimes months before beginning the process
of buying or selling real property. The goal of the NAR’s REALTORS
Property Resource is to build a national database of robust, property
centric information covering every parcel of property in the country. This
database is designed to be a resource for NAR members, creating single
source access to data which will add value to the information available for
members to use with their clients and customers.
9 – 11 a.m.
Estate Planning for Real
Estate Professionals
Charles Bratton Room 320
As a trusted real estate advisor, you should understand the basics of estate
planning and the tax ramifications of real estate transactions. You should
be able to spot important issues and direct your client to the appropriate
professional. In this session, you’ll learn: the basics of real estate
transfers; retention of life estate or use and occupancy rights; how
individuals hold title to property and potential ramifications upon the
death of a co-owner; New Jersey Inheritance and Estate Tax considerations;
tax avoidance strategies; and the use of trusts holding title to real
property.
Laws and Ethics of Social
Media
Hank Lerner
Room 408/409
As REALTORS® move more of their communications and marketing activities
online in various formats, many practitioners seem to believe that “the old
rules don’t apply.” In fact, not only do existing rules still apply online
and in social media, there are even more rules that apply in these contexts,
and a failure to comply can be even more damaging. In this session, you’ll
see how certain laws, regulations, MLS rules and the NAR Code of Ethics
apply to the online activities of REALTORS®, as well as ways to better
comply with them.
10 – 11:30 a.m.
NAR Legal Update
Laurie Janik, Esq.
Room 312
Join National Association of REALTORS® general counsel for an update on key
legal issues affecting all REALTORS®.
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