Session Schedule by Track

Appraisal · Association Executives · Brokerage & Management · Commercial · Designations
Legal/Tax/Environmental/Ethics · Professional Development · Sales & Marketing · Technology

Appraisal

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.
Tuesday, December 7, 8:30 a.m. – 12:00 noon

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.
Tuesday, December 7, 1:30 – 5:00 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.
Wednesday, December 8, 8:30 a.m. – 5:30 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.
Thursday, December 9, 8:30 a.m. – 12:00 noon

Association Executive

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.
Tuesday, December 7, 9:00 a.m. – 5:30 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.

Tuesday, December 7, 2:30 – 5:00 p.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.
Wednesday, December 8, 8:30 – 10:00 a.m.

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.
Wednesday, December 8, 10:30 a.m. – 12:00 noon

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.
Wednesday, December 8, 2 – 3:00 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.
Wednesday, December 8, 3:30 – 5:00 p.m.

Brokerage / Management

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.
Tuesday, December 7, 9 – 11:00 a.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.
Tuesday, December 7, 2:30 – 4:30 p.m.

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.
Wednesday, December 8, 8:30 – 10:00 a.m.

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.
Wednesday, December 8, 8:30 – 10:00 a.m.

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.
Wednesday, December 8, 8:30 – 10:00 a.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.
Wednesday, December 8, 10:30 a.m. – 12:00 noon

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.
Wednesday, December 8, 10:30 a.m. – 12:00 noon

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.
Wednesday, December 8, 2 – 3:30 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.
Wednesday, December 8, 2:30 – 4:00 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.
Wednesday, December 8, 4 – 5:30 p.m.

Commerical

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.
Tuesday, December 7, 8:30 a.m. – 12:00 noon

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.
Tuesday, December 7, 1:30 – 5:00 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.
Wednesday, December 8, 9:00 a.m. – 4:00 p.m.

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.
Thursday, December 9, 9 – 10:00 a.m.

Designations/Certifications

CANCELLED - CCIM: Introduction to Commercial Investment Real Estate Analysis
Stan Gniazdowski

CANCELLED - CRB: Technology Management: Develop & Deploy an Effective Strategy for Your Office
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. For more information, or to register for this couse, visit www.njcrs.com.
Pre-registration fee of $299 is required. 12 hours NY or 15 hours PA real estate CE is included.
Monday & Tuesday, December 6 & 7, 8:30 a.m. – 5:00 p.m.

CANCELLED - HOMES: Housing Our Military with Excellent Service
Randy Templeman

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, December 6, 9:30 a.m. – 4:30 p.m.

Legal/Tax/Environmental/Ethical

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.
Tuesday, December 7, 8:30 – 9:30 a.m.
Wednesday, December 8, 8:30 – 9:30 a.m.

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.
Tuesday, December 7, 8:30 a.m. – 12 p.m.

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.
Tuesday, December 7, 8:30 a.m. – 12 p.m.

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.
Tuesday, December 7, 8:30 a.m. – 12 p.m.

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.
Tuesday, December 7, 8:30 a.m. – 12 p.m.

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.
Tuesday, December 7, 8:30 a.m. – 12 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.
Tuesday, December 7, 1:30 – 5 p.m.

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.
Tuesday, December 7, 1:30 – 5 p.m.

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.
Tuesday, December 7, 1:30 – 5 p.m.

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.
Tuesday, December 7, 1:30 – 5 p.m.

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.
Tuesday, December 7, 1:30 – 5 p.m.

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.
Tuesday, December 7, 1:30 – 5 p.m.

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.
Tuesday, December 7, 1:30 – 5 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.
Wednesday, December 8, 8:30 a.m. – 12 p.m.

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.
Wednesday, December 8, 8:30 a.m. – 12 p.m.

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.
Wednesday, December 8, 8:30 a.m. – 12 p.m.

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.
Wednesday, December 8, 8:30 a.m. – 12 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.
Wednesday, December 8, 2 – 5:30 p.m.

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.
Wednesday, December 8, 2 – 5:30 p.m.

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.
Wednesday, December 8, 2 – 5:30 p.m.

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.
Wednesday, December 8, 2 – 5:30 p.m.

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.
Thursday, December 9, 8:30 a.m. – 12 p.m.

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.
Thursday, December 9, 8:30 a.m. – 12 p.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

Thursday, December 9, 9 – 10:00 a.m.

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.
Thursday, December 9, 9 – 10:00 a.m.

Estate Planning for Real Estate Professionals
Charles Bratton
Room 301
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.
Thursday, December 9, 9 – 11:00 a.m.

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.
Thursday, December 9, 9 – 11:00 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®.
Thursday, December 9, 10 – 11:30 a.m.

Professional Development

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.

Tuesday, December 7, 8:30 – 9:30 a.m.

Wednesday, December 8, 8:30 – 9:30 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.

Tuesday, December 7, 9 – 11:00 a.m.

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.

Tuesday, December 7, 9 – 11:00 a.m.

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.

Tuesday, December 7, 9 – 11:00 a.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.

Tuesday, December 7, 9:00 a.m. – 12:00 noon

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.

Tuesday, December 7, 2 – 5:00 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.

Tuesday, December 7, 2:30 – 4:30 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.

Tuesday, December 7, 5 – 6:00 p.m.

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.

Wednesday, December 8, 8:30 – 10:00 a.m.

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.

Wednesday, December 8, 8:30 – 10:00 a.m.

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.

Wednesday, December 8, 8:30 – 10:00 a.m.

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.

Wednesday, December 8, 8:30 a.m. – 12:00 noon

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.

Wednesday, December 8, 8:30 a.m. – 5:30 p.m.

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.

Wednesday, December 8, 9 – 10:00 a.m.

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.

Wednesday, December 8, 10:30 a.m. – 12:00 noon

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!

Wednesday, December 8, 2 – 3:00 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.

Wednesday, December 8, 2 – 5:00 p.m.

Gems & Trends: Turning Today’s Change into Tomorrow’s Dollars

Bernice Ross

Room 402

What will the next decade of 21^st 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.

Wednesday, December 8, 2 – 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.

Wednesday, December 8, 4 – 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”!

Wednesday, December 8, 4:30 – 5:30 p.m.

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.

Thursday, December 9, 9 – 10:00 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.

Thursday, December 9, 9 – 11:00 a.m.

Sales & Marketing

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.

Tuesday, December 7, 8:30 a.m. – 12:00 noon

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.

Tuesday, December 7, 8:30 a.m. – 12:00 noon

Residential to Commercial

Greg Schenk

Room 412

Tuesday, December 7, 9 – 11:00 a.m.

It’s a Price War to the Door

Jackie Leavenworth

Room 313

Tuesday, December 7, 9:00 a.m. – 12:00 noon

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.

Tuesday, December 7, 1:30 – 5:00 p.m.

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.

Tuesday, December 7, 1:30 – 5:00 p.m.

Negotiations: The Games People Play

Jackie Leavenworth

Room 313

Tuesday, December 7, 2 – 5:00 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.

Tuesday, December 7, 2:30 – 3:30 p.m.

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.

Wednesday, December 8, 8:30 a.m. – 12:00 noon

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.

Wednesday, December 8, 9 – 10:00 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.

Wednesday, December 8, 9 – 11:30 a.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.

Wednesday, December 8, 10:00 a.m. – 12:00 noon

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.

Wednesday, December 8, 10:30 a.m. – 12:00 noon

No Limits: Seven Proven Ways to Grow Your Business Now

Jared James

Room 304

Wednesday, December 8, 10:30 a.m. – 12:00 noon

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.

Wednesday, December 8, 11:00 a.m. – 12:00 noon

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.

Wednesday, December 8, 2 – 3:30 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.

Wednesday, December 8, 2:30 – 5:00 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.

Wednesday, December 8, 3:30 – 5:00 p.m.

Technology

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.

Tuesday, December 7, 8:30 a.m. – 12:00 noon

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.

Tuesday, December 7, 9 – 11:00 a.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.

Tuesday, December 7, 12:00 Noon – 1:00 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.

Tuesday, December 7, 1:15 – 2:15 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.

Tuesday, December 7, 2 – 3:00 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.

Tuesday, December 7, 2 – 4:00 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.

Tuesday, December 7, 2:30 – 4:00 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.

Tuesday, December 7, 3:30 – 4:30 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.

Tuesday, December 7, 3:45 – 4:45 p.m.

Pump Up Your Business with Real Estate Video

Brian Copeland

Room 312

Wednesday, December 8, 9 – 10:00 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.

Wednesday, December 8, 9 – 11:00 a.m.

Bullet Train Thinking: Retool, Re-engineer, Rethink the Way You Do Real Estate

Verl Workman

Room 412

Wednesday, December 8, 9 – 11:30 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!

Wednesday, December 8, 10:15 – 11:15 a.m.

The Evolution of Real Estate Marketing

Nicole Nicolay

Room 308/309

Wednesday, December 8, 10:00 a.m. – 12:00 noon

Virtual, Viral and Valuable: Marketing in a New Paradigm

Brian Copeland

Room 312

Wednesday, December 8, 11:00 a.m. – 12:00 noon

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.

Wednesday, December 8, 2:30 – 4:30 p.m.

Converting Technology into Cash

Verl Workman

Room 412

Wednesday, December 8, 2:30 – 5:00 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.

Wednesday, December 8, 3:15 – 4:14 p.m.

Facebook Means Business

Nicole Nicolay

Room 308/309

Wednesday, December 8, 3:30 – 5:00 p.m.