Session Schedule by Track
**All sessions
that have been approved for continuing education provide 3 hours of CE credit
unless otherwise
noted.**
Appraisal · Association Executives · Brokerage & Management · Commercial · Designations Legal/Tax/Environmental/Ethics · Networking Sessions · Professional Development · Rapid Fire Sessions Sales & Marketing · Technology
Appraisal
9:00 AM
- 12:00 PM
Warding off the USPAP Police
The title may be tongue and cheek, but there is genuine concern about how
appraisers can maintain compliance with the many new regulations that have
resulted in an increase in the amount of work appraisers must comply with,
affectionately known as 'scope creep' due to the increasing scope of work
issues. Scope creep carries with it more liability and appraisers must learn
to make the scope of work rule their best friend; reduce liability through
increased compliance with USPAP requirements and assignment conditions such
as UAD (Uniform Appraisal Dataset). Discussion will include common
misconceptions and pitfalls of UAD which plague the appraiser.
NJ, NY
and PA Appraisal CE available, NY and PA Real Estate CE
available Room 408/409
1:30 PM
- 4:30 PM
It Didn't Appraise - Now What?
So another deal has gone south due to an “appraisal issue”? What is a
REALTOR® to do? This course will provide a frank discussion about
current requirements for appraisal reports. Facts versus myths will be
presented on topics including how to appeal an appraisal; what an appraiser
can or cannot discuss; who can provide information to the appraiser and
staying in compliance with federal requirements.
Information will be provided regarding new standardization of
appraisals known as the Uniform Appraisal Dataset (UAD) and how it can
benefit REALTORS®. You will learn tips to critically read the
appraisal report to help defend your position.
Tips will also be provided on taboo conversations when dealing with
appraisers to ensure compliance with the Dodd Frank Financial Reform
Legislation.
NJ, NY
and PA Appraisal CE available, NY and PA Real Estate CE
available Room 302
8:30 AM
- 5:30 PM 2012-2013 USPAP
Update Jim Murrett The latest edition of USPAP will become effective
January 1, 2012 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 involve improving the
clarity, understandability and enforceability of the Ethics Rule, the
Competency Rule and Standard 3: Appraisal Review, Development and Reporting. Fee: $125;
pre-registration required 7 hours NJ, NY, PA Appraisal CE available, NJ (7 hours elective), NY (6.5 hours), PA (7 hours) Real Estate CE available
Room
320
9:00 AM - 12:00 PM
Consult Your Way to More Income Real estate is a numbers
game—and if you understand numbers and how they work, you can have a great
niche with investors. It isn’t tough to learn—download a calculator app for
your smart phone and come learn how!
NJ, NY
and PA Appraisal CE available; NJ (elective), NY and PA Real Estate CE
available
Room
302
Association Executive
Wednesday, December 7
8:30 AM
- 10:00 AM
Always Communicate Value
What constitutes value? Learn how to bring your perception of value closer
together with what your members want and need. Once you decide what is most
valuable, you can communicate it in a way that makes the invisible VISIBLE
to your member. As a result, you'll get more of your members' attention.
Learn some basic do's and don'ts by looking at actual examples of effective
communications. (For Association Executives and Staff)
Room
318
11:00 AM
- 12:00 PM
Create Your Association's Promise
In a challenging market like this one, Association Executives are looking
for ways to be significant to your members' business and show a return for
their investment. Branding helps the AE, board and staffs create a
consistent and relevant promise based on what members need and want most
from their association. A unified promise will change behavior, bring staff
and leadership closer together and help connect with members in the most
relevant way possible. We'll use examples from NAR and the for-profit world
to get you thinking about your own brand. (For Association Executives and
Staff)
Room
318
2:00 PM
- 3:00 PM
MLS Listing Syndication - Defining Standards and Making Decisions
We will explore the value exchange with online syndication (listings for
eyeballs) and then explore additional factors that impact MLS executive
decisions about syndication.
Discussion will include how sites drive traffic back to MLS and broker
websites, data accuracy, advertising on listings to competing brokers and
agents and measuring value. The difference between reporting, rating, and
enforcing when it comes to practices and standards will also be discussed. Room 401
3:00 PM
- 5:00 PM
Communicate Effectively to Your Members Agents today are rarely
in the office and usually hard to connect with.
Spam filters, caller ID and other tech tools make it harder than ever
to get the “word out” when you need to.
This class is perfect for associations or larger brokers that want to
use the power of social media to communicate with their agents.
Master sites like Facebook and LinkedIn to save yourself time and get
your message out more effectively.
Room
318
Brokerage / Management
Tuesday, December 6
9:30 AM
- 11:00 AM
Glocal Awareness: Your Local Market Went Global
With the influx of global companies and new technology coming to our region,
we must embrace and celebrate diversity to sustain and compete. Learn
critical tips and techniques about intercultural communication, business
practices, customs and behaviors.
Room
404
Street Smart Recruiting
Recruiting to a broker/manager is what prospecting is to a salesperson!
If you're not doing it diligently or correctly, you're not going to
get the results you want! If
you are running a real estate operation and looking to grow, then you must
recruit. Even if your office is
already full, you must recruit to grow.
In this very eye-opening program you will learn why recruiting is the
most important task to your bottom line and peace of mind; who exactly you
should be recruiting; why you must weed out your sales staff in order to
grow and how best to achieve all of your recruiting goals.
Get ready to double your sales staff and increase the quality of your
sales force. Room 401
11:00 AM
- 12:30 PM
A Broker's Dozen: 13 Productive
Culture Trends Are you caught in an
endless cycle of putting out fires, quelling arguments, dealing with
difficult agents, and struggling to survive financially every month? In this
session, brokers and managers will learn to increase productivity and
decrease stress. You’ll get real world answers and chances to interact with
your colleagues on everything from hiring and desk profitability to
community involvement. Room 412
1:00 PM
- 2:00 PM
Resort & Second Home Panel
Panelists:
Annie Blatz, Brett Brown, Karen A. Peebles, Gerri Rescigno, Robert ‘Wags’
Wagner
If you work in a resort or second home market, don’t miss the opportunity to
hear tips from six experienced agents…one from each of our Triple Play
states and 3 guests from other vacation spots around the country. Network,
ask questions and come away with new ideas and new friends!
Room
404
2:00 PM
- 4:00 PM
OMG! Who Did I Just Hire?
Who are the different agents and prospects brokers face each day? Is it even
possible to know or understand them all? In this session, we will explore
the different generations, communication styles and more to answer these
questions and look at the value of differentiating yourself in this market.
Room
313
2:15 PM
- 3:15 PM
Realize Your Value! Selling
Your Book of Business
This session focuses on a unique new concept developed at REAL Trends that
enables sales professionals to establish the fair market value of their
individual book of business and then later sell this as they would any other
business. We'll walk through the essential steps, which include the
importance of setting up your corporation the right way;
gaining a basic understanding of the difference between individual
and corporate tax codes and why it's important to this program; knowing how
both seller and buyer can easily and reliably analyze what the value of this
personal corporation would be in an open market,and
knowing what potential buyers value most. This course is geared
towards sales professionals but is also be valuable to broker/owners who are
looking to expand their brokerage.
REALTOR® Theater
3:30 PM
- 5:00 PM
LEAD-Leadership, Empowerment, Accountability, Development
This program covers the major types of leadership styles in real estate and
which one is most effective. Joe Meyer will demonstrate how to gradually
change/improve your leadership style through specific strategies. In
addition, the major leadership/management obstacles facing
broker/owner-managers in today's soft market and how to utilize your new
found leadership styles to get the most productivity and cooperation out of
each individual salesperson in your company will be discussed. Room 401
8:30 AM
- 9:30 AM
Listing Syndication - What is Really Happening to My Data?
This session provides the foundation for brokers, agents, and MLS or
association organizations to learn about management of listing data rights.
When listings are advertised online, many sites use the listing information
for other aspects of their business that might be unrelated to advertising
your property for sale. Websites have many different flavors of their "Terms
Of Use" and it can be tough to break down the meaning behind the "legalese"
and understand what it really means - to you and to our industry in the long
term. Find out what questions you should be asking, and what some of the
data rights buzz words we are hearing about really mean. Room 401
10:00 AM - 12:00 PM
Does Your Website Homepage Scare People? Just like the typical
consumer wants to drive by the house they inquired about, your viewers
online are just driving by when they land on your homepage First impressions
mean a lot. In this session,
you’ll see the key elements a real estate website MUST have as well as other
features that will draw visitors in.
You’ll also learn why Google and Search Engine Optimization is less
relevant today and where you need to be to connect with today’s consumer. Room 401
2:00 PM
- 3:00 PM
MLS Listing Syndication - Defining Standards and Making Decisions
We will explore the value exchange with online syndication (listings for
eyeballs) and then explore additional factors that impact MLS executive
decisions about syndication.
Discussion will include how sites drive traffic back to MLS and broker
websites, data accuracy, advertising on listings to competing brokers and
agents and measuring value. The difference between reporting, rating, and
enforcing when it comes to practices and standards will also be discussed. Room 401
2:30 PM
- 4:00 PM
Who's Driving the Bus?
Owning a company or managing an office has it’s own unique set of
opportunities and challenges.
The independent contractor mentality can sometimes take our “bus-iness” off
course. Who is on your bus? Who
should be on your bus? Who should get off of your bus?
What determines your year-end results, the agent’s goals or yours?
Learn to look ahead and create your own destiny and become the
“Rain-Maker”/coach to gain respect and purposeful results.
Room
312
2:30 PM
- 4:30 PM
Become the CEO of Your SEO With nearly 90 percent
of people starting their search for homes on the internet and more than
seventy-five percent starting their search from a search engine such as
Google, it is imperative for you to understand how these search engines
work. In this session, you’ll obtain the knowledge to effectively increase
your positioning in major search engines and make sure you are not black
listed as a result of black-hat techniques.
Room
304
3:00 PM
- 5:00 PM
The Principles of Profit: This is no Time to "Practice" Real Estate
It's become pretty obvious that the game has changed! More than ever, both
brokers and agents need to protect their bottom line. Every dollar counts in
today's world of real estate! In this solution-packed session, you'll
discover the top 4 principles of profit, including how to "cut the fat and
not the stats" by giving up "sacred cows," eliminating waste, and investing
in concepts and programs that can help you produce more profit than ever. If
you plan to emerge as one of the real estate industry's leaders who will
thrive vs. survive these challenging times, don't miss this.
It's time to put your financial future back in your control!
Room
412
9:00 AM - 12:00 PM
How Not to be a Social Media Car Wreck
Not everyone wants to be a social media guru, but there's no denying that
social media is part of our world and has become part of the mainstream. If
you're successful in the current market without social media, that's fine,
and even if you want to investigate social media, you should keep doing what
works in your business now. But everything you do online becomes part of the
permanent record, so even early mistakes can come back to haunt you later in
your career. Learn how to interact with consumers in a meaningful manner,
while in compliance with the requirements of NAR's Code of Ethics, licensing
and copyright laws. Learn to create social media policies for your team or
company, blog & comment policies to protect you online, and how to avoid
making silly mistakes just because you hadn't taken this session!
NJ Real Estate CE pending,
NY and PA Real Estate CE available
Room
402 Commerical
Wednesday, December 7
8:30 AM
- 10:00 AM
Commercial/Investment Networking Session Join fellow
practitioners from the tri-state area to share ideas, discuss market and
economic challenges and solutions and build your referral base.
Room
322
8:30 AM
- 11:30 AM
Case Studies in 1031 Exchange 1031 Exchanges involve
more than swapping properties. This session covers the ins and outs of
exchanging under IRS Code 1031, from the basics to intermediate and advanced
exchanges, and highlights all you need to know in order to get involved in
using exchanges to market properties to your clients. NJ (elective), NY and PA Real Estate CE available Room 408/409
10:30 AM
- 12:00 PM
The Distressed Market 2011 and the Year Ahead
The momentum of the commercial real estate market in these challenging times
can feel like a roller coaster as optimism and pessimism ride equally. The
goal of this seminar is to provide accurate, hands-on knowledge on the
commercial distressed marketplace; to filter out the information we read,
see or hear that might be false, and offer some key facts, figures and
impressions on what might be missing. Peter Mosca (and special guest) will
look at what happened, and didn’t happen in 2011 and what to expect in the
coming months and years ahead. Participate in this seminar by bringing your
questions.
Room
313
1:00 PM
- 2:00 PM
Generating Increased Revenue in Today's Distressed Commercial Real Estate
Market Space
Challenging economies open the door to new ways to drive revenue. Banks –
and other owners of distressed assets -- will be aggressively looking to get
their collective arms around the workload of defaulting loans. Your market
knowledge is THE tool for lending institutions and other investors facing
loan delinquencies, REOs and other distressed situations. This seminar will
offer ways to cut through the confusion and present real-life facts and case
study examples to help you get in front of the buy/sell divide, to move from
theoretical to actual asset and property values, and to get transactions
completed.
Room
313
2
Fix and Flip or Hold for Gold - Real Estate Investment Strategies
This session explores the real estate investment cycle, including selection,
acquisition, operation and sale, as compared to "fix it and flip it"
strategies. It is designed to provide information regarding the acquisition
and disposition of real estate with a special concentration on the
investment strategies of owning real estate. Upon completion, attendees will
be able to develop a business plan for any property, properly analyze the
income and profit potential of a property offering, communicate effectively
with industry professionals and clients, and prepare a management and cash
flow strategy for any income producing property. NJ (elective), NY and PA Real Estate CE available Room 403
Designations/Certifications
Monday, December 5
8:30 AM
- 5:30 PM
CRB: Technology Management:
Develop & Deploy an Effective Strategy for Your Office
Finally a course focused on the technology needs of managers, brokers and
owners! When used effectively, technology should generate sales, improve
efficiencies, reduce costs, and enhance customer service. And in order to
take full advantage of the technology available today, you must identify the
needs of your agents and your business. This 2-day course will help you
develop and implement a comprehensive technology strategy tailored to your
specific company goals and marketplace.
You’ll start by studying fundamental issues such as office
infrastructure, budgeting, investment and deployment. Then you’ll delve into
critical management issues, such as evaluating needs, organizing training
and implementing an office technology policy. Finally, you’ll develop a
system to evaluate and measure the efficiency of your plan in order to make
the best decisions based on your company’s needs.
For complete details on the CRB designation, please visit
www.crb.com
NJ (15
hours Elective), PA (15 hours) Real Estate CE available Room 421
CRS 204: Wealth Building Course
More people have become wealthy investing in real estate than many other
investments. Agents who want to learn the specific secrets to smart real
estate investments can discover them in this course. In this two-day course,
students will learn how to identify the right opportunities in a down market
or an up market, compare real estate with other investments and create
additional wealth – for themselves and their clients. This high-energy
course explores another way to generate sales that has been overlooked. And
the results can be life changing! This class is a must for any real estate
professional looking to create wealth through residential real estate
investments. For complete
details on the CRS designation, please visit www.crs.com
NJ (14 hours Elective), NY (12 hours) and PA (15 hours) Real Estate CE available
Room
305/306
ABR elective: Real Estate
Marketing Reboot
One of the reasons why you fail or only achieve modest success is your
inability to focus on the consumer’s needs and to market your services
accordingly. In the past, marketing courses have dealt with marketing the
seller’s property as opposed to marketing to the buyer. Structured to
inspire novel marketing approaches to create a personal “brand”,
this course encourages REALTORS® to look everywhere for
differentiating marketing opportunities that grab the attention of buyers.
The Real Estate Marketing Reboot Course counts as one REBAC elective
course to be applied towards the ABR Designation.
For complete details on earning the ABR designation, please visit
www.rebac.net
NJ Real Estate CE (3 hours elective) and PA Real Estate CE (7 hours) available
Room
321
e-PRO Certification Course
NAR's new e-PRO® curriculum shows you how to use the latest
social media technologies, such as Facebook and Twitter, to create an online
presence vital to reaching today’s hyper-connected consumers.
e-PRO® also teaches you how to take advantage of rich
media and e-office strategies to run your business more efficiently.
This is day one of a two-day certification program.
Day two may be taken online for an additional fee.
For complete details on earning the e-PRO certification, please visit
www.epronar.com
NJ Real
Estate CE (3 hours elective) and PA Real Estate CE (7 hours) available
Room
320
RSPS: Resort & Second-home
Markets
Successful resort and second-home specialists need to know more than just
how to sell the sizzle; they need extra expertise and knowledge. This course
first focuses on the core essentials of assisting customers and clients in
tourist-driven areas and other second-home markets, then broadens its scope
to focus on how to use community resources and tourism bureaus to your
advantage; how to be prepared to act when laws directly affecting your
business are scheduled to change; how to make the best use of your marketing
dollars and much more. For
complete details on earning the RSPS certification, please visit
www.realtor.org/resorts
NJ (7 hours elective), NY (7.5 hours) and PA (7 hours) Real Estate CE available Room 313 Legal/Tax/Environmental/Ethical
9:00 AM
- 12:00 PM
Tech Agent: Managing Your Risks & Reputation
This course focuses on using technology to manage, track and protect
consumers. By the end of the session, you will have a better understanding
of the correct and incorrect use of the REALTOR® logo and Code of
Ethics online; email best practices; correct use of social media in
business; and reputation management and monitoring tools online.
NJ
(elective), NY and PA Real Estate CE available
Room
302
Warding off the USPAP Police
The title may be tongue and cheek, but there is genuine concern about how
appraisers can maintain compliance with the many new regulations that have
resulted in an increase in the amount of work appraisers must comply with,
affectionately known as 'scope creep' due to the increasing scope of work
issues. Scope creep carries with it more liability and appraisers must learn
to make the scope of work rule their best friend; reduce liability through
increased compliance with USPAP requirements and assignment conditions such
as UAD (Uniform Appraisal Dataset). Discussion will include common
misconceptions and pitfalls of UAD which plague the appraiser.
NJ, NY
and PA Appraisal CE available, NY and PA Real Estate CE
available Room 408/409
RESPA: Is There Any Such Thing
as a Free Lunch?
Reduce your liability by understanding RESPA and how it affects the real
estate industry. RESPA violations are on the upswing and a need to
understand the underlying causes, intervention opportunities and associated
liability risk has never been greater. Explore Section 8 scenarios regarding
kickbacks and the exchange of items of value; find out what is reasonable,
what constitutes a violation, and how violations are penalized.
NJ
(core), NY and PA Real Estate CE available
Room
402
Fair Housing : REALTORS®
& Residents
This session will focus on some of the recent developments with the Federal
Fair Housing Act, the Americans with Disabilities Act, and other relevant
laws and cases to explore some of the issues that real estate agents will
need to be prepared to confront. Federal laws and some of the cases that
have made headlines will also be explored. NJ (core), NY and PA Real Estate CE available
*Course also satisfies the NYS requirement for Fair Housing training Room 312
Ethical Behavior in a Wired World This 3-hour course is designed for real estate
agents, which will incorporate changes to the NAR Code of Ethics, especially
Articles 12 and 15. We will review general guidelines concerning
advertising, including Internet sources such as Facebook, Twitter, LinkedIn,
etc. NJ (core, ethics), NY and PA Real Estate CE available Room 403
1:30 PM
- 4:30 PM
Minimize Taxes, Maximize Wealth:
Understanding Tax Deferral Strategies
Don't let the word "tax" scare you! Many investors focus on the returns
achieved from their real estate investments while paying little attention to
how taxes can affect their profitability when those investments are sold.
This course will provide an overview of several important strategies used to
minimize, defer or forgive the gain tax which may be due upon the sale of
real estate, as well as the methods used to compute a capital gain tax and
depreciation recapture. Understanding taxes is one of the key methods to
maximizing the profitability of real estate transactions. Using a mixture of
examples, anecdotes, and humor Todd Pajonas will talk about the following
topics: understanding gains, losses and depreciation, IRC 121 primary
residence exclusion, IRC 1033 condemnation exchanges, IRC 1031 exchanges,
understanding installment sales, structured installment sales, deferred
sales trusts, cost segregation, self-directed IRAs, and replacement property
strategies.
NJ
(elective), NY and PA Real Estate CE available Room 408/409
It Didn't Appraise - Now What?
So another deal has gone south due to an “appraisal issue”? What is a
REALTOR® to do? This course will provide a frank discussion about
current requirements for appraisal reports. Facts versus myths will be
presented on topics including how to appeal an appraisal; what an appraiser
can or cannot discuss; who can provide information to the appraiser and
staying in compliance with federal requirements.
Information will be provided regarding new standardization of
appraisals known as the Uniform Appraisal Dataset (UAD) and how it can
benefit REALTORS®. You will learn tips to critically read the
appraisal report to help defend your position.
Tips will also be provided on taboo conversations when dealing with
appraisers to ensure compliance with the Dodd Frank Financial Reform
Legislation.
NJ, NY
and PA Appraisal CE available, NY and PA Real Estate CE
available Room 302
New Financing Realities for a New Market
Conditions have altered our business practices. Knowing and showing what is
new and different will empower you with clients and having a clear direction
and workable dialogue will be critical. There is a fine line between a buyer
who can buy and one who can't. As a real estate agent you are often a
consumer's first point of contact and his or her trusted guide through all
phases of a real estate transaction including financing options. Now more
than ever it's important to uphold this trust by understanding recent
changes and how credit scores impact a buyer's purchasing power. From the
legislative to the procedural, get up-to-the-minute updates on news
affecting FHA, VA, HUD, RESPA, and conventional financing!
NJ
(elective), NY and PA Real Estate CE available
Room
402
Short Sales: The Big Foreclosure Secret
In this session, Philip Tesoriero discusses the entire default real estate
process, making detailed stops at pre-foreclosures, short sales, REO's,
government compliance, and working within the bank's guidelines. From the
beginner who wants to get started in default real estate, to the seasoned
professional looking for new insight, this is a must attend session. NJ (elective), NY and PA Real Estate CE available
Room
403
8:30 AM
- 11:30 AM
11 Ways to Lose Your License
While a creative agent can find more than 11 ways to get in serious trouble,
this course looks at some of the most frequent violations of the laws that
regulate the real estate industry.
Avoiding the unauthorized practice of law when guiding a client
through a complicated transaction, indentifying risk management techniques
to decrease potential conflicts of interest and a review of how social media
and changing markets are changing the way licensees practice are a few of
the topics to look forward to.
NJ
(core), NY and PA Real Estate CE available
Room
302
Tax Strategies for Real Estate Professionals - Part I
In Part I of this two-part session,
tax expert Sandy Botkin will teach REALTORS® deduction and
documentation requirements for real estate transactions, rollover rules, and
tax-free exchanges; deductions for entertaining clients and business gifts;
and deduction rules for “on-the-road” business travel expenses.
NJ
(elective),
NY and PA Real Estate CE available Room 411
Case Studies in 1031 Exchange 1031 Exchanges involve
more than swapping properties. This session covers the ins and outs of
exchanging under IRS Code 1031, from the basics to intermediate and advanced
exchanges, and highlights all you need to know in order to get involved in
using exchanges to market properties to your clients. NJ (elective), NY and PA Real Estate CE available Room 408/409
Priority Pricing: Are Your
Properties Positioned to Sell?
It's a competitive real estate market out there! Are the properties you list
positioned to sell? Will they be one of the first out of the gate, prepared
to compete, and headed for the finish line . . . or are they destined to
take a few laps around the track? Priority pricing can make the difference!
If your area's market values are feeling the impact of short sale listings,
REO inventory or just a LOT of competition for the same buyer, make sure to
join us! We'll discuss pricing methods that can help you show your sellers
how to be first on a buyer's list instead of last!
NJ
(elective), NY and PA Real Estate CE available
Room
402
The ABCs of SOPs: Are You in
Compliance?
This program is designed to qualify for the NAR Quadrennial COE training and
will specifically emphasize:
some of the Standards of Practice that agents are confused about; some of
the Standards of Practice that agents don't seem to know about at all
(including the newer ones) and Pathways to Professionalism
NJ
(core, ethics), NY and PA Real Estate CE available
Room
403
Top Legal Issues Facing Real Estate Agents
Real estate agents are faced with legal and liability issues on a regular
basis in the normal course of business. This course will discuss the major
trends in real estate law suits, the importance of providing services within
the agent's expertise, the importance of disclosures, the federal
regulations an agent should be aware of, legal tax issues and the
maintenance of proper records. Special attention will be given to knowing
the difference between latent and patent defects in properties and the legal
liability that each presents. You will recognize the importance of making
proper documentation of transactions, as well as realize important legal tax
issues you should have knowledge of.
You will be familiar with
liability issues that must be addressed to provide the best professional
service while reducing legal risk to yourself and your real estate company.
NJ
(core), NY and PA Real Estate CE available Room 303
8:30 AM
- 5:30 PM 2012-2013 USPAP
Update Jim Murrett The latest edition of USPAP will become effective
January 1, 2012 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 involve improving the
clarity, understandability and enforceability of the Ethics Rule, the
Competency Rule and Standard 3: Appraisal Review, Development and Reporting. Fee: $125;
pre-registration required 7 hours NJ, NY, PA Appraisal CE available, NJ (7 hours elective), NY (6.5 hours), PA (7 hours) Real Estate CE available
Room
320
2:00 PM
- 5:00 PM
New Normal = New Skills
Whatever happened to the good old days of easy sales and easy listings? Have
you had a buyer that looked great, except they got turned down for their
loan? Does it ever seem like you priced a property right, and it still just
sat there? The new normal requires new skills—come to this quick paced class
and pick some up!
NJ (2 hours elective), NY and PA Real Estate CE available
Room
302
Tax Strategies for Real Estate Professionals - Part II
Part II continues as tax expert Sandy Botkin teaches REALTORS®
the tax rules for hiring relatives in their business; review of IRA, 401k,
and SEP plans; proper documentation rules for deducting business automobile
expenses; and IRS regulations for home office deductions and universal
exclusion rules.
NJ
(elective),
NY and PA Real Estate CE available Room 411
Fix and Flip or Hold for Gold - Real Estate Investment Strategies
This session explores the real estate investment cycle, including selection,
acquisition, operation and sale, as compared to "fix it and flip it"
strategies. It is designed to provide information regarding the acquisition
and disposition of real estate with a special concentration on the
investment strategies of owning real estate. Upon completion, attendees will
be able to develop a business plan for any property, properly analyze the
income and profit potential of a property offering, communicate effectively
with industry professionals and clients, and prepare a management and cash
flow strategy for any income producing property. NJ (elective), NY and PA Real Estate CE available Room 403
Short Sales: The Big Foreclosure Secret
In this session, Philip Tesoriero discusses the entire default real estate
process, making detailed stops at pre-foreclosures, short sales, REO's,
government compliance, and working within the bank's guidelines. From the
beginner who wants to get started in default real estate, to the seasoned
professional looking for new insight, this is a must attend session.
NJ
(elective),
NY and PA Real Estate CE available
Room
402
The Reverse for Purchase Mortgage
Did you know there's a reverse mortgage available to buy a home and actually
have its mortgage reversed at closing? Add value to the consumer and raise
the bar on your professionalism by learning the fundamentals of the HECM
Reverse for Purchase Mortgage as well as the HECM in general: qualifying,
closing costs, advantages and disadvantages.
NJ
(elective), NY and PA Real Estate CE available Room 408/409
8:00 AM
- 9:00 AM
Coffee with the NJREC Join representatives of the New Jersey Real Estate Commission for coffee and an informative discussion on up to the minute rules and regulations affecting the real estate industy in New Jersey.
Room
322
9:00 AM
- 10:30 AM
NJAR Legal Update
Join NJAR® general counsel for an update on New Jersey legal
issues followed by a brief question and answer session.
Room
312
PAR Legal Update
Join PAR general counsel for an update on Pennsylvania legal issues followed
by a brief question and answer session.
Room
313
9:00 AM - 12:00 PM
Consult Your Way to More Income Real estate is a numbers
game—and if you understand numbers and how they work, you can have a great
niche with investors. It isn’t tough to learn—download a calculator app for
your smart phone and come learn how!
NJ, NY
and PA Appraisal CE available; NJ (elective), NY and PA Real Estate CE
available
Room
302
Misrepresentation: What it is and What it Leads To
One of the most misunderstood topics by companies and agents is what to
disclose and when. By looking at some figurative cases, this seminar will
involve the agents in answering those very questions. What is a material
fact and is it always something physical? What are we expected to know that
we don't know, and what if we don't know what we don't know? What is the
role of the seller's property disclosure statement? Does it protect the
agent and company? Does the duty of disclosure go beyond what the law
requires? What is consumer fraud and how does it apply to disclosure and
representations? These topics and more are covered in this informative
seminar.
NJ
(core), NY and PA Real Estate CE available
Room
303
How Not to be a Social Media Car Wreck
Not everyone wants to be a social media guru, but there's no denying that
social media is part of our world and has become part of the mainstream. If
you're successful in the current market without social media, that's fine,
and even if you want to investigate social media, you should keep doing what
works in your business now. But everything you do online becomes part of the
permanent record, so even early mistakes can come back to haunt you later in
your career. Learn how to interact with consumers in a meaningful manner,
while in compliance with the requirements of NAR's Code of Ethics, licensing
and copyright laws. Learn to create social media policies for your team or
company, blog & comment policies to protect you online, and how to avoid
making silly mistakes just because you hadn't taken this session!
NJ
Real Estate CE pending, NY and PA Real Estate CE available
Room
402
Letting Go: Counseling Boomers on Winding Down Their Real Estate Portfolio
Your clients have accumulated wealth over many years of buying, renovating,
managing, and financing real estate. They are now approaching retirement,
and look to you for a new solution: how to dispose of their real estate
without giving up their wealth to taxes. This session will cover
state-of-the-art tactics for unwinding a real estate portfolio, whether a
personal residence, second home, investment property or business. Most
REALTORS® have a passing knowledge of the 1031 Tax-Deferred
Exchange; few know about exchanging vacation homes, converting their equity
into safe, guaranteed lifetime income, or using their real estate to create
a benevolent transfer of wealth.
NJ Real
Estate CE pending, NY and PA Real Estate CE available
Room
403
10:00 AM
- 10:50 AM
NAR Legal Update
Join National Association of REALTORS® general counsel for an
update on key legal issues affecting all REALTORS®.
Room
411
11:00 AM
- 11:50 AM
Does Your Online Reputation = Your Offline Reputation? The explosion of online
resources and the expanding reach of search engines have brought a new era
of transparency to real estate. This revolution has put the power to enhance
or diminish your reputation in the hands of the consumer. In this valuable
session, you’ll learn the sites that are rating you, what they're saying and
how you can take steps to protect your online reputation. Powerful
strategies to market yourself better with SEO and how to generate more
listings and sales in today's highly connected world will also be discussed.
REALTOR® Theater
Networking SessionsTuesday, December 6
11:30 AM
- 12:30 PM
International/Resort Networking Session
Join fellow practitioners from the tri-state area to share ideas, discuss
market and economic challenges and solutions and build your referral base.
Room
322
Wednesday, December 7
8:30 AM
- 10:00 AM
Commercial/Investment Networking Session Join fellow
practitioners from the tri-state area to share ideas, discuss market and
economic challenges and solutions and build your referral base.
Room
322
Professional Development
9:00 AM
- 10:30 AM
An Agent's Dirty Dozen of Do Nots Imagine life as an agent
where the failure landmines had already been scouted, freeing you to focus
on real estate. You immediately avoid 12 “Do Nots” saving you time, energy,
exasperation and possibly your career. In this session, you’ll identify the
top mistakes agents make and learn how to avoid them. This session will make
a difference in your life and jump start your career. Room 412
9:00 AM
- 12:00 PM
Things Just Don't Gotta Get Better - You Do Memorize dialog, pull out the flipchart, pitch the feature benefit close - close! OH, STOP IT! Today's evolved consumer is beyond sales pitches, hard closes, and 'Mad Men' manipulative techniques of the past. Come Laugh and Learn revealing facts on the evolution of the real estate industry. Validate that no one wants to be sold. EGO marketing is OUT. Why we must STOP the sales game. Secrets the consumer survey reveals 'they want'. Take home easy to implement real estate advisor strategies that will positively impact your productivity. Watch a sneak peek video: http://www.rossispeaks.com/archives/9233
NY and PA Real Estate CE available
Room
303
Ethical Behavior in a Wired World This 3-hour course is designed for real estate
agents, which will incorporate changes to the NAR Code of Ethics, especially
Articles 12 and 15. We will review general guidelines concerning
advertising, including Internet sources such as Facebook, Twitter, LinkedIn,
etc. NJ (core, ethics), NY and PA Real Estate CE available Room 403
9:30 AM
- 11:00 AM
Eight Doors to Success
Come learn 8 powerful secrets of success as the doors are opened to methods
of health, wealth and prosperity. You will learn how to capture clients; how
to find and work with buyers & sellers; how to convert FSBO & expired
listings; how to retain clients for life and most importantly… how to be
happy. You’ll leave this session with a new outlook on your business and
your life’s purpose.
Room
301
Glocal Awareness: Your Local Market Went Global
With the influx of global companies and new technology coming to our region,
we must embrace and celebrate diversity to sustain and compete. Learn
critical tips and techniques about intercultural communication, business
practices, customs and behaviors.
Room
404
10:00 AM
- 11:00 AM
Speeding Up and Simplifying the Short Sale Process In this session you'll learn about Fannie Mae's Short Sale Assistance Desk - what it is, how it works and how it benefits real estate professionals throughout the country. Room 315
10:00 AM
- 12:00 PM
The Power of Vertical Markets
Every Fortune 500 company identifies the markets where they can succeed.
They focus their efforts on markets where their products, services and
expertise equate to more market share. REALTORS® can learn from
this approach. You will identify the right vertical markets for you and how
to grow your business.
Room
313
10:30 AM
- 12:00 PM
Creating Powerful Pricing Presentations with RPR®
The REALTORS® Property Resource (RPR®) is an NAR initiative providing
advanced technology for creating property pricing presentations, research,
and analytics. RPR® includes robust, high value, property and market
specific data, offering REALTOR® members an actual competitive advantage in
this challenging real estate climate. The RPR® system provides valuable
customized reports, analytics, statisitcs and is included with your REALTOR®
membership dues! In this session you will learn how to log into the RPR®
system, setup your profile, research and create customized property and
market activity reports. Room 318
1:00 PM
- 2:00 PM
Next Generation Marketing Using Video
Over 2 billion videos are watched on You Tube every day! If you aren't
currently using video to market your properties, you're missing out on a
huge opportunity to drive traffic. Attend this session and learn
step-by-step how to develop a video marketing strategy and find out why
video is critically important to SEO.
REALTOR® Theater
1:30 PM
- 3:00 PM
Resort & Second Home Panel
Panelists:
Annie Blatz, Brett Brown, Karen A. Peebles, Gerri Rescigno, Robert ‘Wags’
Wagner
If you work in a resort or second home market, don’t miss the opportunity to
hear tips from six experienced agents…one from each of our Triple Play
states and 3 guests from other vacation spots around the country. Network,
ask questions and come away with new ideas and new friends!
Room
404
1:30 PM
- 4:30 PM
The Power of Non-Selling
Hate prospecting, glad handing, and dialog? Well, so does everyone else! Put
the 'real' back in real estate - that's you. Discover what trial lawyers,
labor negotiators, and applied learning specialists have kept secret for
years that will catapult your career to new heights. Smartphones welcome.
Come and experience surround sound learning!
Room
303
Minding the Gap: Apply Generational Concepts & Get Results
In Europe, stepping on to a subway is preceded by a recorded warning 'mind
the gap'. Now more than ever, real estate licensees are working with a
generationally diverse group of consumers. Learn how to use generational
concepts to develop targeted FSBO/expired prospecting campaigns while making
YOU the information resource when it comes to real estate. In this session,
you'll design your approach to the different generations and discover a
personal procedural audit process that will keep you on track. Targeting
your communication to the needs of different generations will help create
powerful, meaningful connections with the consumer and will build your
referral base.
PA Real Estate CE available Room 412
2:30
- 4:00 PM
Creating Powerful Pricing Presentations with RPR®
The REALTORS® Property Resource (RPR®) is an NAR initiative providing
advanced technology for creating property pricing presentations, research,
and analytics. RPR® includes robust, high value, property and market
specific data, offering REALTOR® members an actual competitive advantage in
this challenging real estate climate. The RPR® system provides valuable
customized reports, analytics, statisitcs and is included with your REALTOR®
membership dues! In this session you will learn how to log into the RPR®
system, setup your profile, research and create customized property and
market activity reports. Room 318
3:30 PM
- 5:00 PM
Mojo to Go
This is a highly motivational, inspirational and educational session focused
on building from within so as not to go without.
Using surprising statistics from the NAR 2010 Profile of Home Buyers
& Sellers along with excerpts from NAR Code of Ethics, you'll have tools to
grow your business in this ever changing market. You'll leave this session
with a renewed energy and excitement about your
role as a REALTOR® and with ideas how to work smarter not
harder, make money and have fun!
Room
301
Agent Success Panel Learn the secrets of
success from a panel of REALTORS® from NJ, NY and PA. How do they
effectively budget, prospect, stay motivated and maintain a healthy balance
of business and family life?
What technology works best? How
do they keep learning and growing?
What about marketing tips and techniques in the current market?
What advice would they offer to new agents?
Join us to celebrate the success of the pros and pick up some tips of
your own!
Room
404
10:00 AM
- 11:00 AM
A Solution for Housing Our Workforce REALTORS® have the opportunity to not only address local workforce housing issues, but also to unlock a new market for their business. In this one-hour presentation, an expert panel will give an overview of employer-assisted housing programs, and discuss REALTOR® involvement among the variety of partners that can participate in implementing an EAH benefit or program.
Room 315
12:15 PM
- 1:45 PM
Keynote Presentation: The Future of Real Estate in America as We Know It
Today, Bill Rancic is building business, seizing opportunities and sharing
his views on how to succeed in business and in life. In his compelling
keynote speech, The Future of Real Estate in America as We Know It, he will
share how agility is the key to surviving in these uncertain times in the
real estate market. Through
stories and personal experiences, Rancic will explain why brokers and agents
need to think like entrepreneurs today more than ever. An estimated 27.6
million viewers tuned in to watch Donald Trump say, "You're hired!" to Bill
Rancic on NBC's hit reality show, The Apprentice. A true entrepreneur, he
started his own business to put himself through school. At the age of 23, he
founded the internet-based company, Cigars Around the World, in a 400 sq.
ft. studio apartment. Today, it is a thriving multi-million dollar national
operation. Rancic is also a New York Times best selling-author of two books
on business and appears regularly as a financial expert on numerous
television shows. He makes frequent appearances on The Apprentic, produces
and stars in the A&E hit series We Mean Business, Style Network's reality
series Giuliana and Bill and is the executive producer of Repo Man. He also
makes regular appearances on Today, The Tonight Show, The View, and various
CNBC programs to talk to viewers about business and entrepreneurship. A
former real estate developer for the Trump Corporation, he is an avid
business speaker on leadership and entrepreneurship who uses his savvy to
help struggling entrepreneurs succeed.
Hall A
2:00 PM
- 4:00 PM
Photos are the First Showing
One of the major changes in the real estate market is the knowledge that
approximately 90% of buyers are seeing properties online before ever
contacting a real estate agent. Photography is an absolute must-learn skill
for all real estate agents listing property. With the internet, visual
examples provide the explanation to the written lines of marketing. A great
photo will tell the story of the property much better than a limited amount
of typed characters (a picture is worth a thousand words). As buyers
determine what properties they will contact an agent to see, they will be
looking for certain pictures that show a home meets their specific needs.
This session will demonstrate the seven key principles in great real estate
photos, will identify the six photos that must be in every listing and show
examples of the differences in great photos and poorly composed photos. Room 303
3:15 PM
- 4:15 PM
Creating Career Karma Consider this definition
of a strong brand: Any person, place, or product for which people believe
there is no substitute. Attend this session to learn a new way to use your
strengths to connect with more customers. This session is all about Brand
YOU.
REALTOR® Theater
8:30 AM
- 10:00 AM
Staging Your Listings to Sell Quicker
This session will feature ideas on staging bank-owned properties,
short-sales, and for the traditional seller, applying techniques for staging
vacant properties as well as lived in homes. Identify how to stage the
outside and the inside of the house and how to do it correctly.
You'll see statistical data and cost comparisons that you can
immediately apply to your business that prove staging works.
Room
404
9:00 AM
- 9:50 AM
20 Must-have Mobile Tools
Smart phones have become the tool of the trade that no real estate
professional can live without and mobile phone app technology has advanced
further and faster than we ever thought possible. Does your mobile device
have the necessary tools to bring your business to the next level? Learn 20
mobile must-haves in a show-and-tell format that will help improve and
streamline your business and allow you to connect to today's mobile
consumer.
REALTOR® Theater
10:30 AM
- 12:00 PM
Staging Key Market Niches Successfully
This session features tips on how to apply home staging to senior,
distressed, eco-friendly and traditional homes.
Learn how to stage your
listings so that they sell quicker and for more money. See over 125 slides
staging 50 different room examples to learn how to stage your listings the
right way. Room 404
Rapid Fire Sessions
Tuesday, December 6
1:00 PM
- 2:00 PM
Next Generation Marketing Using Video
Over 2 billion videos are watched on You Tube every day! If you aren't
currently using video to market your properties, you're missing out on a
huge opportunity to drive traffic. Attend this session and learn
step-by-step how to develop a video marketing strategy and find out why
video is critically important to SEO.
REALTOR® Theater
2:15 PM
- 3:15 PM
Realize Your Value! Selling
Your Book of Business
This session focuses on a unique new concept developed at REAL Trends that
enables sales professionals to establish the fair market value of their
individual book of business and then later sell this as they would any other
business. We'll walk through the essential steps, which include the
importance of setting up your corporation the right way;
gaining a basic understanding of the difference between individual
and corporate tax codes and why it's important to this program; knowing how
both seller and buyer can easily and reliably analyze what the value of this
personal corporation would be in an open market,and
knowing what potential buyers value most. This course is geared
towards sales professionals but is also be valuable to broker/owners who are
looking to expand their brokerage.
REALTOR® Theater
3:30 PM
- 4:30 PM
Your 2012 Technology To-Do List
This technology overview will not only dive into “what’s new” but also give
an overview of “what’s important” heading into 2012.
Learn new tips and tricks that if added to your “to-do “ list will
help you maximize efficiency, market effectively and sell more productively.
REALTOR® Theater
4:45 PM
- 5:45 PM
Mergers, Acquisitions & Strategic Ventures
Despite the tough market conditions, there will always be mergers &
acquisitions activity and many firms are especially interested now in
knowing how to value a firm, how to set up negotiations, and how to
establish appropriate purchase structures. Many are viewing today's market
as the prime time to aggressively grow through M&A. This session will review
financial measurements, issues, negotiating strategies, and both what to do
and what not to do.
REALTOR® Theater
9:15 AM
- 10:15 AM
Beyond New York In this session, you’ll learn what translates when doing business outside the city and what doesn't. Citing specific examples from working with developers beyond New York - including current, ongoing projects in New Jersey, as well as past experience in Philadelphia - you'll get an inside look at how New York tactics can be applied.
REALTOR® Theater
10:30 AM
- 11:30 AM
Resurgence of New Developments in a Recovering Market
In this session, you'll learn what critical steps you need to take as a
marketer to succeed in sales in today's rebounding, but always
unpredictable, marketplace. You'll hear what tools are available to keep
ahead of the market (not just keep pace), go beyond traditional tactics and
take advantage of a wide variety of resources such as: online marketing and
publicity; working closely with banks and appraisers; taking advantage of
decreased inventory; marketing in a non-traditional sales season; managing
financing hurdles and alternative financing programs, such as FHA.
REALTOR® Theater
2:00 PM
- 3:00 PM
I Don't Give a Twit - Social Media Risk Management
Are you in danger of being dooced?
90% of homebuyers used the internet in their home search, making the
internet and social media an important part of your real estate practice.
It is important to understand how the entities regulating the real
estate industry view social media.
This course examines potential violations of rules regulating
advertising, RESPA, the Fair Housing Act, Intellectual Property and
Anti-Trust, providing real estate practitioners with the tools necessary to
create and implement risk reduction techniques in their practice.
REALTOR® Theater
3:15 PM
- 4:15 PM
Creating Career Karma Consider this definition
of a strong brand: Any person, place, or product for which people believe
there is no substitute. Attend this session to learn a new way to use your
strengths to connect with more customers. This session is all about Brand
YOU.
REALTOR® Theater
4:30 PM
- 5:30 PM
Social Media Reboot
Internet technology expert Bennie Henderson will demonstrate how to avoid
social media overload. Start fresh with a whole new outlook on your social
media marketing plan. Social Media Reboot will show you how to create your
sphere of influence and become a social media master using today's most
effective social networking tools. This session will help you feel more
confident as you walk away with better knowledge on how to engage your
prospects through the use of popular social media applications such as
Facebook, Twitter and YouTube.
REALTOR® Theater
9:00 AM
- 9:50 AM
20 Must-have Mobile Tools
Smart phones have become the tool of the trade that no real estate
professional can live without and mobile phone app technology has advanced
further and faster than we ever thought possible. Does your mobile device
have the necessary tools to bring your business to the next level? Learn 20
mobile must-haves in a show-and-tell format that will help improve and
streamline your business and allow you to connect to today's mobile
consumer.
REALTOR® Theater
10:00 AM
- 10:50 AM
Google-tastic Goodness
There are a plethora of amazing tools coming from the engineers at Google,
all designed to help you be more productive and work more effectively.
Learn which ones are best for REALTORS® and which ones can
help you replace tools that may currently be costing you big money.
REALTOR® Theater
11:00 AM
- 11:50 AM
Does Your Online Reputation = Your Offline Reputation? The explosion of online
resources and the expanding reach of search engines have brought a new era
of transparency to real estate. This revolution has put the power to enhance
or diminish your reputation in the hands of the consumer. In this valuable
session, you’ll learn the sites that are rating you, what they're saying and
how you can take steps to protect your online reputation. Powerful
strategies to market yourself better with SEO and how to generate more
listings and sales in today's highly connected world will also be discussed.
REALTOR® Theater Sales & Marketing
9:00 AM
- 12:00 PM
Things Just Don't Gotta Get Better - You Do Memorize dialog, pull out the flipchart, pitch the feature benefit close - close! OH, STOP IT! Today's evolved consumer is beyond sales pitches, hard closes, and 'Mad Men' manipulative techniques of the past. Come Laugh and Learn revealing facts on the evolution of the real estate industry. Validate that no one wants to be sold. EGO marketing is OUT. Why we must STOP the sales game. Secrets the consumer survey reveals 'they want'. Take home easy to implement real estate advisor strategies that will positively impact your productivity. Watch a sneak peek video: http://www.rossispeaks.com/archives/9233
NY and PA Real Estate CE available
Room
303
9:30 AM
- 11:30 AM
Click. Think. Sell. Walking into a check-in
saying a price reduction must happen due to no contracts can sometimes leave
sellers feeling like you are taking money out of their bottom line.
Imagine a system for statistics that not only garners your price
goals, but gives the seller the confidence to continue a list agreement and
refer you in the future. In this session, you’ll discover that all your web
work and money isn’t in vain when it translates into an easier life and more
money.
Room
308/309
10:00 AM
- 11:30 AM
Real Estate Road Warrior
Do you feel like your car is your office? If so, this class is for you!
Learn how to utilize mobile office tools and accessories to facilitate
smooth transactions, market yourself and stay in touch with your clients.
Agents will walk away with a clear idea on how to structure their business
from using virtual assistants to over 25 mobile applications that are free
or nearly free to use in their business, saving them money and time and
making the transaction easier and less complicated for the clients.
Room
411
1:00 PM
- 2:00 PM
Next Generation Marketing Using Video
Over 2 billion videos are watched on You Tube every day! If you aren't
currently using video to market your properties, you're missing out on a
huge opportunity to drive traffic. Attend this session and learn
step-by-step how to develop a video marketing strategy and find out why
video is critically important to SEO.
REALTOR® Theater
1:30 PM
- 3:00 PM
Dialogues for Dollars - Real Talk Real Money In this session, you’ll
gain a better understanding of the way sellers, buyers, FSBOs and expireds
think. You’ll also learn successful
dialogues that will boost your productivity by helping you to convert every
call and email into an appointment.
Room
301
Owning Your Online Brand: Digital Reputation Management
Bringing it all together in the digital realm is a tough proposition for
some. With the sea of reviews and reputation management platforms in the
online world, agents must take control and manage their online brand now
more than ever. This course covers everything from handling your Google
presence to Yelp, foursquare and MerchantCircle.
Room
308/309
1:30 PM
- 4:30 PM
The Power of Non-Selling
Hate prospecting, glad handing, and dialog? Well, so does everyone else! Put
the 'real' back in real estate - that's you. Discover what trial lawyers,
labor negotiators, and applied learning specialists have kept secret for
years that will catapult your career to new heights. Smartphones welcome.
Come and experience surround sound learning!
Room
303
Short Sales: The Big Foreclosure Secret
In this session, Philip Tesoriero discusses the entire default real estate
process, making detailed stops at pre-foreclosures, short sales, REO's,
government compliance, and working within the bank's guidelines. From the
beginner who wants to get started in default real estate, to the seasoned
professional looking for new insight, this is a must attend session.
NJ
(elective),
NY and PA Real Estate CE available
Room
403
2:00 PM
- 3:30 PM
Marketing Mojo
What has social media, SEO and internet marketing done to traditional real
estate marketing? A lot! Walk away with an easy- to-implement plan to
attract new clients by combining what you already know with the new rules of
marketing. Agents will learn what internet marketing really means. We'll
cover everything from creating a unique brand clients will gravitate to, a
social media strategy, to the importance of PR in their marketing plan, and
where/how to get free PR online.
Room
411
3:30 PM
- 5:00 PM
Agent Success Panel Learn the secrets of
success from a panel of REALTORS® from NJ, NY and PA. How do they
effectively budget, prospect, stay motivated and maintain a healthy balance
of business and family life?
What technology works best? How
do they keep learning and growing?
What about marketing tips and techniques in the current market?
What advice would they offer to new agents?
Join us to celebrate the success of the pros and pick up some tips of
your own!
Room
404
8:30 AM
- 10:00 AM
Selling with Style - DISCovering Your Client's Needs
Real estate is a business of contacts and relationships.
DISC is one of the oldest and most used tools for profiling human
behavior. There are 4 basic styles of behavior that, when observed, act as
indicators and predictors of a person’s response in specific situations. By
learning this system, we, as REALTORS®, can customize our
marketing, presentations, communications and negotiations to meet the
comfort zone of the customers and clients whom we serve.
Learning your style and the style of your clients allows for
“conscious communication” which leads to success for all parties.
Room
312
9:15 AM
- 10:15 AM
Beyond New York In this session, you’ll learn what translates when doing business outside the city and what doesn't. Citing specific examples from working with developers beyond New York - including current, ongoing projects in New Jersey, as well as past experience in Philadelphia - you'll get an inside look at how New York tactics can be applied.
REALTOR® Theater
9:30 AM - 11:00 AM
Marrying TECHnology & TECHniques to Produce More Transactions
OK…so you have the laptop, a smart phone, you use social media sites and you
have a dynamic web site. So why
aren’t you producing more? In this session you will learn how to use your
technology as more powerful “sales” tools rather than just technology tools.
Also, you will learn what technology traps many brokers and salespeople fall
into and how to get out of them (such as converting buyer emails to
appointments). The only tech tool you will need to bring to this seminar is
the greatest software program you have-your brain! Fun, strategies and
powerful messages for all.
Room
404
Getting Your Short Sale Proposal to the Front of the Line
In this presentation, we will discuss various negotiation strategies that
are proven to increase the positive outcome of a short sale. These simple
(but not widely used) strategies have been used by Philip Tesoriero in his
business in negotiating his own short sales. Agents will leave this session
empowered to negotiate shorts sales on their own without having to depend on
3rd parties. This will, in turn, increase their income and make them a
greater resource for their clients.
Room
412
10:30 AM
- 11:30 AM
Resurgence of New Developments in a Recovering Market
In this session, you'll learn what critical steps you need to take as a
marketer to succeed in sales in today's rebounding, but always
unpredictable, marketplace. You'll hear what tools are available to keep
ahead of the market (not just keep pace), go beyond traditional tactics and
take advantage of a wide variety of resources such as: online marketing and
publicity; working closely with banks and appraisers; taking advantage of
decreased inventory; marketing in a non-traditional sales season; managing
financing hurdles and alternative financing programs, such as FHA.
REALTOR® Theater
10:30 AM
- 12:00 PM
Listings by the Dozen: Control the Process, Control the Inventory
“Saleable” listings are the name of the game-a store without inventory must
rely on others to be successful.
We need to take charge of our own business and our markets.
Learn to create a “quota” mentality
toward listings, target your sources of income and then target your
marketing toward those sources.
Learn unique strategies to give you the competitive edge when prospecting
for listings and during presentations.
If you want to double your income, double your inventory of
“saleable” listings.
Room
312
2:30 PM
- 4:00 PM
Soft Market Strategies for Persuasively Overcoming Objectives
Forget about what some of the so-called experts are saying - we will be in a
soft market for a while longer. However, you can take advantage of it before
the pendulum swings back again to a seller’s market. These next couple of
years provide opportunities that may very well be the best you will ever see
in your lifetime to enjoy successes and wealth. Discover the difference
between the many who are struggling and those who are enjoying the best
years ever in their real estate careers. This seminar will be full of
surprises, great strategies and powerful messages for all. So, come learn,
laugh, and feel great about YOUR future in real estate.
Room
404
8:30 AM
- 10:00 AM
Staging Your Listings to Sell Quicker
This session will feature ideas on staging bank-owned properties,
short-sales, and for the traditional seller, applying techniques for staging
vacant properties as well as lived in homes. Identify how to stage the
outside and the inside of the house and how to do it correctly.
You'll see statistical data and cost comparisons that you can
immediately apply to your business that prove staging works.
Room
404
10:30 AM
- 12:00 PM
Staging Key Market Niches Successfully
This session features tips on how to apply home staging to senior,
distressed, eco-friendly and traditional homes.
Learn how to stage your
listings so that they sell quicker and for more money. See over 125 slides
staging 50 different room examples to learn how to stage your listings the
right way. Room 404
11:00 AM
- 11:50 AM
Does Your Online Reputation = Your Offline Reputation?
It's been said that talk is cheap and that's just not true in the people
business of real estate. This session will show you how to turn words into
money through effective communication and the use of powerful dialogues.
Good dialogue can increase the chances of converting phone call and email
leads into appointments and enables good negotiations providing a higher
level of service to the client. Learn through examples of how tonality,
diplomacy and script are all critical ingredients when building trusted
relationships and leave the session armed with proven dialogues that will
enhance your business and increase your income.
REALTOR® Theater
Technology
9:00 AM
- 12:00 PM
Tech Agent: Managing Your Risks & Reputation
This course focuses on using technology to manage, track and protect
consumers. By the end of the session, you will have a better understanding
of the correct and incorrect use of the REALTOR® logo and Code of
Ethics online; email best practices; correct use of social media in
business; and reputation management and monitoring tools online.
NJ
(elective), NY and PA Real Estate CE available
Room
302
9:30 AM
- 11:00 AM
The Google Universe
Here’s your chance to learn how to use the free Google apps to make your
smartphone, iPad or tablet into your complete mobile office. In The Google
Universe workshop you will learn how to use Gmail as never before, to
customize the way people can call you, and manage your calendars and
documents all from “the cloud”! Marketing your listing photos and videos
will never be easier or more effective once you’ve attended this session.
All updated material. This is one session not to be missed.
Room
304
Click. Think. Sell. Walking into a check-in
saying a price reduction must happen due to no contracts can sometimes leave
sellers feeling like you are taking money out of their bottom line.
Imagine a system for statistics that not only garners your price
goals, but gives the seller the confidence to continue a list agreement and
refer you in the future. In this session, you’ll discover that all your web
work and money isn’t in vain when it translates into an easier life and more
money.
Room
308/309
1:00 PM
- 2:00 PM
Next Generation Marketing Using Video
Over 2 billion videos are watched on You Tube every day! If you aren't
currently using video to market your properties, you're missing out on a
huge opportunity to drive traffic. Attend this session and learn
step-by-step how to develop a video marketing strategy and find out why
video is critically important to SEO.
REALTOR® Theater
1:30 PM
- 3:00 PM
To the Cloud - Using Cloud Computing to Manage Your Business
Imagine . . . local applications on your computer will become passé;
computers will become just gateways to the cloud where the work is done. The
browser will be all the software that you will need. Come learn about cloud
computing as a way to simplify your communications with clients and your
office. We will learn how to bring the power of cloud computing into your
every day real estate business.
Room
304
Owning Your Online Brand: Digital Reputation Management
Bringing it all together in the digital realm is a tough proposition for
some. With the sea of reviews and reputation management platforms in the
online world, agents must take control and manage their online brand now
more than ever. This course covers everything from handling your Google
presence to Yelp, foursquare and MerchantCircle.
Room
308/309
3:30 PM
- 4:30 PM
Your 2012 Technology To-Do List
This technology overview will not only dive into “what’s new” but also give
an overview of “what’s important” heading into 2012.
Learn new tips and tricks that if added to your “to-do “ list will
help you maximize efficiency, market effectively and sell more productively.
REALTOR® Theater
3:30 PM
- 5:00 PM
Tablets and Smartphones: The
Only Tools You'll Need to Carry
Mobile technology devices have evolved to the point that now a REALTOR®
can make a productive day with only two devices: a smartphone and a
touchscreen tablet. Powerful yet inexpensive, smartphones and tablets give
the mobile agent a full arsenal of communication, productivity and marketing
tools from email and video conferencing to recording virtual tours in HD.
When connected to their cloud-based contact management tools, photos and
documents, the REALTOR® has everything necessary to list, sell
and close the deal. This session discusses the two technologies, how they
work together (or should not in some cases), and how to choose the right
suite of apps to make the devices provide everything the agent needs- except
the smile.
Room
304
8:30 AM
- 9:30 AM
Listing Syndication - What is Really Happening to My Data?
This session provides the foundation for brokers, agents, and MLS or
association organizations to learn about management of listing data rights.
When listings are advertised online, many sites use the listing information
for other aspects of their business that might be unrelated to advertising
your property for sale. Websites have many different flavors of their "Terms
Of Use" and it can be tough to break down the meaning behind the "legalese"
and understand what it really means - to you and to our industry in the long
term. Find out what questions you should be asking, and what some of the
data rights buzz words we are hearing about really mean. Room 401
9:30 AM - 11:00 AM
Marrying TECHnology & TECHniques to Produce More Transactions
OK…so you have the laptop, a smart phone, you use social media sites and you
have a dynamic web site. So why
aren’t you producing more? In this session you will learn how to use your
technology as more powerful “sales” tools rather than just technology tools.
Also, you will learn what technology traps many brokers and salespeople fall
into and how to get out of them (such as converting buyer emails to
appointments). The only tech tool you will need to bring to this seminar is
the greatest software program you have-your brain! Fun, strategies and
powerful messages for all.
Room
404
10:00 AM - 12:00 PM
Does Your Website Homepage Scare People? Just like the typical
consumer wants to drive by the house they inquired about, your viewers
online are just driving by when they land on your homepage First impressions
mean a lot. In this session,
you’ll see the key elements a real estate website MUST have as well as other
features that will draw visitors in.
You’ll also learn why Google and Search Engine Optimization is less
relevant today and where you need to be to connect with today’s consumer. Room 401
10:30 AM
- 12:00 PM
Why Mobile: From Apps to Maps
Mobile technology is the fastest growing segment of consumer electronics. In
2012 smartphone's, IPad's and other tablet devices will be introduced into
the consumer market at an extraordinary pace with sales of mobile devices
predicted to increase by 24.5 percent. Today's REALTORS® need to
know how to provide their content and marketing to these devices in a cost
effective manner.
Room
304
2:00 PM
- 3:00 PM
I Don't Give a Twit - Social Media Risk Management
Are you in danger of being dooced?
90% of homebuyers used the internet in their home search, making the
internet and social media an important part of your real estate practice.
It is important to understand how the entities regulating the real
estate industry view social media.
This course examines potential violations of rules regulating
advertising, RESPA, the Fair Housing Act, Intellectual Property and
Anti-Trust, providing real estate practitioners with the tools necessary to
create and implement risk reduction techniques in their practice.
REALTOR® Theater
2:00 PM
- 4:00 PM
Photos are the First Showing
One of the major changes in the real estate market is the knowledge that
approximately 90% of buyers are seeing properties online before ever
contacting a real estate agent. Photography is an absolute must-learn skill
for all real estate agents listing property. With the internet, visual
examples provide the explanation to the written lines of marketing. A great
photo will tell the story of the property much better than a limited amount
of typed characters (a picture is worth a thousand words). As buyers
determine what properties they will contact an agent to see, they will be
looking for certain pictures that show a home meets their specific needs.
This session will demonstrate the seven key principles in great real estate
photos, will identify the six photos that must be in every listing and show
examples of the differences in great photos and poorly composed photos. Room 303
2:30 PM
- 4:30 PM
Become the CEO of Your SEO With nearly 90 percent
of people starting their search for homes on the internet and more than
seventy-five percent starting their search from a search engine such as
Google, it is imperative for you to understand how these search engines
work. In this session, you’ll obtain the knowledge to effectively increase
your positioning in major search engines and make sure you are not black
listed as a result of black-hat techniques.
Room
304
4:30 PM
- 5:30 PM
Social Media Reboot
Internet technology expert Bennie Henderson will demonstrate how to avoid
social media overload. Start fresh with a whole new outlook on your social
media marketing plan. Social Media Reboot will show you how to create your
sphere of influence and become a social media master using today's most
effective social networking tools. This session will help you feel more
confident as you walk away with better knowledge on how to engage your
prospects through the use of popular social media applications such as
Facebook, Twitter and YouTube.
REALTOR® Theater
9:00 AM
- 9:50 AM
20 Must-have Mobile Tools
Smart phones have become the tool of the trade that no real estate
professional can live without and mobile phone app technology has advanced
further and faster than we ever thought possible. Does your mobile device
have the necessary tools to bring your business to the next level? Learn 20
mobile must-haves in a show-and-tell format that will help improve and
streamline your business and allow you to connect to today's mobile
consumer.
REALTOR® Theater
9:00 AM - 12:00 PM
How Not to be a Social Media Car Wreck
Not everyone wants to be a social media guru, but there's no denying that
social media is part of our world and has become part of the mainstream. If
you're successful in the current market without social media, that's fine,
and even if you want to investigate social media, you should keep doing what
works in your business now. But everything you do online becomes part of the
permanent record, so even early mistakes can come back to haunt you later in
your career. Learn how to interact with consumers in a meaningful manner,
while in compliance with the requirements of NAR's Code of Ethics, licensing
and copyright laws. Learn to create social media policies for your team or
company, blog & comment policies to protect you online, and how to avoid
making silly mistakes just because you hadn't taken this session!
NJ
Real Estate CE pending, NY and PA Real Estate CE available
Room
402
10:00 AM
- 10:50 AM
Google-tastic Goodness
There are a plethora of amazing tools coming from the engineers at Google,
all designed to help you be more productive and work more effectively.
Learn which ones are best for REALTORS® and which ones can
help you replace tools that may currently be costing you big money.
REALTOR® Theater
11:00 AM
- 11:50 AM
Does Your Online Reputation = Your Offline Reputation? The explosion of online
resources and the expanding reach of search engines have brought a new era
of transparency to real estate. This revolution has put the power to enhance
or diminish your reputation in the hands of the consumer. In this valuable
session, you’ll learn the sites that are rating you, what they're saying and
how you can take steps to protect your online reputation. Powerful
strategies to market yourself better with SEO and how to generate more
listings and sales in today's highly connected world will also be discussed.
REALTOR® Theater
|