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Appraisal
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Association Executives
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Brokerage & Management
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Commercial
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Legal Click here for the printer friendly version. PPlease consider the environment before printing. Featured Sessions As an added benefit of attending Triple Play, real estate and/or appraisal CE credit is available for some convention sessions. Please see the course descriptions for each session to determine CE credit availability. To earn CE credit, you must complete separate registration forms for the convention and the individual CE programs you wish to attend. CE credit is not included in the convention registration fee. Please see the CE Registration Form on pages 18-19 for details. Note: CE credit is included at no additional charge for all pre-paid designation courses where applicable. Please see course descriptions for details. For your convenience, session descriptions are listed by track (Appraisal, Association Executive, Brokerage/Management, Commercial,Legal/Tax/Environmental/Ethics, Professional Development, Sales/Marketing and Technology). Sessions are also rated by level of experience to help you select the programs best suited to your needs. To assure your access to a seat, plan to arrive early for any session that carries CE credit. Those who do not pre-register for CE sessions may be closed out. If you have not pre-registered and wish to attend a CE session, go to the session to assure adequate seating, then visit the CE Booth in the Convention Registration area immediately following the session to pay for the credit. Foreclosures and Fraud and Their Effect on Neighborhoods RATING: ALL LEVELS Attend this session to learn about the effects rising foreclosure rates have on your neighborhood. Learn about your professional role in identifying signs of mortgage fraud and predatory lending and find out about the changes being proposed in the lending industry. Discover how to assist in selling a foreclosed property and how to turn a foreclosure into a listing. NJ, NY and PA appraisal CE; NY and PA real estate CE available Tuesday, December 9 1:30 – 5 pm 2008 USPAP Update RATING: ALL LEVELS The 2008 USPAP course will be significantly different from updates you may have taken in the past. The new program covers the changes since 2006 in addition to the most commonly misunderstood areas. Real world scenarios are utilized to help you interpret and apply USPAP to situations you’ll encounter in your business. Pre-registration and additional fee required. NJ, NY and PA appraisal CE; NY and PA real estate CE available Wednesday, December 10 8:30 am – 12 pm and continuing 2 – 5:30 pm Flips, Frauds and Foreclosures RATING: ALL LEVELS Learn the many ways consumers and real estate professionals are drawn into illegal schemes. Learn how to protect yourself as an agent or appraiser from taking part in a fraudulent transaction. The boom years of the real estate industry brought some very unscrupulous people into the lending industry; the market correction is causing high foreclosure rates in many markets. Learn how to survive and thrive legally. NJ, NY and PA appraisal CE; NY and PA real estate CE available Thursday, December 11 8:30 am – 12 pm Circumstances Rule Men; Men Don’t Rule Circumstances RATING: ALL LEVELS Get out of the cockpit and Into the cabin. Inside the cockpit, you are on auto pilot. Performing the same things, making the same exact decisions time after time. It's enclosed. Shut off from the outside world. In this presentation 1000Watt Consulting will usher you into the cabin of new thinking. It's where your customer resides. And where new ideas are flourishing and old ideas have withered away. Learn how brands like Apple, Jet Blue, W Hotels and HGTV are building products and offering services that create unconditional love from their their customers. Discover how you can too. Bring a flight bag. You'll need them to store all the takeaways. Tuesday, December 9 10 am – 12 pm Economic/Real Estate Trends Update RATING: ALL LEVELS Join National Association of REALTORS® Managing Director of Real Estate Research for an update on the economic and real estate trends affecting REALTORS®. Wednesday, December 10 9 – 10 am
Governance
Leadership Teams That Execute Well - Knowledge Based Strategies for Success Surround Sound, Part 1: Community Outreach RATING: ADVANCED Just like at the movies, the Surround Sound strategy is coming at consumers from all sides of the theatre. By dovetailing with NAR’s Public Awareness Campaign, the Surround Sound initiative helps to surround consumers with messages about the opportunities currently available to them in today’s housing markets. The messages are backed by statistics and solid logic to make a very plausible case for buying a home now. This session will focus on community outreach and will include information on understanding the tactics, engaging community networks, conducting a local event and the power of word-of-mouth. Wednesday, December 10 10 am – 12 pm Surround Sound, Part 2: Media Training RATING: ADVANCED The second part of Surround Sound training will focus on media relations. Topics covered will include: messaging and talking points; interview preparation and developing your own messages; giving the interview; and reaching out to local media. The Surround Sound Toolkit will be available to all participants. Wednesday, December 10 2 - 4 pm NAR Legal Update Ralph Holmen, Esq. RATING: ALL LEVELS Join National Association of REALTORS® general counsel for an update on key legal issues affecting all REALTORS®. Thursday, December 11 9:30 – 11 am Understanding Appraisal Issues for Agents & Brokers RATING: ALL LEVELS This session will assist you in understanding the recently updated minimum property requirements and repair issues for FHA, VA and conventional Fannie Mae appraisals. You will learn what issues to look for in your listings to plan for a smoother transaction and closing including appraisal requirements to help you match your listing with the appropriate loan type. The special requirements for and differences in manufactured and modular homes will also be covered. NY and PA real estate CE available Tuesday, December 9 8:30 am – 12 pm Circumstances Rule Men; Men Don’t Rule Circumstances RATING: ALL LEVELS Get out of the cockpit and Into the cabin. Inside the cockpit, you are on auto pilot. Performing the same things, making the same exact decisions time after time. It's enclosed. Shut off from the outside world. In this presentation 1000Watt Consulting will usher you into the cabin of new thinking. It's where your customer resides. And where new ideas are flourishing and old ideas have withered away. Learn how brands like Apple, Jet Blue, W Hotels and HGTV are building products and offering services that create unconditional love from their their customers. Discover how you can too. Bring a flight bag. You'll need them to store all the takeaways. Tuesday, December 9 10 am – 12 pm No Nonsense Brokerage Management RATING: INTERMEDIATE This comprehensive course delves into marketing, management liability, standards of practice and an honorable exit for the non-producer. Learn up-to-the-minute brokerage management options and techniques to encourage the creation and continuation of a profitable brokerage. Budgeting, technology, consideration of colleagues and a wise use of human resources create an environment that encourages productivity. Tuesday, December 9 2 – 4 pm Five Principles for a Powerful Office RATING: INTERMEDIATE This session is loaded with tips and techniques you can use immediately in your business to effectively recruit, train and motivate your agents. Tuesday, December 9 3 – 4:30 pm Economic/Real Estate Trends Update Paul Bishop, PhD RATING: ALL LEVELS Join National Association of REALTORS® Managing Director of Real Estate Research for an update on the economic and real estate trends affecting REALTORS®. Wednesday, December 10 9– 10 am Five Ways to Increase Profitability in Your Real Estate
Office RATING: INTERMEDIATE This session provides the latest techniques, information and systems to help your bottom line soar. You’ll see how to use fees to enhance agent accountability and ensure agent compliance. Other topics include: recruiting both new and experienced associates for maximum profit; ancillary businesses - the new kinds and how to assess them; analyzing and controlling expenses; and how to increase agent productivity. Wednesday, December 10 9 – 11:30 am Designing Agent Compensation Alternatives to Manage
Profitability RATING: INTERMEDIATE In this session you will learn a powerful approach to compensating sales agents that accelerates revenue, motivates your sales force and builds long-term, sustainable profit. Learn about a timetested approach to sales force compensation that has been proven to align vision, value and profitability. Wednesday, December 10 10 am – 12 pm Managing Your Sales Agents’ Accountability RATING: INTERMEDIATE This session presents a system to help you ensure agent accountability and consistent production levels. It addresses frustrating agent obstacles with information on how to: motivate and retain your associates; use healthy competition; implement mentoring formats that take the pressure off you; enhance company marketing materials; develop and structure your accountability system; make your sales force responsible for their performance; recognize and reward; and much more. Wednesday, December 10 2:30 – 5 pm The Seven Secrets of Running Powerful Sales Meetings RATING: ALL LEVELS In this session, you’ll learn how to keep your agents focused, energized and productive. Discover the seven basic principles that will help you create and present sales meetings that agents won’t want to miss. Training, recognition and current news components which are critical in this environment will be covered. You’ll also see how to employ powerful presentation skills to help elevate your credibility as a leader. Wednesday, December 10 3 – 5 pm Creating a Total System of Office Profitability RATING: INTERMEDIATE TO ADVANCED This session shows how the elements of agent performance, advanced training, individual coaching, technology use, promotion/marketing concepts, recruiting, sales meetings, time management, staff meetings, production tracking, associate business planning, office business structure, and niche marketing dominance all equate to office profitability. This presentation has the goal of bringing you more profit, market share, control and influence. Are you ready for the challenge? Thursday, December 11 9 - 11 am Commercial Marketing Session This dealmaking session provides you the opportunity to market and generate transaction offers on your commercial investment property listings and match available properties with your clients’ needs, including cash buyers and those looking to sell or exchange. In addition to the potential of generating transactions, you’ll have the chance to network with commercial investment brokerage attendees from different geographic areas. Bring sufficient copies of a one-page executive summary describing your property (including financial data) to share with interested participants. This session usually sells out and seating is limited so register early to secure your seat. Pre-registration and additional fee required. Wednesday, December 10 9 am – 4 pm The New Jersey Tank Removal Program – Use it to Boost
Your Business RATING: ALL LEVELS This seminar will prepare you to take advantage of the New Jersey Tank Removal Program and make your oilheat listings even more appealing. We’ll walk you through the process, discuss the program qualifications and give you marketing support to communicate to your clients. When you attend, you’ll receive free marketing tools that will improve your listing ability, improve your oilheat open houses, and position you as the REALTOR® with the expertise-all the details you’ll need to become a pro at accessing the NJ Tank Grant Program for your clients. Wednesday, December 10 2:30-3:30pm Crossing State Lines and Keeping it Legal Roseann Farrow, ABR, CRB, CRS, GRI, RSPS, SRES and Melanie McLane, ABR, GRI, CRS, CRB, RAA, SRES, OA, e-PRO RATING: ALL LEVELS Whether licensed in New York, Pennsylvania, and/or New Jersey, this session will provide a quick, in-depth overview of the laws, regulations and practices of NY and PA. You’ll learn the necessary “how-tos” for listing and selling real estate in both states. Facilitated by two experts in their own states, you’ll gain an understanding of what practices are the same, similar or completely different. NY and PA real estate CE available Tuesday, December 9, 8:30 am – 12 pm; repeated Wednesday, December 10 8:30 am – 12 pm Understanding Appraisal Issues for Agents & Brokers RATING: ALL LEVELS This session will assist you in understanding the recently updated minimum property requirements and repair issues for FHA, VA and conventional Fannie Mae appraisals. You will learn what issues to look for in your listings to plan for a smoother transaction and closing including appraisal requirements to help you match your listing with the appropriate loan type. The special requirements for and differences in manufactured and modular homes will also be covered. NY and PA real estate CE available PA appraisal CE; NY and PA real estate CE available Tuesday, December 9 8:30 am – 12 pm How to Become an Expert Witness RATING: ADVANCED This session will answer the most important questions about becoming an expert witness including: what the requirements are, getting known, getting chosen, the work involved, the fees paid to you, the upsides and downsides, the hot seat during a deposition and a court appearance with a jury. Also discussed will be the time commitment, the interference with your profession, some advice to someone thinking about expert witnessing, and the changes in you as a result of being an expert witness. Tuesday, December 9 1:30 – 2:30 pm; repeated 3 – 4 pm Foreclosures and Fraud and the Effect on Neighborhoods RATING: ALL LEVELS Attend this session to learn about the effects rising foreclosure rates have on your neighborhood. Learn about your professional role in identifying signs of mortgage fraud and predatory lending and find out about the changes being proposed in the lending industry. Discover how to assist in selling a foreclosed property and how to turn a foreclosure into a listing. NJ, NY and PA appraisal CE; NY and PA real estate CE available Tuesday, December 9 1:30 – 5 pm Attack the Market - With Finance! RATING: ALL LEVELS Attend this session and increase your sales immediately. Learn to make more money working fewer hours with a new approach to real estate finance. Learn what to say so prospects get a mortgage commitment before you spend time working with them. Recent finance industry developments will be discussed. You’ll also learn how to assess prospects’ motivation and ensure your near-term success with advice that makes you invaluable! NY and PA real estate CE available Wednesday, December 10 8:30 am – 12 pm Wealth-Building Tax Secrets for Real Estate RATING: INTERMEDIATE This program is designed to show you how to counsel potential property buyers/owners on the financial and economic impact of ownership. You’ll also learn how to advise your clients on maintaining records for tax purposes related to homeownership. The tax basis of a home and how it is affected by gifts, purchases and inheritance will be covered as well. Finally, the tax implications of home improvements, real estate tax, mortgage interest, investment property and property disposition will be discussed in detail. NY and PA real estate CE available Wednesday, December 10 8:30 am – 12 pm; repeated 2 – 5:30 pm Working Together: IRS Resources for Real Estate and Small
Business Owners RATING: ALL LEVELS In this discussion of hot tax topics relating to real estate and small business owners, participants will discover how to use small business forums, tax centers, free phone forums and free products and services available to the real estate community from the Internal Revenue Service. Wednesday, December 10, 9 – 10 am; repeated 10:30 – 11:30 am It’s Not Easy Being Green…Or is it? Mark Given RATING: ALL LEVELS In this informative session, you’ll learn how you can play an effective role in assisting buyer and seller clients in “thinking green." Learn five things you can do to make a difference, how to educate consumers on ways they can change their habits to reduce waste and environmental damage and what impact current trends have on the real estate industry. Wednesday, December 10 10 am – 12 pm Attack the Market - With Your Eyes Open! RATING: ALL LEVELS Are you under surveillance by sellers as you show buyers a property? What if the buyers take your pricing recommendation and you’re wrong? What should you disclose about a property’s condition – even if not on a sellers’ disclosure? What’s critical about writing/presenting an offer? What are the top reasons buyers and sellers are upset enough to sue us? When are they winning? In this session, you’ll learn to serve your clients effectively and aggressively, using smart risk reduction practices that will satisfy them and keep you out of trouble. NY and PA real estate CE available Wednesday, December 10 2 – 5:30 pm Ethics in Real Estate Roseann Farrow, ABR, CRB, CRS, GRI, RSPS, SRES RATING: ALL LEVELS This session fulfills the National Association of REALTORS® quadrennial ethics training which is required by December 31, 2008 in order to maintain REALTOR® membership. The program emphasizes the “Pathways to Professionalism,” some of the Standards of Practice that agents are confused about, and some of the Standards of Practice that many agents don’t seem to know about at all. NY and PA real estate CE available Wednesday, December 10 2 – 5:30 pm; repeated Thursday, December 11 8:30 am – 12 pm Ride the Green Wave: What is the High Performance Home? RATING: ALL LEVELS Attend this program and discover why green has become a very hot subject with today’s new home and resale clients. You’ll learn how today’s homes are designed with systems that work together for energy efficiency, health, comfort and safety. In this session, you’ll gain an understanding of the systems of the high performance home by comparing them to the systems of the human body; examine green organization checklist items; and identify best ways to make resale homes “greener.” NY and PA real estate CE available Wednesday, December 10, 2 – 5:30 pm; repeated Thursday, December 11 8:30 am – 12 pm Stay Out of Jail and Succeed in Real Estate Dwayne Carte, ABR, AHWD, RSPS, SRES, TRC RATING: ALL LEVELS This session provides guidance on an array of topics that real estate professionals often find themselves in trouble for, from agency and fair housing to an introduction to RESPA and Restina Laws. You’ll be introduced to identity theft issues and laws concerning business practices as well as an overview of Do-Not-Call and CAN-SPAM laws. Attend this session and learn how to avoid risk and succeed in your business. NY and PA real estate CE available Wednesday, December 10 2 – 5:30 pm New Jersey Legal Update RATING: ALL LEVELS Join NJAR general counsel for an update on legal issues impacting real estate professionals in New Jersey and you’ll have the opportunity to get your questions answered. National Association of REALTORS® counsel will give a national legal issues update immediately following this session. Thursday, December 11 8:30 – 9:30 am New York Legal Update Michael T. Wallender, Esq. RATING: ALL LEVELS Join NYSAR legal counsel for an update on legal issues impacting real estate professionals in New York and you’ll have the opportunity to get your questions answered. National Association of REALTORS® counsel will give a national legal issues update immediately following this session. Thursday, December 11 8:30 – 9:30 am Pennsylvania Legal Update James L. Goldsmith, Esq. RATING: ALL LEVELS Join PAR general counsel for an update on legal issues impacting real estate professionals in Pennsylvania and you’ll have the opportunity to get your questions answered. National Association of REALTORS® counsel will give a national legal issues update immediately following this session. Thursday, December 11 8:30 – 9:30 am Don’t Gamble with Fair Housing Laws RATING: ALL LEVELS Learn to avoid discrimination in the selling, leasing, managing, marketing and advertising of properties by recognizing the classes protected through the Federal Fair Housing Act. In this session, you will discover: the history and intent of the provisions of various fair housing laws; identify reasonable accommodations and modifications; review real world situations; and identify problems in actual cases. Attend and learn how to protect yourself with organized procedures to assure compliance. NY and PA real estate CE available Thursday, December 11 8:30 am – 12 pm Flips, Frauds and Foreclosures RATING: ALL LEVELS Learn the many ways consumers and real estate professionals are drawn into illegal schemes. Learn how to protect yourself as an agent or appraiser from taking part in a fraudulent transaction. The boom years of the real estate industry brought some very unscrupulous people into the lending industry; the market correction is causing high foreclosure rates in many markets. Learn how to survive and thrive legally. NJ, NY and PA appraisal CE; NY and PA real estate CE available Thursday, December 11 8:30 am – 12 pm Home from Work - An Employer-Assisted Housing Benefit RATING: ALL LEVELS This session is part of the National Association of REALTORS® (NAR) “Home from Work” campaign, an outreach and education effort to increase homeownership opportunities for workforce families by encouraging employers to offer housing benefits to employees. Attend this program and learn about the various workforce housing programs designed to make homeownership a reality for more Americans. NY and PA real estate CE available Thursday, December 11 8:30 am – 12 pm Raising Your Environmental IQ RATING: ALL LEVELS This seminar presents environmental countermeasures that can keep one’s real estate career from becoming toxic. Examine and troubleshoot what a sales professional should worry about when it comes to the environment. Learn why lead, mold, asbestos, underground storage tanks and electromagnetic fields are not the only things that cause worry when selling a property. This course addresses current environmental concerns, addresses future concerns, and offers potential solutions. NY and PA real estate CE available Thursday, December 11 8:30 am – 12 pm NAR Legal Update Ralph Holmen, Esq. Join National Association of REALTORS® general counsel for an update on key legal issues affecting all REALTORS®. Thursday, December 11 9:30 – 11 am Survival of the Prepared: Adapting to Changing Markets RATING: ALL LEVELS Real estate agents and brokers who understand the nature of their market and how to adapt their business practices to better serve their clients are the ones who will survive. In this session, you’ll learn to characterize the nature of your local market and to recognize market change indicators; then identify practices that will prove invaluable in your market, guaranteeing your success into the future. NY and PA real estate CE available Tuesday, December 9 8:30 am – 12 pm Stay on Top Tomorrow with Today’s Top Trends RATING: ALL LEVELS From blogging to Zillow, today’s rapidly changing real estate environment continues to challenge both agents and brokers alike. In this session you’ll learn what changes you should implement; how your advertising dollars are best spent; and how economic, demographic, and digital trends will influence your future business. Find out how to develop a strategy to select a unique combination of innovations best suited to your personal business model. Tuesday, December 9 9 – 11 am Circumstances Rule Men; Men Don’t Rule Circumstances RATING: ALL LEVELS IGet out of the cockpit and Into the cabin. Inside the cockpit, you are on auto pilot. Performing the same things, making the same exact decisions time after time. It's enclosed. Shut off from the outside world. In this presentation 1000Watt Consulting will usher you into the cabin of new thinking. It's where your customer resides. And where new ideas are flourishing and old ideas have withered away. Learn how brands like Apple, Jet Blue, W Hotels and HGTV are building products and offering services that create unconditional love from their their customers. Discover how you can too. Bring a flight bag. You'll need them to store all the takeaways. Tuesday, December 9 10 am – 12 pm Extraordinary Success with Buyers in a Challenging Market RATING: ALL LEVELS This presentation is designed to show you how to raise buyer-client satisfaction, confidence, and results, providing you with more committed, loyal clients that become continuous sources of referral business. You’ll discover how to be more motivated and skilled at every stage of your work with buyers, leading a more enjoyable and rewarding experience for all. PA real estate CE available Tuesday, December 9 1:30 – 5 pm Rehabbing RATING: ALL LEVELS In this session you’ll learn: how to evaluate a house in disrepair and calculate a total repair cost in just 15 minutes; how to interview and pre-screen contractors so you never get burned; how to limit your liability when working with contractors; how to control your rehab costs so you never go over budget; and where to find the best deals on construction materials. Attend this session and discover how to rehab homes so they sell before you finish hammering the last nail. NY and PA real estate CE available Tuesday, December 9 1:30 – 5 pm Getting a Derailed Sales Career Back on Track RATING: ALL LEVELS We can’t control the world’s economy or the real estate market in our own backyard, but we can control how we react to, and attack the market we are in, the actions we take and the attitude we have. If you want to take control of your own destiny and take the necessary steps to get your real estate career back on track, this session is for you. In this session, you’ll discover how to fight off negativity and create a positive future in real estate. Tuesday, December 9 2 – 4 pm Why Didn’t You Just Text Me? RATING: ALL LEVELS The age of our clients influences how we communicate with them, creating a real challenge for REALTORS® at a median age of 52 working with first time homebuyers at a median age of 32. In this session, you’ll learn: how to improve your communication skills with an understanding of technological tools and generational differences; strategies to be more effective with all clients – regardless of their age; how to implement the latest technology into your business including syndication strategies, blogging, and social networking; and how to convert more web leads by responding faster to website inquiries. Tuesday, December 9 2:30 – 5 pm International Real Estate: A Primer Debbie Long, CRS, GRI, DREI, EdD RATING: BEGINNER With the U.S. dollar at a low and home values sagging, it's never been a better time for foreigners to invest in U.S. real estate or for brokers to learn how to network with their international counterparts. In this session, you’ll learn about: the factors influencing international buyers to invest in U.S. real estate and those which influence Americans to buy overseas; U.S. restrictions on foreign investment as well as restrictions on U.S. citizens buying overseas; issues regarding culture, documentation, and financing that affect foreign borrowers; appropriate business behavior; and resources for developing an international brokerage. NY and PA real estate CE available Wednesday, December 10 8:30 am – 12 pm Mind Your Own Business RATING: ENTRY-LEVEL TO INTERMEDIATE Many real estate professionals get into real estate believing business will simply flow their way, with finances of little concern. This session is designed to prepare the real estate professional for the financial roller coaster of a real estate business and a changing market. You’ll also get the tools you’ll need to “mind your own business.” Wednesday, December 10 8:30 am – 12 pm Short Sales, the Big Foreclosure Secret RATING: ALL LEVELS This program covers the many considerations necessary to successfully negotiate and close a short sale with a variety of lending institutions. Current market conditions and the effect they have on the professionals who work this demographic will be discussed. General legal issues, many of which even experienced individuals have not considered, will be covered, helping prepare you to bring a short sale to close. NY and PA real estate CE available Wednesday, December 10 8:30 am – 12 pm Economic/Real Estate Trends Update RATING: ALL LEVELS Join National Association of REALTORS® Managing Director of Real Estate Research for an update on the economic and real estate trends affecting REALTORS®. Wednesday, December 10 9 – 10 am Effective Negotiating: The Way to Advance Your Success RATING: ALL LEVELS Want to grow your business and make more money? Your income is directly related to your ability to negotiate, yet, very few agents have ever completed a formal negotiation class. Now is the time to become skillful at controlling the physical environment, recognizing human behavior patterns, and negotiating to the seven basic human needs. You’ll be amazed to see how your negotiating abilities will be strengthened! Wednesday, December 10 9 – 11 am Why Be Normal? RATING: ALL LEVELS The difference between good and great often lies in subtle unconscious things we do to sabotage ourselves. Many times awareness is curative. In this high-energy, informational, motivational session, you’ll learn the simple things you must do today to become who you know you can be. Discover why you should never let perfect get in the way of better. Expect to laugh, expect to ponder and expect to be moved! Wednesday, December 10 10 am – 12 pm Surround Sound, Part 1: Community Outreach RATING: ADVANCED Just like at the movies, the Surround Sound strategy is coming at consumers from all sides of the theatre. By dovetailing with NAR’s Public Awareness Campaign, the Surround Sound initiative helps to surround consumers with messages about the opportunities currently available to them in today’s housing markets. The messages are backed by statistics and solid logic to make a very plausible case for buying a home now. This session will focus on community outreach and will include information on understanding the tactics, engaging community networks, conducting a local event and the power of word-of-mouth. Wednesday, December 10 10 am – 12 pm Surround Sound, Part 2: Media Training RATING: ADVANCED The second part of Surround Sound training will focus on media relations. Topics covered will include: messaging and talking points; interview preparation and developing your own messages; giving the interview; and reaching out to local media. The Surround Sound Toolkit will be available to all participants. Wednesday, December 10 2 – 4 pm Creative Strategies for a Slow Market: Helping Consumers Achieve Their Investment Goals Debbie Long, CRS, GRI, DREI, EdD RATING: ALL LEVELS Attend this session and learn to apply creative strategies that will help consumers in a slow or slowing market. Seller/owner financing, using the time value of money, discounting mortgages, buyer financing techniques, appropriate pricing techniques, including seller-paid buyer incentives and broker incentives, will all be covered in this lively program. NY and PA real estate CE available Wednesday, December 10 2 – 5:30 pm Seven Secrets to Getting Started in the REO Market RATING: INTERMEDIATE A real estate owned (REO) property is a property that reverts back to the lender after an unsuccessful foreclosure auction. In this session, you’ll learn how to get started in the REO business and how to get your name in front of the banks and asset managers who might hire you to sell their properties. Wednesday, December 10 2:30 – 4:30 pm Conducting Successful Homebuyer Seminars Randy Templeman, ABR, CRB, CRS, GRI, PMN, SRES, AHWD, e-PRO RATING: ALL LEVELS Conducting successful homebuyer seminars can be an effective tool to attract buyers and to provide value-added services to consumers in an increasingly competitive and challenging marketplace. Examine the 7 Rs of why to hold seminars and the 7 Ps of how to hold seminars. Discover the top 10 mistakes to avoid and what topics to cover. Learn how to implement step-by- step strategies to design and deliver effective seminars. Wednesday, December 10 2:30 – 5 pm Nine Things I Wish I’d Known Before I Earned My Real Estate
License RATING: ENTRY-LEVEL TO INTERMEDIATE Competition continues to rage among the newest agents and it’s not likely to get easier any time in the near future. In this session, you’ll learn what it takes to not only survive, but thrive. In this fun but practical session, you’ll discover the basics for creating success including more than 35 business-exploding ideas that the best in the country are already using. Wednesday, December 10 3 – 5 pm Home From Work - An Employer- Assisted Housing Benefit RATING: ALL LEVELS This session is part of the National Association of REALTORS® (NAR) “Home from Work” campaign, an outreach and education effort to increase homeownership opportunities for workforce families by encouraging employers to offer housing benefits to employees. Attend this program and learn about the various workforce housing programs designed to make homeownership a reality for more Americans. NY and PA real estate CE available Thursday, December 11 8:30 am - 12 pm Mega Agent Survivor 2009: How to Outlist, Outsell and
Outperform the Competition RATING: ALL LEVELS This seminar will show you dozens of techniques, systems and ideas that superstar agents use to build their real estate businesses. You’ll discover that when you put their ideas into practice, you’ll take a quantum leap in referrals, listings, sales and profit. PA real estate CE available Tuesday, December 9 8:30 – 12 pm The Millionaire-Maker: Secrets of Potato Chip Marketing RATING: ALL LEVELS In this session, you’ll discover how to get prospects coming to you, eager to do business with you. You’ll learn how to gain more respect from your clients and create a steady stream of new business – all while providing an invaluable and much-needed service to consumers. The immediately usable strategies you will learn in this session will make your marketing more effective — bringing you new clients while giving them what they want and need. Tuesday, December 9 9 am – 12 pm FSBOs: Thinking Outside the Box RATING: ALL LEVELS According to a survey done by Little & Co. for the National Association of REALTORS®, FSBOs will make up at least 40 percent of the market by 2010. It’s important to know why they try to go it alone, what they want and what they ask. In this session, you’ll find out how to prepare answers to the toughest questions FSBOs will ask, demonstrate what you bring to the table that produces results and why they need you to make them more money. Tuesday, December 9 10 – 11:30 am Marketing/Wholesaling RATING: INTERMEDIATE TO ADVANCED In this session, you’ll learn: today’s top marketing strategies to find the best deals; how to completely eliminate all of the risk associated with buying real estate in a changing market: how to wholesale properties; how to build a business that will literally run itself; marketing strategies to find more buyers and get your properties sold at lightning speed; how to automate your business to save time; and how to beat your competition. Tuesday, December 9 10 am – 12 pm Solutions to Today’s Toughest Listing Objections RATING: ALL LEVELS The dialogues and techniques taught in this session are proven, field-tested methods that can take you from mediocrity to superstardom. You’ll not only learn what to say, but why to say it. The approach is unique and effective because you’ll learn to educate the homeowner, rather than just answer their questions, so they fully understand and agree with what you are saying. You’ll learn how to professionally handle the toughest objections you hear today. Tuesday, December 9 10 am – 12:30 pm Marketing to a Diverse Client Base RATING: ALL LEVELS Developing a diverse client base takes more than simply printing brochures in different languages or hiring bilingual salespeople. It takes commitment and a willingness to adjust business practices to meet the unique needs of other cultures. Join the National Association of REALTORS® President’s Liaison to Mexico to find out how learning about different cultures can give you a tremendous advantage in marketing and real estate sales. Tuesday, December 9 1:30 – 2:30 pm; repeated 3 - 4 pm The Number One Secret of Turning Panic into Profit in this
Complex Market RATING: ALL LEVELS In this dynamic session, you’ll discover the number one secret to actually profit from today’s complex market conditions. While everyone else is panicking, Jennifer’s clients are profiting. This entertaining economist will break success down into simple steps. You will leave understanding why there has never been a better time to be a REALTOR®. Tuesday, December 9 1:30 – 4:30 pm Superstar Success: How the Pros Stay on Top RATING: ALL LEVELS This seminar presents the newest cutting-edge ideas, techniques, dialogues and scripts used by top real estate agents in America. Now that we are approaching 2009, leading agents need to learn and use these ideas and systems to keep them at the top. Regardless of what the news media says, the top real estate agents continue to sell. PA real estate CE available Tuesday, December 9 1:30 – 5 pm How to Motivate Your Buyers to Buy and Sellers to Sell Darryl Davis RATING: ALL LEVELS In today’s market, there are buyers who want to buy, but they want to wait for prices and interest rates to come down. At the same time, listing inventory keeps increasing, driving prices down past what a homeowner is willing to sell their house for. In this session, you’ll learn how to motivate buyers to buy and have sellers work with you instead of against you. Learn how to overcome the challenges that this type of market presents, how to find the opportunity in today’s industry and how to capitalize on it. NY and PA real estate CE available Wednesday, December 10 8:30 am – 12 pm Building a Successful Sales Foundation RATING: ADVANCED When bringing new agents into the world of real estate sales, training becomes a vital first step in accomplishing immediate sales success and achieving goals. In this session, you’ll learn the importance of self marketing, all forms of prospecting, working with buyers and sellers, listing presentations, buyer consultation, client retention, and becoming “REALTOR® for life” with past clients. Wednesday, December 10 9 – 10 am; repeated 10:30 – 11:30 am What Clients Wished You Knew About Feng Shui RATING: ALL LEVELS Feng Shui can improve your life and the lives of your clients. Are you positioned for total success on every level? Learn why architects, homeowners, buyers, sellers, and even Donald Trump use Feng Shui in their daily work. Find out what you can do today to make your properties more marketable. Address those international clients’ Feng Shui needs. This course will benefit all who are looking to remove clutter, increase sales, and/or have a better quality of life in general. Wednesday, December 10 2 – 4 pm Attitudes of a Top Producer RATING: ALL LEVELS Whether you are working with a buyer or seller, attitude accounts for at least 50 percent of the sale. If an agent knows technique, but has a poor self image or a bad attitude, that technique is going to make little or no difference in their career. In this seminar, you’ll learn: what the attitudes of a top producer are; how to get motivated and stay that way; and how to have less stress and more fun in your career. Wednesday, December 10 2 – 5:30 pm Managing the Homeowner’s Expectations RATING: ALL LEVELS Today, sellers are being inundated with media reports that leave them with many questions and keep them from making intelligent decisions. Learn how to address sellers' concerns with sound arguments pointing out the opportunities afforded by the current market. In this timely session, you’ll explore the four questions of greatest concern to sellers, learn how to masterfully answer those concerns, and discover how to turn potential clients into motivated sellers. Thursday, December 11 9:30 – 11:30 am Lights, Camera, Action RATING: ALL LEVELS Consumers go online before they ever contact a REALTOR®. In fact, 34 percent of homes sold last year were a direct result of finding them on the web. Video allows you, the salesperson, to be involved in the sales process right on the web. Using free tools, you will learn how to create videos, add your own voice, upload them to video social networks and then market your videos through e-mail and the web. Now you can use video to reach out and communicate with today’s consumer! Tuesday, December 9 9:30 – 11:30 am Circumstances Rule Men; Men Don’t Rule Circumstances RATING: ALL LEVELS Get out of the cockpit and Into the cabin. Inside the cockpit, you are on auto pilot. Performing the same things, making the same exact decisions time after time. It's enclosed. Shut off from the outside world. In this presentation 1000Watt Consulting will usher you into the cabin of new thinking. It's where your customer resides. And where new ideas are flourishing and old ideas have withered away. Learn how brands like Apple, Jet Blue, W Hotels and HGTV are building products and offering services that create unconditional love from their their customers. Discover how you can too. Bring a flight bag. You'll need them to store all the takeaways. Tuesday, December 9 10 am – 12 pm Power E-mail Marketing RATING: ENTRY-LEVEL TO INTERMEDIATE E-mail is the sales associate's most valuable marketing tool. This session will show you just what it takes to increase your income by at least 20 percent, while reducing expenses by as much as 40 percent through the proper use of e-mail and e-mail marketing techniques. Contents include: choosing the right provider; using e-mail management software; top marketing uses for e-mail; and using an e-mail newsletter as your most powerful, inexpensive marketing tool. Tuesday, December 9 10:30 am – 12:30 pm Effective Client Service via Enhanced Electronic Tools RATING: ENTRY-LEVEL TO INTERMEDIATE In this session, you’ll explore online and offline ways to communicate, keep in touch and manage the transaction. Blogs, instant messaging, e-mail, contact management, transaction management and social networks will all be discussed. You’ll also learn to manage risk through documentation and knowledge of advertising rules and regulations. PA real estate CE available Tuesday, December 9 1:30 – 5 pm Using Today’s Technology to Dominate Your Market RATING: INTERMEDIATE Most sales agents know what's out there with regard to the web and technology. Now it's time to put it all together. This content-rich session will show you how to effectively market using today's technology and how to develop a complete personal game plan for dominating your marketplace. Tuesday, December 9 2:30 – 5 pm Why Didn’t You Just Text Me? RATING: ALL LEVELS The age of our clients influences how we communicate with them, creating a real challenge for REALTORS® at a median age of 52 working with first time homebuyers at a median age of 32. In this session, you’ll learn: how to improve your communication skills with an understanding of technological tools and generational differences; strategies to be more effective with all clients – regardless of their age; how to implement the latest technology into your business including syndication strategies, blogging, and social networking; and how to convert more web leads by responding faster to website inquiries. Tuesday, December 9 2:30 – 5 pm Exceptional E-mail: Seven Ways to Maximize Outlook RATING: INTERMEDIATE TO ADVANCED E-mail is the standard of communications today. Agents who master e-mail skills will be able to manage time better, deliver better service and reduce communications and marketing costs while their competition is still fighting with their address book. In this session, you’ll learn to enhance your signature files, create powerful templates and automate e-mail management to make your day easier and your clients happier with these tools found in Outlook. (This session is not for Outlook Express users.) Wednesday, December 10 8:30 – 10 am The Art of Zen and the Internet RATING: INTERMEDIATE TO ADVANCED In this session, you’ll get inside the mindset of the new Internet model. Attendees will rush to the office to make changes following this program. If you’re not familiar with techno-ethics, plan to attend this session to make sure you are in compliance. It's time to look ahead and get in touch with another reality. Wednesday, December 10 9:30 – 11:30 am The New Interactive Web – Using the Power of Web 2.0 RATING: INTERMEDIATE Today it is all about the conversation and staying connected through social networks. In this session, you’ll learn the three Cs of social networking - content, consistency and contacts. You’ll also explore the web-based communities making waves in today’s marketplace; learn the ins and outs of blogs, and social networks; and find out what staying connected can do for your business. Wednesday, December 10 10:30 am – 12 pm The Whole Enchilada – Technology, the Internet & eCommerce RATING: ALL LEVELS If all this techno stuff is overwhelming, attend this session and discover how it all works and how you control it, not the other way around. You’ll learn how to use the Internet to increase your bottom line. This is the lowest cost profit-center available to any real estate professional if used wisely. Wednesday, December 10 2:30 – 5 pm Dogs Bark, Ducks Quack, Consumers Click RATING: ENTRY-LEVEL This session offers a fun and informative look at our clickable culture and how a new breed of customer is changing the face of marketing. Thursday, December 11 9 – 10:30 am DESIGNATION & CERTIFICATION COURSES The Green Designation
NEW! This brand new green designation program has been carefully developed in response to the growing demand for REALTORS® to understand and incorporate green into the real estate industry. Find out how green is transforming the needs and concerns of buyers and sellers, as well as how you can adopt and implement green practices in your day-to-day business. Explore innovative options for green communities, homes, buildings and for your real estate practice! The designation will consist of this 2-Day Core course plus one elective. For more details, visit www.rebac.net Pre-registration and additional fee required. NY and PA real estate CE included (pending approval) Monday, December 8 and Tuesday, December 9 8:30 am – 5 pm each day Certified Commercial Investment Member (CCIM) designation
course: Introduction to Commercial Investment Real Estate Analysis This course provides a comprehensive overview of the commercial investment real estate industry and familiarizes you with the core concepts taught throughout the CCIM curriculum. You'll be introduced to each phase of investment analysis, from selecting a property to estimating annual revenues. Learn to apply these skills through a real-world case study. In addition, you'll learn the importance of conducting a complete market analysis and engaging in tenant negotiations to achieve your investment goals. To register, call 800-621-7027or visit www.ccim.com. HB10Bii calculator and completion of pre-class assignment are required – no exceptions. 12 hours NY CE and 14 hours PA real estate CE included; one elective CCIM credit Monday, December 8 and Tuesday, December 9 8:30 am – 5:30 pm each day Council of Real Estate Brokerage Managers (CRB) designation
course: Performance Leadership: Attract, Develop & Keep Successful Sales
Assistants Are you facing recruiting and retention challenges? This course is designed to teach you how to develop and retain high-performing professionals. It will help you generate a career strategy to identify and implement the critical elements of a sales development program. Improve skills necessary to coach, mentor and hold people accountable in meeting performance expectations! For more details, visit www.CRB.com. Pre-registration and additional fee required. 14 hours PA real estate CE included or one broker credit Monday, December 8 and Tuesday, December 9 8:00 am – 5 pm each day Sheraton Atlantic City Convention Center Hotel Council of Residential Specialists (CRS) designation course:
RS200 – Business Planning & Marketing A strong foundation is the key to building a successful real estate career. This course helps you learn the fundamentals of business planning. Upon completion, you’ll be able to identify the benefits of a business plan, develop income goals using the budgeting process and create a marketing plan to meet your goals and objectives. These business essentials will generate increased profit and productivity. For more details, visit www.CRS.com. Pre-registration and additional fee required. 14 hours PA real estate CE included or one broker credit; PA GRI required course. Monday, December 8 and Tuesday, December 9 8 am – 5 pm each day Sheraton Atlantic City Convention Center Hotel Council of Residential Specialists (CRS) designation elective course: Personal Skills for Professional Excellence Marcie Roggow, ABR, ABRM, CCIM, CRB, CRS, DREI, GRI, SRES According to ARELLO, on average, more than 50 percent of the complaints filed by the public against real estate agents are etiquette-based rather than violations of license law. Those complaints have been incorporated into this material to give you insight into what is considered “professional behavior.” Attend this course and learn how to gain respect and increase your effectiveness with your clients and community. For more details, visit www.CRS.com. Pre-registration and additional fee required. 7 hours PA real estate CE included Monday, December 8 8:30 am – 4:30 pm Sheraton Atlantic City Convention Center Hotel CANCELLED Real Estate Buyers Agent Council (REBAC) Accredited Buyer Representative (ABR) designation elective course: Introduction to Real Estate Auctions Monday, December 8 8:30 am – 4:30 pm Professional Standards Administrators Certification Patrick Reilly, RCE This training session is required by the National Association of REALTORS® for all professional standards administrators. It also serves as a valuable refresher for those who have taken the training. (Those who have already passed the exam do not have to retake it.) The seminar will focus on: handling the complexities of professional standards administration; due process; ethics and arbitration hearing procedures; procuring cause; processing appeals; components of an ethics hearing panel’s decision; and enforcement procedures and their legal ramifications. Those completing all segments of the program and passing the exam will be awarded the Professional Standards Administrator Certification. Pre-registration and additional fee applies. No CE credit available Tuesday, December 9 8:30 am – 5 pm Sheraton Atlantic City Convention Center Hotel Professional Standards Mediation Training Patrick Reilly, RCE In 2002, the National Association of REALTORS® began promoting an alternative dispute resolution tool called mediation. It has proven to be an extremely positive and successful tool for members to resolve their disputes. This comprehensive session meeting NAR’s learning objectives will focus on: mediation; negotiating skills; mediation strategies; communication skills; mediation demonstration and the NAR Model of Mediation. Pre-registration and additional fee applies. No CE credit available Monday, December 8 8 am – 5 pm Sheraton Atlantic City Convention Center Hotel 2008 USPAP Update RATING: ALL LEVELS The 2008 USPAP course will be
significantly different from updates you may have taken in the past. The new
program covers the changes since 2006 in addition to the most commonly
misunderstood areas. Real world scenarios are utilized to help you interpret
and apply USPAP to situations you’ll encounter in your business. |