Session Schedule

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

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

Looking for the 2018 Session Schedule?

 

Tracks
  • Appraisal
  • Association Executives
  • Broker / Manager
  • Commerical
  • Designation / Certification
  • Legal / Tax / Environmental
  • Professional Development
  • Sales & Marketing
  • Special Events
  • Technology
  • Wellness
Speakers
  • Barnabei, Theresa
  • Boyle, Ellen
  • Bradley, Michelle
  • Brodnax, Shell
  • Carpenter, Sean
  • Carroll, Adorna
  • Carter Jr., Carl
  • Cassetta, Jennifer
  • Cunningham, Marc
  • Dague, Jimmy
  • DiCristo, Christopher
  • Disbrow, Diane
  • Dorn, Andrew
  • Dunsten, Gee
  • Ermen, Pam
  • Everette, Travis
  • Fields, Bill
  • Freeman, Tracy
  • Gardner, Bruce
  • Gatto, Anthony
  • Goodman, Barry
  • Grazio, Steve
  • Hall, Chandra
  • Hata, Shay
  • Jakus, Jason
  • Knowlton, Cheryl
  • Lahoud, Raymond
  • Lancaster, Brent
  • Lee, Michael
  • Lerner, Henry
  • Maniero, Jeremias
  • McLane, Melanie
  • McManus, Veronica
  • Mercado, Carmen
  • Meyer, Joe
  • Monthofer, Paula
  • Moskerintz, Holly
  • Moskowitz, Jordan
  • Mueller, Suzanne
  • Neill, Maura
  • Nguyen, Thai
  • O'Brien, Jody
  • Pacella, Alec
  • Pierre, Ifoma
  • Rajpal, Raj
  • Rand, Joseph
  • Reilly, Patrick
  • Reyes, John
  • Rittie, Jason
  • Sands, Rich
  • Schenck, Greg
  • Shaw, Stephanie
  • Siciliano, Robert
  • Sulock, David
  • Templeman, Randy
  • Tilton, Teresa
  • Tuzzo, Robert
  • Vairo, Doug
  • Watson, Terry
Continuing Education
  • New Jersey Real Estate
  • New Jersey Appraisal
  • New York Real Estate
  • New York Appraisal
  • Pennsylvania Real Estate
  • Pennsylvania Appraisal
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ABR: Real Estate Investing: Build Wealth Representing Investors and Becoming One Yourself

12-09-2019 8:30 AM - 5:00 PM

NJRE - 6 Elective
NYRE - 7.5 Credits
PARE - 7.5 Credits

Randy Templeman

Room 401

150.00

Designation / Certification

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

Pre-registration by 11/29 and additional fee applies.

*ABR Elective Course

Completion of this course does not automatically make you eligible for the ABR designation. Additional criteria is required, click here for more information.


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

CCIM: Residential Real Estate Financial Analysis

12-09-2019 8:30 AM - 5:00 PM

NJRE - CE Pending
NYRE - 7 Credits
PARE - 7 Credits

Residential Real Estate Financial Analysis is designed for residential agents who want to expand their business to include selling single-family homes, condos, duplexes, four-plexes, or small commercial properties to investors. This course is for residential agents interested in the commercial arena, new commercial agents looking to enhance their basic financial analysis skills, and private investors who want to learn basic financial analysis skills to apply to their investment portfolio. Using custom Excel spreadsheets, students learn time value of money (TVM) and the measures of investment performance regularly used to analyze investment properties. Residential Real Estate Financial Analysis serves as your introduction to the CCIM Cash Flow Model and its applications to make decisions based on wise investment fundamentals. The course explains the impact of leverage on an investment and concludes with a case study involving a couple looking to purchase a single-family home as a rental property. Students use the case study to calculate the investment property’s projected revenues and expenses and provide clients with a detailed financial pro forma to make an informed decision on whether to move forward with the purchase.

Pre-registration by 11/29 and additional fee applies. Registration must be done directly with the CCIM Institute.

Course is ‘hands on’ and it would be beneficial if students come to class with a laptop that has Excel installed.

*CCIM Elective Course

Completion of this course does not automatically make you eligible for the CCIM designation. Additional criteria is required, click here for more information.


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

Professional Standards Administrators Training

12-09-2019 8:30 AM - 5:00 PM

Professional Standards Administrators appointed by REALTOR® associations and boards must complete this training program once every four years.  If you are a new Professional Standards Administrator or an existing PSA in need of a class that meets the NAR learning objectives, this is your opportunity.

Pre-registration by 11/29 and $50 fee are required.

REBI/CRB: Building a Multi-Generational Business

12-09-2019 8:30 AM - 5:00 PM

NJRE - CE Pending

Adorna Carroll

Room 417

195.00

Designation / Certification

For the first time in modern history, 4 generations — Traditionalists, Baby Boomers, Generation X, and Millennials — are working side by side and presenting new challenges for managers and their employees in the workplace. A definite lack of awareness exists among these four distinct generations. Typically, those of each generation feel they know best, better than those who came earlier, and certainly much better than the new kids on the block. This leads to management challenges and productivity issues.  This Course will help you bridge the generational gaps, building awareness that will lead to better hires, happier employees, stronger teams, and a healthier office / company. It helps participants understand what makes each generation unique, and how each adds its own perspective and value to the workplace.

Pre-registration by 11/29 and additional fee applies.

*CRB Elective Course

Completion of this course does not automatically make you eligible for the CRB designation. Additional criteria is required, click here for more information.


Continuing Education
  • New Jersey Real Estate - CE Pending

RRC/CRS: First Time Home Buyer Specialist

12-09-2019 8:30 AM - 5:00 PM

NJRE - CE Pending
NYRE - CE Pending
PARE - 7 Credits

Rich Sands

Room 415

175.00

Designation / Certification

Say goodbye to missed opportunities and connections, and to misinformation and misunderstanding with first-time home buyers (FTHBs). Soar to new heights by optimizing client services and brand recognition with FTHBs in your market. This course will help professional real estate agents improve their sphere of interest (SOI) and become the go-to-specialist for client and referral services in the FTHBs market. With this new educational offering, residential real estate professionals will learn to shape and sharpen their business processes to address the needs of modern-day FTHBs. So start the process today and revolutionize you mindset to maximize successful outcomes in your market by becoming the specialist of choice in the minds of FTHBs.

Pre-registration by 11/29 and additional fee applies.

*RCC Elective Course

Completion of this course does not automatically make you eligible for the RRC (formerly CRS) designation. Additional criteria is required, click here for more information.


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

WCR/PMN: Effective Negotiating for Real Estate Professionals

12-09-2019 8:30 AM - 5:00 PM

NJRE - CE Pending
NYRE - 7 Credits
PARE - 7 Credits

Gee Dunsten

Room 419

195.00

Designation / Certification

This course will give you tools and tactics to improve your effectiveness in any negotiation to consistently facilitate the best outcomes for your clients, even under pressure. You’ll discover and practice techniques for client counseling and advocacy, as well as the art of influence and persuasion. In addition to the principles and phases of effective negotiation, topics include dealing with deadlock and difficult negotiators, multi-party negotiations, cultural influences and the role of electronics in today’s connected world.

Pre-registration by 11/29 and additional fee applies.

Completion of this course does not automatically make you eligible for the PMN  designation. Additional criteria is required, click here for more information.

 


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

10 Ways for Agents to Overcome Disruption

12-09-2019 12:00 PM - 2:00 PM

Joseph Rand

Room 302

Agents are facing challenges from discounters trying to undermine their value and disruptors who are trying to cut them out of the transaction entirely. If you want to overcome those challenges, you need to revolutionize your value proposition to provide your clients with a better buying and selling experience. In this session, you’ll learn: practical, actionable ways to follow the principles of Client-Oriented Real Estate (CORE) to fully understand what your clients need; to think creatively about how to give it to them; and to provide them with a delightful service experience.  Because, if you don’t do it, someone else will!

7 Construction Facts Appraisers Wish You Knew

12-09-2019 12:00 PM - 2:00 PM

NJRE - CE Pending
NYRE - 2 Credits
PARE - 2 Credits

Melanie McLane

Room 312

Appraisal

Don’t miss this fast-paced session covering the facts about construction every real estate licensee should know. Buyer agents, in particular, need to be able to spot red flags, intelligently discuss style and design, and recognize design and layout issues which cause functional obsolescence. Rich with photographs and specific strategies regarding new and old construction, you’ll learn to how to identify key red flags affecting value and functionality.


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

Avoid the Hack

12-09-2019 12:00 PM - 2:00 PM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

Jason Jakus

Room 311

It seems like every week there’s a big security breach in the news. Remember Ashley Madison, Yahoo and Target? This session explores the most current risk including mobile hacking, the weakness in your Internet router and how cybercriminals can hack your email to obtain your clients’ personal information. You’ll learn about the top 10 data and cyber security risks facing REALTORS® in their business today and steps you can take to mitigate the risk and protect your customers and your own data.


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

Converting Open Houses into Closed Transactions/Serving Buyers and Sellers With Open House Opportunities

12-09-2019 12:00 PM - 2:00 PM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

Joe Meyer

Room 303

To be successful with public open houses, it’s imperative that you learn how to conduct them properly. Offering the open house opportunity better serves your seller clients, offers another viewing option for the buying public and should provide a safe environment for buyers and sellers. Open houses can also mean a quicker and more successful transaction when you handle them like an expert. Come learn how!


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

Creating Space To Be

12-09-2019 1:00 PM - 2:00 PM

Come learn the value of creating space in your busy life as a real estate professional. You’ll see how managing your space, frees up time, energy, effort and money. This session will empower you to excel in your career and to do it with a balanced life, an enhanced sense of well-being and a profound purpose.


Tracks
Session Handouts

Survival of the Fittest

12-09-2019 1:00 PM - 2:00 PM

Suzanne Mueller

Room 308/309

Would Darwin’s Theory hold true when applied to real estate and technology? As consumers demand more real-time data, transaction transparency and comprehensive local expertise, realtor.com® is equipping REALTORS® with the best tools and resources to surpass consumer expectation. In this session, you’ll explore new research findings and discuss the rise in agent, broker and consumer engagement through gamification. Do you have what it takes to adapt and survive the natural selection of our marketplace?

Grow Your Business Panel

12-09-2019 2:30 PM - 3:30 PM

Be sure to arrive early enough to attend this discussion led by moderator Andrew Dorn with panelists Travis Everette, Shay Hata, Jeremias ‘JMan’ Maneiro and Suzanne Mueller. These prominent industry experts will share their best advice on how branding, lead capture tools, social media, and ultimate service can help you cultivate new business and strengthen market share, in any conditions. You won’t want to miss it!

Keynote: I Got This!

12-09-2019 4:00 PM - 5:00 PM

Terry Watson

Room 411/412

Special Event

Your clients are looking for more than just a good service experience – they’re searching for true expertise that will help them through the entire process of buying or selling a home. It’s not enough to just be good at your job. You have to present yourself as a genuine expert in order to win the business of today’s consumer. In this opening keynote session, you’ll discover how to develop your expertise and to showcase it in ways that generate trust!

Kick-off Party

12-09-2019 8:00 PM - 11:00 PM

Room Bally’s Atlantic City

Special Event

Bally’s Wild West Saloon - Room: Bally’s Atlantic City
Wild West Saloon
1900 Boardwalk
Atlantic City, NJ 08401

Mix, mingle and make new contacts with your NJ, NY and PA colleagues to kickoff Triple Play 2019. DJ, dancing, arcade games, mechanical bull rides ($5 per ride) and much more. Free drink ticket to first 500 attendees. Badge required for admission; 21 and over.

Automate Your Business to Increase Efficiency

12-10-2019 8:30 AM - 9:30 AM

Shay Hata

Room 421

Would you like more free time to spend with family or on activities you love? I’ll share my tips to automate communication with clients, so they feel like you’re holding their hand every step of the way while you focus on other priorities. We’ll discuss various CRMs, using Google Forms to conduct intake interviews with new clients, and automating the tasks for each transaction to provide superior client communication. Learn how to increase your production while working smarter, not harder.

Thrive 2025. Four Skills For Success With The Digital Consumer

12-10-2019 9:00 AM - 10:00 AM

Bruce Gardner

Room 408/409

Evolving consumer behavior and preferences is driving change in real estate and this demands a focus on new skills and talents. In this session, you’ll explore the importance of interpretative, consultative, risk assessment and market analysis skills in working with the information-enabled consumer. You’ll leave this session inspired to build better skills to serve today’s consumers.

You, Inc.-Be the CEO of Your Own Life!

12-10-2019 9:00 AM - 10:00 AM

If you’re like most professionals, you spend a lot of time working to improve your business. You may even have a good understanding of elements such as marketing, selling, finance, and hiring. But what are the essential elements of a successful life? This engaging and fast-paced session places you as the newly hired CEO of You Inc. You’ll evaluate yourself based on six business venture essentials and then discover how to integrate them for a more fulfilling and successful life.

Contracts for the Win: Negotiation and Contract Tools for Success

12-10-2019 9:00 AM - 12:00 PM

NJRE - 3 Core
NYRE - 3 Credits
PARE - 3 Credits

Ever heard “Well, the contract says . . .” and wanted to scream? We’ve all been there. Despite the undisputed importance of contracts, many licensees don’t understand basic concepts—much less how to best use them. In this session, you’ll: gain clarity regarding offer and acceptance; learn to avoid the practice of law; discover ways of framing offers to increase acceptance; maximize your ability to negotiate items such as repairs after contract; and learn to diminish disputes so closing can happen.


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

Investment Real Estate: Turning the Key to Wealth™

12-10-2019 9:00 AM - 12:00 PM

NJRE - CE Pending
NYRE - 3 Credits
PARE - 3 Credits

Chandra Hall

Room 403

Investors are an ever-increasing buyer segment. Open the door to more transactions in this specialized area of real estate. Your ability to provide excellent service, tools for analysis and identifying great opportunities will gain an investor buyer’s business. Know, and easily explain, how today’s investors are impacted by net returns and unique tax considerations. Get more business by providing excellent service and identifying opportunities in the profitable investment market.


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

The Mortgage Process from A to Z

12-10-2019 9:00 AM - 12:00 PM

NJRE - 3 Elective
NYRE - 3 Credits
PARE - 3 Credits

Robert Tuzzo

Room 308/309

Purchasing a home and refinancing a home can be a daunting task. Even the most experienced people in the industry can get frustrated at times. With so many moving pieces to the puzzle and the ever-changing guidelines, understanding the mortgage process is no longer a luxury, but a must for real estate professionals. The session shows you everything you need to know about the entire mortgage process.


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

The Three C’s – Cooperation, Compensation and the Code

12-10-2019 9:00 AM - 12:00 PM

NJRE - 3 Ethics
NYRE - 3 Credits
PARE - 3 Credits

Diane Disbrow

Room 201/202

This fast-paced session which meets the NAR Code of Ethics training requirement demonstrates how the Code is your guide to professional conduct. Through lecture, game shows, case studies and activities, you’ll see how the Code and courtesies interact with business practices. And, you’ll explore procuring cause factors. You’ll learn that the Code is just good business!


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

Your Next Appraisal Problem

12-10-2019 9:00 AM - 12:00 PM

NJRE - CE Pending
NYRE - 3 Credits
PARE - 3 Credits

Michelle Bradley

Room 318

Appraisal

In this session, appraisers and real estate licensees explore the changes impacting the real estate profession due to evolving technology, markets conditions, and regulations. In particular, Fannie Mae and Freddie Mac changes will be covered in addition to how these changes impact the appraisal and the transaction. Lastly, alternative valuation products will be discussed as they relate to USPAP, Code of Ethics and consumer protection.


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

What Can the F.B.I. Teach you About Negotiating?

12-10-2019 9:30 AM - 10:30 AM

Jimmy Dague

Room 419

According to NAR’s Home Buyer and Seller Profile, the skill most requested by buyers, is negotiating. Negotiating equals communication with results. Do you know the FBI’s top negotiating tool? Do you know what “Isopraxism” is or how to use it? How about a “Motivational Interview” or an “Accusation Audit”? If you had a client ask you to identify three negotiating strategies, could you do it? Come learn the top five negotiating strategies and how to use them!

44 Point Checklist of Lease Clauses

12-10-2019 9:30 AM - 11:30 AM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

Greg Schenck

Room 401

Whether you’re a residential agent who dabbles in commercial or a commercial agent who wants to become an expert, this session leads you through an entire lease. The 44-point lease checklist insures you know the hot buttons of a lease and can explain them to your client and his or her attorney. Attend this session to be sure you know the crucial elements of the lease.


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

Avoiding Data Security Roadkill

12-10-2019 9:30 AM - 11:30 AM

NJRE - 2 Core
NYRE - 2 Credits
PARE - 2 Credits

Terry Watson

Room 411/412

The nature of real estate requires us to receive, transmit and keep the public’s most valuable information. Although we must safeguard this information, many agents lack data-protection training and systems. This eye-opening session will give you the tools to implement immediately to ensure you are protecting the public’s data.


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

Homes Smarter than a 5th Grader

12-10-2019 9:30 AM - 11:30 AM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

Jason Jakus

Room 415

The Consumer Electronics Show unveils the newest in smart home technology. From thermostats, refrigerators and door locks, this technology is growing significantly in popularity and capability. In this session, you’ll learn about the latest technology available for homes, how to highlight and market this technology in your listings and how to transition technology to new owners.


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

Overcoming Consumer Fears in the Midst of a Housing Shortage

12-10-2019 9:30 AM - 11:30 AM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

Gee Dunsten

Room 404

According to Inman, Stefan Swanepoel and NAR, our industry is on the cusp of facing one of the biggest housing shortages in decades. Unlike shortages in the past, this crisis could last for 6-10 years. The challenge will be not only to find homeowners who will consider selling their home, but also to educate them on maximizing their equity position and justifying a reasonable commission.


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

PA Advertising Errors – Exposed!

Satisfies '18-'20 Pennsylvania RE Requirement for Advertising

12-10-2019 9:30 AM - 11:30 AM

PARE - 2 Credits

Hank Lerner

Room 313

Lotteries! Edited Photos! Social Media! Fair Housing! Advertising may seem easy, but several sets of Pennsylvania and Federal rules intertwine to make it much more complicated than you might think. Take a tour through several common advertising errors to learn how to upgrade your own advertising compliance efforts. This course is submitted to satisfy the 2018-20 SREC required content on advertising.


Continuing Education
  • Pennsylvania Real Estate - 2 Credits

PA Property Management & Fair Housing

Satisfies '18-'20 Pennsylvania RE Requirement for Property Management

12-10-2019 9:30 AM - 11:30 AM

PARE - 2 Credits

This session provides the mandatory review of the PA Real Estate Commission property management rules and regulations for Pennsylvania licensees. In addition to covering requirements for managing property in PA, the session also addresses Fair Housing guidelines, the distinction between service and emotional support animals, and PA Act 118.


Continuing Education
  • Pennsylvania Real Estate - 2 Credits
Session Handouts

Referral Relationships: Directions for Connections

12-10-2019 9:30 AM - 11:30 AM

NJRE - 1 Elective
NYRE - 2 Credits

With so much competition, your goal is to be preferred and referred! In this session, you’ll discover step-by-step methods to build and maintain relationships. To grow your business, you need to know people. The more people you know, the more your referrals flow! With successful Top of Mind Awareness (TOMA) marketing, mind share equals market share!


Continuing Education
  • New Jersey Real Estate - 1 Elective Credits
  • New York Real Estate - 2 Credits

The Real Estate Professional’s Toolbox

12-10-2019 9:30 AM - 11:30 AM

NYRE - 2 Credits
PARE - 2 Credits

This session is constantly updated for today’s market demands and starts with a fast-paced self-assessment of where your current business stands. You’ll explore all aspects of success in real estate including attitude; goal setting; time management; technology; social media; follow-up; marketing; and more. Gain fun, innovative, new ideas for improving your abilities on the way to higher levels of success!


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

15 Creative Lead Generation Ideas

12-10-2019 10:00 AM - 11:00 AM

Shay Hata

Room 421

Don’t want to door knock, call FSBOs or work expired? Me neither! As an introvert, the idea of having to cold call or do pop-by visits terrifies me. Instead, I’ll share my 15 creative lead generation ideas which allowed me to grow my business from one transaction to over 75 a year, in just four years; a lot of which can be done from the comfort of your couch in your pajamas!

Bring the Wow: How to Provide a Great Service Experience

12-10-2019 10:00 AM - 12:00 PM

NJRE - CE Pending
NYRE - 2 Credits

Joseph Rand

Room 303

This session presents a holistic approach to providing outstanding service experiences to real estate clients. From expanding the licensee’s perspective of what clients need, to creatively identifying how to service those needs while using a set of protocols to avoid problems before they arise, licensees will discover how to execute practical plans to better service buyers and sellers and provide a “wow” experience.


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

New Millennium Broker Management

12-10-2019 10:00 AM - 12:00 PM

Brokers, attend this session to learn how to be tech savvy on a budget while providing the systems and programs your agents need in order to provide high-level consumer service. You’ll see how you and your brokerage can be viewed by consumers as more professional in terms of marketing, online communication and social media. This session even arms you with ways to effectively manage the online activities of your agents. Get the critical operating activities and business building technology for a new millennium.

Cell Phone Video Marketing that WorX

12-10-2019 10:30 AM - 11:30 AM

John Reyes

Room 417

Video marketing is nothing new in real estate. But, if you are looking for strategies and tactics to effectively use video marketing by leveraging the power of your cell phone, then this is a must-attend session. You’ll learn: best practices for lighting and stabilizing your videos; how to develop content that engages your audience; and how to promote and broadcast your videos to the masses!

Life is Great!

12-10-2019 11:00 AM - 12:00 PM

Joe Meyer

Room 312

The life of a REALTOR® can seem like a juggling act – handling everything in your career and maintaining a happy, fruitful personal life. In this session you’ll do some soul-searching and explore time management tips for your whole life – not just our professional life. You’ll determine why and when you should move your real estate career to simmer on the back burner or risk getting burned. You’ll also learn to distinguish between what is important and what is urgent. Find out why life is not about finding yourself, but rather, creating yourself. Yes, it is possible to have fun and financial security!


Tracks
Session Handouts

Thinking Inside The Box. How A Real Estate Niche Can Make You Riche

12-10-2019 11:00 AM - 12:00 PM

Bruce Gardner

Room 408/409

Consumers are seeking out “experts” everyday, and this trend can be leveraged for success in real estate. It’s perfect for new Agents looking to jump start their career, or for an established Agent to grow and expand. Learn how to assess a niche market and build an effective marketing campaign for big results.

PAR Luncheon

12-10-2019 11:00 AM - 2:00 PM

Atlantic City Convention Center

20.00

Special Event

Join your fellow Pennsylvania REALTORS® during a luncheon from 11 a.m. to 2 p.m. on Tuesday. Enjoy some downtime away from the conference hustle and bustle to connect with friends. The cost is $20, pre-registration is required and space is limited.

Launch! How To Go From Rookie To Rockstar In Record Time!

12-10-2019 1:30 PM - 2:30 PM

Bruce Gardner

Room 408/409

Today’s consumers are seeking experts over generalists, and the opportunities for agents who have mastered this lead generation strategy are enormous! In this session, you’ll learn how to: evaluate a niche market segment for income potential; create niche-specific marketing materials and publications that capture the interest of consumers; create the web assets that maximize your SEO and tell the story of your business; and develop a business strategy for success today and into the future.

Automate Your Business to Increase Efficiency

12-10-2019 2:00 PM - 3:00 PM

Shay Hata

Room 421

Would you like more free time to spend with family or on activities you love? I’ll share my tips to automate communication with clients, so they feel like you’re holding their hand every step of the way while you focus on other priorities. We’ll discuss various CRMs, using Google Forms to conduct intake interviews with new clients, and automating the tasks for each transaction to provide superior client communication. Learn how to increase your production while working smarter, not harder.

From 20 Agents to 750+

12-10-2019 2:00 PM - 3:00 PM

Jimmy Dague

Room 301

Come hear how to grow a single office company into a top five company, both as an Independent and a franchise! In this session, you’ll learn proven recruiting, retention and referral strategies. If your number one source of new agents to your company is not referrals from your existing agents, you’re doing it wrong!

What App?

12-10-2019 2:00 PM - 3:00 PM

Download the top five real estate apps and explore how to use them in your business. These best apps are constantly changing, and this session is never the same twice because it’s taught by someone who provides exceptional service to consumers through his mastery of today’s technology. In this session, you’ll even see 25 additional apps that didn’t make the top five list.

NJ REALTORS® Awards Session

12-10-2019 2:00 PM - 4:00 PM

Room 312

Special Event

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

Think like a Marketer; Sell like an Agent: Advanced Marketing Strategies for the Tech Savvy Agent

12-10-2019 2:00 PM - 4:00 PM

Ifoma Pierre

Room 417

Whether you’re an individual agent just starting out or a team leader looking to expand your business, this session will show you a winning strategy. You don’t need to be a better agent; you simply need to be a better marketer. In this session, you’ll gain a set of skills allowing you to manipulate social media and get a competitive edge. You’ll learn how to turn on a lead faucet anytime you’re ready to scale and generate leads on demand.

9 Business Essentials for Every Real Estate Professional

12-10-2019 2:00 PM - 5:00 PM

NYRE - 3 Credits
PARE - 3 Credits

Marc Cunningham

Room 201/202

By the end of this fun and fast-paced session you’ll have the knowledge and confidence to turn difficult clients into fans, understand and comply with fair housing rules, speak the language of the real estate investor, analyze real estate investor deals, and negotiate like a professional. We’ll even talk about how you can grow your business 10% while avoiding burnout by finding the elusive work-life balance. Get the essential skills you need to serve clients and move your business forward.


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

Buyers With Power: Winning Strategies for Qualification, Inspection, and Closing

12-10-2019 2:00 PM - 5:00 PM

NJRE - CE Pending
NYRE - 3 Credits
PARE - 3 Credits

Buyer representation has become a widely accepted practice – nearly as widespread as seller representation in the US. In spite of this, much of the approach to the real estate transaction is still centered around the seller: their needs; wants; and expectations. In this dynamic session you’ll get a new perspective on buyer-specific issues including what makes them more attractive to sellers in multiple offers, and what you need to know to protect their interests.


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

Finance & Regulation: They’re Going to Change Your World™

12-10-2019 2:00 PM - 5:00 PM

NJRE - 3 Elective
NYRE - 3 Credits
PARE - 3 Credits

Chandra Hall

Room 403

Requirements and procedures have changed dramatically – especially in financing. How familiar are you with Loan Estimate and Closing Disclosure forms and other loan guidelines? From Dodd-Frank and RESPA to tax codes and the challenges with the secondary market, you need to get the updates critical to your business. Empower yourself and your consumer by using dialogue, clear direction, and an ability to show you are the expert in this rebounding market.


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

Mortgage Calculations / How to Qualify Borrowers

12-10-2019 2:00 PM - 5:00 PM

NJRE - 3 Elective
NYRE - 3 Credits
PARE - 3 Credits

Robert Tuzzo

Room 308/309

This in-depth session shows the serious real estate agent how to close more sales by better understanding the details of how underwriters approve or decline borrowers. You’ll explore these key determining factors: the borrower’s credit report (FICO scores and more); the borrowers DTI (Debt to Income Ratio); the borrowers LTV (Loan to Value Ratio); and the borrower’s actual income.


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

Satisfying the Seller – How to Secure, Serve and Succeed with Sellers

12-10-2019 2:00 PM - 5:00 PM

NJRE - 3 Elective
NYRE - 3 Credits
PARE - 3 Credits

Having a systematic plan of attack can make a big difference in getting your next customer to hire you, at the right price and the right commission. This session looks at the power of a great pre-listing process, delivering a listing presentation with confidence, making it through a successful transaction, and maintaining the relationship with sellers beyond the closing.


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

What Do I Do When…?

12-10-2019 2:00 PM - 5:00 PM

NJRE - CE Pending
NYRE - 3 Credits
PARE - 3 Credits

Michelle Bradley

Room 318

Appraisal

This course is designed to provide practitioners with possible solutions to common scenarios that occur in the real estate profession. Agents and appraisers may struggle to find answers that are lawful, ethical and reflect best practices and often turn to social media for answers, much to their detriment. Additional discussion in this course will include hot topics such as appealing an appraisal, why appraisers received copies of sales agreements and what information can be shared between agents and appraisers.


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

10 Ways for Agents to Overcome Disruption

12-10-2019 2:30 PM - 4:30 PM

Joseph Rand

Room 303

Agents are facing challenges from discounters trying to undermine their value and disruptors who are trying to cut them out of the transaction entirely. If you want to overcome those challenges, you need to revolutionize your value proposition to provide your clients with a better buying and selling experience. In this session, you’ll learn: practical, actionable ways to follow the principles of Client-Oriented Real Estate (CORE) to fully understand what your clients need; to think creatively about how to give it to them; and to provide them with a delightful service experience.  Because, if you don’t do it, someone else will!

Avoiding Data Security Roadkill

12-10-2019 2:30 PM - 4:30 PM

NJRE - 2 Core
NYRE - 2 Credits
PARE - 2 Credits

Terry Watson

Room 411/412

The nature of real estate requires us to receive, transmit and keep the public’s most valuable information. Although we must safeguard this information, many agents lack data-protection training and systems. This eye-opening session will give you the tools to implement immediately to ensure you are protecting the public’s data.


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

Kiss Your Landlord Goodbye!-Helping Millennials Overcome Barriers to Homeownership

12-10-2019 2:30 PM - 4:30 PM

NJRE - 2 Elective
NYRE - 2 Credits

Gee Dunsten

Room 404

Having a systematic plan of attack can make a big difference in getting your next customer to hire you, at the right price and the right commission. This session looks at the power of a great pre-listing process, delivering a listing presentation with confidence, making it through a successful transaction, and maintaining the relationship with sellers beyond the closing.


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

PA Advertising Errors – Exposed!

Satisfies '18-'20 Pennsylvania RE Requirement for Advertising

12-10-2019 2:30 PM - 4:30 PM

PARE - 2 Credits

Hank Lerner

Room 313

Lotteries! Edited Photos! Social Media! Fair Housing! Advertising may seem easy, but several sets of Pennsylvania and Federal rules intertwine to make it much more complicated than you might think. Take a tour through several common advertising errors to learn how to upgrade your own advertising compliance efforts. This course is submitted to satisfy the 2018-20 SREC required content on advertising.


Continuing Education
  • Pennsylvania Real Estate - 2 Credits

PA Property Management & Fair Housing

Satisfies '18-'20 Pennsylvania RE Requirement for Property Management

12-10-2019 2:30 PM - 4:30 PM

PARE - 2 Credits

This session provides the mandatory review of the PA Real Estate Commission property management rules and regulations for Pennsylvania licensees. In addition to covering requirements for managing property in PA, the session also addresses Fair Housing guidelines, the distinction between service and emotional support animals, and PA Act 118.


Continuing Education
  • Pennsylvania Real Estate - 2 Credits
Session Handouts

The List Price is Right

12-10-2019 2:30 PM - 4:30 PM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

Price it right and its half sold. Price it high and watch it die. Price it low and watch it go. Listings priced right get sold before they get old. There’s nothing wrong with any house that price can’t eventually cure. You’ve heard these rules before and know there’s some truth in them. This session covers the relationship of time and money, the differences between cost, price and value, the purpose of a CMA and the roles of agent and seller in pricing a property.


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

Catch Consumers Ready to Move with Targeted Branding

12-10-2019 3:00 PM - 4:00 PM

Andrew Dorn

Room 415

Evolved branding can now be directed to reach consumers at the exact time they’re ready to move. In this session, top team leaders share how they have reallocated their brand marketing to appear at the right moment when buyers and sellers are shopping for homes and agents. Hear how these team leaders have learned to target and retarget on social platforms and also hear them share step-by-step how they transitioned from agent to power agent and finally to leaders of award-winning teams.

Creating Space To Be

12-10-2019 3:00 PM - 4:00 PM

Come learn the value of creating space in your busy life as a real estate professional. You’ll see how managing your space, frees up time, energy, effort and money. This session will empower you to excel in your career and to do it with a balanced life, an enhanced sense of well-being and a profound purpose.


Tracks
Session Handouts

A Primer on Land Use and Zoning

12-10-2019 3:00 PM - 5:00 PM

NJRE - CE Pending
NYRE - 2 Credits
PARE - 2 Credits

Jason Rittie

Room 408/409

Evolved branding can now be directed to reach consumers at the exact time they’re ready to move. In this session, top team leaders share how they have reallocated their brand marketing to appear at the right moment when buyers and sellers are shopping for homes and agents. Hear how these team leaders have learned to target and retarget on social platforms and also hear them share step-by-step how they transitioned from agent to power agent and finally to leaders of award-winning teams.


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

15 Creative Lead Generation Ideas

12-10-2019 3:30 PM - 4:30 PM

Shay Hata

Room 421

Don’t want to door knock, call FSBOs or work expired? Me neither! As an introvert, the idea of having to cold call or do pop-by visits terrifies me. Instead, I’ll share my 15 creative lead generation ideas which allowed me to grow my business from one transaction to over 75 a year, in just four years; a lot of which can be done from the comfort of your couch in your pajamas!

Commercial Tech Tools

12-10-2019 4:00 PM - 5:00 PM

Become the commercial agent of the future by attending this session about all the tools that you must have to excel as a commercial agent in 2020. We’ll discuss ways to have the global marketplace at your virtual fingertips. Plus, you’ll streamline your systems, be more efficient, provide a higher level of professionalism and showcase your properties in ways you have never imagined. Don’t get left behind!


NYSAR Reception

12-10-2019 5:30 PM - 6:30 PM

Sheraton Atlantic City Convention Center Hotel

Special Event

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

A NYSAR Reception is scheduled for Tuesday, December 10th from 5:30 PM – 6:30 PM.

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

NJ REALTORS® President’s Installation & Gala

12-10-2019 6:00 PM - 9:00 PM

Caesars Atlantic City

65.00

Special Event

Caesars Atlantic City
Circus Maximus Theater
2100 Pacific Ave
Atlantic City, NJ 08401

Gala reception honoring 2019 President Ilene Horowitz and the 2019 leadership team with installation of 2020 President Angela Sicoli and the 2020 leadership team.

Icebreaker Reception

12-10-2019 9:00 PM - 11:59 PM

Room Palladium Ballroom

Special Event

Caesars Atlantic City - Room: Palladium Ballroom
2100 Pacific Ave
Atlantic City, NJ 08401

Mingle with your fellow convention attendees. Wear your badge (badge required for admission) and bring your business cards to enjoy this special evening of music, dancing, hot and cold hors d’oeuvres, soft drinks, cash bar and networking.

20 Lead Generators Under $20 That Really Work!

12-11-2019 8:30 AM - 9:30 AM

Michael Lee

Room 419

Don’t spend thousands a month on disloyal Internet leads but use fun and inexpensive yet very effective techniques for obtaining buyers and sellers. Learn a system that can give you more clients than you can possibly handle including free ways to make clients aware of your unique services, targeting clients who are most likely to instantly relate to you and how to clearly analyze the effectiveness of your marketing. Discover the most time- and cost-effective methods to reach your best clients.


Session Handouts

Getting To The Top In An Ever Changing Market!

12-11-2019 8:30 AM - 9:30 AM

Ellen Boyle

Room 201/202

Sales is sales, is sales! This session highlights the basics of sales and salesmanship. The business of real estate is still a people business where “touch means much.” In this session, you’ll explore the importance of getting back to basics, the art of negotiations, and the necessity to memorize scripts. Plus, you’ll learn simple steps to lead to success and wealth. And, you’ll discover how to take control of your business without burning out. This is a fun and high-energy presentation.

It’s Technical…A Real Estate Technology Reality Check

12-11-2019 8:30 AM - 9:30 AM

Technology is everywhere and advances come fast and furious but integrating them into the business of transaction management can prove frustrating and fruitless. In this session, you’ll list and prioritize your technical needs and be challenged to answer difficult questions about what you really need to solve problems and complete tasks. Then you’ll be guided through the best-fitting solutions. You’ll walk out with a roadmap for managing the technology for your business.


Session Handouts

2020-2021 USPAP Update

12-11-2019 8:30 AM - 4:30 PM

NJRE - 7 Elective
NYRE - 7 Credits
PARE - 7 Credits

Melanie McLane

Room 318

250.00

Appraisal

This is the course, required by state laws, and the Appraisal Qualification Board for every licensed and certified appraiser to complete every two years, both to keep an active license and to remain in good standing on the National Appraiser Roster.

Pre-registration by 11/29 and additional fee applies.


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

50 Questions A Broker Should Answer Before Starting Teams!

12-11-2019 9:00 AM - 10:00 AM

NJRE - CE Pending

Pam Ermen

Room 301

The development of real estate teams can be the best thing or the worst thing that’s ever happened to your company’s culture. Finding win-win solutions to important challenges regarding team leader qualifications, company benefits and support, appropriation of commissions and fees, and hiring and firing can make all the difference! Trying to find solutions after issues arise can strain relationships with your Top Producers. Create healthy boundaries now to insure profitable relationships later.


Continuing Education
  • New Jersey Real Estate - CE Pending

NYS Agency Law

12-11-2019 9:00 AM - 10:00 AM

NYRE - 1 Credit

In this session, NYSAR’s Legal Counsel will provide an in-depth look at agency law in New York State with the intent of reducing risk in your real estate practice.


Continuing Education
  • New York Real Estate - 1 Credits

Not a Guru, Not a Rockstar, Not a Ninja…I am a REALTOR

12-11-2019 9:00 AM - 10:00 AM

Real estate is above all else a relationship-based business. As a REALTOR®, your role is to serve your clients’ best interests and your business should be focused on them. In this session, you’ll learn best practices including how to use C2EX and the Code of Ethics as your guide in your practice when dealing with clients, as well as other agents, attorneys, inspectors and contractors.

Financial Literacy for Realtors

12-11-2019 9:00 AM - 11:00 AM

NJRE - 2 Core

Steve Grazio

Room 304

Real estate professionals are typically self-employed independent contractors. As such, they are effectively a “business of one.” Financial literacy is an essential competency to making well-reasoned financial decisions. This session covers various concepts integral to personal and professional long-term financial success.


Continuing Education
  • New Jersey Real Estate - 2 Core Credits

What to Know About The EB-5 Real Estate Investor Visa Program

12-11-2019 9:00 AM - 11:00 AM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

The EB-5 investor program is a tool for real estate developers seeking project financing, to real estate professionals with clients across the globe seeking to invest in American real estate, while securing the benefits of residency in the US. This session covers the background of the EB-5 program; entry into the program; project vetting; investment structures; business plans; examples of qualifying direct and regional center projects; and more.


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

Agency is an OLD CAR

12-11-2019 9:00 AM - 12:00 PM

NJRE - CE Pending
NYRE - 3 Credits
PARE - 3 Credits

Doug Vairo

Room 303

In this session, you’ll learn agency, inside and out. Too many agents have no clue who they represent in a transaction. An agent’s fiduciary responsibility to their client or principal is the same bond that an attorney has with his/her client. OLD CAR is designed to help agents remember the six components of an agency relationship. You’ll also learn to distinguish between a client and customer, and what you owe each party. Stigmatized properties will also be covered in this session.


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

Discovering the Power of Today’s New Non-QM Mortgages

12-11-2019 9:00 AM - 12:00 PM

NJRE - CE Pending
NYRE - 3 Credits
PARE - 3 Credits

This session covers today’s non-traditional/non-QM real estate mortgages and the importance of non-traditional lending. The effects of the Dodd Frank Act and the new legislation by the Trump Administration rolling back guidelines of the Dodd Frank Act effect the consumer. Topics include: how new non-traditional products allow borrowers to qualify for primary home purchases; qualifying self-employed and working-class borrowers; loans for borrowers who suffered housing events; and properly advertising.


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

House Your Service?

12-11-2019 9:00 AM - 12:00 PM

NJRE - 3 Core
NYRE - 3 Credits
PARE - 3 Credits

Paula Monthofer

Room 411/412

In this session, you’ll learn how to set expectations while navigating around transaction pitfalls and how to close the transaction by delivering a systematic and amazing customer service experience. Based on real-life contract scenarios, you’ll even learn how to limit liability, protect your client and ensure repeat and referral business for years to come.


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

Two Worlds Collide: Social Media Advertising Meets Fair Housing Law

12-11-2019 9:00 AM - 12:00 PM

NJRE - 3 Core
NYRE - 3 Credits
PARE - 3 Credits

In today’s highly connected, social media-driven world, there are a number of landmines and traps related to federal fair housing law that all agents need to be aware of. In this interactive session, you’ll take a deep dive into where these two worlds collide so that you can confidently utilize social media as a marketing vehicle without sacrificing protecting buyers and sellers in protected classes.


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

Perception & Reality: Composing Your Leadership’s Perfect Year

12-11-2019 9:30 AM - 10:30 AM

Maura Neill

Room 421

Association Executives and staff can play a large role in the success of association leadership. Helping your leadership be effective and enjoy a successful year can mean assisting them with developing their leadership skills, using and improving your emotional intelligence, and recognizing there are many realities and different perceptions in your organization. In this session, you’ll test your perception and compare it to others’ and examine how you apply emotional intelligence to interact with others.

Buyers: Find Them, Bind Them and Mind Them

12-11-2019 9:30 AM - 11:30 AM

NJRE - 2 Core
NYRE - 2 Credits
PARE - 2 Credits

Buyers represent half of all real estate transactions, yet many agents ignore that side of the sale. Even worse is the sentiment that “buyers are liars.” If you want to know more about how to find buyers, have them sign a representation agreement and manage their expectations, this session is for you! It covers steps to target and market to buyers, promoting your services and creating a value proposition. Discover the top six services buyers want from an agent and how to provide them!


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

Is It Time to Offer Property Management?

12-11-2019 9:30 AM - 11:30 AM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

When the real estate market slows, there is one time-tested way to not only survive but to thrive. Adding property management services for your clients gives you residual income streams, new buyer and seller clients, increased company value, steady cash flow, and more. This session breaks down the pros–and cons-of property management services. You’ll explore the risks and rewards of various property management business models and get answers to the most common questions.


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

Perfect Pricing with Easy, Accurate CMA’s from RPR

12-11-2019 9:30 AM - 11:30 AM

NJRE - 2 Elective
NYRE - 2 Credits

Attend this session to learn how to: apply your local market intelligence to refine the RVM/AVM with adjustments; subtract value for needed home improvements; use RPR slider bars to further adjust a property’s value based on market and home conditions; and adjust the weight of comps so you can judge which should be considered more. You’ll also learn how to lead clients through the intricacies of market realities with easy-to-understand facts and graphics and create a Seller’s Report that shows off your market expertise!


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

Buy From Me or Get Out of My Car

12-11-2019 10:00 AM - 11:00 AM

Bill Fields

Room 201/202

Are you spending so much time with suspects you don’t have time to help real buyer prospects? This session will show you how to double your buyer-controlled sales in half of the time. You’ll see: how to instantly capture the prospects and eliminate the suspects; how to create a safe buying environment so your buyers want to buy; how to separate the buyer’s wants from the buyer’s needs; how to show a property to sell a property; and how to handle the objections standing in the way of buyers buying.

Your Safety is Non-Negotiable: The Beverly Carter Story

12-11-2019 10:00 AM - 11:00 AM

NJRE - CE Pending
NYRE - 1 Credit

Carl Carter Jr.

Room 408/409

The son of Beverly Carter delivers a powerful presentation on safety that only someone with his background and experience could deliver. His presentation is an impactful combination of harrowing details involving his mother’s story and practical industry anecdotes and takeaways. Carl’s mission is to take his mother’s experience and use it to inspire real estate professionals to make positive changes in their lives and businesses.


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

Defending Against the Data Breach: Protect from Spyware, Malware, Ransomware and Keyloggers

12-11-2019 10:00 AM - 12:00 PM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

Every few seconds, someone has his or her identity stolen. Computers are hacked, wallets are stolen, credit cards are compromised, credit is ruined, and the instigators make more in a day than most of us make in a year! The fact is, the system we function under is set up to fail and unless consumers know their options, it’s just a matter of time before they are victimized. Attend this session to learn how to protect your data and your clients’.


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

Lucky 7! Top Environmental Issues

12-11-2019 10:00 AM - 12:00 PM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

David Sulock

Room 403

This session covers environmental issues ranging from asbestos, lead, mercury and radon, to mold, oil storage tanks, cesspools and septic systems. You’ll also learn about how to remediate these concerns so they don’t negatively impact your real estate transactions. Don’t miss this important session designed to help you take a proactive approach!


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

RPAC High Rollers’ Suite

12-11-2019 10:00 AM - 4:00 PM

Room 308/309

250.00

Special Event

Relax and recharge at Triple Play while supporting the REALTORS® Political Action Committee (RPAC). Your $250 investment at the door will count towards your 2020 RPAC total.

Agent Extinct: How to Survive the Evolving Real Estate Market.

12-11-2019 10:30 AM - 11:30 AM

Ifoma Pierre

Room 419

Agents are facing a challenge that is unprecedented in real estate history. Times are changing, technology is taking over, buyers and sellers are going online for everything. It’s time for agents to re-establish a professional presence, one that embraces technology, before we become extinct!

NJ Legal & Regulatory Update

12-11-2019 10:30 AM - 12:30 PM

NJRE - 2 Core

Join the New Jersey REALTORS®’ General Counsel and New Jersey Real Estate Commission representatives for an update on New Jersey legal issues affecting all licensees. This session provides an in-depth review of the laws and rules regulating how you conduct business in New Jersey, to assure you’re operating in compliance.


Continuing Education
  • New Jersey Real Estate - 2 Core Credits

Freddie Mac/Affordable Housing

12-11-2019 11:00 AM - 12:00 PM

NJRE - CE Pending

The goal of the Freddie Mac Affordable Lending Initiative is to educate Realtors® on the affordable housing story, the lending products, and resources available. Realtors® will then be able to share these resources with their clients, increasing mortgage affordability for first-time home buyers and low and moderate income households.


Continuing Education
  • New Jersey Real Estate - CE Pending

Growing Organically on Facebook, FOR FREE

12-11-2019 11:00 AM - 12:00 PM

When Tracy left a team to become a solo agent, she created her own voice on social media. Tracy established her personal brand: a Mom of two girls, a dog named Buddy, a Maplewood-ian, and a REALTOR®. In this session, you’ll learn best practices and specific steps you can follow to: create your own brand; consistently contribute to its positive message; grow your spheres organically, for free; avoid spamming your feed with listings; and actively promote your REALTOR® pride.

Millennials – Entitled to Great Leadership

12-11-2019 11:00 AM - 12:00 PM

Millennials are an entitled, last place trophy-seeking, technology-driven generation, well maybe. They are the largest generation in the workforce and driven to entrepreneurship. In other words, the perfect real estate agent! In this session, you’ll learn how to: create a perfect workplace for millennials; manage and mentor millennials to greatness; train this next generation of agents to achieve; and assist them in developing dynamic and challenging businesses.

Give to Grow: Community Service and the Hyperlocal Agent

12-11-2019 11:00 AM - 1:00 PM

Maura Neill

Room 313

You love what you do and you’re dedicated to your community, it’s what drives you and builds your business at the same time. Find out how this win-win can be leveraged for even greater good.  In this session, you’ll learn how to involve your clients in charity events and giving as a way to stay in touch and foster a deeper connection and engagement with your sphere. Feel great about growing your business, increasing good will, and creating a legacy of helpfulness in your business!

Finding “Unlisted” Inventory in a Fast Moving Market

12-11-2019 11:30 AM - 12:30 PM

Pam Ermen

Room 201/202

Many markets are experiencing decreasing inventory and increasing demand, creating multiple offer negotiations or frustration for buyers who miss out on the home they want! In addition, today’s connected consumer is often finding homes faster than their agent is by employing sources other than the MLS. Agents who use creative strategies to find unlisted inventory can create a high level of value in the buyer’s eye and a USP that sets them apart from their competitors!


Session Handouts

Marketing to Multi-Cultural Customers

12-11-2019 11:30 AM - 12:30 PM

NJRE - CE Pending
NYRE - 1 Credit

Michael Lee

Room 417

Unfortunately, many agents unintentionally insult multicultural clients at least three times in the first 30 seconds! Whether you are a residential or commercial real estate professional, you could be missing out on a rapidly growing segment of the population – foreign-born and multicultural consumers – either by not knowing how to connect with them or by offending them. In this session, you’ll gain insights to make you a more sought-after professional, better equipped to serve diverse consumers.


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

The Art of Personal Safety

12-11-2019 11:30 AM - 12:30 PM

Jennifer Cassetta

Room 408/409

This is an interactive session to empower both women and men to feel stronger, safer and more confident, from the streets to the open house and beyond. Learn from this national self-defense expert and third-degree black belt, how to enhance your awareness, avoid danger, protect yourself – both mentally and physically, and feel safe interacting with the public while in other people’s property.

Getting to Yes! How to Get Your Prospects to Say Yes and Feel Good About It

12-11-2019 1:30 PM - 2:30 PM

Bill Fields

Room 201/202

There is no commission on a sale you almost make! Over 50% of the presentations made to buyers and sellers end without a successful result for either the client or agent. In this session, you’ll learn no pressure closing, negotiating and objection handling techniques for getting every buyer and seller to say “yes” and feel good about it. You’ll explore how to identify the four primary personality styles and how to work with them effectively using a feature-benefit presentation to help the prospect move forward.

Not a Guru, Not a Rockstar, Not a Ninja…I am a REALTOR

12-11-2019 2:00 PM - 3:00 PM

Real estate is above all else a relationship-based business. As a REALTOR®, your role is to serve your clients’ best interests and your businesses should be focused on them. In this session, you’ll learn best practices including how to use C2EX and the Code of Ethics as your guide in your practice when dealing with clients and with other agents, attorneys, inspectors and contractors.

The Art of Badassery

12-11-2019 2:00 PM - 3:00 PM

Jennifer Cassetta

Room 408/409

Every challenge that life throws our way makes us stronger, like a martial artist achieving different belt levels striving for the black belt. In this session, you’ll learn that life doesn’t have to be defined by tragic moments but by the courage to keep moving forward. Using Jennifer’s five principles of “badassery” will help you feel stronger, safer and more confident.

Maximizing First Time Home Buyer Opportunities with Down Payment Assistance

12-11-2019 2:00 PM - 4:00 PM

NJRE - CE Pending
NYRE - 2 Credits
PARE - 2 Credits

This session will equip you to uncover opportunities for renters, first-time home buyers, and those in Urban Target Areas. You’ll be able to share with potential buyers a greater depth of information about resources available to help them become homeowners. Plus, you’ll be empowered with the tools to help your clients overcome the issue of funds for down payment and closing costs and learn about NJHMFA’s Home Buyer Programs.


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

NYS Legal Update

12-11-2019 2:00 PM - 4:00 PM

NYRE - 2 Credits

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


Continuing Education
  • New York Real Estate - 2 Credits

Paint the Transaction Green

12-11-2019 2:00 PM - 4:00 PM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

David Sulock

Room 403

How can a home be environmentally friendly? In this session, you’ll learn about Energy Star rating, indoor air quality, MERV filtration, solar energy and much more. This session explains: where “green” elements can be found in new homes; features that make both new and older homes green; and how to spot these features.


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

Fair Housing Justice Center

12-11-2019 2:00 PM - 5:00 PM

NJRE - 3 Core
NYRE - 3 Credits
PARE - 3 Credits

Doug Vairo

Room 302

For real estate professionals, fair housing is at the heart of the industry. Because groups or classes of people have been discriminated against, the Federal Government has enacted laws to help eliminate discriminatory practices. This session explores how you can avoid things that might be illegal, unethical or unfair. As the saying goes, “Ignorance is no excuse.”


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

House Your Service?

12-11-2019 2:00 PM - 5:00 PM

NJRE - 3 Core
NYRE - 3 Credits
PARE - 3 Credits

Paula Monthofer

Room 411/412

In this session, you’ll learn how to set expectations while navigating around transaction pitfalls and how to close the transaction by delivering a systematic and amazing customer service experience. Based on real-life contract scenarios, you’ll even learn how to limit liability, protect your client and ensure repeat and referral business for years to come.


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

Raising the Bar: Defining Professionalism

12-11-2019 2:00 PM - 5:00 PM

NJRE - 3 Core
NYRE - 3 Credits
PARE - 3 Credits

How can we raise the bar of professionalism in real estate? In this session, you’ll explore 10 ways to kill a transaction and learn how to build relationships of trust with your clients so you can dazzle them with your customer service. You’ll also take a deep dive into the five essential skills today’s real estate professionals need to deliver value to their clients. Both new and experienced real estate practitioners will discover how to create a solid, recession-proof business and a life they love!


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

20 Lead Generators Under $20 That Really Work!

12-11-2019 2:30 PM - 3:30 PM

Michael Lee

Room 419

Don’t spend thousands a month on disloyal Internet leads but use fun and inexpensive yet very effective techniques for obtaining buyers and sellers. Learn a system that can give you more clients than you can possibly handle including free ways to make clients aware of your unique services, targeting clients who are most likely to instantly relate to you and how to clearly analyze the effectiveness of your marketing. Discover the most time- and cost-effective methods to reach your best clients.


Session Handouts

NAR Community Outreach Grants

12-11-2019 2:30 PM - 3:30 PM

This session is designed for REALTOR® Association Executives and staff, Presidents, President-Elects, Association Leadership and Committee Members. You’ll learn about NAR’s Smart Growth, Housing Opportunity, Placemaking and Diversity Grants, how to apply for them and how other associations have used them.

The Road to Retention

12-11-2019 2:30 PM - 3:30 PM

Would you like to walk into work each morning being greeted by smiles and stories of success? Would you like to be known as the most productive and professional company, office or team? If you are starting from nothing, have been managing the group for many years or have just taken over an existing group, you can build a professional team with influence and commitment. The key is to develop the skills and techniques to empower success and create prosperity in your group.

10 Powerful Ways to Provide REALTOR® Value to Buyers and Sellers

12-11-2019 2:30 PM - 4:30 PM

NJRE - 2 Elective
NYRE - 2 Credits

RPR® provides tools and resources to expand your business and improve your market knowledge. In this session, you’ll learn how to: improve prospecting and farming strategies; run accurate comp analyses; identify distressed properties; generate neighborhood reports; value home improvements; use RPR® Mobile™; and more!


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

Let’s Talk Flooding & Recovery

12-11-2019 2:30 PM - 4:30 PM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

In this session, you’ll learn actionable techniques and best practices to protect your buyers in purchasing a previously flooded home, as well as, to list and promote previously flooded homes. You’ll explore how flooding and flood insurance plays a role in the value of a property and discuss the important features of the National Flood Insurance Program (NFIP) that you need to know.


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

Rightsizing a Downsizing Generation

12-11-2019 2:30 PM - 4:30 PM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

Pam Ermen

Room 304

Research shows that 10,000 people turn 65 every day. By 2030, one out of every five Americans will be 65 or better! With over 20% of our future population potentially part of this downsizing generation, real estate professionals need to understand the specific buying and selling requirements of this group. Don’t miss this session filled with checklists, resources, steps, strategies and real insights gathered from successful experiences working with this niche community of clients.


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

So You Want to Try Commercial Property Management?

12-11-2019 2:30 PM - 4:30 PM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

Are you considering making the leap from residential property management to commercial property management? If so, you’ll gain the knowledge and confidence in this introductory session as you compare the similarities and differences between the two. You’ll also cover important issues such as how to prepare a financial analysis, what commercial investors expect of their property managers, and how to speak the language of investors.


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

Social Media Security: Marketing, Extending and Defending Your Online Reputation

12-11-2019 2:30 PM - 4:30 PM

NJRE - 2 Core
NYRE - 2 Credits
PARE - 2 Credits

Twitter, Facebook, YouTube, YELP and LinkedIn are popular social networking sites in both our personal and professional lives. However, the risks we face from sharing too much information are substantial—from personal security to damaged reputations to significant business liabilities that put all operations in jeopardy. Attend this session and learn how to market with social media while securing your online reputation.


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

8 Doors To Success and Happiness!

12-11-2019 3:00 PM - 4:00 PM

Ellen Boyle

Room 201/202

This session opens eight doors to success, starting with building a strong personal foundation using affirmations and belief systems. You’ll learn about: branding and sales; working successfully with the sellers and buyers; the art of negotiations; and powerful scripts to convert correspondence into appointments. You’ll leave re-energized with specific personal and business goals!

Building Global Real Business

12-11-2019 3:30 PM - 4:30 PM

NJRE - 1 Elective
NYRE - 1 Credit

Raj Rajpal

Room 408/409

In this session, you’ll explore why global real estate business happens and the factors driving it. You’ll learn how buyers and sellers from different countries are connecting with local real estate professionals to do business and the steps you can take to get involved in developing and building an international real estate business in your local market area.


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

Growing Organically on Facebook, FOR FREE

12-11-2019 4:00 PM - 5:00 PM

When Tracy left a team to become a solo agent, she created her own voice on social media. Tracy established her personal brand: a Mom of two girls, a dog named Buddy, a Maplewood-ian, and a REALTOR®. In this session, you’ll learn best practices and specific steps you can follow to: create your own brand; consistently contribute to its positive message; grow your spheres organically, for free; avoid spamming your feed with listings; and actively promote your REALTOR® pride.

STOP Managing and Start Leading

12-11-2019 4:30 PM - 5:30 PM

Bill Fields

Room 301

This exciting session will show you how to dramatically increase the productivity and profitability of your office when you stop managing systems and start leading your agents! You’ll learn: why 83% of agents fail to reach their potential; how to demonstrate the leadership skills all agents need to be successful; how to teach agents to solve their own problems; and how to turn agent activity management into office productivity. Start using MBWA to get extraordinary results from every agent!

Staging to Sell, What Every Agent Should Know

12-11-2019 4:30 PM - 5:30 PM

Shell Brodnax

Room 201/202

This session will show you how real estate staging combined with professional photography will get the best return on the sale of your client’s number one asset, their home. You’ll also learn: how to look for red flags that would indicate a stager is operating their business as a hobby versus as a professional; the type of insurance a stager should carry; and standard staging contract clauses and procedures.

Hybrid Appraisals–Safe or Sorry?

12-12-2019 9:00 AM - 11:00 AM

NJRE - 2 Elective
NYRE - 2 Credits

Melanie McLane

Room 304

Appraisal

Attend this session to explore hybrid appraisal models being used by some appraisal management companies in which another person, such as a real estate licensee, collects data about and takes photos of a property. This information is then passed on to a certified real estate appraiser who performs a desk-top appraisal using the information provided by the third party. You’ll also consider USPAP compliance, E&O insurance coverage, and if this is just a simpler way to do more appraisals or something with inherent risk.


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

Do the Right Thing! The Code of Ethics and Fair Housing

12-12-2019 9:00 AM - 12:00 PM

NJRE - 3 Ethics
NYRE - 3 Credits
PARE - 3 Credits

Get a two-for-one with this session! Not only does it fulfill the NAR quadrennial Code of Ethics training requirement, it also contains fair housing information. You’ll take on these two topics like never before and learn real life practices to better protect you and the public.


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

Increase Your Business & Decrease Your Risks!

12-12-2019 9:00 AM - 12:00 PM

NJRE - 3 Ethics
NYRE - 3 Credits
PARE - 3 Credits

Ellen Boyle

Room 302

This informative and useful session will show you the added value of technology and remind you of the need to stick with the basics of sales to achieve success. Using highlights from the NAR Code of Ethics, you’ll learn how to decrease your risk by always being in compliance with ethical standards. And, you’ll come away knowing the fiduciary duties you owe to clients versus customers. Practice with a higher standard and with REALTOR® pride!


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

Two Worlds Collide: Social Media Advertising Meets Fair Housing Law

12-12-2019 9:00 AM - 12:00 PM

NJRE - 3 Core
NYRE - 3 Credits
PARE - 3 Credits

Cheryl Knowlton

Room 201/202

In today’s highly connected, social media-driven world, there are a number of landmines and traps related to federal fair housing law that all agents need to be aware of. In this interactive session, you’ll take a deep dive into where these two worlds collide so that you can confidently utilize social media as a marketing vehicle without sacrificing protecting buyers and sellers in protected classes.


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

Let’s Talk Flooding & Recovery

12-12-2019 9:30 AM - 11:30 AM

NJRE - 2 Elective
NYRE - 2 Credits
PARE - 2 Credits

In this session, you’ll learn actionable techniques and best practices to protect your buyers in purchasing a previously flooded home, as well as, to list and promote previously flooded homes. You’ll explore how flooding and flood insurance plays a role in the value of a property and discuss the important features of the National Flood Insurance Program (NFIP) that you need to know.


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

Maximizing First Time Home Buyer Opportunities with Down Payment Assistance

12-12-2019 9:30 AM - 11:30 AM

NJRE - CE Pending
NYRE - 2 Credits
PARE - 2 Credits

This session will equip you to uncover opportunities for renters, first-time home buyers, and those in Urban Target Areas. You’ll be able to share with potential buyers a greater depth of information about resources available to help them become homeowners. Plus, you’ll be empowered with the tools to help your clients overcome the issue of funds for down payment and closing costs and learn about NJHMFA’s Home Buyer Programs.


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