Expanded Broker Track
Increased Agent Productivity
Thursday, September 10, 2009 - 1:00 pm - 4:00 pm
This workshop
covers:
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The psychology driving agent production
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Having agents requesting to hold them accountable
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Instilling interdependence in your office
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Learning how to get commitments from your agents
Instructor: Rich Casto
Advanced Recruiting Systems
Friday, September 11, 2009 - 9:00 am - noon
This workshop
covers:
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Technology - that's what it's all about
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Attracting the new “profile” agent
Learning the “net” system Getting a full pipeline and consistent recruiting
Instructor: Rich Casto
Essential Business Planning and Team Building
Friday, September 11, 2009 - 1:15 pm - 4:15 pm
This workshop
covers:
Learn to coach your agents and help them business plan -
Watch Rich coach agents live
Learn to help your agents sell more real estate in less time Receive the new Excel spread sheet business plan and how to implement it
Instructor: Rich Casto
Six-Hour Negotiating Series
Surviving and Thriving in a Recession – Part 1
Friday, September 11, 2009 - 9:00 am - noon
Whether you are involved in residential or commercial
real estate, it has never been more difficult or more important to
be both persuasive and creative in your dealings with others. During
this dynamic session you will learn how to:
Control the outcome of all interactions with an amazing five-point game plan Protect your profit margins with six powerful strategies Use the one thing that will give you an edge in all your negotiations Find creative solutions to managing conflict with customers and clients Use the seven keys to negotiating like a pro.
Instructor: Barry Elms
REALTORS® Commercial Alliance 2009 Signature Series
Surviving and Thriving in a Recession – Part 2
Friday, September 11, 2009 - 1:15 pm - 4:15 pm
Whether you are involved in residential or commercial real estate, it has never been more difficult or more important to be both persuasive and creative in your dealings with others. During this dynamic session you will learn how to:
Control the outcome of all interactions with amazing 5-point game plan Protect your profit margins with 6 powerful strategies Use the one thing that will give you an edge in all your negotiations Find creative solutions to managing conflict with customers and clients Use the 7 keys to negotiating like a pro.
Instructor: Barry Elms
REALTORS® Commercial Alliance 2009 Signature Series
Workshops: Thursday, September 10, 2009
7:30 am - 8:30 am
Rise and Shine
7:30 am - 8:30 am
One-hour exercise session or morning stretch for the early riser.
Instructor: Lisa Brisse
Workshops: Thursday, September 10, 2009
1:00 pm - 2:30 pm
Seven Steps to a Red Hot Pre-Listing Presentation - Guarantee the Listing Every Time
1:00 pm - 2:30 pm
This powerful session is designed to get the listing every
time while giving real estate professionals specific steps on how
to service the new consumer that has emerged. The newly empowered
property owner of today has different needs and expectations than
ever before. In this session you will learn:
The three steps to creating powerful pre-appointment positioning Three winning guidelines that set clear expectations for the sellers How to draw the sellers in to be cooperative and supportive of their marketing efforts How to Overcome objections -
Six steps to creating your own winning pre-listing system that is
ready in 20 minutes or less
-
And more ...
Instructor: Terri Murphy
The Most Effective Lead Generation Systems
1:00 pm - 2:30 pm
Salespeople double their production through more
effective lead management. There is a fortune in business through
good relationship management. If there is one key to sales
success it lies in this basic yet most often misunderstood topic.
This presentation describes the system and implementation practices
to dramatically increase productivity and profitability of commission
salespeople.
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The four systems of successful lead management
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The most effective ways to generate leads – listing
leads vs. buyer leads
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Scripts, approaches and understanding the goal of your effort
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Your 100% lead retention system
Instructor: Rich Levin
One Speaks – One Listens – Mastering the Language of Persuasion
1:00 pm - 2:30 pm
What to say, when to say it, and how it should
be said is the essence of any negotiation. In mastering
the language of persuasion, one must understand that
based on the laws of communication, form is as important
as content. Most disagreements are really misunderstandings.
Asking the right questions, listening actively, detecting how
others process information and applying that knowledge to
communicate effectively is fundamental to mastering the art
of persuasion.
Instructor: Ed Hatch
Creating Urgency in a *%!# Market
1:00 pm - 2:30 pm
Attendees at this workshop will learn:
How to use systems and strategies to
determine the difference between circumstantial and emotional urgency
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How to recognize and use the seven phases
of emotional urgency to guide clients to make
a good decision…regardless of the headlines
Ways to harness the power of winning scripts
and visuals that demonstrate why this is a good time to buy
Five methods to overcome indecision by becoming
trusted real estate leader/advisor
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Skills to counsel/coach the official and unofficial
decision-maker to determine buyer’s motivation
Instructor: Gee Dunsten
Protecting Yourself on Facebook - 10 Privacy Tips You Should (Absolutely) Know
1:00 pm - 2:30 pm
So you're on Facebook, but privacy is becoming a top concern. Whether you've been tagged in a photo that you didn't want posted or you simply want to keep your personal life "private," this workshop is for you. Like most real estate professionals, your image and perception is everything. Having your privacy set up correctly from the start will help you avoid embarrassing moments on a public stage. Topics include: using your friends lists to control what people see, protecting your photo albums, avoiding applications from publishing to your newsfeeds, making your contact information private, hiding your visibility online, hiding your actions on Facebook and more.
Instructor: Rob Uhrina
Real Estate via Blackberry
1:00 pm - 2:30 pm
Get the most out of your Blackberry smartphone. Attend this session to learn how to set up and use Blackberry's contact, calendar, e-mail and browser features in your real estate business. Mobile sites for the MLS, the various text options (sms, mms, and bbms) and other applications will also be explored. Your buyers and sellers will be impressed with the level of service you can provide anytime, anywhere.
Instructor: James Imhoff and Dwight Gervasi
Staying Ahead of the Competition - A Legislative Update
1:00 pm - 2:30 pm
Learn about new changes to state and federal laws and how they will affect your business and your pocket book.
Topics will include:
Recent changes to foreclosure regulations
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New appraisal and financing requirements
Capital gains taxes
Land development regulations
Instructor: Mike Theo and Tom Larson
If We All Know WHAT To Do, Why Don’t We Do It?
1:00 pm - 2:30 pm
What does it take to change our habits? How do our
thoughts, emotions and attitudes affect our physical bodies?
Learn to deal with the emotional and mental blockages that
get in the way of making healthy and lasting lifestyle
changes. Explore the science behind the mind-body
connection and the physiology of what it takes to change
it – for the better. Instructor: Lisa Brisse
Lead Generation on a Budget
1:00 pm - 2:30 pm
This class provides you with the opportunity to develop a marketing and lead generation strategy, and exposes you to a range of specific activities which will enable you to contain costs. The session will cover “traditional” and Internet prospecting activities.
Instructor: Alan Rice
Workshops: Thursday, September 10, 2009
2:45 pm - 4:00 pm
Double Your Profits Without Doubling Your Workload
2:45 pm - 4:00 pm
This down-to-earth, easy to implement straight talk, step-by-step action plan can teach you how to create a WOW experience to keep customers for life. Capturing, incubating and converting prospects to lifelong customers make the process profitable. This course empowers you to:
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Be different from your competition: Learn eight keys to creating
true market differentiation
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Find the tools and resources you need to provide 24/7 service to
clients, customers and prospects
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Identify the latest and newest three tools to support your brand
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Use your Web site and web resources to make mMoney while you sleep
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Maximize your dollars with smart advertising and marketing
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Learn to use cool new tools
Instructor: Terri Murphy
Extraordinary Success with Buyers in a Challenging Market
2:45 pm - 4:00 pm
A qualified buyer with motivation and urgency is as valuable as a salable listing, more valuable than most listings in a buyer’s market. This is only true when you master the systems and processes of working with buyers. This workshop will save you time and make you money.
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How to sell a buyer in five houses or less
(most of the time)
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Your buyer presentation – the secret to referrals
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Scripts and skills of showing and closing the sale
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What you don’t know about buyers that is costing
you time and money
Instructor: Rich Levin
Exclusively by Referral
2:45 pm - 4:00 pm
This session focuses on developing and implementing
client-centered strategies designed to create a large and steady
flow of referrals. The benefits of this exclusively-by-referral
business model are…more trusting, less resistant clients, more
profit, and more free time to enjoy it! Ed will discuss the five
specific design steps, the new beliefs necessary in creating a
long-term relationship with clients, a simple four category method
of prioritizing your database, and step-by-step systems to assure
a steady flow of referrals.
Instructor: Ed Hatch
Demystifying the REO Process
2:45 pm - 4:00 pm
A panel of brokers who spepcialize in the REO market will provide the information you need to know as a selling agent when venturing into this fast-emerging market. The REO market provides many opportunities, but also requires specific knowledge to ensure success. The panel will discuss:
- Introduction to the REO process
- Working with buyers
- How to write a good offer
- Contracts and negotiation
- Safety issues
REO Panelists: Tim Lawonn, Lawonn Realty (Moderator), Sue Oelke, Whitten Realty, John Protiva, First Realty GMAC, Sharon Sinklair, Coldwell Banker Foremost Realty, Mark Kivley, RE/MAX Lakeside, Sonya Mays, Prudential Absolute
Fannie Mae-Freddie Mac – New Market, New Rules, New Ball Game
2:45 pm - 4:00 pm
Attendees will learn:
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Why this is significant and how we got here
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Changes in qualification standards, loan programs and pricing
What’s with the new appraisal laws
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Condominium approval guidelines
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What you should know vs. not knowing
Instructor: Gee Dunsten
eNewsletter = Free (or Almost Free) Marketing
2:45 pm - 4:00 pm
The how, what, where, when and why of eNewsletters ...
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Why eNewsletters – the frugal REALTOR®!
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What content gets read
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Where to find a base for an eNewsletter
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When do you send out eNewsletters?
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How to prepare eNewsletters that will get thank-you notes from your clients or sphere
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How to research material for your eNewsletter
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How to prepare an eNewsletter in under one hour
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How to send out eNewsletters that don't get spammed
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eCards (if there is time)
Instructor: Carol Jensen
What’s the Real Estate Outlook with Outlook?
2:45 pm - 4:00 pm
An Overview of 2007 Microsoft Outlook with Business Contact Manager
Learn how to control your real estate and personal life using Microsoft Outlook. This session focuses on creating contact lists, writing good marketing e-mails with signatures, adding links to e-mails, organizing your Task list, and working with the Outlook Calendar. Real estate specific add-ons for Outlook will also be discussed.
Instructor: Terry Donahue
Be Active and Move: Incorporating Exercise into Everyday Life
2:45 pm - 4:00 pm
Is your life too busy to exercise? No more excuses! It’s easier than you think to find the time. Learn simple exercises everyone can do that don’t take much time, expense or equipment. These routines are so easy you can do them at your desk. Instructor: Lisa Brisse
Pricing and Offer Strategies for Consumers
2:45 pm - 4:00 pm
Pricing and offer strategies are critical elements of a real estate professional’s value proposition with a consumer. This presentation outlines the fundamental aspects of determining a pricing/offer strategy and the use of consultative methods with the consumer.
Instructor: Alan Rice
Workshops: Friday, September 11, 2009
7:30 am - 8:30 am
Rotary and Kiwanis Service Club Meeting
7:30 am - 8:30 am
Rotarians and Kiwanians Meet and Greet - Invest an hour of your convention time meeting and sharing Rotary and Kiwanis experiences. Do you need to make up a meeting? Join us and receive credit.
Workshops: Friday, September 11, 2009
10:30 am - 11:45 am
Keeping Current Matters in Today’s Market - Part 1
The Real Data. The Real Message. The Right Delivery.
10:30 am - 11:45 am
Learn how to use current trends and the media to your
advantage in diminishing buyer uncertainty and educating uninformed
sellers on pricing strategy. Learn how top agents are positioning
themselves as experts by helping their clients understand the information
and translate that into ACTION.
“I got a $10,000 price break and 1% increase in my selling commission
tonight using what I learned in class this morning." (Long Island REALTOR®).
Instructor: Steve Harney
You Tube? You Should
10:30 am - 11:45 am
Online video networks like YouTube have exploded and
are becoming some of the most highly trafficked sites on the Web.
Learn how to leverage this tool to provide some of the most viral and
effective marketing pieces for your business. Topics include:
Setting up your YouTube channel Posting videos to your YouTube channel -
Embedding video in your Web site
-
Incorporating video into your marketing
Using video blogging tools Showcasing your services and products using video Reviewing examples of effective use of video on Webs ite and blog sites
Instructor: Brad Hanks
Get Back to Work or Get Out
10:30 am - 11:45 am
It’s a new market and it’s a tough market. Why are
some agents loving it and looking forward to 2010 while
many are running for the hills? A new course based
on old principles is exactly what you need to get ready for 2010. Stop “just
getting by” or you may find yourself getting out.
Instructor: Mark Porter
Using Blogs to Build Communities
10:30 am - 11:45 am
Whether you have a blog, are considering starting
a blog, or just want to know why anyone would have a
blog, this session is for you. Dustin Luther is the founder
of Rain City Guide, a popular real estate blog in the Seattle
area. During this session, Dustin will:
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Provide an overview of methods for attracting
traffic to Web sites
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Tell you what works in building a community
destination Web site
Why most blogs fail How to make blogs work
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Give you tips to be effective
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Tell you how to get started
Instructor: Dustin Luther
24 Steps to a Successful Short Sale
10:30 am - 11:45 am
Distressed properties have become a sign of the times
and the agent today must know how to protect client
interests in buying or selling a short sale. In this session you
will learn how to effectively list and sell short sale properties.
Instructor: Frank Serio
Don’t Break Your Budget!
10:30 am - 11:45 am
Are the demands of technology taking too large a bite out of your marketing dollar? Many technology services such as anti-virus protection, PDF file creators, video links for your listings, e-newsletters and other great e-Marketing ideas are available at absolutely no cost to the agent. This session will cover as many free and useful services as time will permit and not cost you a penny. Should you feel guilty, there will be a donation cup at the door.
Instructor: Ryan Roth
Save Time with ZipForm Templates
10:30 am - 11:45 am
Complete transactions with speed! Learn how to use various features in ZipForm to cut form completion time. This session will focus on the creation and use of templates to reduce, if not eliminate, repetitive tasks. Attendees will be taught to create, edit, and apply templates to their transactions. Other time-saving tools such as clauses, notes and electronic signatures will be discussed also.
Instructor: Kristi Mikalsen
Make More Green with Green
10:30 am - 11:45 am
Is it really easy being green? With 91 percent of buyers ranking energy efficiency as an important consideration when buying a home, the “green” movement is one of the fastest growing trends in real estate. But what is “green” anyway? This session will introduce you to key terms like sustainability, eco-chic, LEED-certified and more. You will also leave with tips on “green-ing” your real estate business.
Instructor: Dwayne Carte
Workshops: Friday, September 11, 2009
1:15 pm - 2:30 pm
Keeping Current Matters in Today’s Market - Part 2
The Real Data. The Real Message. The Right Delivery.
1:15 pm - 2:30 pm
Learn how to use current trends and the media to your
advantage in diminishing buyer uncertainty and educating uninformed
sellers on pricing strategy. Learn how top agents are positioning
themselves as experts by helping their clients understand the information
and translating that into ACTION.
“Steve was phenomenal today! He absolutely read
the group perfectly and had them all hanging on every
word he said." (ReMax agent)
Instructor: Steve Harney
eMarketing Strategies
1:15 pm - 2:30 pm
Learn 10 hard-core “how to's” for using
Microsoft Outlook in real estate and learn how to
create and use one e-mail address forever, increase traffic on
your Web site, save money, and choose and purchase the
best domain name and implement it. Plus eight reasons
to say, “I knew Microsoft Outlook could do that, now
I know how, and the definitive-replacing your current
contact manager with Microsoft Outlook.
Instructor: Mark Porter
The Best Listing Techniques of 2009
1:15 pm - 2:30 pm
Sharpen your listing skills with some of the best
ideas, techniques and strategies agents are using today
to get the listing and the right price to get it sold.
Learn ideas assimilated from some of the top agents
in the business today to improve your business.
Instructor: Frank Serio
Facebook – Your Way to Growing Your Business
1:15 pm - 2:30 pm
This workshop will cover many of the basic and FREE applications found on the social media site Facebook. Topics covered include creating groups to drive open house traffic, using Facebook to develop consumer relationships, and “push” marketing with Facebook advertising.
Instructor: Darren Kittleson
iKnow iCan Do More with My iPhone
1:15 pm - 2:30 pm
Real estate agents are always on the go. Provide buyers and sellers the timely service they expect using the power of your iPhone. This session will teach you how to set up and use iPhone's contact, calendar, e-mail and browser features in your real estate business. Various real estate applications and MLS mobile links will be covered too.
Instructor: James Imhoff and Dwight Gervasi
Twitter® Why?
1:15 pm - 2:30 pm
At first Twitter® – the micro-blogging site that asks, “What are you doing now?” – would appear to be a waste of time. But Twitter® is a powerful tool, one that if used properly, will drive traffic to your Web sites and blogs. This course will cover:
What Twitter® is Who uses Twitter® and why it’s important to REALTORS® -
Who to follow and why
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Getting people to follow you
Tools to make Twitter® more effective in your business Practical applications and strategies for using Twitter® in your business The Twitter® trap
Instructor: Brad Hanks
Something’s Gotta Give
1:15 pm - 2:30 pm
Are you running your company or is it running you? Do you find yourself saying, “There just isn’t enough time in the day?” This session will explore how to make more money in real estate just by finding creative ways to run your business. Learn more about the power of procrastination, who is the LPCP in your business, successful systems, and more.
Instructor: Dwayne Carte
Workshops: Friday, September 11, 2009
2:45 pm - 4:00 pm
Increasing Agent Productivity in a Tough Market
2:45 pm - 4:00 pm
This workshop is designed to help you help your agents
realize that success is up to them and that they need to overcome
their fears and get back to work. This class offers practical solutions
to assist agents in increasing productivity.
Instructor: Steve Harney
Status Quo is Not a Strategy
2:45 pm - 4:00 pm
To be successful in a challenging market, you need
to challenge the status quo and be willing to reinvent yourself.
Oftentimes that reinvention requires little more than focus, determination and a willingness to try something new. After this class you will
be able to:
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Identify three specific principles of focus to increase productivity
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Implement cost-cutting strategies that won’t appear like cost cutting strategies
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Communicate success stories to overcome negative perceptions
of the market
Develop strategies for increased networking to build your business
Identify growth opportunities through education -
Create a realistic plan for follow through and execution
Instructor: Brad Hanks
Attracting Today’s Internet Buyer
2:45 pm - 4:00 pm
If you don’t know exactly who it is, what they
want and how to give it to them, you’re giving away the
bank! Discover the five critical things your Web site must
have. Recognize the one fatal mistake that causes the ultimate
buyer to keep surfing right past your site. Understand
search engine placement and what they are really selling.
Instructor: Mark Porter
Positioning Yourself for Success in 2010
2:45 pm - 4:00 pm
Proper planning and preparation can lead you
to the top of your market. Create competitive power
through techniques used by some of the top companies in
the world and find your success in 2010 and beyond.
Instructor: Frank Serio
Can You Keep up with Today’s “Seniors”?
2:45 pm - 4:00 pm
With the Baby Boomers joining the ranks of the retired at record numbers, the “senior market” is changing drastically. This session will take a look at how the market is changing, give you tips on relating to the new 55+ consumer, explain what Dennis Hopper has to do with smart senior marketing, show you how to build a senior-friendly Web site, and more!
Instructor: Dwayne Carte
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