Winter Convention 2020

Winter Convention Sessions and Workshops

Day 1: Tuesday, January 28, 2020

9:00 a.m. – 10:15 a.m. Opening Session: The New Frontier of Real Estate

The real estate industry illustrates perhaps the greatest disconnect in American business today. Innovators and traditionalists are battling for the soul of the brokerage. Join Travis Everette, DREI, as he shares fun and insightful observations on the current state of the real estate industry and its practitioners. You’ll examine time-honored topics such as compliance, brokerage support and business models alongside frank discussions of today’s latest marketing techniques and newest industry practices: Can they coincide? Find out what every generation of real estate professional must know and possess to thrive in an evolving landscape.

Opening Session giveaway: Two $150 WRA gift certificates 

Speaker: Travis Everette

10:45 a.m. – 11:45 a.m. Workshops

From Wi-Fi to Wire Fraud: Don’t Let Tech Gains Become Client Losses
Staying connected, responding promptly and reacting efficiently have become the hallmarks of a tech-savvy and proficient REALTOR® in the modern marketplace. No other mainline American industry can point to a faster adoption of technological tools to ensure success. However, there is a darker and nastier side: Vulnerabilities to hackers have reached an all-time high, and the key players in real estate transactions have found themselves in the crosshairs of the hacking community. In this session, you’ll take a journey into the world of thieves and liars who may already be accessing your device and your clients’ data. Then, you’ll learn how to slam the door on them, making yourself and your clients safer in the process.

Speaker: Travis Everette

Communicate and Be Heard
Who knew one real estate transaction needed 15-30 people? Well, you knew that. Us too. We also know that everyone has four main methods of communication at a minimum. Some people prefer to communicate in just one or two ways. Others cross lines easier. Some pay better attention to communication. Others get overwhelmed and miss the stuff that matters. Where’s the middle ground? We’ll show you how to be the ultimate chameleon and adapt to varying forms of communication in this seminar. 

Speaker: Monica Neubauer

USDA Rural Development Housing Programs
This session will provide you with knowledge of USDA Rural Development programs that can assist your customers with obtaining financing to purchase a home. Information on both the guaranteed rural housing and direct housing “no down payment” programs will be available.  

Speaker: Stephanie Kelnhofer

1:00 p.m. – 2:00 p.m. Workshops

Human Connections in a Virtual World: Putting Your Personality into Your Social Profiles
It has wisely been said that “life is but a stage,” and now we know that is true more than ever before. We live much of our lives on display and have far less in the way of separation of our work and personal lives. Many REALTORS® struggle with blurring the lines, and many others have placed themselves into a cement bunker from which no personal details may emerge. This seminar will focus on balance. You’ll learn how to have some fun while you find the best way to put your personality back into your social media without feeling as if you’ve sacrificed your personal life in the process. 

Speaker: Travis Everette 

Joining or Starting a Team: Benefit or Burden?
Real estate can be an all-encompassing business without structured hours. A team system can alleviate some of that stress and create a better situation for clients and agents alike — or can it? What are the benefits for the agent and the client in starting a team or joining a team? And what are some of the potential problem areas? This seminar will look at the most important things to consider in being part of a real estate team. Is it right for the agent? Is it best for the client? 

Speaker: Monica Neubauer  

RPR's Guide to Geographic Farming
Nowhere is there a more streamlined, single source of data that fulfills every aspect of a successful farming campaign than Realtors Property Resource® (RPR). From targeting and analyzing the marketability of potential neighborhoods to resources that help you “break the ice” with homeowners, it’s all in RPR.

This seminar will show you a five-point plan for creating and cultivating a solid neighborhood prospecting strategy. You’ll learn how to:

  • Choose a farm area based on turnover rate and months of inventory.
  • Market to your farm area by printing mailing labels right in RPR.
  • Converse with homeowners using the RPR app and reports.
  • Convey your value to for sale by owner listings.
  • Cultivate brand awareness with reports that peak homeowners’ interests.

Speaker: Ernie Bottom

2:15 p.m. – 3:15 p.m. Workshops

The Art of Relevance: Letting Go Without Losing Your Grip
 Time marches on ... or so the expression goes. But for some of us, it feels as if that march is over, around, and through us. It doesn’t have to be that way, however. In this session, speaker Travis Everette bridges those with zero experience to those with 40 years in the business, showing both groups how to learn and grow from one another. Come to this session with all your worries and frustrations about being relevant to your clients and peers. If you have been selling real estate for decades and have grown weary of the changes you see daily, let’s hear it. Did you just get your license and are already tired of being labeled a know-nothing? Let’s discuss it. Both perspectives, and all the perspectives in between, bring value to our ongoing growth. This session is neither about reinventing the wheel nor abandoning it altogether. It’s about collaboration and growth — the keys to your future success and happiness.

Speaker: Travis Everette 

Pricing in a Shifting Market
If you think pricing for all houses is done just one way, think again. You see, every larger area is made up of mini markets. Just because one mini market shifts doesn’t mean the others will too. Market shifts make pricing houses difficult. Everyone wants a good price. But, what price is “just right”? There’s no one answer to that. If you want to know which parts of a house hold real dollar value, this seminar is for you.  

Speaker: Monica Neubauer  

Understanding Energy Efficiency in Real Estate
As homebuyers become more aware of energy efficiency and the many ways it can improve their lives, REALTORS® are recognizing the value of being knowledgeable about that topic. Energy-related home features can help clients increase comfort and confidence in their home and also save energy and money on monthly operating expenses. Evolving industry standards are also changing the conversation about sustainable home features. Join this seminar to learn how energy efficiency affects the real estate market along with initiatives and incentives available to you and your clients.

Speaker: Steve Pipson 

3:30 p.m. – 4:30 p.m. Workshops

The Tax Man Cometh! Income Tax Guidelines for the Real Estate Professional
Real estate brokerage can be one of the most rewarding professions in the U.S. But many estate licensees discover far too late in their careers the best strategies for tracking expenses and income. Don’t wait until you have created a new best friend at the IRS. Get started with useful tools and pull back the veil of confusion to empower yourself today! 

Speaker: Travis Everette 

You Mean I'm a Salesperson? How to Sell What They Want to Buy
Real estate agents are in an industry to sell houses to people who want to buy them. We sell and negotiate in all areas of our lives, yet the word “sell” is still uncomfortable to many agents. It doesn’t need to be. In this seminar, you’ll learn how to sell in a world where people want to buy and in which you are the catalyst for them to have a successful purchase. Learn how to close the deal without being pushy. Be a salesperson in your own personality style.

Speaker: Monica Neubauer 

Home Inspection Standards of Practice
This seminar will cover the Wisconsin state standards of practice for home inspectors. You’ll learn what an inspector is responsible for and not responsible for as well as the rules inspectors must follow.   

Speaker: Ric Thompson 

Day 2: Wednesday, January 29, 2020

8:30 a.m. – 9:30 a.m. Workshops 

New Negotiating Edge: Say "No" and Still Get Paid
Yes! You can stand up for yourself against unreasonable demands by understanding, constructing and delivering what master negotiators call a “positive no.” This seminar will show you how you can predict unreasonable demands, know when and how to say a respectful no, and move forward with a variety of options for mutual gain and still get paid!

Speaker: Ed Hatch 

The Real Estate Social Media Marketing Planner
 REALTORS®, stop being stressed by what to post online. Instead, create a 12-month marketing calendar of relevant content that connects you to the businesses and community you serve. In this session, you’ll discover resources that supply you content so you can wake up every day knowing what to post and when to post it.

Speaker: Marki Lemons-Ryhal 

May the Best Buyer Win: Navigating and Competitive Market
This seminar explores options for the best ways to help your sellers and buyers in a competitive market. You’ll review when to use multiple counter-proposals and counter-offers. Furthermore, this session compares different versions of price escalation or acceleration clauses and which version to use in which situation.

Speaker: Jennifer Lindsley

9:45 a.m. – 10:45 a.m. Workshops

New Negotiating Edge: Four Steps for Getting Past No!
 “Yes, but your commission is too high,” “we need to sell for more” or “we want to offer less” are just a few examples of objections that arise constantly. Since they do arise, it’s important that you’re prepared with a presentation to avoid these objections, a strategy to successfully handle them, along with the specific language to overcome them. If that makes sense to you, this seminar is for you!

Speaker: Ed Hatch

Lead Generation Systems that Work in Any Market
1.4 million REALTORS® spend money on lead generation. Lead generation is a direct correlation to earning potential. In order to earn $100,000 annually, a REALTOR® needs to add 2,880 contacts to his or her customer relationship management (CRM) system if the average price point is $250,000. What are you doing Monday through Friday to add eight to 12 contacts to your CRM? In this session, you will:

  • • Learn the proven techniques to achieve your financial goals.
  • Implement direct mail strategies that follow consumers around their house.
  • Produce community events that can net you 10 pre-approved buyers time and time again.
  • Form strategic volunteering practices that get you displayed throughout your target.
  • Leveraging your database to put food on the table.
  • Create follow-up strategies that work and get your picture displayed throughout homes.

Speaker: Marki Lemons-Ryhal

Energy Efficient Trends that Homebuyers Want
The cost of maintaining and operating a house is often top of mind for homebuyers, and energy-related home features play a big part in that. Everything from insulation levels, windows, HVAC systems, smart home technologies and more, all tie back to energy efficiency. Buyers value features that are going to make their lives easier, more comfortable, and less expensive to maintain. Whether you’re keeping an eye out for the perfect property for a buyer or helping a seller update the home prior to listing, it’s important to stay current on energy efficiency trends and available resources. This seminar covers the energy efficiency trends that you and your clients should know about.  

Speaker: Steve Pipson

11:00 a.m. – 12:00 p.m. Workshops

New Negotiating Edge: The Power of Sincere Listening
The act of listening is a learned skill and something you consciously choose to do. Once learned, it will be the most impactful “gift” you can give to turn confrontation into cooperation. Listening will cost you nothing but will mean everything to the other side! Improve your listening skills with this seminar.

Speaker: Ed Hatch 

Email Marketing Strategy and Resources
Increase your sales with an effective email marketing strategy. This session will show you how to ensure your emails are timely, engaging and line up with your business objectives. Email marketing’s greatest asset is the ability to measure precisely what’s working and what isn’t! In this seminar, you’ll learn the key performance indicators (KPIs) relevant to email marketing and how to calculate them.

Speaker: Marki Lemons-Ryhal 

Herding Cats: When Buyers Contact Multiple Agents About the Same Property 
The buyer sees the property on the internet, emails the promoted agent on that internet site, and then schedules the showing with the listing agent. The buyer attends the showing with another agent and uses a different agent to draft the offer. What a mess! In this seminar, you’ll learn how to sort out this procuring cause nightmare and learn tips to avoid getting stuck in this web.

Speaker: Jennifer Lindsley

1:00 p.m. – 2:00 p.m.  Workshops

Three Key Success Strategies: Time Management, Delegation, Balance 
Time is your greatest asset! Controlling how effectively and productively you manage it consists of a three-step system for measuring and tracking how you spend your time. That system creates solutions. These solutions include better systems to create more focus, time-blocking strategies to eliminate procrastination, starting or building a team if/when necessary, and “budgeting” for balance. Learn about these time-management solutions in this seminar.

Speaker: Ed Hatch

Instagram for Licensed ProfessionalsTM 
Social media is the best way to connect with clients and meet prospects. Photo-sharing websites Instagram, Pinterest and Flickr have great SEO and allow you to prominently display your promotional products for the world to see. You’ll leave this session knowing how to: 

  • Leverage simple photo-sharing tools to engage clients.
  • Use high-quality photos to attract and engage new customers by adding a call to action.
  • Use your smartphone camera to capture priceless moments through photos and videos.
  • Embed photos and display products side by side.

Speaker: Marki Lemons-Ryahl

RPR, Beyond the Basics 
Is RPR your go-to resource when preparing for a listing presentation? How about when you’re calculating a property’s value? Or when you’re out and about with buyers? This seminar will go beyond the basic understanding of how to use RPR’s dynamic data and best-in-class tools to attract, retain and lead clients to the closing table. You’ll learn how to:

  • Research properties, markets, neighborhoods and schools.
  • Create branded property reports, sellers’ reports and market activity reports, as well as valuation workbooks and fliers.
  • Tap into RPR’s powerful mobile app for on-the-go access.

Speaker: Ernie Bottom

2:15 p.m. – 3:15 p.m.  Workshops

Three More Key Success Strategies: Proactive, Purposeful, Profitable Lead Generation 
You’re about to commit or recommit your greatest assets — time, energy and money — to creating and implementing effective lead generation strategies. This seminar will explore where and how to focus those assets to generate the largest quantity of quality clients at the lowest cost. This seminar will help you get started on the right track!

Speaker: Ed Hatch

The Listing Appointment from any Device
Mobile devices like iPads, tablets and smartphones have become a favorite tool of consumers looking to purchase real estate. In this seminar, you’ll learn how to leverage your mobile device in a listing presentation to present real-time information to today’s customers.

Speaker: Marki Lemons-Ryhal

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