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2017 Annual Conference CE Session Descriptions

You will receive CE credit for all education sessions after successfully completing a minimum of two 1.5-hour sessions.


1 session = NO CE

2 sessions = 3 hours CE (#68591)

3 sessions = 4.5 hours CE (#68592)

4 sessions = 6 hours CE (#68593)

5 sessions = 7.5 hours CE (#68594)

6 sessions = 9 hours CE (#68595)

7 sessions = 10.5 hours CE (#68596)

8 sessions = 12 hours CE (#68597)

9 sessions = 13.5 hours CE (#68598)

10 sessions = 15 hours CE (#68599)


 

Wednesday, September 6

Advertising, Social Media and the Agent
9:00 am – 10:30 am
Instructor: Melanie McLane
This course covers all aspects of advertising, from WebPages to newspapers, from Fair Housing requirements to Regulation Z. We explore what state license law and the REALTOR® Code of Ethics require from an agent when advertising a property. We’ll review HUD guidelines, Regulation Z, Article 12 “Present a True Picture” and discuss how Facebook, LinkedIn, Twitter and blogs are a form of advertising.

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So You Think You Want to Be a Commercial REALTOR® (Part 1)
9:00 am – 10:30 am
Instructor: Linda Olson
This course is designed for today’s busy residential REALTOR® who may have an interest in expanding their services to include commercial real estate and for commercial agents just getting their feet wet. The overall goal of this course is to introduce you to the complexities of specializing in commercial real estate and to better equip you to decide if this is a specialty you want to pursue. 

Part 1 will acquaint you with the fundamentals of commercial real estate including: the definition of commercial real estate; the categories of properties considered to be commercial and their associated transactions; identification of the “players”; and a review of documents used in commercial transactions. (For Part 2: see 9-6-17, 10:45 am session.)

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So You Think You Want to Be a Commercial REALTOR® (Part 2)
10:45 am – 12:15 pm
Instructor: Linda Olson
This course is designed for today’s busy residential REALTOR® who may have an interest in expanding their services to include commercial real estate and for commercial agents just getting their feet wet. The overall goal of this course is to introduce you to the complexities of specializing in commercial real estate and to better equip you to decide if this is a specialty you want to pursue. 

Part 2 compares and contrasts key aspects of residential and commercial real estate, including such things as transaction timelines, client relationships, commission, highest and best use, and due diligence. In addition, we will review methods of valuing commercial real estate. (For Part 1: see 9-6-17, 9:00 am session.)

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Your Safety is Non-Negotiable – The Beverly Carter Story
10:45 am – 12:15 pm
Instructor: Carl Carter
Carl Carter, son of Beverly Carter, delivers a powerful presentation on REALTOR® safety that only someone with his background and experience could deliver. His story and 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 as inspiration to make positive changes in agents’ lives and business.
Training Topics Include:
• Lessons Learned from the Beverly Carter Story
• Efficient Processes = Safer Practices & Time Better Spent
• Examining Personal Marketing for Mixed Messages
• Establishing Safety Partnerships & Accountability

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Your Agents are Saying the Darndest Things: How are you keeping your Firm Legal?
1:45 pm – 3:15 pm

Instructor: Seth Weissman
Attend this session to learn answers to the hardest and most frequently asked questions from the GAR Legal Helpline. Learn the steps you need to take in order to keep your agents trained from making these same mistakes, and ensure that you are keeping yourself and your firm legal.

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What’s it Worth (Part 1)
1:45 pm – 3:15 pm

Instructor: Melanie McLane
In this session, we talk about fundamental valuation principles, such as substitution, supply and demand, increasing and decreasing returns; the different types of value, e.g. market, liquidation, retrospective, replacement cost; the three approaches to value and how they are used. REALTORS® cannot effectively value real estate without keeping these valuation principles in mind. (For Part 2: see 9-6-17, 3:30 pm session.)

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What’s it Worth (Part 2)
3:30 pm – 5:00 pm

Instructor: Melanie McLane
In this session, we “drill deeper” into the market approach to value, which is the approach most commonly used by residential agents to price property. We discuss “cost ≠ value,” absorption rates, selecting comparables, adjusting comparables, and coming up with a range of value. We also discuss marketing time and exposure time, and pricing in terms of time, for both seller and buyer. For example, a seller in a hurry has to price aggressively; a buyer who has an anticipated long tenure in a house can afford to pay at the upper end of the range of value. (For Part 1: see 9-6-17, 1:45 pm session.)

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REALTORS® Say the Darndest Things: The Best of the GAR Legal Helpline
3:30 pm – 5:00 pm

Instructor: Seth Weissman
In this session, GAR general counsel Seth Weissman will review some of the hardest and most interesting questions REALTORS® have asked since the inception of GAR’s Legal Helpline. This session presents a great opportunity to learn what your colleagues are asking about via the Legal Helpline, and to get answers to some of the most difficult questions that are frequently asked.

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Thursday, September 7

 

Creating a Powerful Niche Reputation for Solo Agents and Micro-Firms

11:00 am – 12:30 pm

Instructor: Sher Powers

Real estate teams exist to meet a perceived customer need. Adjusting to this thinking is necessary for small firms and solo REALTORS® to stand out and compete successfully with this rapidly growing trend. In this course, a personalized niche approach is utilized to establish your expertise and communicate it clearly to attract your desired audience. You will define your “why” and be provided with extensive free and inexpensive tips and tools to create the perception you want and transform consumers into clients. This is not a funnel approach, but instead focuses on creating a referral/reputation business that inspires relationship and connection, even for the non-touchy-feely practitioner! Participants will define their strengths, weaknesses and specialties to create a short and specific description of their niche. This will be used to establish a personalized communication strategy and actionable marketing plan to establish your niche reputation and generate consistent referrals from clients, social media, and fellow REALTORS®. No team required. 
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Working with the Connected Buyer and Seller

11:00 am – 12:30 pm

Instructor: Nobu Hata

Technology and constant access to information has shaped the way consumers deal with real estate and the value they see in REALTORS®. Learn consumer trends and how to help buyers and sellers of today and tomorrow navigate the online world of real estate, compel them offline and learn the new value proposition of REALTORS®.
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Secrets of Blue Jean Millionaire Real Estate Investors: How to help your client become one and how to be one yourself

2:00 pm – 3:30 pm

Instructor: Sher Powers

What does real estate investing look like in today’s world? Whether working with a landlord, renovator or new construction investor, building wealth through real estate has changed dramatically for these niche clients in the past few years. Maintaining or developing relevance with these clients requires understanding those changes, recognizing their goals, and becoming the expert coach and team partner to assist them in attaining their goals. This course teaches you how successful investors think and act, and offers practical tools for meeting their expectations to establish yourself as the go-to expert. Utilizing case examples and plenty of take away tips, tools, and resources, this is a valuable session that will significantly impact your bottom line and the clients you serve. Better yet, become your own best client; apply these step by step principals to your own life and create passive income or an exit strategy retirement plan.

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Negotiating Strategies

2:00 pm – 3:30 pm

Instructor: Adorna Carroll

In this session, you will learn the true objective of a negotiation, traits of skilled negotiators, how unskilled negotiators can help you obtain your client’s objectives and position your strengths to create a positive frame on each negotiation. Tactics, tools and techniques exist and are effective when utilized to neutralize situations and scenarios.

NO HANDOUT

 

Life Mapping for Real Estate Investing: Establishing Measurable Goals

3:45 pm – 5:15 pm

Instructor: Sher Powers

Build remarkable rapport and long-term client commitment with investor clients through Life Mapping. This is a fun, powerful hands-on workshop focused on one of the seven secrets of Blue Jean Millionaire Investors – Establishing a Plan. The process provides visual clarity for the REALTOR® and client, and breaks complex thinking into practical steps. Participants will be provided with master charts for working with a variety of client goals and perspectives – from global to linear – in the client's preferred thinking style. You will create maps with measurable goals, a time line, financial targets, and establish first steps. Deceptively easy, this powerful tool will set REALTORS® apart from their peers, and when incorporated into client meetings, provides natural opportunities to keep in touch and nurture ongoing professional relationships. Once this concept is learned, it can be easily formatted for any goal setting or business planning. Want to invest in real estate yourself or expand your current portfolio? Use this planning tool and find your own next first right step.

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Emerging Real Estate Trends, Emerging REALTOR® Value

3:45 pm – 5:15 pm

Instructor: Nobu Hata

Join NAR’s Director of Digital Engagement to explore real estate trends that are on the horizon, and how REALTORS® should prepare to communicate their value proposition to consumers through these changes.

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Friday, September 8

Video Intervention 
9:00 am – 10:30 am

Instructor: Philip Becker
In today’s digital age, marketing is constantly evolving, especially in the world of real estate. Dramatic change in the way consumers get their information is the fuel that drives the evolution. This course will empower agents to effectively utilize video marketing techniques that reach consumers more effectively and create a better consumer experience. Attendees will learn how to assert themselves as hyper-local experts, add value and provide insight in communities and neighborhoods that big data simply can’t. The main objective: learn to use the technology that defines the agent of the future and simplifies the life of the consumer. (Repeated 9-8-17 at 1:45 pm.)
NO HANDOUT

Building a Winning Team (Part 1)                         
9:00 am – 10:30 am

Instructor: Craig Wilburn
In Part 1 of “Building a Winning Team,” Keller Williams/Team Dynamo President and CEO, Craig Wilburn, will guide attendees through a foundational understanding of Real Estate Teams, the value they offer, and the questions to ask to determine if this model is right for you. This session will layout the basics knowledge and principles needed to start a team that has a future with no limits or boundaries. (For Part 2: see 9-8-17, 10:45 am session.)
NO HANDOUT

Building a Winning Team (Part 2)                         
10:45 am – 12:15 pm

Instructor: Craig Wilburn
In Part 2 of “Building a Winning Team,” advanced key concepts covered will help the smallest real estate team to become a business with endless possibilities. The session will focus on the importance of developing and maintaining a healthy team culture and how to identify, hire, onboard and retain “team talent.” (For Part 1: see 9-8-17, 9:00 am session.)
NO HANDOUT

The Brokerage of Today
10:45 am – 12:15 pm

Instructor: Philip Becker
This 90-minute session will discuss opportunities for brokers and teams to create the environment that attracts and retains today’s top-producing agent. We will talk tech, agent offerings, office structure, office design, staff, marketing, community involvement, events and more. Philip will take students through his journey in on-boarding the next generation of successful REALTORS®, including how he’s attracted them, created opportunity for them, leveraged them, and retained them.
NO HANDOUT

Video Intervention (repeat session)
1:45 pm – 3:15 pm

Instructor: Philip Becker
In today’s digital age, marketing is constantly evolving, especially in the world of real estate. Dramatic change in the way consumers get their information is the fuel that drives the evolution. This course will empower agents to effectively utilize video marketing techniques that reach consumers more effectively and create a better consumer experience. Attendees will learn how to assert themselves as hyper-local experts, add value and provide insight in communities and neighborhoods that big data simply can’t. The main objective: learn to use the technology that defines the agent of the future and simplifies the life of the consumer. (Repeat of 9-8-17, 9:00 am session.)
NO HANDOUT

The Steps to a Successful Buyer Specialist Presentation
1:45 pm – 3:15 pm

Instructor: Craig Wilburn
“The Steps to a Successful Buyer Specialist Presentation” session led by Keller Williams/Team Dynamo President and CEO, Craig Wilburn will cover the basic steps to converting potential buyers to clients through the buyer consult process. The session will cover the importance of the buyer consult, and the elements involved in the compiling the perfect buyer’s presentation packet. Attendees will leave with all the tools necessary to implement these ideas and materials for their own business.
NO HANDOUT 

 

 

 

EVALUATION - Thursday, 1:45 PM
EVALUATION - Thursday, 1:45 PM
EVALUATION - Friday, 10:15 AM
EVALUATION - Wednesday, 10:45 AM

 

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Designation & Certification Courses

CIPS Global Real Estate: Local Markets*(prerequisite introductory course to the CIPS international real estate courses)
Tuesday, September 5
8:30 am – 5:30 pm
Additional registration fee

Sponsored by GAR's Equal Opportunity / Cultural Diversity Committee and Global Alliance  - The Global Kaleidoscope: The Cultural Galaxy Beyond the Borders of Diversity - Times have changed, people have changed, and how we see and conduct our business will forever change… so why did you remain the same? Resources, technologies, and the personal views have deepened our senses, but we remain clouded by perceptions and a personal agenda that pushes us farther away from a global truth. The opportunity of adding a global component to our business structure may seem too complex due to the changing times. Still, people come to the United States to experience the true wonders of the American Dream, only to find that no one can guide their pathway to homeownership. The world continues to evolve – where do you begin? This is where skills, knowledge, tools and techniques align for an international real estate professional to those who need your guidance. This session will expand your “cultural galaxy.” Welcome to the world of global real estate… the journey has just begun.

Rich Hart - Speaking on "The Global Kaleidoscope"

CRS: Turning New Homes into Ongoing Revenue*
Tuesday, September 5
8:30 am – 5:30 pm

Additional registration fee
Today's housing market is plagued by low inventory. The solution? Add more homes. Builders and developers will be filling the void. If they haven't already, agents are likely to encounter new residential construction in their local markets in one form or another, making now the time to master the new homes segment, foster relationships with builders and developers, and lay the pipework to cash in on these new revenue streams. This course takes agents through the core components of working as a real estate agent in new construction: collaborating with builders and developers, finding the land and brokering the deal, researching and planning the product, marketing and showing the homes at varying stages of completion, and farming the community to capture re-sale opportunities. Take this course and learn how to turn new home communities into continuous profit centers for your business! 

 

RSPS Certification Course: Home Sweet (Second) Home: Vacation, Investment, Luxury Properties* 
Thursday, September 7
2:00 – 5:00 pm
AND
Friday, September 8
9:00 am – 12:00 pm

Additional registration fee
Sponsored by GAR's GRI Board of Governors - Over 1/3 of all home sales are either vacation or investment properties. Demonstrate that you have the skills and knowledge needed to be the resource for these transactions by earning NAR’s RSPS (Resort and Second-Home Property Specialist) Certification. This one-day course from NAR is designed to teach the essentials of buying, selling, and managing resort properties and second homes for recreation, investment and development. Help clients evaluate and select the type of property, form of ownership, and financing options. Identify strategies for building a rental business or assessing the investment value of a property. Understand the IRS guidelines for tax treatment of second-home vacation and investment properties. Use market statistics and trends to develop a business plan.


*Approved for GRI required elective credits. Click here for information on how to earn your GRI Designation. 

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