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Designation & Certification Courses

Arrive early on Tuesday, September 4, to get a full day of education with the  classes below! Please note that both classes require additional registration. 

Zero to 60: Home Sales a Year and BeyondCRS designation class 
8:30 am - 5:30 pm
8 Georgia CE credits
Instructor Dale Carlton

Do you dream of selling 60 homes or more per year, but aren't sure where to begin? Whether you are looking to jumpstart your business or just starting out, this one-day course led by certified CRS instructors will focus on what's involved in taking your sales from "zero to 60" and how you can create a plan to turn your sales goal into reality. Learn new methods for marketing and bringing in a continuous flow of business and discover techniques for positioning yourself as the REALTOR®? of choice in your area. After attending this informative and engaging class, you'll walk away with the knowledge and tools you need to immediately form and execute an action plan to maximize your profits.

  • After attending this course, you will be able to:
  • Develop an effective plan to sell 60 homes (or more) a year
  • Create a continuous stream of referrals
  • Build an effective team to support your plan

Click here to view the class flyer

Click here to register for this class (fee in addition to your Annual Conference registration fee)


At Home with Diversity
9:00 am - 4:30 pm
6 Georgia CE hours
Instructor Carol Moson

AHWD is an educational opportunity designed to present a picture of the changing face of the real estate industry to real estate brokers, agents, association executives, and anyone associated with the industry. The class teaches real estate professionals how they can increase their sensitivity and adaptability to future market trends. It addresses issues of diversity, fair housing, and cultural differences. Participants will learn practical skills and tools to expand business and effectively service all cultural groups.


The At Home With Diversity Course teaches REALTORS® how to:

  • Assess and understand attributes of diversity in local markets and their impact on the real estate industry.
  • Understand basic competencies to earn the confidence of potential buyers and sellers, regardless of race, ethnicity, religion, gender, handicaps, familial status, or national origin.
  • Build a business plan that minimizes risk and successfully services all types of clients.

 $25 Additional Registration fee required, click here to register.

2018 Annual Conference CE Session Descriptions
We have 21 CE sessions planned with a variety of topics - see a sampling listed below. Check back on this page in mid-July to read a complete description of our CE offerings. 

Wednesday, September 5

New Negotiating Edge … Often Overlooked First Steps 

9:00 am – 10:30 am
Instructor: Ed Hatch
Yes, you CAN stand up for yourself against unreasonable demands by understanding , constructing and delivering what master negotiators call a “positive NO.” Predict unreasonable demands, know when and how to say a respectful NO, and how to move forward with a variety of options for mutual gain … and still get paid! 

The Leadership Edge … Mastering the Language of Persuasion 
10:45 am – 12:15 pm
Instructor: Ed Hatch
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, it is important to understand that the form, style and design of communication is as important as the content. Attend this session to gain a more in-depth understanding of the importance of and strategies for “connecting” with the client before attempting to convince, influence and negotiate with (and for) the client. 

Winning More Listings
10:45 am – 12:15 pm
Instructor: Shay Hata
As the saying goes, REALTORS® must “LIST TO LIVE!” From the initial contact with a prospective seller through the listing presentation, getting the home market ready, getting it under contract and making sure it stays under contract through close, Shay will share the tips she's learned along the way. Having turned her business from one that was 80% buyers just two years ago, to 75% sellers now, she'll show you how she communicates with sellers on a daily basis throughout the transaction, how she handles multiple offers, and how she wins 90% of the listing presentations she attends. 

New Negotiating Edge … 4 Steps for Getting PAST NO!
1:45 PM - 3:15 PM
Instructor: Ed Hatch
Yes, but … “your commission is too high” … “we need to sell for more” … “we want to offer less” … are just a few examples of the objections that arise constantly. Since they do, shouldn’t you learn a presentation to avoid them and a strategy to successfully manage them, along with the specific language for overcoming them? If that makes sense to you, then this is the session for you!

Attracting Buyer Business
1:45 PM - 3:15 PM
Instructor: Shay Hata
Shay will share her secrets to generating buyer leads through open houses and sphere/client referrals, how she conducts buyer consultations and vets buyers, how she wins multiple offers, and coaches buyers throughout the process to make sure they stay informed and have proper expectations. She'll discuss her innovative communication channels for working efficiently with buyers and will show you how to turn your buyers into raving fans who send you future business without you ever having to ask. At the end she'll share her tips for successful buyer events as well as post transaction follow up and how she has increased her average buyer price point by over $100K. 

Automating Your Communication
3:30 PM - 5:00 PM
Instructor: Shay Hata
Tired of saying the same thing to clients over and over? Want some free time back to do something fun, hang out with your family or just relax in front of the TV? Need to be more efficient and spend less time on admin tasks so you can spend more time on generating leads? This jam-packed session will show you exactly how to automate much of your communication to both prospective clients as well as current clients so that they are getting the daily care and attention they need while freeing up your time to be more efficient and to focus on lead generation.  Shay will discuss the CRM she uses, how she uses it, transaction management programs, setting up an effective yet personalized drip campaign system, and more.

Thursday, September 6

Body Language and Leadership
10:45 AM - 12:15 PM
Instructor: Patti Wood
Attend this session to learn how your power, presence, and persuasion impact everyone you lead. With powerful non-verbal tools, you will interact with fellow attendees and practice how to increase your confidence in person, over the phone and through technology. This session is based on Patti’s research and analysis of world leaders, corporate executives, and small business owners, as well as her books “People Savvy: a Leader’s Guide to Powerful Verbal and Nonverbal Communication,” and “SNAP: Making the Most of First Impressions Body Language & Charisma”. 

No Friend Zone 
10:45 AM - 12:15 PM
Instructor: Tommy Choi
Join Tommy Choi as he outlines his strategies to properly leverage relationships with your sphere of influence. These same strategies have led him to close over 800 units for over $300 million dollars in sales volume. You will learn how to expand your network to new contacts that will feed your business with referral opportunities, as well as which groups of people on which you should focus your time and energy. Gain insight into proven strategies that will keep you top of mind with your database, and learn models and systems that Tommy uses to make sure that you are adding the correct value to your relationships that will lead to more real estate opportunities.

Lunch Panel – The Web and Beyond: Demystifying Your Data
Lunch: 12:15 PM – 1:45 PM Panel: 12:45 PM – 1:45 PM
Panelists from GOOGLE,, NAR, and Zillow
Moderated by Maura Neill

Who is using your data, how are they getting it, and is it really yours to begin with? Who gives Zillow and permission to sell “your leads”? Why isn’t NAR doing anything about it? We have gathered experts from the top real estate search portals for a candid and lively discussion about data. Join us for lunch, educate yourselves, and to have better information to pass along to your clients!

A REALTORS® Guide to Mastering Communication through Body Language
2:00 PM – 3:00 PM
Instructor: Patti Wood
Have you ever been walking through a property with a prospect or sitting at a meeting and wondered what your client/prospect was thinking? Would you like to have the winning edge in sales and negotiations? Do you know how to spot a liar? Eye blinks to head tilts, palms up to leg locks - these insights will help you gain and maintain your business relationships. Attend this session to learn how to have professional presence to sell to a prospect or client and improve your overall communication.  You will learn quick, effective ways to establish rapport and read a prospect/client’s nonverbal cues that show their level of interest, understanding, and whether they are convinced, in agreement and are communicating their true feelings. 
No Friend Zone (Repeat Session)
3:15 PM – 5:15 PM
Instructor: Tommy Choi
Join Tommy Choi as he outlines his strategies to properly leverage relationships with your sphere of influence- these same strategies have lead him to close over 800 units for over $300 million dollars in sales volume. You will learn how to expand your network to new contacts that will feed your business with referral opportunities. Learn which groups of people you should focus your time and energy on. Gain insight on proven strategies that will keep you top of mind with your database. Learn models and systems that Tommy uses to make sure that you are adding the correct value to your relationships that will lead to more real estate opportunities!

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