Speaker Topics

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Business Planning Topics

CHERYL KNOWLTON:The Business of Your Business
Discover ways as to how you can think about the business of your business and make it more profitable and successful. You’ll learn strategies for systemizing your business, as well as fundamentals for improving your bottom-line and achieving your financial goals.
MARGUERITE CRESPILLO:Run Your Business Like A Business, Not A Hobby
No matter the business, the truth is, success is largely determined not by your products or prices, but rather by the way you run your business. Sadly, many agents don't have a clue when it comes to running a business. Sure, you can list and sell a home, prospect and secure a buyer but what about long term? How do you build a sustainable, lifetime business in Real Estate? Evidence shows that entrepreneurs who think less like small business owners -- and more like big business CEO's -- have a better shot at achieving long-term success. Learn how to systematize your business by implementing simple strategies that manage and monitor your results.
MARK PORTER:Budgeting For Profit
Discover the key elements to building a profitable real estate business through modeling successful agent benchmarks. Tips for building your budget the right way – how to pay yourself first, hold expenses accountable and track your marketing efforts. Today’s budgeting tools that will help you create easy systems for budgeting and profit!
MARK PORTER:Zero To 60 Home Sales A Year (And Beyond)
Do you dream of selling 60 homes or more per year, but aren’t sure where to begin? Whether you’re looking to jumpstart your business or just starting out, this course will show you how to create a plan to turn your sales goal into reality. You’ll learn new methods for marketing to bring a continuous flow of business, discover techniques for positioning yourself as the agent of choice in your area, and execute an action plan to maximize your profits.
JOHN TUCCILLO:Surviving And Thriving In A Rapidly Evolving Real Estate Industry- A Field Guide For Brokers And Agents
The real estate industry continues to evolve rapidly, driven by the twin cyclones of consumer empowerment and technological change. But where does evolution stop and revolution begin? Often it seems that nothing has change and we can weather the storm and go back to doing what we’ve always done. Sometimes, it seems that all the bedrock wisdom about how the industry works is shattered and we can’t even see the pieces, much less put them back together again. This seems like a time closer to the latter than the former, with new business models emerging and consumers using the internet to do their own transactions. How can owners, brokers and agents get through this with their businesses, not only intact, but changed in a way to profit from change. This program with provide a guide for doing just that.
GEE DUNSTEAN:The Things That Mom Didn’t Teach You About Business Planning
Whether you are just getting started or are a veteran in the business, the step-by-step system will help take your profession, as well as your life, to a higher level of excellence. You’ll gain the skills and confidence to be able to guide your clients like a professional sales athlete. You’ll learn how to devise a game plan that will maximize your abilities and talents so you can compete at a higher level while expending less time and money.
CLARA CAPANO:Business Planning
Being Successful is simple, but not always easy. In this workshop you will have an opportunity to put your written business plan together. One of the best ways to insure success – plan! Core concepts covered in this session: Be a CEO, Know your Purpose and Passion, Identify your target audience and how you deliver Value, Identify the needed skillsets for you to achieve Your success and Gain clarity on the actions YOU need to take to run your business as a business. Become Purposeful and NOT accidental in your Business.
CLARA CAPANO: Mid-Year Business Planning Recharge
Make sure you are CHARGED up for the 2nd half of the year. You have a plan, you know what you need to do – have you lost focus? This session is designed to Re-Charge you and Re-Connect you with your plan. It will bring you clarity and focus in 3 areas: Vision and Purpose Delivering Value and Staying Connected with your Target Audience Identifying and re-committing to the “right” activities. Success is simple, but not always easy. Many of the core foundational items for success are both easy to do and easy not to do. Make sure you are on track and focused to keep your success on track.
MARTY RUETER:Profit Is Not A Four-Letter Word!
Are you still measuring brokerage success by shiny trophies and inflated dollar volume? Is yours a real business, or an expensive hobby? Are you the top producer in your office? Marty takes on this oft-evaded, ever-sensitive topic with confidence, clarity, and a bit of controversy. How much is your business worth? Which business models work better (or not at all) in attaining and retaining monetary success? How to best attack the financial elephant that infects and destroys so many businesses, large and small. Examine each “line” of your profitability mix – from “top line” commissions and ancillary revenues… to “middle line” splits and other deductions… to monitoring and minimizing wasteful expenses. How to separate company generated business from transactions procured by your sales team? A practical, positive look at tackling a once seeming impossibility… owning a business worth owning.
JUDY LADEUR: Build Your Business to Sell It and Learn How to Position Yourself to be the Agent of Choice in Your Market!
This Session can be for Brokers, Agents or both in the same audience! This is a great session to book for any convention or company meeting! It is THE Hot topic for Today’s Market! This is quickly becoming the most requested topic out there today and will remain at the top of the list for the next 5-10 years! Why? Recent NAR predictions state that over 50% of active real estate agents will exit the business over the next 5 – 10 years, most intending to simply walk away from the business they have spent years building. Of the agents that would like to sell their business most don’t know how and without help would likely experience problems with tracking, second party referrals, collecting money or determining who is responsible for keeping the business going through marketing . Your agents do not need to walk away from their real estate business, and when you the broker help them sell it, you become the hero!
How to Value Your Time and Content: ReMarkiTable Content Planner for Real Estate
REALTORS stop being stressed by what to post online. Create a 12-month marketing calendar of relevant content that connects you to the businesses and community that you serve. Discover resources that supply you with content and wake up daily knowing what to post and when to post it. 
Marty Rueter: Foundations of Business Brokerage -New 2022
Intended for those familiar with commercial real estate, business brokerage training focus primarily on non-real estate assets like inventory and equipment, on financial performance like gross revenues or net profits, on “intangibles” like goodwill and copyrights – much less on the business’s physical space. Business brokers facilitate the sale of small to medium sized, usually privately held businesses. Business sales primarily deal with personal property like equipment and inventory – or intangibles like goodwill and copyrights. Training presumes basic understanding of retail brokerage and commercial leasing. So, we’ve limited our topics to analyzing, pricing, listing, marketing, and selling ongoing business concerns – apart from any leased or owned real estate. Learn about different types of business entities, their pros and cons, how to read, analyze and explain traditional financial statements, make adjustments, analyze and reallocate business assets, and price various types of businesses where “rules of thumb” often prevail. (1-2 day)
Marty Rueter: Developing and Brokering Retail Shopping Center
A complete “how to” for building or improving new and existing retail centers. Program has two parts:  Ground up development of a shopping center: Land acquisition, market study, pro forma, anchor store leasing and small shop leasing techniques, selling out-parcels, understanding loans and financing, dealing with contractors, the role of an engineer, the due diligence process, proper design and layout of a shopping center and much more.  Purchasing and redeveloping a shopping center: Identifying properties to buy, analyzing the property, the due diligence process, understanding a cap rate, how to review a rent roll, understand REA agreements, reviewing site plans, how to renovate a shopping center and much more. In addition, students will prepare a mock development for “hands on” shopping center development training. Date: Know the evolution of retail shopping centers, their various types, sizes, and layouts; the adaptive strategies to ensure their economic viability, and role in serving local neighborhoods, consumers, and potential workers. Understand key principles for successfully brokering retail centers – building, repurposing, renovating, financing, leasing, tenant retention, marketing and selling. Provide guidance and resources for various phases of new shopping center development, including investment analysis, financing assistance, pre-leasing, rezoning, and garnering community support. 2 Day Seminar
DAVID HOFFMAN: Break through the Barrier
Do you have a successful real estate business but don’t quite know how to get it to that next level? Are you new to the field, don’t know how to generate business, and are scared to take the plunge into real estate full-time? Have you been in the business a long time, scaled, but are burnt out from the daily grind? In this session, you will learn how to guard your most valuable asset and key to long-term success: your time. Build a limitless database through relationships, protect your commission in a competitive environment, win the bidding war at the lowest price, break down barriers of friends keeping business and friendships separate–get ready to level up.
DAVID HOFFMAN: Grow from the Ground Floor
In this session, budding business owners and entrepreneurs will discuss how to keep expenses low as they build a business through relationships. Focus on service to earn the transaction, be the expert in your sphere of influence, build relationships outside of the transaction, and watch your business flourish.

Buyers Topics

CHERYL KNOWLTON:New Home Construction and Buyer Representation
This one-day course provides buyer’s representatives with the product knowledge and increased confidence to make new-home construction a win-win transaction for buyer-clients.
CHERYL KNOWLTON:MILITARY RELOCATION PROFESSIONAL (MRP)
Work with Current and Former Military Service Members to Find the Best Housing Solutions. Students will learn how to provide the real estate services at any stage in the service member’s military career that meet the needs of this niche market and win future referrals
GEE DUNSTEN:“Kiss Your Landlord Goodbye!”
80 million Americans were born between 1981 and 2000, comprising the most technologically fluent generation so far, and differing from all other generations in almost every regard. Recognized as the crucial demographic due to their large number and proven brand loyalty, Millennials are rendering most traditional business and marketing practices obsolete. Gain insight into the mindset of Millennials and find out what makes them tick. Learn how to effectively communicate and “connect” with these unique individuals to gain access into their network and earn their loyalty and respect. Every attendee will leave with a “Millennials Guide to Homeownership”.
GEE DUNSTEN:Military Residential Specialist (MilRES®)
The military client has been grossly overlooked and their benefits underutilized, as evidenced by the fact that fewer than 8% of those who are eligible for VA financing, actually use it. With over 2.5 million active military and their families and over 23 million veterans, agents will be serving one of the largest markets in our country. As the market turns, agents will need to be in touch with the growing market. This course is designed to provide the comprehensive training agents will need to better meet the needs of the military client and their families and provide them with the superior service they so richly deserve. The training provided will place the MCRS heads above the competition, while this brand new certification could be the tipping point for your business!

Communication Topics

KATEY DALLOSTO:Generations…How Each Generation Buys & Sells
From Lost Generation...Boomers...GenXers...Millennials...which one are you? Do know which of these generations prefers email? How they measure success? The best tool to market and keep each generation as a client? Do you speak Boomer? Do you need a Millennial translator?? All of these questions and more will be answered for you during the Generations...how each generation buys and sells class. Communication is key to great success. Are you ready to speak Millennial??
JOHN TUCCILLO:Demographics And Real Estate
The consumer base is changing. Boomers are fading out of the market and being replaced by millennials. The old sales approaches that worked with boomers don't work with millennials. How do new these new groups of consumers think? What do they look for in a Realtor? This program discusses the differences between and among generations and suggests how to approach these new consumers successfully.
GEE DUNSTEN: “Are You Consumer-Centric?”
In a recent Harris Poll ranking 23 professions in the U.S. for trustworthiness, Realtors were 23rd (at the bottom) behind new/used car salespersons. The reason for this is because the real estate industry, as a whole, has not been strategic in its thinking. It’s no longer about us, it’s about them…the consumer. Strategic thinking begins with the rectification of names/words. Agents will learn to apply a new vocabulary to better meet the sensitivity and cynicism of today’s consumer. They’ll also develop skills to dispel the five greatest consumer misconceptions, such as cost of ownership and fair market value. Agents will leave with an objection-free listing presentation guaranteed to excite the seller about their marketing and pricing strategy and get them every saleable listing they want! Attendees will be able to… Identify the 6 biggest challenges they face! Apply methods to reduce consumer confusion about what they see on the news! Utilize skills to dispel the 5 greatest consumer misconceptions about cost of ownership, fair market value, financing, and tax advantages!Apply a new vocabulary to better meet consumer sensitivity to terms/words! Utilize systems to harvest and deliver relevant real estate and community content to enable their clients to become more knowledgeable homeowners! Identify 8 critical elements of a consumer-centric information-rich website! Develop systems and skills to become a community reporter through the use of video, direct mail and social media! Develop and implement a 60-day action plan!
GEE DUNSTEN:“Negotiating: Powerful or Pushover?”
In any situation where you need to bring two parties to agreement, whether it’s as simple as which restaurant to go to for dinner or as involved as buying or selling a home, the ability to effectively negotiate with both sides to reach a satisfactory settlement is critical. The goal in every negotiation should be for all parties to reach a conclusion where everyone feels validated and that they’ve received the best outcome possible. In this course, agents will learn how to master the four essential elements of successful real estate negotiation: • Understanding human behavior models based on age, ethnicity and experience • Addressing human needs and determining their relevance • Effective communication skills, including good listening skills • Controlling the environment Agents will be able to…. • Identify strategies to implement prior to the initial interview to position themselves as a trusted advisor • Apply a new and more effective vocabulary to focus on what’s most relevant to their clients • Utilize the DISC behavior model as a doorway to effective communication and relationship-building • Identify and apply 5 characteristics of successful negotiating • Explain effective uses of information to eliminate distrust and hostility • Apply an effective use of time to improve their client’s negotiating position • Discuss 7 beginning-sales negotiating gambits/strategies and how to effectively apply them • Implement 5 middle-sales negotiating gambits to achieve/maintain an advantageous position for their client • Identify and utilize 5 ending-sales negotiating gambits to bring the negotiations to a successful close
GEE DUNSTEN:“Kiss Your Landlord Goodbye!”
80 million Americans were born between 1981 and 2000, comprising the most technologically fluent generation so far, and differing from all other generations in almost every regard. Recognized as the crucial demographic due to their large number and proven brand loyalty, Millennials are rendering most traditional business and marketing practices obsolete. Gain insight into the mindset of Millennials and find out what makes them tick. Learn how to effectively communicate and “connect” with these unique individuals to gain access into their network and earn their loyalty and respect. Every attendee will leave with a “Millennials Guide to Homeownership”.
KRIS BARNEY: LEADERSHIP FROM THE INSIDE OUT “Are You the Leader You Would Follow?”
To have a profound impact, you must continually evaluate and find where you deserve to grow. As you grow and move forward, your Influence Expands. As your Influence expands, you become a Leader. As Leaders Improve, Organizations become stronger and more Profitable. Change is how this is created! Let’s work together and create the Change you seek with “Leadership Inside Out.”
KRIS BARNEY:DELETE THE DIVIDE “Retain & Unite Your Organization!”
In this training, I bring in the biggest key factors to add connection, consideration, and clear communication to any environment. I present how to utilize good listening skills and body language, as well as how to own your voice and stand your ground, without being pushy and offensive.
KRIS BARNEY: STUCK SUCKS “Discover the Gifts in Your Garbage!”
Learn to Identify Business Challenges and Conflict, and turn them to Resolution and Productivity, for Increased Profits & Client Retention. I will teach you the Template and Formula to tackle any challenge, and find the Gift in that Garbage. With this training, you will have the ability to move forward faster with greater confidence and more effectiveness
CLARA CAPANO:How to Stand Out and Add Value
The average person knows 12 realtors. How will you stand out? In this session you will learn how to clearly identify your target audience AND determine how to deliver value to them. You will discover your unique abilities and skills and how to better articulate those to prospective clients and we will cover some of the Best tips for providing value throughout the year. You are either visible or invisible; make sure you are staying connected the right way for your sphere.
CLARA CAPANO:Dynamic Leadership
Part of being a great leader is developing followers; without people to follow, who will you lead? In this session we will cover the 5 C’s of Leadership: Clarity Connection/Create Value Culture Communication Customers
CLARA CAPANO:Negotiate with Purpose
The National Association of Realtors has noted that over 90% of buyers and sellers want a strong negotiator to represent them. How strong are you? In this session we will uncover why collaborative negotiations are helpful, the purpose of strong negotiations, negotiating with different personalities styles and identify 15 string negotiation techniques.
Debbie Peterson: Women in Business; Step Up, Speak Up & Show Up
Debbie Peterson:Teamwork Makes the Dream Work: Create Momentum with a Multi-generational Workforce
In any organization, you need your team to work for the dream to work! But when communication and collaboration don’t happen, then productivity, performance, and profits don’t either. If you want your teams to be able to work together and create momentum, then this is the program for you.
David Hoffman: Relationships OverRules:
This talk will focus on reminding people that while the rules say that being new to a city will not equate to business, the relationships in your life will lead to limitless potential. We will dig into processes; plans, and conversations to show your friends that you are the expert, while getting people to drop their guard and trust you; steering as the friend. We will dig into teaching the salesperson/entrepreneur how to be both the friend and the expert, while always staying present; to help each and every person in their life. Everyone in the room will be encouraged that their past does not dictate their purpose or define their potential. By the end of the day, each person in the room will have the tools to help people of all walks of life, while protecting their commission, and helping friends and strangers alike; winning bidding wars at the lowest price and selling homes above market value. From $100,000 to $10m properties and loans; small businesses to large corporations. The focus will be on relationship-building; one on one, versus social media and mass-marketing. We will dig into balance, digging deep with each person in your life without an agenda. The book will be coming out next Summer by BroadStreet Publishing in Minnesota.

Continuing Education Topics

CHERYL KNOWLTON: All’s Fair in Love and Housing
In this interactive course, licensees will learn to clearly identify protected classes, better protect and serve the public through cultural awareness, clearly communicate with clients, communicate through body language, and prevent embarrassing mistakes.
CHERYL KNOWLTON:Cover Your Assets: Protecting Yourself from Liability
Have you ever wondered how and why some agents get themselves into trouble? Stay out of court and possibly jail by getting and staying far away from the hottest legal pitfalls. Learn how to use state forms and contracts to protect yourself and your clients from liability in this exciting and informative course.
CHERYL KNOWLTON:Cracking the Code: Living and Applying the Code of Ethics
Did you know? Statistically, most agents who get sideways with the Code of Ethics do so accidentally. Do we KNOW the Code? How can you LIVE it if you don’t know it? Get ready to engage and share your opinions in this fun course as you examine specific scenarios and LEARN the Code, so you can LIVE the Code!
CHERYL KNOWLTON:Facebook or Face Plant: The Ethics of Social Media: 20 Social Media Strategies to Grow Your Business
In this fun and engaging course, you will be exposed to 20 social media strategies to help you utilize social media to grow your influence with clients and customers. In addition, you will be able to identify key ways agents are violating the Code of Ethics through improper social media use, explore the world of “Blind Ads” and uncover how and why they are harmful to the public.
CHERYL KNOWLTON:Prison Orange isn’t my Color and Other Reasons to Avoid Mortgage Fraud
Stay on top of your professional game by staying on top of schemes that are actually mortgage fraud.
CHERYL KNOWLTON:RESPA Reform: What You Don’t Know Will Hurt You
Using a variety of methods, we will explore the extensive changes the federal government has made to RESPA laws.
CHRIS BIRD:Tax Write-Off's For The Self Employed
The tax write off's that Realtors® are allowed to deduct can result in significant reduction in federal state and social security tax liabilities. As an IRS agent for 16 years, Chris learned the ins and outs of the IRS system and brings you powerful information to save you money. Attend this updated, power packed session and learn specific, legitimate tax deductions you can use as a self-employed individual to lower your state, federal and social security taxes. Just some of the important topics covered in this program are: • Learn about the IRC 105 Medical Reimbursement Plan for the Self-Employed • The theory of "Before Tax" and "After Tax" - what they really mean • Recordkeeping Requirements, including the length of time records should be retained • In depth coverage of legitimate business expenses, including advertising, depreciation, automobile issues, hiring family members, retirement plan contributions, Insurances, estimated tax requirements, home office expenses, travel and entertainment and much more! • The use of Entities in Business and how they differ, including Sole Proprietor, S Corporation, and Limited Liability Company (LLC) • Current IRS Priorities to eliminate the TAX GAP
CHRIS BIRD:The Tax Impact Of Residential Real Estate Investments
Taxes are important to us all. This is particularly true for buyers and sellers of residential rental real estate. In this course, the participants will explore the widespread financial effect a purchase or sale of such properties will have on the investor. The participant will also learn the essential details that equip them to make financially savvy decisions and guide their clients in their investment endeavors.
The Ethical and Lawful Use of Media for REALTORS©
As licensed real estate professional we are responsible for adhering to license law, Code of Ethics, Multiple Listing Policy, FTC, Digital Millennium Copyright ACT, and Computer Fraud and Abuse Act. All of these acts, laws, rules and regulations impact a licensed real estate professional use of media. Social media and technology are fast paced and forever changing the world. In this course, we will review the REALTORS® Code of Ethics and how to ensure you are in compliance while using all forms of media. *NAR Ethics Qualifying Program

Customer Service Topics

MARGUERITE CRESPILLO:How To Party Your Way To Success
Real Estate is ALL ABOUT relationships and the more you can connect with your clients the more likely they are to continue to work with you AND send you referrals. If you're sending emails and snail mail hoping for referrals, expect the minimal results you've most likely been getting...There is no better way that I've found in 20+ years of real estate to generate more referrals than holding a Client Event...I'm talking handfuls of SOLID referrals in just a few hours...AND YOU GET TO PARTY at the same time, it's a NO BRAINER!
MARGUERITE CRESPILLO:How To Create The Ultimate Client Experience
How to create a The Ultimate Client Experience by strategically placing WOW moments throughout the Client Life Cycle builds lifetime clients and generates referrals.
MARGUERITE CRESPILLO:Eliminate Your Competition & Build A Lifetime Business
So much lead generation today is focused on web leads. It’s estimated that for every 300 online leads you generate you will acquire 1 quality client. Most agent’s fail by not staying in contact with their past clients and people who already know them, like them and trust them! Learn proven techniques that turn clients into LOYAL Raving Fans that feel compelled to send you referrals.
GEE DUNSTEN: “Bridging the Generation Gap”
The key to preparing an effective marketing plan is to know who your audience is, through and through. You need to understand what messages resonate, what strategies work and don’t work, and how to build long-lasting relationships, not just sales, across all generations… Millennials, Generation X and Baby Boomers. In this course, you’ll discover different behaviors and responders to motivate each generation, from the 70-year-old Baby Boomer, to the 22-year-old Millennium. Learn how to incorporate techniques for improving communication and understanding to overcome generational differences, while creating the emotional glue that will keep them coming back.Attendees will learn…Ways to create an effective communication system for each of the three generation groups (Baby Boomers, Generation X and Millennials)How to identify the critical characteristics necessary to build relationships and problem-solve for each individual groupMethods to deliver more meaningful housing information to each home prospect groupCustomer service systems for each prospect group
GEE DUNSTEN:“Here Comes the Judge…..There Goes Your Commission!”
This course is designed to help agents get better in touch with their clients’ current needs, concerns, and fears. Attendees learn ways to harvest facts and statistics about communities, financing, and service providers. They discover ways to share this information without liability or misrepresentation for any parties. Agents will develop a documentation system to reduce surprises and to meet time-sensitive transaction requirements. Attendees will be able to……… • Define and dissect the serious issues of disclosure and misrepresentation! • Develop 12 methods to avoid misrepresentation! • Build a documentation system that will save time and money! • Discover 10 ways to cover their assets! • Develop systems to harvest and deliver facts and statistics about their community, financing, and service providers to their clients! • Explain the different elements of misrepresentation (concealment, material fact, intent to deceive)! • Reduce risk with 15 risk reduction techniques! • Create a system to win customer loyalty while reducing liability!
GEE DUNSTEN: Real Estate Connections That Last
For years agents have been taught the importance of differentiating themselves in the marketplace. While differentiation is a good beginning, agents should also strive to develop the characteristics of distinctiveness (to be notable, attractive; possess special qualities). The Dean of the Harvard Business School states, “Businesses and business people must ask themselves two questions. First, what do I do that my competitors also do, but that I do better? This might be how you are distinctive. Secondly, what do I provide consumers that none of my competitors do? This is what makes you different.” Since we in real estate all sell the same product or inventory, we have to differentiate ourselves based more on what we do for our clients and the community and the services we provide, than on a differentiated product. In this course agents will learn how to powerfully insert themselves into their communities and the enormous, untapped potential revenues many of us live amongst, by becoming their trusted town advisor with the delivery of current, relevant information about the real estate market, as well as their community.
GEE DUNSTEN: Are You The Go To Agent?
In a sea of advertising noise, uncertainty, and confusion, when today’s consumer needs advice on their community or the complexity of the real estate market in your area, are you the go-to agent? Today, it’s not about who you know, it’s about who knows you. This course is all about leveraging your presence in your local market by providing relevant content and by being ready, willing and able to answer any questions they might have.
KRIS BARNEY: STUCK SUCKS “Discover the Gifts in Your Garbage!”
Learn to Identify Business Challenges and Conflict, and turn them to Resolution and Productivity, for Increased Profits & Client Retention. I will teach you the Template and Formula to tackle any challenge, and find the Gift in that Garbage. With this training, you will have the ability to move forward faster with greater confidence and more effectiveness
KRIS BARNEY:SOLD OR SERVED “Be Authentic to Build Trust”
People do not care how much you know, until they know how much you care. How are you coming across as a leader in your organization, as a sales person, or even in your customer service? We have all heard that people do business with those they know, like, and trust, and the same is true with those we work with. Create better community, employee retention, and valuable relationships, as you learn the best practices to have the biggest impact. Do People Feel Sold or Served By You? What you will gain in this training: Discover how you come across to others and how to shift your focus. Learn how Sincere Service will Change your life and raise your Sales. Achieve Long Term, vs Short Term, with clients and employee retention. Develop Trust, Loyalty, and remarkable Relationships. Create Higher Ratings and Positive Reviews on your online reputation.
David Hoffman: Relationships OverRules:
This talk will focus on reminding people that while the rules say that being new to a city will not equate to business, the relationships in your life will lead to limitless potential. We will dig into processes; plans, and conversations to show your friends that you are the expert, while getting people to drop their guard and trust you; steering as the friend. We will dig into teaching the salesperson/entrepreneur how to be both the friend and the expert, while always staying present; to help each and every person in their life. Everyone in the room will be encouraged that their past does not dictate their purpose or define their potential. By the end of the day, each person in the room will have the tools to help people of all walks of life, while protecting their commission, and helping friends and strangers alike; winning bidding wars at the lowest price and selling homes above market value. From $100,000 to $10m properties and loans; small businesses to large corporations. The focus will be on relationship-building; one on one, versus social media and mass-marketing. We will dig into balance, digging deep with each person in your life without an agenda. The book will be coming out next Summer by BroadStreet Publishing in Minnesota.

Designations and Certifications Topics

CHERYL KNOWLTON:Generation Buy
This one-day course examines the home buying characteristics of these generations and evaluates their expectations (of agents and of the transaction) as well as communication preferences.
CHERYL KNOWLTON:Networking and Referral Systems
The goal of this course is to provide you with the information and tools you need to make the transition from a salesperson making cold calls to a professional, knowledgeable consultant with a steady stream of advocates and referrals.
CHERYL KNOWLTON:New Home Construction and Buyer Representation
This one-day course provides buyer’s representatives with the product knowledge and increased confidence to make new-home construction a win-win transaction for buyer-clients.
CHERYL KNOWLTON:Pricing Strategies: Mastering the CMA
Enhance your skills in pricing properties, creating CMAs, working with appraisers, and guiding clients through the anxieties and misperceptions they often have about home values. This is the core course required to earn the new PSA (Pricing Strategy Advisor) certification.
CHERYL KNOWLTON:AT HOME WITH DIVERSITY® (AHWD)
The At Home with Diversity® course is part of a comprehensive cultural diversity outreach program that will help real estate companies diversify their workplaces and improve the industry’s ability to serve culturally diverse consumers. The training, built on the letter and spirit of the Fair Housing Act, provides participants with tools to build diversity outreach into their business plans to best serve a dynamic and growing market.
CHERYL KNOWLTON:E-PRO® CERTIFICATION PROGRAM (EPRO)
e-PRO® gives you a roadmap to build your business and serve the hyper-connected consumers of today and tomorrow. Learn about the changing market and how to connect with consumers, manage your online reputation, generate leads, and gain referrals. Become familiar with the latest technology and social media tools to enhance your business
CHERYL KNOWLTON:Short Sales and Foreclosures (SFR)
CHERYL KNOWLTON:MILITARY RELOCATION PROFESSIONAL (MRP)
Work with Current and Former Military Service Members to Find the Best Housing Solutions. Students will learn how to provide the real estate services at any stage in the service member’s military career that meet the needs of this niche market and win future referrals
CHERYL KNOWLTON: SELLER REPRESENTATIVE SPECIALIST (SRS) DESIGNATION PROGRAM
Students learn to increase listings and grow their business by effectively communicating their value to seller clients. You will explore and apply the Code of Ethics and Standards of Practice as well as comply with state license laws when representing sellers.
CHERYL KNOWLTON:Real Estate Safety Matters – Safe Business = Smart Business
Gain essential knowledge on how real estate professionals can limit risk to preserve safety and facilitate positive business outcomes. You will be exposed to those risk considerations in the brokerage of real estate and relevant safety systems and tools which should be safety protocol for showing properties and listing appointments.
MARK PORTER:How Technology Can Ruin Your Real Estate Business
Technology has revolutionized how people communicate and conduct business. While the internet, cloud based computing and new technology can certainly make the job easier, without proper safeguards, you may be exposing both you and your clients’ information to malware, viruses and identity thieves. In this course, get the tools you need to navigate your business and clients through the perilous legal, online, and social media world
MARK PORTER: CRS 200 Business Planning And Marketing
Successful real estate agents know how to run a business. They know how to define their goals and have the business planning, budgeting, and marketing skills to get them where they want to go. After taking this course, students will know how to think like a business owner, with the ability to develop a complete business plan with strategies they can implement immediately.
MARK PORTER: CRS - 206 Technologies To Advance Your Business
This course guides students through a process for analyzing the technology needs of their business. Course topics focus on using technology tools that enable sales agents to become more productive, increase their profits, and differentiate themselves in the marketplace.
GEE DUNSTEN:Military Residential Specialist (MilRES®)
The military client has been grossly overlooked and their benefits underutilized, as evidenced by the fact that fewer than 8% of those who are eligible for VA financing, actually use it. With over 2.5 million active military and their families and over 23 million veterans, agents will be serving one of the largest markets in our country. As the market turns, agents will need to be in touch with the growing market. This course is designed to provide the comprehensive training agents will need to better meet the needs of the military client and their families and provide them with the superior service they so richly deserve. The training provided will place the MCRS heads above the competition, while this brand new certification could be the tipping point for your business!

Lead Management Topics

CHERYL KNOWLTON: Generating Buyer and Seller Leads: Capture, Qualify, Convert
This course will examine the discipline, strategy, and systems that effective lead generation requires. Use this turnkey resource to also examine how to research and quantify the results of your lead generation activities so that you can fine tune and focus your efforts. Learn about the fundamentals of lead generation, tracking leads and analytics, as well as tools and systems for your growing business.
CHERYL KNOWLTON:E-PRO® CERTIFICATION PROGRAM (EPRO)
e-PRO® gives you a roadmap to build your business and serve the hyper-connected consumers of today and tomorrow. Learn about the changing market and how to connect with consumers, manage your online reputation, generate leads, and gain referrals. Become familiar with the latest technology and social media tools to enhance your business
KATEY DALLOSTO:101 Lead Generation Ideas
101 Lead Generation Ideas is a fun, interactive and motivating class to show you how there are dozens of opportunities to bring new clients to your business. Bring a friend that is an entrepreneur! This class is applicable to any entrepreneur looking to grow their business. Remember...your business is Real Estate, but your JOB is lead generation. Come to my class to learn how to lead generate without the guilt!
KATEY DALLOSTO:6 Minute Business Plan
This is a quick class designed for Realtors and Loan Officers to get a simple business plan written quickly. The 6 Minute Business Plan is ideally paired with the 101 Lead Generation Ideas class to tie in how to execute the plan once it is written. Agents love this class because the pressure of having a lengthy and complicated business plan is off the table. Sit down with a pen or a laptop and have a plan done is six minutes!!
KATEY DALLOSTO:Lead Generation Based On One Lead Per Day
Leads are the life blood of our business. How do you define a Lead? Is the idea of "lead generation" make your skin crawl? What if I could show you how to focus your business plan around just getting One Lead Per Day? If One Lead could make your business successful and profitable, wouldn't you do it? Let me show you a plan on how to stay focused by keeping it simple!!
KATEY DALLOSTO:Never Lose A Post-It Note Lead Again!
Well, it's typical for sales people to have "lost leads". How many leads did you LOSE last year? This class will show you a simple program for how to make sure that you keep ALL the leads you work so hard to get! No more LOST LEADS!!!
MARGUERITE CRESPILLO:How To Build And Nurture A Six Million Dollar Client Database
Learn how to take ONE client and turn them into 65+ referrals and a powerful SIX Million dollar database! Learn tips and tricks that you can implement RIGHT NOW to start generating repeat and referral business for a lifetime.
RICK GEHA: Lead Generation
In this session you will learn... • How do I get my arms around such a broad subject • If this is the most important thing in the life of a real estate agent, why do I hate it so much • There’s so many ways to do this lead gen stuff, how do I decide what works for me • What’s the role of internet leads, buying them, getting them, etc. • Understanding systems behind getting leads, keeping leads, nurturing leads and converting and closing leads
CHRISTIAN BEAR:New Agent 101 - (This Is A Short Cover All For Leads, Converting And Safety For New Agents)
In This Session: How To Generate Lead Buckets With No Money The 3 Must Dos To Convert A Lead Creating Your Business Plan To Sell 33 Homes A Year How To Implement Simple Steps To Stay Safe With Strangers
GEE DUNSTEN: “Building Your Referral-Only Business – A Perpetual Revenue System”
Almost everyone in real estate talks about the importance of building a referral-based business, but less than 4% of agents actually do. An enormous number of referrals exist within our reach, but how do we go about securing them? It all begins with a shift in our mindset, perhaps our greatest challenge. By shifting our focus from referrals/transactions to relationships and how we can help others, the flood gates will open to more referral business than we can possibly handle. Real estate today should be all about the consumer, not the agent. It’s not about the quantity of people in our database, but the quality of the connection/relationship and how we are maintaining a meaningful connection.
GEE DUNSTEN: Are You The Go To Agent?
In a sea of advertising noise, uncertainty, and confusion, when today’s consumer needs advice on their community or the complexity of the real estate market in your area, are you the go-to agent? Today, it’s not about who you know, it’s about who knows you. This course is all about leveraging your presence in your local market by providing relevant content and by being ready, willing and able to answer any questions they might have.
CLARA CAPANO:How to Stand Out and Add Value
The average person knows 12 realtors. How will you stand out? In this session you will learn how to clearly identify your target audience AND determine how to deliver value to them. You will discover your unique abilities and skills and how to better articulate those to prospective clients and we will cover some of the Best tips for providing value throughout the year. You are either visible or invisible; make sure you are staying connected the right way for your sphere.
GEE DUNSTEN: "Humanize Your Business with Personal Video"
Personal video cuts through the clutter and noise consumers are bombarded with every day and puts a face and a voice with a name. It’s a return to the way business was done for generations…face-to-face. In this course you’ll learn the top reasons for video email underperformance and how to replace faceless digital communication with personal video to establish trust with authenticity, and to ultimately, build relationships. You’ll create and close more opportunities in less time by differentiating yourself and connecting with people to make sales and service more meaningful and compelling.
BERNICE ROSS: Creating Listings Where There Are None
In an environment where inventory is tight and competition for listings is fierce, what can you do to generate listing leads where there are none? This session gives you concrete, inexpensive steps that you can take to generate more listing leads and convert them into signed listings. You will learn how to find listings hiding in plain sight, simple ways to have strangers approach you and ask, “how’s the market?” plus niche listing opportunities that most agents miss. If you’re ready to start taking more listings, this session will show you how!
BERNICE ROSS: Hot New Tech Tools to Make Your Business Soar
TikTok, chatbots, iFunders, Blockchain—a tsunami of innovation and transformative technologies are providing new solutions for some of the industry’s toughest problems including contingent sales, lack of down payments, digital security, and online lead conversion. Discover simple strategies that agents and brokers can use to increase their market share and to convert their clients into raving fans.
MARKI LEMONS-RYHAL: You Are Essential Now, Eliminate Your Fear Of Video NEW!
Housing is ESSENTIAL! Therefore, real estate professionals are always essential. On Friday, March 13, 2020, the world changed, and we, as real estate professionals, had to change with the world. What tools and apps do you need to conduct your business in any real estate environment? • Generate LEADS from the comfort of your home at no cost. • Select video equipment to use on-the-go, in your home office, and for virtual tours. • Recall the one piece of equipment that will change your content. • Summarize tools and apps that will set you apart from your competition. And more!

Management/Recruiting/Leadership Topics

KATEY DALLOSTO:Time Blocking For Agents And Leadership
"I got into Real Estate for the flexible schedule! Little did I know that it would be 24/7!" This sound familiar? I hear it all the time and I think it is wrong. Can you run a real estate business 20 hours a week? It depends on your goals. Can you run a real estate business without working on the weekends? People do and I can show you how. What is important to me is what do YOU want? Time blocking is a tool that I have used for over 20 years to schedule my priorities. It is not time management, but Priority Management!! Let me help you learn scripts, learn how to prioritize, learn how to say No when appropriate. I've been there, I get it, and now let me show you how to get your sanity back to your life
RICK GEHA: Leadership At The Next Level
In this session you will learn ... • How working on “YOU” is the biggest and most important job • Do you feel you were a born leader or a ‘learned’ leader? Does it even matter? • He who feels he leads and has no followers is only taking a walk!! • How true leadership involves following. • What goes on in your head that you don’t control affects your results in all areas of your life and business
RICK GEHA: Recruiting And Retention And Agent Attraction
In this session you will learn...... • Systems around recruiting • Systems around retention • How to be the leader that attracts agents • Understanding the role of ‘core values’ and ‘value propositions’ and the difference • How is running/owning and operating a real estate office like running a sales team • How to separate your real estate office/franchise from all the rest • How do I own and operate a successful office and still support and attract teams to my office (cuz teams scare me!)
JOHN TUCCILLO:Surviving And Thriving In A Rapidly Evolving Real Estate Industry- A Field Guide For Brokers And Agents
The real estate industry continues to evolve rapidly, driven by the twin cyclones of consumer empowerment and technological change. But where does evolution stop and revolution begin? Often it seems that nothing has change and we can weather the storm and go back to doing what we’ve always done. Sometimes, it seems that all the bedrock wisdom about how the industry works is shattered and we can’t even see the pieces, much less put them back together again. This seems like a time closer to the latter than the former, with new business models emerging and consumers using the internet to do their own transactions. How can owners, brokers and agents get through this with their businesses, not only intact, but changed in a way to profit from change. This program with provide a guide for doing just that.
Kenny J. Anderson:Leadership:Thing I Know Now That I Wish I Knew Then
Do you ever wish you could take the wisdom you have gained in life and go back in time to apply that wisdom? Each of us learns valuable life lessons as we experience the world and interact with each other. "I call these "aha" moment's "life nuggets". Throughout the years I have written down these stories, experiences, and feelings. These experiences have helped to shape my perspective as a leader and changed the way I interact with others."  Through his own life experiences and from traveling the world, working with and interviewing thousands of leaders from business to sports to everyday hero's , Speaker and International leadership expert Kenny Anderson, shares valuable insights that are sure to transform and elevate your perspective on leadership. Do you want to become a top producer in sales, do you want to eliminate the barriers of potential and crack the code to success; do you want to deepen your connection with others? Kenny Anderson entertains and amuses crowds as he teaches principles of leadership success through his experiences and World travels. Whether you are managing a team of people or running your own company, Kenny cuts through the barriers and pitfalls of leadership and shares "life nuggets" that are sure to change the way you do business and pursue life.
ERIC PAPP: Manage Promises, Not People: How to Create A Self Managing Team !
So, how can you develop and lead a self-managing team? By managing promises and not people. A self-managing team allows the manager to focus on what’s most important planning, coaching, and growth. This program comes from Eric’s book Three Values of Being an Effective Person.
KRIS BARNEY: LEADERSHIP FROM THE INSIDE OUT “Are You the Leader You Would Follow?”
To have a profound impact, you must continually evaluate and find where you deserve to grow. As you grow and move forward, your Influence Expands. As your Influence expands, you become a Leader. As Leaders Improve, Organizations become stronger and more Profitable. Change is how this is created! Let’s work together and create the Change you seek with “Leadership Inside Out.”
KRIS BARNEY:DELETE THE DIVIDE “Retain & Unite Your Organization!”
In this training, I bring in the biggest key factors to add connection, consideration, and clear communication to any environment. I present how to utilize good listening skills and body language, as well as how to own your voice and stand your ground, without being pushy and offensive.
KRIS BARNEY:THE UGLY TRUTH “Take Personal Ownership to Create Lasting Change”
Is it time to expose and eliminate excuses? Is your organization ready to move past what is not working, by taking accountability and implementing a new action plan for greater success? Average is NOT being in your Excellence! Discover the impact of these Traits and the influence it will have in your organization. What you will gain in this training: CREATE Courageous Confidence EXCEL in Exceptional Excellence IMPLEMENT Impeccable Integrity TAKE Ownership and Accountability ACCELERATE Lasting Change
KRIS BARNEY:SIMPLE NOT EASY “Solutions to Solve Time Management Issues
Let’s face it, the truth of time management in the workplace is a bad situation. We have facts and studies that show us just how many hours we lose per day per employee! It is Unbelievable! Distractions control us to the point that we are not as effective, or productive, as we could be. Shifting this reality, and raising time management across the entire organization, will create an entirely different workplace. How would it feel to considerably raise your effectiveness and productivity? It would absolutely mean more profits, which would feel great! Everyone benefits and goals are achieved when we put a structure in place to create more success! What you will gain in this training: Establish good habits that you can stick to Implement Scheduling and Follow through Create Systems to improve success Enroll employees with proper training Raise accountability and confidence
CLARA CAPANO:Dynamic Leadership
Part of being a great leader is developing followers; without people to follow, who will you lead? In this session we will cover the 5 C’s of Leadership: Clarity Connection/Create Value Culture Communication Customers
MARTY RUETER:Ready to Recruit
Recruiting is still the lifeblood of every successful business, but it’s for many REALTORS®, that vital lifeline is often clotted… from abuse, misuse or disuse! There’s no single right way to recruit, but some methods work better than others, depending on your market, agent mix, company culture, and professional prospecting, selling and closing skills. New agents or only “experienced?” Full time or part time?  What about splits? These and other questions are discussed, dissected and directed into a full-blown business plan that restores agent-recruitment to its preeminent management responsibility; providing a vital system for sustained company growth and profitability (versus a knee-jerk reaction to empty desks). Marty takes a “soup to nuts” approach, from setting recruiting goals, crystalizing your value proposition, and other preliminary considerations, to actual scripting, presenting, nurturing, closing and onboarding.
BERNICE ROSS: Recruit the Successful Real Estate Pros of Tomorrow
The recruiting battle for agents today is fiercer than ever. To win, you must have a Unique Recruiting Proposition, an office culture that supports both consumers and agents, have effective prospecting and lead conversion strategies, plus be able to conduct an effective interview. This session shows you how with the secrets, best practices, and video clips from ten top women brokers and managers who have jointly recruited over 3,000 agents in the last five years. Goal: To provide attendees with the most effective strategies and best practices for recruiting new and experienced Realtors including how to create a Unique Recruiting Proposition that will attract high integrity, customer-focused agents who are the right cultural fit for their office.
JUDY LADEUR: What It Takes To Get Them, Is What It Takes To Keep Them!
Retention of good sales associates is easier than you think. Retention is not a matter of money, it’s about creating an environment that people enjoy working in. By placing the same emphasis on retention that you do on recruiting, not only will your office become more profitable and a happier place to be, but your sales agents will help you recruit because they feel it’s the best place to work!
JUDY LADEUR: How to Overcome the Most Common Stalls & Objections
Brokers and agents alike are constantly searching for more effective ways to overcome objections and stalls. In this presentation, Judy gives examples of the most common stalls and objections and also explains why overcoming a stall will never lead to a decision. Her five-step process allows you to determine the underlying objection and effectively overcome it.
JUDY LADEUR: How To Hire Experienced Agents In the First Interview
Many brokers feel that you must interview and agent several times before you can ask them to join. Those who follow Judy’s system hire an average of 70% of their recruits the first time they meet them. There are several systems which must be in place, and of course, the timing must be right. But following the steps in this course, will allow you to starting hiring agents, or at least getting their commitment, in the first interview. In this presentation, Judy LaDeur shows participants how to improve interviewing skills and hire an average of two experienced agents per month – consistently!
JUDY LADEUR: How to Survive & Thrive In The Midst of the “Disrupters”
Today’s Brokerage model is being challenged by new start up models, rapidly changing technology, private funding, sign on bonuses and new options for consumers that have never seen before. These changes are hitting fast and hard, catching many Brokers, and agents, off guard. Disrupters disrupt that way things have always been done, but is that a terrible thing? Not always. It depends on how you respond to the disruption. Those who understand how to work in a market, filled with disruption, will come out the winners!
JUDY LADEUR:Build It and They Will Come: Attracting the Best Talent
Recruiting in today’s market means getting to the heart of ‘what’s in it for them’ as consistently and effectively as possible. In this presentation, Judy shows you how to find your top 12 value propositions for your organization – then how to use that value to draw the agents you want into your organization.
JUDY LADEUR: Achieving Mastery Performance
JUDY LADEUR: Build Your Business to Sell It and Learn How to Position Yourself to be the Agent of Choice in Your Market!
This Session can be for Brokers, Agents or both in the same audience! This is a great session to book for any convention or company meeting! It is THE Hot topic for Today’s Market! This is quickly becoming the most requested topic out there today and will remain at the top of the list for the next 5-10 years! Why? Recent NAR predictions state that over 50% of active real estate agents will exit the business over the next 5 – 10 years, most intending to simply walk away from the business they have spent years building. Of the agents that would like to sell their business most don’t know how and without help would likely experience problems with tracking, second party referrals, collecting money or determining who is responsible for keeping the business going through marketing . Your agents do not need to walk away from their real estate business, and when you the broker help them sell it, you become the hero!
Dr. Willie Jolley, CSP, CPAE: How to Be Unstoppable: Leadership & Achievement
Dr. Willie Jolley believes leadership is an action not a position! He reminds us that great leaders always focus on the possibilities rather than the challenges! Great leaders are willing to do whatever is necessary rather than doing what is comfortable! And leaders look to develop more leaders rather than more followers! Dr. Jolley takes you on a memorable roller coaster ride of why you must develop the leader within you and then gives you the steps for getting it done! It requires sweat equity, but so does anything that produces great achievement! Whether you are an association executive, sales professional, entrepreneur, business owner, or manager…you will experience growth and renewed enthusiasm for reaching and exceeding your goals! *This program will develop more leaders and set them on a course for becoming unstoppable!
Dr. Willie Jolley, CSP, CPAE: Change Is Good…When Your Attitude is GREAT!
In this program, the audience is sold on the positive perspective of change! Change is essential to any growth process. Everybody wants progress, but nobody wants to change! Dr. Willie Jolley shares his patented “VDAD” (vision, decision, action, desire) Formula for successfully embracing change. You will leave this program viewing change as an ally - not an enemy. You will leave ready to implement the formula to drive change. You will leave believing that change “truly” is good when your attitude is great!
Dr. Willie Jolley, CSP, CPAE: Achieve More with an Attitude of Excellence
Dr. Willie Jolley answers the age-old question: What are the secrets that sustain successful organizations through difficult times? His answers are born out of his work helping Ford Motor Company go from the brink of bankruptcy in 2006 to being positioned to reject the government bailout in 2009 – and on to billion-dollar profits every quarter since 2009. Success Magazine called him “Ford’s Secret Weapon!” In this program Dr. Jolley shares strategies and ideas your attendees can employ to transform their businesses – as well as the five areas of development that can be used immediately to change their thinking and their business.
BERNICE ROSS: Best Practices for Small and Indie Brokerages
Despite all the fanfare about agent teams replacing brokerages, many entrepreneurial-minded Realtors are choosing to lead their own indie brokerages rather than operating a team under the leadership of someone else’s business model. Based upon interviews with over 30 women owners of small and indie brokerages, this session explores the benefits, best practices, and pitfalls to avoid associated with launching and operating a successful small or indie brokerage.
BERNICE ROSS: Recruit the Successful Realtors of Tomorrow
The recruiting battle for agents today is fiercer than ever. To win, you must have a Unique Recruiting Proposition, an office culture that supports both consumers and agents, have effective prospecting and lead conversion strategies, plus be able to conduct an effective interview. This session shows you how with the secrets, best practices, and video clips from ten top women brokers and managers who have jointly recruited over 3,000 agents in the last five years.
Coni Meyers: Ignite the Fire of Your Life, Career and Business
Step into what you want for your life, career and business by creating a strong purpose and vision. You cannot go to a vision, you must come from it, and in order to come from it, you must become it. Once you have a vision you need to sensorize it. A strong vision is required before you can have concrete goals that will get you what you want. Once you have a vision what can you do make things come naturally to you.
Coni Meyers:How to be a Kickbutt Leader
Kickbutt leadership is when mindfulness meets vision, opportunity and engagement. It is no longer a “nice thing to do” but a “must do”. A study in 2011 found that mindfulness practices lead to emotional intelligence in 4 areas: focus, compassion, creativity and clarity. It showed over a 90% increase in resilience and over 80% in collaboration and agility for complex thinking. Another study showed the brain gray matter grew. This is critically important for a Realtor when engaging with clients.
Coni Meyers:Managing Crisis and Disasters with Resiliency
All businesses have crises and disasters, it is how they are managed that determines the long lasting affects they may cause. Find out how to have the right mindset, the right leadership and the right communication plans that can help you survive and recover faster.

Marketing/Branding

KATEY DALLOSTO:Market Like A Prostitute… (Back To Basics)
Well...it is the world's oldest profession! this back to basics marketing class is designed to take simple "old school" marketing basics and make it fun, edgy and interactive. Most of the marketing strategies are tried and true AND often need to be relearned. the name get people in the door, the content teaches them how to have fun while learning simple marketing strategies. Why re-invent the wheel? Learn from a Pro...!
MARGUERITE CRESPILLO:Get Rich In Your Niche
Define your ideal client that will make your marketing efforts razor focused on reaching prospects you WANT to work with and NOT have to work with. STOP wasting time, money and energy marketing to masses and simplify your strategy for maximum results
GEE DUNSTEN: “Are You Consumer-Centric?”
In a recent Harris Poll ranking 23 professions in the U.S. for trustworthiness, Realtors were 23rd (at the bottom) behind new/used car salespersons. The reason for this is because the real estate industry, as a whole, has not been strategic in its thinking. It’s no longer about us, it’s about them…the consumer. Strategic thinking begins with the rectification of names/words. Agents will learn to apply a new vocabulary to better meet the sensitivity and cynicism of today’s consumer. They’ll also develop skills to dispel the five greatest consumer misconceptions, such as cost of ownership and fair market value. Agents will leave with an objection-free listing presentation guaranteed to excite the seller about their marketing and pricing strategy and get them every saleable listing they want! Attendees will be able to… Identify the 6 biggest challenges they face! Apply methods to reduce consumer confusion about what they see on the news! Utilize skills to dispel the 5 greatest consumer misconceptions about cost of ownership, fair market value, financing, and tax advantages!Apply a new vocabulary to better meet consumer sensitivity to terms/words! Utilize systems to harvest and deliver relevant real estate and community content to enable their clients to become more knowledgeable homeowners! Identify 8 critical elements of a consumer-centric information-rich website! Develop systems and skills to become a community reporter through the use of video, direct mail and social media! Develop and implement a 60-day action plan!
GEE DUNSTEN: “Bridging the Generation Gap”
The key to preparing an effective marketing plan is to know who your audience is, through and through. You need to understand what messages resonate, what strategies work and don’t work, and how to build long-lasting relationships, not just sales, across all generations… Millennials, Generation X and Baby Boomers. In this course, you’ll discover different behaviors and responders to motivate each generation, from the 70-year-old Baby Boomer, to the 22-year-old Millennium. Learn how to incorporate techniques for improving communication and understanding to overcome generational differences, while creating the emotional glue that will keep them coming back.Attendees will learn…Ways to create an effective communication system for each of the three generation groups (Baby Boomers, Generation X and Millennials)How to identify the critical characteristics necessary to build relationships and problem-solve for each individual groupMethods to deliver more meaningful housing information to each home prospect groupCustomer service systems for each prospect group
GEE DUNSTEN: Real Estate Connections That Last
For years agents have been taught the importance of differentiating themselves in the marketplace. While differentiation is a good beginning, agents should also strive to develop the characteristics of distinctiveness (to be notable, attractive; possess special qualities). The Dean of the Harvard Business School states, “Businesses and business people must ask themselves two questions. First, what do I do that my competitors also do, but that I do better? This might be how you are distinctive. Secondly, what do I provide consumers that none of my competitors do? This is what makes you different.” Since we in real estate all sell the same product or inventory, we have to differentiate ourselves based more on what we do for our clients and the community and the services we provide, than on a differentiated product. In this course agents will learn how to powerfully insert themselves into their communities and the enormous, untapped potential revenues many of us live amongst, by becoming their trusted town advisor with the delivery of current, relevant information about the real estate market, as well as their community.
GEE DUNSTEN: Overcoming Consumer Fears In The Midst of a Housing Shortage
According to Inman, Stefan Swanepoel, NAR and many other sources, our industry is on the cusp of facing one of the biggest housing shortage crises in decades. Different than 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 with an effective marketing campaign that will maximize their equity position in the home, while at the same time, convince them that a reasonable commission is justified/deserved. An indispensable seminar for agents who want to proactively prepare for the impending housing shortage.
GEE DUNSTEN: Are You The Go To Agent?
In a sea of advertising noise, uncertainty, and confusion, when today’s consumer needs advice on their community or the complexity of the real estate market in your area, are you the go-to agent? Today, it’s not about who you know, it’s about who knows you. This course is all about leveraging your presence in your local market by providing relevant content and by being ready, willing and able to answer any questions they might have.
GEE DUNSTEAN:The Things That Mom Didn’t Teach You About Business Planning
Whether you are just getting started or are a veteran in the business, the step-by-step system will help take your profession, as well as your life, to a higher level of excellence. You’ll gain the skills and confidence to be able to guide your clients like a professional sales athlete. You’ll learn how to devise a game plan that will maximize your abilities and talents so you can compete at a higher level while expending less time and money.
GEE DUNSTEN: Selling Luxury Homes
If you have ever stood on the sidelines and watched other agents land expensive listings and wondered how they do it, this seminar is for you! Our focus will be to provide attendees with a strategy for breaking into the luxury market, valuable tools to successfully compete in this elite market…AND the confidence to go for it!
GEE DUNSTEN:Succeeding in the Recreation and Resort Market
Lawrence Yun, NAR’s chief economist recently said, “In 2017, the share of buyers who purchased a primary residence rose for the third year to 70 percent from 65 percent. The share of vacation home buyers declined for the third straight year to 12 percent from 16 percent. The share of investment buyers remained unchanged at 19 percent for the third straight year. He went on to say, “In several markets in the South and West – the two most popular destinations for vacation buyers – home prices have soared in recent years because substantial buyer demand from strong job growth continues to outstrip the supply of homes for sale. With fewer bargain-priced properties to choose from and a growing number of traditional buyers, finding a home for vacation purposes became more difficult and less affordable last year.” The challenge for agents will be not only to find homeowners who will consider placing their home on the market, but also to educate them with an effective marketing campaign that will maximize their equity position in the home, while at the same time, convince them that a reasonable commission is justified/deserved. An indispensable seminar for agents who want to proactively prepare for the housing shortage!
SCOTT SORRELL: “How to Create Unstoppable Demand as a Premium Brand”
Scott Sorrell is known as "Mr. Charge Higher Prices" because he is a world-class branding, marketing and sales expert who teaches how to maximize what YOUR clients will pay for your services as a Real Estate Agent. In his program called "HOW TO CREATE UNSTOPPABLE DEMAND AS A PREMIUM BRAND," Scott shares powerful branding and marketing techniques he has taught to agents across the globe -- techniques that will differentiate you and make you more compelling & attractive to your prospects. Whether presenting hard-hitting corporate conferences or serving as a university professor*, Sorrell has no patience for unapplied theory. You literally will walk out of his program with a partial or complete "brand makeover" (depending on program length), and be amazed as prospects start saying YES to you more often -- no matter your experience level, location or competitive landscape.
GEE DUNSTEN: "Humanize Your Business with Personal Video"
Personal video cuts through the clutter and noise consumers are bombarded with every day and puts a face and a voice with a name. It’s a return to the way business was done for generations…face-to-face. In this course you’ll learn the top reasons for video email underperformance and how to replace faceless digital communication with personal video to establish trust with authenticity, and to ultimately, build relationships. You’ll create and close more opportunities in less time by differentiating yourself and connecting with people to make sales and service more meaningful and compelling.
JUDY LADEUR:Build It and They Will Come: Attracting the Best Talent
Recruiting in today’s market means getting to the heart of ‘what’s in it for them’ as consistently and effectively as possible. In this presentation, Judy shows you how to find your top 12 value propositions for your organization – then how to use that value to draw the agents you want into your organization.
Coni Meyers: The Power of Preparedness…Give Back! Make More!
What powerful tools will make you stand apart from your competition? In this course I talk about powerful ways you can to give back to your community that in turn will help your business grow.
BERNICE ROSS: Demystifying the Confusion about Detached Condominium Ownership NEW 2023

Motivational/Change/Goal Setting Topics

MARGUERITE CRESPILLO:How To Party Your Way To Success
Real Estate is ALL ABOUT relationships and the more you can connect with your clients the more likely they are to continue to work with you AND send you referrals. If you're sending emails and snail mail hoping for referrals, expect the minimal results you've most likely been getting...There is no better way that I've found in 20+ years of real estate to generate more referrals than holding a Client Event...I'm talking handfuls of SOLID referrals in just a few hours...AND YOU GET TO PARTY at the same time, it's a NO BRAINER!
MARGUERITE CRESPILLO:How To Create The Ultimate Client Experience
How to create a The Ultimate Client Experience by strategically placing WOW moments throughout the Client Life Cycle builds lifetime clients and generates referrals.
MARGUERITE CRESPILLO:Eliminate Your Competition & Build A Lifetime Business
So much lead generation today is focused on web leads. It’s estimated that for every 300 online leads you generate you will acquire 1 quality client. Most agent’s fail by not staying in contact with their past clients and people who already know them, like them and trust them! Learn proven techniques that turn clients into LOYAL Raving Fans that feel compelled to send you referrals.
GEE DUNSTEN: “Bridging the Generation Gap”
The key to preparing an effective marketing plan is to know who your audience is, through and through. You need to understand what messages resonate, what strategies work and don’t work, and how to build long-lasting relationships, not just sales, across all generations… Millennials, Generation X and Baby Boomers. In this course, you’ll discover different behaviors and responders to motivate each generation, from the 70-year-old Baby Boomer, to the 22-year-old Millennium. Learn how to incorporate techniques for improving communication and understanding to overcome generational differences, while creating the emotional glue that will keep them coming back.Attendees will learn…Ways to create an effective communication system for each of the three generation groups (Baby Boomers, Generation X and Millennials)How to identify the critical characteristics necessary to build relationships and problem-solve for each individual groupMethods to deliver more meaningful housing information to each home prospect groupCustomer service systems for each prospect group
GEE DUNSTEN:“Here Comes the Judge…..There Goes Your Commission!”
This course is designed to help agents get better in touch with their clients’ current needs, concerns, and fears. Attendees learn ways to harvest facts and statistics about communities, financing, and service providers. They discover ways to share this information without liability or misrepresentation for any parties. Agents will develop a documentation system to reduce surprises and to meet time-sensitive transaction requirements. Attendees will be able to……… • Define and dissect the serious issues of disclosure and misrepresentation! • Develop 12 methods to avoid misrepresentation! • Build a documentation system that will save time and money! • Discover 10 ways to cover their assets! • Develop systems to harvest and deliver facts and statistics about their community, financing, and service providers to their clients! • Explain the different elements of misrepresentation (concealment, material fact, intent to deceive)! • Reduce risk with 15 risk reduction techniques! • Create a system to win customer loyalty while reducing liability!
GEE DUNSTEN: Real Estate Connections That Last
For years agents have been taught the importance of differentiating themselves in the marketplace. While differentiation is a good beginning, agents should also strive to develop the characteristics of distinctiveness (to be notable, attractive; possess special qualities). The Dean of the Harvard Business School states, “Businesses and business people must ask themselves two questions. First, what do I do that my competitors also do, but that I do better? This might be how you are distinctive. Secondly, what do I provide consumers that none of my competitors do? This is what makes you different.” Since we in real estate all sell the same product or inventory, we have to differentiate ourselves based more on what we do for our clients and the community and the services we provide, than on a differentiated product. In this course agents will learn how to powerfully insert themselves into their communities and the enormous, untapped potential revenues many of us live amongst, by becoming their trusted town advisor with the delivery of current, relevant information about the real estate market, as well as their community.
GEE DUNSTEN: Are You The Go To Agent?
In a sea of advertising noise, uncertainty, and confusion, when today’s consumer needs advice on their community or the complexity of the real estate market in your area, are you the go-to agent? Today, it’s not about who you know, it’s about who knows you. This course is all about leveraging your presence in your local market by providing relevant content and by being ready, willing and able to answer any questions they might have.
KRIS BARNEY: STUCK SUCKS “Discover the Gifts in Your Garbage!”
Learn to Identify Business Challenges and Conflict, and turn them to Resolution and Productivity, for Increased Profits & Client Retention. I will teach you the Template and Formula to tackle any challenge, and find the Gift in that Garbage. With this training, you will have the ability to move forward faster with greater confidence and more effectiveness
KRIS BARNEY:SOLD OR SERVED “Be Authentic to Build Trust”
People do not care how much you know, until they know how much you care. How are you coming across as a leader in your organization, as a sales person, or even in your customer service? We have all heard that people do business with those they know, like, and trust, and the same is true with those we work with. Create better community, employee retention, and valuable relationships, as you learn the best practices to have the biggest impact. Do People Feel Sold or Served By You? What you will gain in this training: Discover how you come across to others and how to shift your focus. Learn how Sincere Service will Change your life and raise your Sales. Achieve Long Term, vs Short Term, with clients and employee retention. Develop Trust, Loyalty, and remarkable Relationships. Create Higher Ratings and Positive Reviews on your online reputation.
David Hoffman: Relationships OverRules:
This talk will focus on reminding people that while the rules say that being new to a city will not equate to business, the relationships in your life will lead to limitless potential. We will dig into processes; plans, and conversations to show your friends that you are the expert, while getting people to drop their guard and trust you; steering as the friend. We will dig into teaching the salesperson/entrepreneur how to be both the friend and the expert, while always staying present; to help each and every person in their life. Everyone in the room will be encouraged that their past does not dictate their purpose or define their potential. By the end of the day, each person in the room will have the tools to help people of all walks of life, while protecting their commission, and helping friends and strangers alike; winning bidding wars at the lowest price and selling homes above market value. From $100,000 to $10m properties and loans; small businesses to large corporations. The focus will be on relationship-building; one on one, versus social media and mass-marketing. We will dig into balance, digging deep with each person in your life without an agenda. The book will be coming out next Summer by BroadStreet Publishing in Minnesota.

Negotiations Topics

CHERYL KNOWLTON:Getting Past No: Negotiating Strategies for the Real Estate Professional
Negotiation is one of our FIVE ESSENTIAL SKILLS as a real estate professional. Most real estate professionals lack the key negotiation skills they need to succeed in championing their clients at the highest level. Take your negotiation game to the next level with this fun, interactive course.
CHERYL KNOWLTON:Advanced Field Negotiations
This one-day course is an interactive experience built around real-world field scenarios to help negotiators apply the power tools, techniques, and tactics learned in the core course ‘The Power Negotiator’s Playbook.
CHERYL KNOWLTON:Effective Negotiating for Real Estate Professionals
Effective negotiating on behalf of others is the hallmark of the buyer’s and seller’s representatives. This course examines positional bargaining and value negotiating. It also examines unique issues when representing someone in a negotiation and breaking a negotiation impasse.
GEE DUNSTEN:“Negotiating: Powerful or Pushover?”
In any situation where you need to bring two parties to agreement, whether it’s as simple as which restaurant to go to for dinner or as involved as buying or selling a home, the ability to effectively negotiate with both sides to reach a satisfactory settlement is critical. The goal in every negotiation should be for all parties to reach a conclusion where everyone feels validated and that they’ve received the best outcome possible. In this course, agents will learn how to master the four essential elements of successful real estate negotiation: • Understanding human behavior models based on age, ethnicity and experience • Addressing human needs and determining their relevance • Effective communication skills, including good listening skills • Controlling the environment Agents will be able to…. • Identify strategies to implement prior to the initial interview to position themselves as a trusted advisor • Apply a new and more effective vocabulary to focus on what’s most relevant to their clients • Utilize the DISC behavior model as a doorway to effective communication and relationship-building • Identify and apply 5 characteristics of successful negotiating • Explain effective uses of information to eliminate distrust and hostility • Apply an effective use of time to improve their client’s negotiating position • Discuss 7 beginning-sales negotiating gambits/strategies and how to effectively apply them • Implement 5 middle-sales negotiating gambits to achieve/maintain an advantageous position for their client • Identify and utilize 5 ending-sales negotiating gambits to bring the negotiations to a successful close
CLARA CAPANO:Negotiate with Purpose
The National Association of Realtors has noted that over 90% of buyers and sellers want a strong negotiator to represent them. How strong are you? In this session we will uncover why collaborative negotiations are helpful, the purpose of strong negotiations, negotiating with different personalities styles and identify 15 string negotiation techniques.
JUDY LADEUR: How to Overcome the Most Common Stalls & Objections
Brokers and agents alike are constantly searching for more effective ways to overcome objections and stalls. In this presentation, Judy gives examples of the most common stalls and objections and also explains why overcoming a stall will never lead to a decision. Her five-step process allows you to determine the underlying objection and effectively overcome it.

Risk Management/Legal Topics

CHERYL KNOWLTON: Beyond the Transaction: The Impact of Agency from a Client’s Perspective
If you have ever shaken your head after a transaction closed and wondered what happened, perhaps your answer lies in how you handled the client relationship. During this highly interactive course, students receive in-depth information on the essential elements of buyer and seller agency representation. Gain comprehensive knowledge of the different responsibilities of each agency role, and the ethics related to your representation role. Participants will discuss ethical questions and apply the concepts they have learned to real live scenarios. The focus of the program is focusing on making the real estate licensee more professional and competent in their dealings with the general public
CHERYL KNOWLTON:Contracts, Lawyers, and REALTORS®, Oh My!
This course provides a comprehensive overview of basic contract law and how it impacts the Real estate licensee. The topics of unauthorized practice of law, types and validity of contracts, and an overview of the elements of a contract are covered in depth. Other areas addressed include the parol evidence rule, legally competent parties, unilateral and bilateral contracts, mutual agreement, assignment/novation, contract breach and misrepresentation.
CHERYL KNOWLTON:Cover Your Assets: Protecting Yourself from Liability
Have you ever wondered how and why some agents get themselves into trouble? Stay out of court and possibly jail by getting and staying far away from the hottest legal pitfalls. Learn how to use state forms and contracts to protect yourself and your clients from liability in this exciting and informative course.
CHERYL KNOWLTON:Detective Agency
Time to dive deep into regulations that will make a difference in how you do the real estate business. During this session, you will learn about State Statutes and Regulations, including 25 Ways to Lose Your License; federal laws, including RESPA, fair housing advertising guidelines, truth in lending, and the Lead Based Paint Disclosure. Protect your license and enhance your professionalism by understanding and implementing critical strategies into your business.
CHERYL KNOWLTON:Herding Cats: Best Business Practices for Brokers and Agents
As a broker, do you ever feel like you are herding cats? In the highly litigious world in which we live, brokers and licensees need to stay on the cutting edge of best practices, so they can stay ahead of the legal curve. As you strategize about ways to help yourself and other agents raise the bar of professionalism in their own businesses, you need to concentrate on ways to minimize risk for our clients, for yourselves, your brokerages, and the public at large.
CHERYL KNOWLTON:Putting the Fun in Funding: Understanding Mortgage Basics
In this session , We will review the basics of mortgage, and thoroughly investigate how we, as a country, got into this credit crisis to begin with.
CHERYL KNOWLTON:Risk Management
A highly interactive ethics and law update course where Students gain competency in handling real estate transactions is the primary focus. Antitrust, and Misrepresentation are the primary areas of review. Participants will be actively involved in viable case studies, as well as group discussion regarding ethics issues.
CHERYL KNOWLTON:The Bozo Explosion: Raising the Professionalism Bar
In this session: Unlock the keys of enhanced professionalism through understanding how respect for the public, property and their peers is not only a right, but ensures relationships built upon insight and trust.
CHERYL KNOWLTON:To Protect and to Serve:Understanding State and Federal Law
Protect your license and stay out of the regulatory official’s radar by understanding and implementing critical strategies into your business.This information will help you effectively assist your customers and clients and retain a high level of professionalism in your real estate careers.
CHERYL KNOWLTON: When the Seller Becomes the Bank
Are you having trouble getting offers and closing your listings? Have your eager sellers asked you if they are a good candidate for seller financing? It is important to know when seller financing is viable or not.
CHERYL KNOWLTON:E-PRO® CERTIFICATION PROGRAM (EPRO)
e-PRO® gives you a roadmap to build your business and serve the hyper-connected consumers of today and tomorrow. Learn about the changing market and how to connect with consumers, manage your online reputation, generate leads, and gain referrals. Become familiar with the latest technology and social media tools to enhance your business
CHERYL KNOWLTON: SELLER REPRESENTATIVE SPECIALIST (SRS) DESIGNATION PROGRAM
Students learn to increase listings and grow their business by effectively communicating their value to seller clients. You will explore and apply the Code of Ethics and Standards of Practice as well as comply with state license laws when representing sellers.
GEE DUNSTEN:“Here Comes the Judge…..There Goes Your Commission!”
This course is designed to help agents get better in touch with their clients’ current needs, concerns, and fears. Attendees learn ways to harvest facts and statistics about communities, financing, and service providers. They discover ways to share this information without liability or misrepresentation for any parties. Agents will develop a documentation system to reduce surprises and to meet time-sensitive transaction requirements. Attendees will be able to……… • Define and dissect the serious issues of disclosure and misrepresentation! • Develop 12 methods to avoid misrepresentation! • Build a documentation system that will save time and money! • Discover 10 ways to cover their assets! • Develop systems to harvest and deliver facts and statistics about their community, financing, and service providers to their clients! • Explain the different elements of misrepresentation (concealment, material fact, intent to deceive)! • Reduce risk with 15 risk reduction techniques! • Create a system to win customer loyalty while reducing liability!
The Ethical and Lawful Use of Media for REALTORS©
As licensed real estate professional we are responsible for adhering to license law, Code of Ethics, Multiple Listing Policy, FTC, Digital Millennium Copyright ACT, and Computer Fraud and Abuse Act. All of these acts, laws, rules and regulations impact a licensed real estate professional use of media. Social media and technology are fast paced and forever changing the world. In this course, we will review the REALTORS® Code of Ethics and how to ensure you are in compliance while using all forms of media. *NAR Ethics Qualifying Program
Coni Meyers: Climate Change Real or Not…The Real Costs
The fact that our earth is changing is evident and getting more significant each year. 2020 not only brought a pandemic but natural disasters unlike anything before. We had 30 named storms, 2 hurricanes in the gulf at the same time, Derecho winds, fires across the western US, firenados, hurricane winds without a hurricane spawning over 50 tornadoes throughout the Southeast, the highest water temperature rising in a body of water on the planet. Not to mention the normal flooding and other storms.
Coni Meyers:Managing Crisis and Disasters with Resiliency
All businesses have crises and disasters, it is how they are managed that determines the long lasting affects they may cause. Find out how to have the right mindset, the right leadership and the right communication plans that can help you survive and recover faster.
Coni Meyers:Crisis Knowledge Management Certification: The Power of Preparedness…Are You Ready?
4-course certification training including; • Be the Good News in the Face of Bad News • Survival Mindset, Leadership and Communication • The Role of Recovery- Managing Insurance, Mortgage and Recovery Services • Surviving Natural Disasters and Disasters of Our Own Making.

Safety Topics

CHRISTIAN BEAR: Becoming A SWAT Agent (Showing With Awareness And Tactics)
In This Session: Detailed Look Into Realtor Murders And Motives Understanding What A Criminal Looks Like Showing With Awareness And Tactics (SWAT) Creating A Plan For Escape
CHRISTIAN BEAR: It All Starts Online (How To Be Safe On Social Media)
In This Session: What Not To Post CONTENT How To Handle Blind Leads And Still Convert To A Sale Tools To Investigate Are You Being Hand Picked For A Crime? A Mindset To Win Understanding Your WHY In Life And Business Overcoming Fear Of The Unknown Why So Many People Are Scared To WIN It’s Not Over Until You Succeed
CHRISTIAN BEAR: What The Real Estate Industry Does Not Want You To Know (The Truth On The Dangers Of RE)
In This Session: Statistics On RE Crimes How They Are Recorded And Why It Is So Inaccurate Facts Of Past Murders And Crimes Against Agents. Why The Industry Hides Crimes From Agents.
CHRISTIAN BEAR:Open House And Listing Safety, You Could Be Held Liable
In This Session: How To Protect Your Clients From Criminal Acts Setting Escapes The Plus One Rule Who Are You Really Meeting At A Listing?
CHRISTIAN BEAR:New Agent 101 - (This Is A Short Cover All For Leads, Converting And Safety For New Agents)
In This Session: How To Generate Lead Buckets With No Money The 3 Must Dos To Convert A Lead Creating Your Business Plan To Sell 33 Homes A Year How To Implement Simple Steps To Stay Safe With Strangers

Selling Skills Topics

CHERYL KNOWLTON:Effective Negotiating for Real Estate Professionals
Effective negotiating on behalf of others is the hallmark of the buyer’s and seller’s representatives. This course examines positional bargaining and value negotiating. It also examines unique issues when representing someone in a negotiation and breaking a negotiation impasse.
CHERYL KNOWLTON:Short Sales and Foreclosures (SFR)
CHERYL KNOWLTON:MILITARY RELOCATION PROFESSIONAL (MRP)
Work with Current and Former Military Service Members to Find the Best Housing Solutions. Students will learn how to provide the real estate services at any stage in the service member’s military career that meet the needs of this niche market and win future referrals
CHERYL KNOWLTON: SELLER REPRESENTATIVE SPECIALIST (SRS) DESIGNATION PROGRAM
Students learn to increase listings and grow their business by effectively communicating their value to seller clients. You will explore and apply the Code of Ethics and Standards of Practice as well as comply with state license laws when representing sellers.
RICK GEHA:Being A Top Listing Agent Will Change Your Real Estate Life, Forever!
In this session you will learn... • Even if you already list a ton of homes, how do I become a more accomplished lister • Giving up buyers seems strange to me! (You’re not giving them up! Someone else will handle them for you) • What are basic and sustainable ways to get more listings • People say it’s “hard work” to get listings! It’s not “hard”, it’s just a lot of work. What you do is easy! • How to use your calendar to help you become a top listing agent
GEE DUNSTEN: “Are You Consumer-Centric?”
In a recent Harris Poll ranking 23 professions in the U.S. for trustworthiness, Realtors were 23rd (at the bottom) behind new/used car salespersons. The reason for this is because the real estate industry, as a whole, has not been strategic in its thinking. It’s no longer about us, it’s about them…the consumer. Strategic thinking begins with the rectification of names/words. Agents will learn to apply a new vocabulary to better meet the sensitivity and cynicism of today’s consumer. They’ll also develop skills to dispel the five greatest consumer misconceptions, such as cost of ownership and fair market value. Agents will leave with an objection-free listing presentation guaranteed to excite the seller about their marketing and pricing strategy and get them every saleable listing they want! Attendees will be able to… Identify the 6 biggest challenges they face! Apply methods to reduce consumer confusion about what they see on the news! Utilize skills to dispel the 5 greatest consumer misconceptions about cost of ownership, fair market value, financing, and tax advantages!Apply a new vocabulary to better meet consumer sensitivity to terms/words! Utilize systems to harvest and deliver relevant real estate and community content to enable their clients to become more knowledgeable homeowners! Identify 8 critical elements of a consumer-centric information-rich website! Develop systems and skills to become a community reporter through the use of video, direct mail and social media! Develop and implement a 60-day action plan!
GEE DUNSTEN:“Negotiating: Powerful or Pushover?”
In any situation where you need to bring two parties to agreement, whether it’s as simple as which restaurant to go to for dinner or as involved as buying or selling a home, the ability to effectively negotiate with both sides to reach a satisfactory settlement is critical. The goal in every negotiation should be for all parties to reach a conclusion where everyone feels validated and that they’ve received the best outcome possible. In this course, agents will learn how to master the four essential elements of successful real estate negotiation: • Understanding human behavior models based on age, ethnicity and experience • Addressing human needs and determining their relevance • Effective communication skills, including good listening skills • Controlling the environment Agents will be able to…. • Identify strategies to implement prior to the initial interview to position themselves as a trusted advisor • Apply a new and more effective vocabulary to focus on what’s most relevant to their clients • Utilize the DISC behavior model as a doorway to effective communication and relationship-building • Identify and apply 5 characteristics of successful negotiating • Explain effective uses of information to eliminate distrust and hostility • Apply an effective use of time to improve their client’s negotiating position • Discuss 7 beginning-sales negotiating gambits/strategies and how to effectively apply them • Implement 5 middle-sales negotiating gambits to achieve/maintain an advantageous position for their client • Identify and utilize 5 ending-sales negotiating gambits to bring the negotiations to a successful close
GEE DUNSTEN: Overcoming Consumer Fears In The Midst of a Housing Shortage
According to Inman, Stefan Swanepoel, NAR and many other sources, our industry is on the cusp of facing one of the biggest housing shortage crises in decades. Different than 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 with an effective marketing campaign that will maximize their equity position in the home, while at the same time, convince them that a reasonable commission is justified/deserved. An indispensable seminar for agents who want to proactively prepare for the impending housing shortage.
GEE DUNSTEN: Selling Luxury Homes
If you have ever stood on the sidelines and watched other agents land expensive listings and wondered how they do it, this seminar is for you! Our focus will be to provide attendees with a strategy for breaking into the luxury market, valuable tools to successfully compete in this elite market…AND the confidence to go for it!
SCOTT SORRELL:“How to Charge Higher Commissions & Get Your Clients to Thank You For It”
Do you want clients to choose you because you charge LESS? Or choose you even though you charge MORE? Every customer will pay a premium – you just have to give them the right reasons. Knowing the secrets of raising your customer’s perception of value will get them to love paying more! In “HOW TO CHARGE HIGHER COMMISSIONS & GET YOUR CLIENTS TO THANK YOU FOR IT,” Scott Sorrell will pump up your profits and boost your bottom line as he teaches you some of the world’s most powerful techniques to navigate to the top of your client's price range.
MARTY RUETER: The Commercial Experience - New 2022
Making the broad leap from selling houses to brokering commercial/investment properties may seem daunting, if not discouraging, to those wanting to widen their real estate expertise and customer outreach. Getting and assimilating the right information (minus the jargon and confusing math) is power; so are practical steps for bridging the gap between working with home buyers and real estate investors. Discover the ever-widening world of commercial real estate - different property types; representing sellers, buyers, landlords and tenants; choosing an eventual area of specialization. Learn basic pricing methods, simple and more complex rates of return, potential tax shelter opportunities… along with useful tools and techniques for prospecting, listing, consulting, negotiating and closing! A foundational “commercial experience” that’s informative, insightful, inspiring. (2-3 day)
BERNICE ROSS: Creating Listings Where There Are None
In an environment where inventory is tight and competition for listings is fierce, what can you do to generate listing leads where there are none? This session gives you concrete, inexpensive steps that you can take to generate more listing leads and convert them into signed listings. You will learn how to find listings hiding in plain sight, simple ways to have strangers approach you and ask, “how’s the market?” plus niche listing opportunities that most agents miss. If you’re ready to start taking more listings, this session will show you how!
BERNICE ROSS: Creating Listings Where There Are None
In an environment where inventory is tight and competition for listings is fierce, what can you do to generate listing leads where there are none? This session gives you concrete, inexpensive steps that you can take to generate more listing leads and convert them into signed listings. You will learn how to find listings hiding in plain sight, simple ways to have strangers approach you and ask, “how’s the market?” plus niche listing opportunities that most agents miss. If you’re ready to start taking more listings, this session will show you how! Audience: Brokers and Agents Length: 60-90 minutes
Judy La Deur: Build Your Business To Survive & Thrive - New 2022
No one wants to think about the next BIG CRASH, but what goes up, does come down. We have had 7 strong years of recovery since the BIGGEST CRASH in real estate history. The market keeps going up, which is great for the present moment, but are you prepared for the next market adjustment, which some economists and experts say will be worse than the last one. Today’s buyers and sellers are using different criteria to choose their agent. Research shows that if you put these 4 simple practices into place, you will have an incredible business, regardless of market changes, or crashes. Judy LaDeur has survived every crash for the past 45 years, and actually embraces market adjustments. When you know your business is strong enough to survive, there is nothing to fear.
BERNICE ROSS: Demystifying the Confusion about Detached Condominium Ownership NEW 2023

Social Media/Technology Topics

MARGUERITE CRESPILLO:Social Media Secrets Of The Super Stars
Facebook, Twitter, Instagram, Snapchat, LinkedIn, Google+….ugh! We all know they’re important to our online presence and a GREAT solution to engaging with our clients but who has the time to create, post and share across all the platforms….CONSISTENTLY? Learn how to Master Social Media and generate new and referral business
MARGUERITE CRESPILLO:Create A Viral Business Through Social Marketing
Social Media is a DOMINATING force on marketing scene today and for good reason! It not only provides one of the largest online marketing mediums but what most agent’s fail to realize it the POWER it holds in developing and building relationships… Creating a social media marketing strategy is a MUST if you want to compete. Learn social media basics and proven techniques that foster and cultivate referrals. Define and target your ideal clients utilizing the different Social Media Demographic filters
MARK PORTER: Working In The Cloud
Instant access to all your files all the time, from home, the office, or on the road — what’s not to like? Cloud computing lets you keep all your digital stuff in sync … and just a click away. Whether it’s e-mail, property data, photos, or anything else, learn how to use cloud computing and paperless systems to be more responsive to customers’ needs. Never again be caught without the info you need!
MARK PORTER: Get Tech Smart
Smartphones, Notebooks and Tablets – Learn what to buy along with the coolest tips for today’s mobile agent. Understand the “need to know” when it comes to practical wireless technology for working on-the-go and keeping your information safe. Plus, put your technology to work with the latest and greatest apps in real estate!
MARK PORTER: Attracting Today’s Internet Buyer
Are you ready to commit to a good website? Discover the five critical things your website must have and the one fatal mistake the causes the ultimate buyer to keep surfing right past your real estate site. Learn how Search Engine Optimization and Pay-Per-Click advertising work, how to drive your website to the top of search engines, and learn all about free tools that will help you develop your SEO strategy and manage your online reputation.
MARK PORTER: Clouding Up Your Email In Office 365
Learn the latest and greatest features of Microsoft Outlook in the all new Office365! Discover the benefits of replacing your current contact manager with Microsoft Outlook and moving your email into the CLOUD! More income with less effort! (CRS elective credit available & also available as 8 hour hands-on)
MARK PORTER: Video Internet Marketing
Today it is all about video. Younger generations are choosing to watch instead of read. Agent trends are following in step. This is how to start and refine an Internet presence in YouTube and establish yourself as an expert in real estate with video!
MARK PORTER:Profitable Social Media
Are you tired of not seeing any results from Social Networking? Get the Social Media “Rules of Etiquette” that will help you see actual results from Facebook, Twitter, YouTube, & Blogging. Get tips on how to establish yourself as an expert in real estate while not annoying your sphere and you’ll get from lead generation to conversion and on to closing faster than ever. Make the shift from social network Time Killer to Profit Maker!
MARK PORTER:Power Of Reviews
Did you know that consumers who interact with reviews are 105% more likely to buy? Learn the importance of the online user review and how to take charge of your online reputation. This course provides you with the tools and strategies necessary to acquire authentic positive reviews and proactively build your online presence. (Available as 60 min session – 3 hour course)
MARK PORTER:Attracting More Listings And Sales With Video
Video is here and now, and building rapport with your local market. Get important insights to catch and surpass your local competition with video. Understand how to get it done and get past the common issues. YouTube tips, video embedding, SEO tactics and engaging subject matter. Establish yourself as an expert in real estate with video! ( Available as a 60 min session – 3 hour course)
MARK PORTER: CRS - 206 Technologies To Advance Your Business
This course guides students through a process for analyzing the technology needs of their business. Course topics focus on using technology tools that enable sales agents to become more productive, increase their profits, and differentiate themselves in the marketplace.
MARKI LEMONS-RYHAL:It’s Not You, It’s New!
Are you frustrated by technology and social media? You are not alone! As a 46-year-old Social Media Speaker, I often want to throw my phone, tablet, and computer out the window (along with the dish water and my husband). How does one remain sane when every day there is an update to their device or an app? You will stop beating yourself up once you realize, It’s Not You, It’s New! Get motivated to: Identify ways to stay abreast of current and emerging trends. Explain the value of video and future projections. Recall how to leverage Evernote in business productivities. List item’s that all agents need in their NEW work bag. Leverage listing and community photos across the internet.
CHRISTIAN BEAR: It All Starts Online (How To Be Safe On Social Media)
In This Session: What Not To Post CONTENT How To Handle Blind Leads And Still Convert To A Sale Tools To Investigate Are You Being Hand Picked For A Crime? A Mindset To Win Understanding Your WHY In Life And Business Overcoming Fear Of The Unknown Why So Many People Are Scared To WIN It’s Not Over Until You Succeed
GEE DUNSTEN: "Humanize Your Business with Personal Video"
Personal video cuts through the clutter and noise consumers are bombarded with every day and puts a face and a voice with a name. It’s a return to the way business was done for generations…face-to-face. In this course you’ll learn the top reasons for video email underperformance and how to replace faceless digital communication with personal video to establish trust with authenticity, and to ultimately, build relationships. You’ll create and close more opportunities in less time by differentiating yourself and connecting with people to make sales and service more meaningful and compelling.
BERNICE ROSS: Hot New Tech Tools to Make Your Business Soar
TikTok, chatbots, iFunders, Blockchain—a tsunami of innovation and transformative technologies are providing new solutions for some of the industry’s toughest problems including contingent sales, lack of down payments, digital security, and online lead conversion. Discover simple strategies that agents and brokers can use to increase their market share and to convert their clients into raving fans.
MARKI LEMONS-RYHAL: You Are Essential Now, Eliminate Your Fear Of Video NEW!
Housing is ESSENTIAL! Therefore, real estate professionals are always essential. On Friday, March 13, 2020, the world changed, and we, as real estate professionals, had to change with the world. What tools and apps do you need to conduct your business in any real estate environment? • Generate LEADS from the comfort of your home at no cost. • Select video equipment to use on-the-go, in your home office, and for virtual tours. • Recall the one piece of equipment that will change your content. • Summarize tools and apps that will set you apart from your competition. And more!
MARKI LEMONS-RYHAL: Social Selling Made Simple, Habits To Change Your Life NEW!!!
The Social Selling Agent Increase Leads and Productivity Are you ready to have a social shift in your life? If you an entrepreneur, independent contractor, or strive to make it to the next level in your current occupation, it is essential to connect online and offline. Don’t forget to make those necessary connections daily for 66 consecutive days. What is the Social Selling Journal? The Social Selling Journal is all about being social every day, both online and offline, to stay number one in your customer’s mind. How does the Social Selling Journal work? The Social Selling Journal is 66 days of social accountability. It takes exactly 66 days for a new behavior to become a habit. Step-by-step, the Social Selling Journal will guide you toward creating and sustaining new social practices in your life. One simple action could make you 42 percent more likely to achieve your goal: Write it down.
MARKI LEMONS-RYHAL: The Modern Real Estate Professional Guide To Success NEW!!
Creating valuable content is vital to your real estate business growth. Learn how ten FREE tools can create an array of timely irresistible content. We will teach you how to use each tool and incorporate the tools into your daily marketing plan. For FREE, you will: • Create a content calendar • Remove the background from photos in less than 10 seconds • Match the color palette of any photo • Learn how not to get sued by Getty Images • Consistently use your branded colors and fonts • Convert Videos to audio for Podcast and Alexa Flash Briefings • Convert Videos to text for a blog post, emails, and daily social post • Create photo quotes • Repurpose photos and audio to create videos
MARKI LEMONS-RYHAL: Easily and for Free Repurpose Videos to Get Found and Hired
The Department of Justice Required Closed Movie Captioning and Audio Description for People with Disabilities. Content created as video can be repurposed into over 200 forms of content that cater to each learning style, whether visual, audio, or kinesthetic. In this course, we will teach you how to take one three-minute video and repurpose it into 20 different forms of content for less than $1.00. How to download and share MP4 files Video to Audio Atube Catcher Video or Audio to Text Transcription · Fiverr · Temi Adding Closed Captioning Video Editing · Movie Maker · iMovie Repurposing content to: · Facebook · LinkedIn · Instagram · Youtube · Twitter
MARKI LEMONS-RYHAL: More Thank Likes: A Blueprint For Online Success
With so many platforms and so little time, where should you focus your online efforts? Get a blueprint for maximizing your ROI and tips on how to target your ideal clients. Facebook Live Engagement exceeds all other types of posts on Facebook by gigantic margins. Stories are the fastest growing form of content in the history of the internet. Today more people use messaging apps daily then they do social media. • Create Stories; Stories Are Getting Over One Billion Interactions Daily • Implement Bots Through Messenger Which Get 15 X More Engagement Than Emails • Produce Facebook Live Post that Dominate Other Post Types
Instantly Increase Your Real Estate Sales with Instagram & IGTV
With more than one billion monthly active users, Instagram is rolling out updates and new tools weekly. IGTV is a new app designed for watching long-form, full-screen vertical videos from your favorite Instagram creators. Instagram Stories have added another interesting avenue to reach potential attendees. Instagram works especially well when paired with Facebook, as pictures shared to Facebook from Instagram receive 23% more engagement than images published directly on Facebook itself.
How to Value Your Time and Content: ReMarkiTable Content Planner for Real Estate
REALTORS stop being stressed by what to post online. Create a 12-month marketing calendar of relevant content that connects you to the businesses and community that you serve. Discover resources that supply you with content and wake up daily knowing what to post and when to post it. 
The Ethical and Lawful Use of Media for REALTORS©
As licensed real estate professional we are responsible for adhering to license law, Code of Ethics, Multiple Listing Policy, FTC, Digital Millennium Copyright ACT, and Computer Fraud and Abuse Act. All of these acts, laws, rules and regulations impact a licensed real estate professional use of media. Social media and technology are fast paced and forever changing the world. In this course, we will review the REALTORS® Code of Ethics and how to ensure you are in compliance while using all forms of media. *NAR Ethics Qualifying Program
STEVE BINTZ: The Wild West of Real Estate: Crypto, Blockchain and NFTs
Innovation is often chaotic. There’s no doubt Web3 has caused a stir in the real estate industry with tons of innovation, which feels like it happened nearly overnight. Whether you’re a seasoned industry veteran or newly licensed, your value proposition is likely to change in part because of new innovation. In this session, we’ll discuss the building blocks of Web3 (no experience necessary!) and also tackle real-world examples both inside and outside real estate of the applications currently influencing our lives.
BERNICE ROSS:Harness AI to Simplify Your Business and Safeguard Your Clients NEW 2023
Description: As AI chatbots have exploded on the scene, realtors now face an avalanche of “expert advice” riddled with half-truths and misinformation. Discover the history of AI, how to use AI-powered tools for voice, text generation, image synthesis, and video synthesis to communicate more effectively with your clients, plus best practices for streamlining your business. Most importantly, learn what is required to become the ultimate trusted advisor who helps your clients avoid the legal and ethical pitfalls created by AI-generated misinformation.

Systems/Time Management Topics

MARGUERITE CRESPILLO:Go From Burned Out To Bad A**
How to Jump Start and Revitalize our business to give you time and freedom to enjoy your life and avoid burnout. Learn simple systems and processes that are fun and profitable to help you fall in love with real estate again.
MARGUERITE CRESPILLO:Simple Systems For Sale Success
SYSTEM… Save Yourself Time Energy & Money! Learn 3 Powerful Forms that will systematize your business from an Initial Appointment all the way to Closing.
MARK PORTER: Get Back To Work Or Get Out!
Better systems bring more peace and confidence. Peace, Confidence and Systems translate into more listings, happier clients and ultimately bigger profits. Whether you are flying by the seat of your pants or you feel like you have it pretty well together, you can benefit from an extra proactive review of your systems. Benefit from a guided interactive discussion on what is working, why and how you can make it better. Get the guidance you need to translate your goals into action plans!
MARK PORTER:7 Things Successful Agents Do Differently: A Proven Business System
This course demonstrates those things that successful agents do different from the average agent. It gives agents specific strategies and marketing systems to move their business to the next stage of success both professionally and financially. Learn how to organize your real estate career like a business, leverage market statistics, plan for retirement and implement marketing to make these things happen. Agents of all experience level will find benefit in discovering how to take their business to the next stage of success.
RICK GEHA:Being A Top Listing Agent Will Change Your Real Estate Life, Forever!
In this session you will learn... • Even if you already list a ton of homes, how do I become a more accomplished lister • Giving up buyers seems strange to me! (You’re not giving them up! Someone else will handle them for you) • What are basic and sustainable ways to get more listings • People say it’s “hard work” to get listings! It’s not “hard”, it’s just a lot of work. What you do is easy! • How to use your calendar to help you become a top listing agent
RICK GEHA: Recruiting And Retention And Agent Attraction
In this session you will learn...... • Systems around recruiting • Systems around retention • How to be the leader that attracts agents • Understanding the role of ‘core values’ and ‘value propositions’ and the difference • How is running/owning and operating a real estate office like running a sales team • How to separate your real estate office/franchise from all the rest • How do I own and operate a successful office and still support and attract teams to my office (cuz teams scare me!)
GEE DUNSTEN: “Bridging the Generation Gap”
The key to preparing an effective marketing plan is to know who your audience is, through and through. You need to understand what messages resonate, what strategies work and don’t work, and how to build long-lasting relationships, not just sales, across all generations… Millennials, Generation X and Baby Boomers. In this course, you’ll discover different behaviors and responders to motivate each generation, from the 70-year-old Baby Boomer, to the 22-year-old Millennium. Learn how to incorporate techniques for improving communication and understanding to overcome generational differences, while creating the emotional glue that will keep them coming back.Attendees will learn…Ways to create an effective communication system for each of the three generation groups (Baby Boomers, Generation X and Millennials)How to identify the critical characteristics necessary to build relationships and problem-solve for each individual groupMethods to deliver more meaningful housing information to each home prospect groupCustomer service systems for each prospect group
GEE DUNSTEN: “Building Your Referral-Only Business – A Perpetual Revenue System”
Almost everyone in real estate talks about the importance of building a referral-based business, but less than 4% of agents actually do. An enormous number of referrals exist within our reach, but how do we go about securing them? It all begins with a shift in our mindset, perhaps our greatest challenge. By shifting our focus from referrals/transactions to relationships and how we can help others, the flood gates will open to more referral business than we can possibly handle. Real estate today should be all about the consumer, not the agent. It’s not about the quantity of people in our database, but the quality of the connection/relationship and how we are maintaining a meaningful connection.
GEE DUNSTEN:“Here Comes the Judge…..There Goes Your Commission!”
This course is designed to help agents get better in touch with their clients’ current needs, concerns, and fears. Attendees learn ways to harvest facts and statistics about communities, financing, and service providers. They discover ways to share this information without liability or misrepresentation for any parties. Agents will develop a documentation system to reduce surprises and to meet time-sensitive transaction requirements. Attendees will be able to……… • Define and dissect the serious issues of disclosure and misrepresentation! • Develop 12 methods to avoid misrepresentation! • Build a documentation system that will save time and money! • Discover 10 ways to cover their assets! • Develop systems to harvest and deliver facts and statistics about their community, financing, and service providers to their clients! • Explain the different elements of misrepresentation (concealment, material fact, intent to deceive)! • Reduce risk with 15 risk reduction techniques! • Create a system to win customer loyalty while reducing liability!
GEE DUNSTEN: Overcoming Consumer Fears In The Midst of a Housing Shortage
According to Inman, Stefan Swanepoel, NAR and many other sources, our industry is on the cusp of facing one of the biggest housing shortage crises in decades. Different than 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 with an effective marketing campaign that will maximize their equity position in the home, while at the same time, convince them that a reasonable commission is justified/deserved. An indispensable seminar for agents who want to proactively prepare for the impending housing shortage.
GEE DUNSTEN:Succeeding in the Recreation and Resort Market
Lawrence Yun, NAR’s chief economist recently said, “In 2017, the share of buyers who purchased a primary residence rose for the third year to 70 percent from 65 percent. The share of vacation home buyers declined for the third straight year to 12 percent from 16 percent. The share of investment buyers remained unchanged at 19 percent for the third straight year. He went on to say, “In several markets in the South and West – the two most popular destinations for vacation buyers – home prices have soared in recent years because substantial buyer demand from strong job growth continues to outstrip the supply of homes for sale. With fewer bargain-priced properties to choose from and a growing number of traditional buyers, finding a home for vacation purposes became more difficult and less affordable last year.” The challenge for agents will be not only to find homeowners who will consider placing their home on the market, but also to educate them with an effective marketing campaign that will maximize their equity position in the home, while at the same time, convince them that a reasonable commission is justified/deserved. An indispensable seminar for agents who want to proactively prepare for the housing shortage!
MARGUERITE CRESPILLO:Sales Fuel... how to set your biz on Fire in 30 days!
Ready to take action and launch your business to the next level? Then you need Sales Fuel, a NO Non-Sense, Straight to the Point Course that provides you a clear system of activities to propel you to success! Learn simple tips and tricks to jump start your business along with tracking forms to help you see real time results! Now be Warned…. This could light your business on FIRE!
KRIS BARNEY:SIMPLE NOT EASY “Solutions to Solve Time Management Issues
Let’s face it, the truth of time management in the workplace is a bad situation. We have facts and studies that show us just how many hours we lose per day per employee! It is Unbelievable! Distractions control us to the point that we are not as effective, or productive, as we could be. Shifting this reality, and raising time management across the entire organization, will create an entirely different workplace. How would it feel to considerably raise your effectiveness and productivity? It would absolutely mean more profits, which would feel great! Everyone benefits and goals are achieved when we put a structure in place to create more success! What you will gain in this training: Establish good habits that you can stick to Implement Scheduling and Follow through Create Systems to improve success Enroll employees with proper training Raise accountability and confidence
CLARA CAPANO:Where is Your Time Going?
Time is our most valuable asset and most use it poorly. Time is an investment in our life, our business and our success. This session with cover WHY understanding how we invest our time is critical in running a smart business and also provide 7 strategies to Leverage your time for Success.
CLARA CAPANO:Squirrel!
Did you know that most people lose 2.5 hours a day in distractions? Distractions can be the factor that limits and keeps you from your goals. This session with help you understand dangers of distractions in your business and also provide 5 strategies to Manage Distractions so you can stay focused and on purpose.
MARTY RUETER:Establishing a Commercial R.E. Division
It’s takes more than a “commercial” sign and a one or two “resimercial” professionals to penetrate and capture the smaller but highly competitive commercial real estate marketplace. Like any successful business venture, commercial brokerage requires the right focus, operating systems, people and resources to make your commercial office (or division) a noticed, self-sustaining profit center. Which commercial property “sectors” match your marketplace? Which do not? What resources are readily available? Which systems (programs, policies, procedures) need to be built and firmly implanted? What kind of management team will be needed to recruit, train, grow and sustain a successful, distinctly “commercial” business operation?
ERIC PAPP: Sales Productivity For Realtors: Meet your quota. Increase your happiness.
A successful salesperson has one main goal: consistently make their sales quota. Everything else is a distraction. Being productive at selling is about keeping it simple, eliminating distractions, and focusing on your most important activities. A successful sales professional today must master their priorities and maximize focus.
JUDY LADEUR: How To Hire Experienced Agents In the First Interview
Many brokers feel that you must interview and agent several times before you can ask them to join. Those who follow Judy’s system hire an average of 70% of their recruits the first time they meet them. There are several systems which must be in place, and of course, the timing must be right. But following the steps in this course, will allow you to starting hiring agents, or at least getting their commitment, in the first interview. In this presentation, Judy LaDeur shows participants how to improve interviewing skills and hire an average of two experienced agents per month – consistently!
JUDY LADEUR: Build Your Business to Sell It and Learn How to Position Yourself to be the Agent of Choice in Your Market!
This Session can be for Brokers, Agents or both in the same audience! This is a great session to book for any convention or company meeting! It is THE Hot topic for Today’s Market! This is quickly becoming the most requested topic out there today and will remain at the top of the list for the next 5-10 years! Why? Recent NAR predictions state that over 50% of active real estate agents will exit the business over the next 5 – 10 years, most intending to simply walk away from the business they have spent years building. Of the agents that would like to sell their business most don’t know how and without help would likely experience problems with tracking, second party referrals, collecting money or determining who is responsible for keeping the business going through marketing . Your agents do not need to walk away from their real estate business, and when you the broker help them sell it, you become the hero!
Debbie Peterson: How Realtors Go From Frustrated to FOCUSED, And Beyond to Fulfilled
Are you achieving the results that you want in your Real Estate Business? Are you so focused on your momentum that it might be at the expense of who you are? Discover the 4 steps that increase your clarity of direction in your business for more leads, sales, referrals and client satisfaction. No matter where you are in the timeline of your real estate business, you’ll leave with the tips, tools and techniques to get maximum results every day. All of this without losing who you are and why you chose this profession in the first place.
How to Value Your Time and Content: ReMarkiTable Content Planner for Real Estate
REALTORS stop being stressed by what to post online. Create a 12-month marketing calendar of relevant content that connects you to the businesses and community that you serve. Discover resources that supply you with content and wake up daily knowing what to post and when to post it. 

Tax Issues/Retirement/Investing Topics

CHRIS BIRD: Interesting Income Tax Aspects of Home Ownership
The participants will learn exactly who benefits from the tax aspects of homeownership and by how much due to standard deduction, mortgage interest, real estate taxes, and other tax issues.
MARK PORTER:Tips For Investors, Landlords And Property Managers
Are you looking to increase your wealth through real estate investing? Learn how to quickly analyze a deal on the fly with 3 rule of thumb calculations every savvy investor should know. Get helpful management tips and best practices for landlords and property managers. (Available as a 60 min session – 3 hour course)
MARK PORTER : CRS 204 Buying And Selling Income Properties
Learn the ins and outs of real estate investing! Become a savvy investor to increase your wealth and generate sales through real estate investments. Know how to identify money-making opportunities in an up or down market and create a plan to invest toward retirement!
CHRIS BIRD:Tax Write-Off's For The Self Employed
The tax write off's that Realtors® are allowed to deduct can result in significant reduction in federal state and social security tax liabilities. As an IRS agent for 16 years, Chris learned the ins and outs of the IRS system and brings you powerful information to save you money. Attend this updated, power packed session and learn specific, legitimate tax deductions you can use as a self-employed individual to lower your state, federal and social security taxes. Just some of the important topics covered in this program are: • Learn about the IRC 105 Medical Reimbursement Plan for the Self-Employed • The theory of "Before Tax" and "After Tax" - what they really mean • Recordkeeping Requirements, including the length of time records should be retained • In depth coverage of legitimate business expenses, including advertising, depreciation, automobile issues, hiring family members, retirement plan contributions, Insurances, estimated tax requirements, home office expenses, travel and entertainment and much more! • The use of Entities in Business and how they differ, including Sole Proprietor, S Corporation, and Limited Liability Company (LLC) • Current IRS Priorities to eliminate the TAX GAP
CHRIS BIRD:Solid Investment And Retirement Strategies For Realtors®
Hold on to your seats as Chris shares with you his insights as an ex-IRS agent and a Certified Financial Planner. Learn the secrets to maximizing pre-tax investments, strategic tax planning, recent tax law updates and how they affect you and much, much more!
CHRIS BIRD: Interesting Income Tax Aspects Of Home Ownership
The participants will learn exactly who benefits from the tax aspects of homeownership and by how much due to standard deduction, mortgage interest, real estate taxes, and other tax issues. The participants will be an indispensable resource for their clients by providing them with critical tax information to make the right housing purchase.
MARTY RUETER:Fundamentals Of Real Estate Investing
A traditional “analysis-paralysis” course you’ll not only personally understand (for once), but (for once) be able to explain to prospective investors and commercial property users! Learn various investor motives, considerations, and criteria. How does real estate compare against stocks, precious metals, commodities, and other kinds of investments? Learn the four revenue sources of real estate as a competitive investment alternative. Measure and analyze cash flow, potential tax savings, and other aspects of real estate evaluation. Examine real estate from an appraiser’s, lender’s, seller’s, and investor/user’s perspective. Learn the nuances of traditional vs. overall investment analysis, including more sophisticated methods of discounted cash flow analysis.
MARTY RUETER:Taxation Of Real Estate
Real estate is unique in that it often produces tax savings vs. significant tax liabilities common to other investment types. Understanding how federal and state taxes impact real estate is important in working with investor-clients and their advisers. Learn the latest depreciation rules, allocation techniques, tax credits, deductions, and adjustments -- and how these affect different tax “classes” of real estate. How to anticipate likely capital gains and other taxes due upon property disposition. Learn the “rules” for qualified tax-deferred exchanges and other lawful mechanisms for reducing or postponing capital gains and other “upon-disposition” taxes, thus widening the investor’s future investment real estate choices. A real tie-breaker in capturing lifelong clients!
STEVE BINTZ: Analyst or Agent: Working with Institutional Investors
Figuring out how to work with institutional investors is a complex equation. Investment funds, iBuyers and Power Buyers have analysts but what they often don’t have are agents with local expertise. That’s where you come in! Financial modeling and theoretical scenarios will only become realities with the help of agents on the ground. These types of buyers need block-level knowledge, a solid local reputation and an anecdotal feedback loop…all of which cannot be automated. We’ll discuss how to think like an analyst, utilize this new type of buyer to diversify your lead flow and become indispensable!
BERNICE ROSS: Bank on Real Estate to Fund Your Retirement NEW 2023
Enhance your real estate investment skills in this in-depth course covering various aspects of investing, from the mindset of successful investors to the benefits of owning real estate over stocks. Explore funding options, down payment assistance, types of residential and commercial investments, and learn how to find the right property at the right price. Expand your horizons with alternative investment options like REITs and purchasing notes and deeds of trust.

Team Issues/Assistants Topics

MARGUERITE CRESPILLO:I Need Help! (How To Hire/Train A Great Assistant)
Let’s face it, we got into this business to help clients buy and sell their home…not paperwork, marketing, transaction management and everything else that’s involved. How productive could you be if you were able bring on an assistant to help with those areas…freeing you up to do what you do best? Learn how to properly train them and implement structure from the first day by identifying their main priorities, develop checklist that tracks progress and much more!
MARK PORTER:Divvy Up The Duties: Building A Team For Success
Believe it or not, you may not be the best candidate for every job in your organization. A well rounded team can elevate your business to the next level. Learn strategies for hiring dynamic people, and how to keep them through effective team management
MARK PORTER:Building A Team To Grow Your Business
Even the most talented and dedicated agents have limits on what they can accomplish alone. To take your business to the next level once you’ve reached a plateau, you’ll need to hire some help. Whether you are a solo agent wanting to close more transactions or a rainmaker looking to increase your team’s market share, hiring the right person can help grow your business. This course offers strategies for delegating and outsourcing tasks to help you focus on activities that make you the most money.
RICK GEHA: Teams, Team Structure, Team Compensation
In this session you will learn ... • Understanding the why behind building a team • What are the systems behind team building • Understanding compensation at a high level and what works for you and your business • The importance of core values on a team
ERIC PAPP: Manage Promises, Not People: How to Create A Self Managing Team !
So, how can you develop and lead a self-managing team? By managing promises and not people. A self-managing team allows the manager to focus on what’s most important planning, coaching, and growth. This program comes from Eric’s book Three Values of Being an Effective Person.
KRIS BARNEY:CONTROL-ALT-DELETE “The Value of a Hard Reset”
Create the Change that will propel your organization forward. Change can be difficult, but it will always be a big part of our lives and our workplace. The impact of your organization can be powerful when you recognize the changes you need to implement, and let go of those things that are no longer benefiting you. Let me help you move your organization forward in a profound way. Watch your teams soar as you work together to get to the bottom of the issues, and come out the other side excited and willing to work together for the greater good of the organization. What you will gain in this training: Shift Blame into Accountability Turn Excuses into Solutions Change Negativity into Positivity Crush Complacency with Productivity Embrace “Out with the Old and in with the New”
Debbie Peterson:Teamwork Makes the Dream Work: Create Momentum with a Multi-generational Workforce
In any organization, you need your team to work for the dream to work! But when communication and collaboration don’t happen, then productivity, performance, and profits don’t either. If you want your teams to be able to work together and create momentum, then this is the program for you.

Trends/Professional Development Topics

JOHN TUCCILLO:The Economy And The Real Estate Industry
All real estate is local, but it plays against the backdrop of the national and regional economy. This program traces the connections between movements in the national economy and the health of the real estate market. We look at the future prospects for growth, employment, interest rates and inflation and how their changes will factor into home sales and prices. But this program also trains you to be your own forecaster, by pointing out the key factors to look at in your specific market and how to interpret these to provide market knowledge and insight to the consumer.
JOHN TUCCILLO: Using Statistics In Your Business
We are inundated by statistics, and, more importantly, so is the consumer. Consumers have come to expect hard information in their business dealings, and value it more than even expert opinion. This program surveys the statistics that are available on the economy and the real estate market, where to get them and how to interpret them. But it goes beyond this to zero in on which statistics are really important and which are merely "noise", and how you can integrate these into your practice.
SCOTT SORRELL: “How to WIN Against the Discount Listing Trend in Uncertain Economic Times”
Redfin? Faira? Purple Bricks? Others? The digital platform choices are becoming endless, and everything seems to be pointing away from full-price agents. So what’s not to love for a home seller? Well, the proliferation of online and hybrid services, many of which often make both true claims and false promises, has created legitimate confusion and doubt in the minds of home sellers. And when you compound the vagaries of national and global economic changes adding to the uncertainty, it’s relatively easy to help increasingly hesitant home sellers make the wise decision to list with a FULL-PRICE HUMAN agent ... if you know a few simple and compelling tips & techniques.
STEVE BINTZ: The Wild West of Real Estate: Crypto, Blockchain and NFTs
Innovation is often chaotic. There’s no doubt Web3 has caused a stir in the real estate industry with tons of innovation, which feels like it happened nearly overnight. Whether you’re a seasoned industry veteran or newly licensed, your value proposition is likely to change in part because of new innovation. In this session, we’ll discuss the building blocks of Web3 (no experience necessary!) and also tackle real-world examples both inside and outside real estate of the applications currently influencing our lives.
CHERYL KNOWLTON:12 Hour New Agent Course
Serving diverse clientele is not only challenging but filled with exposure to professional liability. In this fun and engaging course, licensees learn to clearly identify protected classes, enhance their personal cultural awareness and apply communication techniques that enhances relationships between themselves and their customers/clients.
CHERYL KNOWLTON:Pricing Strategies: Mastering the CMA
Enhance your skills in pricing properties, creating CMAs, working with appraisers, and guiding clients through the anxieties and misperceptions they often have about home values. This is the core course required to earn the new PSA (Pricing Strategy Advisor) certification.
CHERYL KNOWLTON:Instructor Development Workshop (IDW)
Cheryl’s instructor development workshops take presentation and instructional skills to a new level. From a 6 hour “Building Instruction Expertise” workshop to a 3 day boot camp, Cheryl’s IDW’s are unique and highly interactive. Call for pricing
KRIS BARNEY:INFLUENCE WITH IMPACT “Where Professionalism, Ethics, and Excellence Meet”
Raise professionalism with a higher code of ethics, as you boost morale and create excellence. It is amazing what you will create as you raise the tide, which lifts all ships. Work together seamlessly without the drama, back biting, and stress. Allow your code of ethics to be your guiding light. Watch teams come together for a profound impact and a strengthened community. What you will gain in this training: Gain self-regulated and high-performing employees and leaders Conquer Change easily and Accelerate your success Raise Competence and improve your professional skills Create Influence as you raise your Excellence Identify and Expand your Impact in your market
SCOTT SORRELL: “How to WIN Against the Discount Listing Trend in Uncertain Economic Times”
Redfin? Faira? Purple Bricks? Others? The digital platform choices are becoming endless, and everything seems to be pointing away from full-price agents. So what’s not to love for a home seller? Well, the proliferation of online and hybrid services, many of which often make both true claims and false promises, has created legitimate confusion and doubt in the minds of home sellers. And when you compound the vagaries of national and global economic changes adding to the uncertainty, it’s relatively easy to help increasingly hesitant home sellers make the wise decision to list with a FULL-PRICE HUMAN agent ... if you know a few simple and compelling tips & techniques.