Expanded Broker Track

Top Recruiting Methods for a Changing Market

Monday, September 8, 2008 - 1:00 pm - 4:00 pm

• Getting the right people on the bus

• Office meetings that top agents actually attend

• How to create an office culture that makes a difference

• Delivering a “message” that will be repeated by your agents

Instructor: Phil Lamb

Marketing Strategies that Work in Any Market

Tuesday, September 9, 2008 - 9:00 am - 12:00 pm

• 12-month marketing plan

• Consistence without more of your time

• Three top strategies used by successful companies

• Branding vs. selling

Instructor: Phil Lamb, Hobbs/Herder

Five Key Steps to Financial Growth in a Changing Market

Tuesday, September 9, 2008 - 1:15 pm - 4:15 pm
This workshop covers:

• How to put an end to babysitting and firefighting

• Leading from the front

• A proven coaching model

• Coaching the right people

Instructor: Phil Lamb, Hobbs/Herder

Expanded Sales Track

Strategies to Attract Qualified Buyers and Sellers

Monday, September 8, 2008 - 1:00 pm - 4:00 pm

• Attracting buyers and sellers with today’s marketing strategies

• A toolkit to owning your farm

• Turning buyers and sellers into raving fans and referrals

• Five do’s and don’ts that can turn your business around

• The brand called YOU

Instructor: Janice Baker, Hobbs/Herder

Five Simple Systems for a Complex Marketplace

Tuesday, September 9, 2008 - 9:00 am - 12:00 pm

• Why the systems don’t change but we do

• Creating great habits for success

• The seven deadly deal breakers

• Systems work so you don’t have to

• Running a growing business

Instructor: Janice Baker, Hobbs/Herder

Building a Successful Real Estate Career From a Great Foundation

Tuesday, September 9, 2008 - 1:15 pm - 4:15 pm

• Creating an extraordinary life while being a top producing agent

• Setting boundaries through time management

• Eliminating destructive self doubt

• Staying accountable to your growth

Instructor: Janice Baker, Hobbs/Herder

General Interest

Instinct Driven Success

Monday, September 8, 2008 - 1:00 pm - 4:00 pm
This seminar is designed for REALTORS® … and this session will teach you:

• How understanding your own instincts and appreciating the differences in others will improve communications, relationships and customer service

• What happens instinctively when you are on top of your game, or “in the flow”

• Why some of the things we are trained to do may not work for you

• The importance of instinct in real estate

• How to maximize your strengths rather than focus on weaknesses

• How teams can be much more productive

• How to work more effectively with an assistant or a partner

• How to support and empower customer decision-making, and more!

Instructor: Rod McIntyre

The Art of the Deal - Part 1

Tuesday, September 9, 2008 - 9:00 am - 12:00 pm
Learn how to control the outcome of EVERY deal with an amazing five-point game plan. Learn how to protect your profit margin with an exciting interactive case study. Included are the six “must–do” strategies that will make you a master negotiator, plus the “one thing” that will guarantee success in every deal.

Sponsored by NAR grant from REALTORS ® Commercial Alliance

Instructor: Barry Elms

The Art of the Deal - Part 2

Tuesday, September 9, 2008 - 1:15 pm - 4:15 pm
Discover your real negotiating talent with a unique personal profile by “America’s business coach.” Learn how to use the four keys to creating deals that work for both parties, learn to negotiate like a pro, and learn the seven things all professional negotiators do in every negotiation.

Sponsored by NAR grant from REALTORS ® Commercial Alliance

Instructor: Barry Elms

Workshops: Monday, September 8, 2008

Best Lead Sources for 2008
1:00 pm - 2:30 pm
Description coming soon!

Instructor: Gene Rivers

Help! My Listings Aren’t Selling
1:00 pm - 2:30 pm
During this workshop, you will:

• Discover the three key questions to ask every seller

• Collect a dozen proven ideas and practices of top agents

• Learn the “Art of Framing the Issue”

• Visit six critical parts to enhancing your “Rite of Passage”

• Dig into the “Diagnostic Approach” to the market and consumers

Instructor: Kim Daugherty

The New Interactive Web Using the Power of Web 2.0 or The Three C’s of Social Networking
1:00 pm - 2:30 pm
Today it’s all about the conversation and staying connected through social networks. Learn the three C’s of a strong social news profile – content, consistency and contacts. If you follow these tips, you will have more success with social news sites. Learn the in’s and out’s of blogs and social networks and what staying connected can do for your business.

Instructor: Amy Chorew

15 Ideas for Every REALTOR®
1:00 pm - 2:30 pm
This is an exciting action-packed seminar that includes those topics that turn opportunities into commissions. Topics include:

• Questions to ask every buyer and seller

• The “Big 6”

• Internet buyer habits

• Places to find cool stuff

• Ten other ideas that will make you money and enhance your career

Instructor: LeRoy Houser

Understanding the Psychology of Today’s FSBO
1:00 pm - 2:30 pm
There are three different types of “For Sale by Owners,” and each has a unique psychology. Learn the three types of how to successfully deal with each.

Instructor: Steve Harney

Tick, Tock, Tame the Clock and Have More Time to Play!
1:00 pm - 2:30 pm
This session includes:

• Creating systems that keep you from doing the same thing twice

• Working in a well defined environment

• Knowing the value of your time

• Organizing your business to have more time

• Balancing the love for work with the love for life

• Increasing productivity while reducing anxiety

Instructor: Dale Carlton

Three Ways to Dominate
2:45 pm - 4:00 pm
Description in progress

Instructor: Gene Rivers

23 1/3 Money Making Ideas for ’08 and Beyond
2:45 pm - 4:00 pm
This rapid fire workshop will hit the target on “success in today’s wacky world of real estate.” You will leave this workshop with:

• Proven verbiage and visuals to facilitate “Realty Therapy” with buyers and sellers

• A quick review of YOUR strengths

• A sharper focus on “things that matter”

• A checklist of what to do and how to do it

• Plus, a surprise bonus

Instructor: Kim Daugherty

Lights, Camera, Action!
2:45 pm - 4:00 pm
Consumers go online before they EVER contact a REALTOR®. Twenty-four percent of homes sold last year were a direct result of finding them on the Web, so our selling is now done online. Photos alone can’t do this – you need video. Video allows YOU, the salesperson, to be involved in the sales process, right on the Web. Using free tools, you will learn how to create videos, add your own voice and then review other products to help create videos. Use video to reach out and communicate with the consumer.

Instructor: Amy Chorew

 How to Make Money in a Buyer’s Market
2:45 pm - 4:00 pm
This workshop takes the guesswork out of how to make money in a buyer’s market. Some of the specific skills that are taught are:

• How to sell unsold inventory

• Using your database to make a profit

• Pricing strategies that get to SOLD

Instructor: LeRoy Houser

Pricing to Sell: How to Convince the Seller
2:45 pm - 4:00 pm
This is probably the most important skill for a REALTOR® in this changing market. Learn the
concept of “assumed appreciate” and how to communicate the current market conditions to even the most adamant seller.

Instructor: Steve Harney

Strength Driven Marketing
2:45 pm - 4:00 pm
This is a workshop to help determine a REALTORS®’ strengths and how to reach new clients by marketing to those strengths. Content includes:

• How to determine your strengths

• How to get better at your strengths

• Informing the public about your strengths

• Organizing a market plan focused on your strengths

• Tracking what works and what fails

• How to get started with your new plan and make it succeed

Instructor: Dale Carlton

Workshops: Tuesday, September 9, 2008

No One Can Do Your Dream
10:30 am - 11:45 am
Without a DREAM, without the big “WHY,” we become complacent and burn out. Discovering why we are doing what we do is the catalyst for all success.

Instructor: Terri Johnson

Getting Tough in a Tough Market
10:30 am - 11:45 am
Test your proficiency in business planning, marketing and presentation/negotiating skills.

• Learn to quickly build or rebuild a network of loyal clients and prospects

• Design a “12-6-4-2” plan to generate a steady flow of buyers and sellers

• Learn how to confidently communicate how important referrals are to the growth of your business

• Understand the four key communication skills that will dramatically increase closing ratios with sellers and buyers

Instructor: David Compton

Your Turn to Drive: Grab the Keys to Personal Promotion
10:30 am - 11:45 am
This course offers an interactive review of today’s most powerful philosophies for building customer loyalty through intelligent marketing. In this session you will evaluate current real estate marketing trends, learn how you can beat the odds, and discover how to establish and maintain a position in your marketplace as the “REALTOR® of Choice.” Get behind the wheel and drive with these powerful strategies as part of your marketing roadmap.

Instructor: Chandra Hall

1031 Tax Deferred Exchanges
10:30 am - 11:45 am
Brush up on the basics of a 1031 tax deferred exchange! Defer the capital gains tax, keep the equity in your client’s pocket for more buying power! 1031 knowledge will add value to your benefit package when working with your clients! Every exchange turns into a buyer, and more commissions!

Instructor: Cindy Nosan

You Don’t Get What You Deserve, You Get What You Negotiate
10:30 am - 11:45 am
Learn firsthand about the principles, strategies, and tactics used when negotiating. Gain outstanding, hands-on, Real life experience during practice negotiations, using real life situations.

Instructor: Terry Watson

Low…No Cost Marketing Ideas
10:30 am - 11:45 am
Description coming soon!

Instructor: Pat Zaby

Gadgets, Widgets and Other Doodads You Just Gotta Have
10:30 am - 11:45 am
Admit it – you just have to have the latest tools and toys – anything with a wow factor. Covered in this fun, fast-paced session, is a wide range of tools you can either use or download from the Web (and maybe a few other things too). The workshop includes information on tools to help you get noticed, get responses, or simply make your world a little better – even how to jazz up your blog.

Instructor: Verl Workman

Buyers Aren’t Liars
1:15 pm - 2:30 pm
Probing deeper and giving the “buyer test” up front will guarantee your buyer income to double. It’s our job to understand what buyers want – they are trying to tell us but we aren’t listening.

Instructor: Terri Johnson

 Mastering All Aspects of the Short Sale
1:15 pm - 2:30 pm
They aren’t going away quite yet … learn the in’s and out’s of short sales, including:

• How to view the short sale transaction through the eyes of the seller, buyer and lender

• Understanding the emotional impact that the seller is experiencing and guiding him or her through the process

• Learning to effectively and convincingly negotiate with the lender to ensure that they see the “big picture”

• How to effectively negotiate through the short sale process and negotiate a fair commission with the lender

• How to counsel the buyer by communicating realistic timelines for closing and ensuring that he or she presents a reasonable offer on the short sale property

Instructor: David Compton

Systems Keep You Sane
1:15 pm - 2:30 pm
Is multi-tasking spinning you out of control? Reclaim your life and your real estate career by putting systems in place. Take advantage of the best and brightest systems in this tour of what’s out there that can make your workday easier. Chandra will share a variety of systems you can choose from and additional resources you can investigate, and will even guide you on new approaches to how and when to hire an assistant.

Instructor: Chandra Hall

Selling Vacant Homes
1:15 pm - 2:30 pm
This workshop features a visual presentation, including before and after shots of occupied and vacant homes and the difference staging and design makes. Items covered include:

• The importance of visual impact to a buyer in this competitive market

• What about texture, balance, color, lighting, and curb appeal?

• How can you help the seller prepare his or her home for sale?

• What are the cost options for utilizing different staging and design concepts?

Instructor: Cindy Montgomery

Keeping Tabs on Who’s Who
1:15 pm - 2:30 pm
Description coming soon!

Instructor: Pat Zaby

Bullet Train Thinking: Re-tool, Re-engineer, Re-think the Way You Do Real Estate
1:15 pm - 2:30 pm
Listings take longer to sell, lending requirements have tightened up, buyers have become scarcer, some agents are choosing to leave the business...and some agents are experiencing the best production in their careers. What’s the difference? It’s time to rise up, re-tool, re-engineer, re-think your strategy and start creating some cash flow. In this energetic and inspiring presentation, Verl will show you how other successful agents are making the transition with ease and style … even on a limited budget.

Instructor: Verl Workman (Sponsored by OBEO)

A Bulletproof Database
2:45 pm - 4:00 pm
Regardless of market conditions, your database should be all you need to produce consistent results. Is your database working for you or are you working for your database? Three percent of agents nationwide have a functioning database – the rest are operating out of chance.

Instructor: Terri Johnson

Preparing for the Listing Presentation
2:45 pm - 4:00 pm
This workshop covers determining the specific needs of the seller before making the listing presentation, including:

• How to prepare the most critical visual aids

• How to prepare materials to assist the seller in competitively pricing and marketing the property

• How to use the key communication skills in assisting the seller

• How to ensure that the agent will provide the highest possible level of quality service to the seller in the marketing process

Instructor: David Compton

Tax Talk for REALTORS®: Tips for the Self-Employed
2:45 pm - 4:00 pm
You’ve earned it now find out how to “keep it”! Become your own best advocate and increase your tax savings on auto, travel, meals and entertainment, investment property, and more by taking advantage of the unique options and allowances the tax code has for the self-employed real estate professional. After all it’s your money … keep it that way.

Instructor: Chandra Hall

Creating Real Value Beyond the Sale
2:45 pm - 4:00 pm
Nike is a strong brand, but what happens when you combine the shoes with another top brand, iPod, to create a complete experience for athletes? You become invaluable. Homeownership is a demanding endeavor and REALTORS® tend to limit themselves to the sales activity itself. It is time to change that, to create real value beyond the sale so that you become central to the homeownership experience by lightening the load, thus demonstrating cooperation and authenticity, and in turn creating loyalty. Always motivational and full of great tips, Verl will empower you with a new approach to business building and inspire you to look at ways to create real value that goes beyond the transaction.

Instructor: Verl Workman (Sponsored by OBEO)