TP17~ConventionProgram

TUESDAY, DECEMBER 5 - MORNING SESSIONS 9 – 10 a.m. New Jersey Legal Update Barry Goodman, Esq. Room 312 CE: 1 hour NJ Core Track: L organization and time management employed through systems; and 4) attitude and mindset. The implementation and awareness of these, each day, leads to increased

9 a.m. – Noon Company Policy Manual – Your Safety Net for Managing Risk! Roseann Farrow Room 415 CE: 3 hours NJ/NY/PA (NJ Core) Track: B, L Revitalize your old policy and procedures manual and make it a safety net for managing risk! This session addresses: current risk issues and how to avoid them; strategies to build beliefs; and how to best manage results. 9 a.m. – Noon Crack the Code Leigh York Room 201/202 CE: 3 hours NJ/NY/PA (NJ Ethics) Track: L, P NAR’s Code of Ethics sets out the minimum standards of behavior for REALTORS ® . In this session, attendees look at common situations in which it is easy to break the code while trying to do the right thing. You’ll learn why the code says what it does and get an overview of how the code is enforced. Each article will be examined in terms of relevance and application to today’s business. Satisfies NAR’s Code of Ethics requirement for membership. Repeated Wednesday, 2 – 5 p.m. 9 a.m. – Noon GPS for Pricing: Getting the Seller to Agree to the Right Price Linda D’Amico Room 401 CE: 3 hours NJ/NY/PA (NJ Elective) Track: S This session offers a proven method to get the seller to agree with your pricing suggestions for their home by letting them tell you where their home should be priced. This method helps you to overcome seller objections and works for price breaks, too! Repeated Tuesday, 2 – 5 p.m.

confidence and quality of life in addition to much higher income. Attend this session to learn how to implement these simple practices immediately and consistently. 9 a.m. – Noon ADA: The Lawsuit You Never Saw Coming Terry Watson Room 411/412 CE: 3 hours NJ/NY/PA (NJ Core; NY Fair Housing) Track: L Contrary to popular belief, the most common Fair Housing violations are not based on race but are based on violations of the Americans With Disabilities Act. According to the Federal Government, some 43 million Americans have one or more physical or mental disabilities and this number is increasing as the population is growing older. Do you know the difference between a companion animal and an assistance animal and the other ADA hotspots? According to the increasing number of lawsuits against agents, the answer appears to be “no.” The Americans with Disabilities Act reads like a phone book but agents are responsible for compliance. 9 a.m. – Noon Can I Cross That Out? – Using Standard Forms to Comply with PA Rules & Regulations Hank Lerner and Desiree Brougher, Esq. Room 313 CE: 3 hours PA (2016-2018 Rules & Regulations credit) Track: L, P Ever wonder why certain forms exist or why they contain specific terms? Do a “deep dive” into the PA State Real Estate Commission regulations and the standard forms and clauses that keep you compliant with those rules and regulations. Repeated Wednesday, 9 a.m. – Noon.

Join the New Jersey REALTORS ® ’ general counsel for an update on New Jersey legal issues affecting all licensees. The session will be followed by a brief Q&A period. 9 – 10 a.m. Real Estate Professional Business Planning Christine Beckwith In this session, you’ll explore the seven core philosophies of building a winning real estate business plan. Repeated Tuesday, 2 – 3 p.m. 9 – 10:30 a.m. Seven Specific Ways to Create Predictable Transactions Jared James Room 308/309 CE: None Track: P, S The industry is experiencing a cosmic shift in the way that people are selecting their agent. Unfortunately, most real estate professionals are acting as marketers completely different than they are behaving as consumers. It’s become more important to focus on strategies to create business that fall outside of the standard referrals. Come learn seven specific ways to create predictable business in today’s marketplace! Repeated Tuesday, 3 – 4:30 p.m. 9 – 10:30 a.m. The Four Skill Sets Necessary for Success Room 419 CE: None Track: N, P

Rich Levin Room 403 CE: None Track: N, P, S

Success requires all four of these skill sets and nothing more: 1) goals and the right method for measuring results; 2) tactical skills; 3)

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