WEDNESDAY, DECEMBER 6 - AFTERNOON SESSIONS
2 – 5 p.m. How to Qualify Your Buyer
so they may help guide their clients through the process. You’ll determine how to get started and how to avoid the potential pitfalls of second-home investing. 2 – 5 p.m. The Consultative Presentation: A Client-oriented Approach to Listing and Buyer Presentations Joe Rand Room 201/202 CE: 3 hours NJ/NY/PA (NJ Elective) Track: P, S Turn your presentations around and build rapport faster with a client- oriented approach. In this session, you’ll discover how breaking away from the traditional approach to listing presentations and how a thoughtful approach to planned buyer presentations can transform your level of success! Repeated Thursday, 9 a.m. – Noon. 2:30 – 3:30 p.m. 10 Amazing Tips to Guarantee Your Website Rocks! Craig Grant Room 302 CE: None Track: T Why is it that more than 89 percent of real estate leads these days involve the internet and yet, very few real estate professionals seem to have success in generating leads from their own website? This session will help anyone who wants to enhance the performance of an existing website or who is interested in creating a website that generates success, right from the start. You’ll learn: the essentials of website ownership: how to choose the right vendor: how to induce leads: current design trends: how to create a great user experience: how to drive traffic: how to increase exposure on search engines; and much more.
management techniques that can be immediately implemented. Repeat of Tuesday p.m. 2 – 5 p.m. Radical, Relevant or Ridiculous? Pam Ermen Room 403 CE: 3 hours NJ/NY/PA (NJ Elective) Track: P, S The real estate industry changes dramatically. Are you still approaching your daily real estate business activities the same way you always have? Are your buyers and sellers paying the price because they’re working with an “old dog” because you haven’t updated your approach? In this session, you’ll find out whether your systems, practices, ideologies and services are ahead of their time, ready for prime time, or have just timed out! You’ll be introduced to new and innovative business ideas, concepts and technology to take your business and your buyer’s or seller’s experience to the “wow” level! Repeat of Wednesday a.m. 2 – 5 p.m. Real Estate Professional Safety Survival Guide Osbardo Mejil Room 415 CE: 3 hours NY/PA; NJ pending Track: P Attend this important session to see how you can limit risk, preserve safety and facilitate positive business outcomes. You’ll learn how to foster safety in your office, during open houses, and while working with buyers and sellers as well as using the latest phone technology. Repeated Thursday, 9 a.m. – Noon. 2 – 5 p.m. Second Home and Pre-construction Investing MaryAnne Simmons Room 301 CE: 3 hours NY/PA; NJ pending Track: S In this session, attendees will learn about investing in second homes, both existing and pre-construction,
Doug Vairo Room 304 CE: 3 hours NJ/NY/PA (NJ Elective) Track: P, S Learn how to close more sales by better understanding how underwriters approve or decline potential borrowers based on key elements. Attendees will learn how lenders: determine income including overtime, bonus and tax-free; calculate loan-to-value ratios; arrive at actual property values; determine final interest rates; and calculate debt-to-income ratios. If you have a financial calculator, you’ll find it useful in this session. Repeat of Procuring Cause: Who Shook the Tree? Who Gathered the Nuts? Lynn Madison Room 401 CE: 3 hours NY/PA; NJ pending (NY 2 Agency) Track: L, P Updated with NAR’s latest guidelines and checklists, join us for a frank discussion of our commissions - how we get paid, who’s responsible for paying us, and what we do if there’s a dispute. Through video presentation, case studies and group discussion, we’ll examine the legal as well as the practical issues involved with procuring cause. Repeat of Tuesday p.m. 2 – 5 p.m. Put an Attorney Out of Business Trista Curzydlo, Esq. Room 411/412 CE: 3 hours NJ/NY/PA (NJ Core) Track: L Does anyone ever plan on becoming a felon? Failing to create a plan for your real estate practice can land you in big trouble. RESPA, Fair Housing and Anti-Trust are topics most real estate licensees have heard before, but never like this! In this session, you’ll use current case studies of violations to develop risk Tuesday p.m. 2 – 5 p.m.
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