THURSDAY, DECEMBER 7 - MORNING SESSIONS
9 a.m. – Noon Anatomy of a House Melanie McLane Room 301
9 a.m. – Noon Real Estate Professional Safety Survival Guide Osbardo Mejil Room 304 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. Repeat of Wednesday p.m. 9 a.m. – Noon 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! Repeat of Wednesday p.m. 9 a.m. – Noon Winning with Short Sales Nancy Mosca Room 308/309 CE: 3 hours NJ/NY/PA (NJ Elective) Track: P This session provides strategies to speed up and simplify the short sale process. You’ll learn key strategies to successfully and efficiently negotiate short sales and, at the same time, help homeowners avoid foreclosure.
9:30 – 10:30 a.m. RPR: Beyond the Basics Ernie Bottom Room 313 CE: 1 hour NJ/NY (NJ Elective) Track: B, P New and seasoned REALTORS ® unanimously want to know “what will it do for me and how will it help my business?” Realtors Property Resource ® (RPR ® ) is designed exclusively to help REALTORS ® achieve professional success by providing them with an unparalleled platform of dynamic data and persuasive reports that help attract, retain and lead clients to the closing table. Learn how to: enhance your listing presentation; stand out from the competition; provide sellers with detailed property valuations; and win the pricing discussion. Use the mobile app on the road and be the real estate expert! 9:30 – 11:30 a.m. Top 10 Ways Tech Can Ruin Your Real Estate Business Craig Grant Room 322 CE: 2 hours NJ/NY/PA (NJ Core) Track: T As part of your professional duties as a real estate licensee, you regularly collect and store vital client information. You are also encouraged to use technology tools and online resources that open you and your clients up to the risk of viruses, malware, social engineering, identity theft and more. Plus, there are many laws, policies and general etiquette items that you should address. This session will help steer you (and your clients) through the perilous legal, online and social media world, and will provide personal and computer safety tips. Repeat of Wednesday a.m.
CE: 3 hours NJ/NY/PA Appraisal; 3 hours NJ/NY/PA Real Estate (NJ Elective) Track: A, P When you sell a house, what are you selling? Every agent should know and understand the anatomy of a house. In this session, we define and discuss: the parts of the building envelope; the systems within a house and how they function; what agents should look for when listing homes; and what is typically found in various types of residential construction. 9 a.m. – Noon Cracking the Code: Living and Applying the Code of Ethics Cheryl Knowlton Room 302 CE: 3 hours NJ/NY/PA (NJ Ethics) Track: P Did you know that statistically most agents who get sideways with the Code of Ethics do so accidentally? Do we know the Code? How can we live it if we don’t know it? In this fun and engaging session, you’ll look at specific scenarios and learn the Code so we can live the Code! Satisfies NAR’s Code of Ethics requirement for membership. 9 a.m. – Noon Negotiating for a Win-Win MaryAnne Simmons Room 312 CE: 3 hours NY/PA; NJ pending Track: S In today’s market, you need to hone every skill you have to close a deal, including negotiating. This program is a great review of the various types of negotiations as well as what motivates customers to buy and sell. It’s in your client’s best interest to make that deal happen and this session will give you a few extra tools to make that happen!
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