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Designation & Certification Courses

Arrive early on Tuesday, September 4, to get a full day of education with the classes below! Please note that both classes require additional registration. 

Zero to 60: Home Sales a Year and BeyondCRS designation class 
8:30 am - 5:30 pm
8 Georgia CE credits
Instructor Dale Carlton

Do you dream of selling 60 homes or more per year, but aren't sure where to begin? Whether you are looking to jumpstart your business or just starting out, this one-day course led by certified CRS instructors will focus on what's involved in taking your sales from "zero to 60" and how you can create a plan to turn your sales goal into reality. Learn new methods for marketing and bringing in a continuous flow of business and discover techniques for positioning yourself as the REALTOR®? of choice in your area. After attending this informative and engaging class, you'll walk away with the knowledge and tools you need to immediately form and execute an action plan to maximize your profits.

  • After attending this course, you will be able to:
  • Develop an effective plan to sell 60 homes (or more) a year
  • Create a continuous stream of referrals
  • Build an effective team to support your plan

Click here to view the class flyer.

Click here to register for this class(fee in addition to your Annual Conference registration fee)

At Home with Diversity
9:00 am - 4:30 pm
6 Georgia CE hours
Instructor Carol Moson

AHWD is an educational opportunity designed to present a picture of the changing face of the real estate industry to real estate brokers, agents, association executives, and anyone associated with the industry. The class teaches real estate professionals how they can increase their sensitivity and adaptability to future market trends. It addresses issues of diversity, fair housing, and cultural differences. Participants will learn practical skills and tools to expand business and effectively service all cultural groups.

 

The At Home With Diversity Course teaches REALTORS® how to:

  • Assess and understand attributes of diversity in local markets and their impact on the real estate industry.
  • Understand basic competencies to earn the confidence of potential buyers and sellers, regardless of race, ethnicity, religion, gender, handicaps, familial status, or national origin.
  • Build a business plan that minimizes risk and successfully services all types of clients.

Click here to view the class flyer.


FOR GAR MEMBERS: $25 Additional Registration fee required if registered before 8-23-18;  $55 if before 9-4-18;  $85 if register on 9-4-18.

Click here to register for this class (fee in addition to your Annual Conference registration fee).

2018 Annual Conference CE Session Descriptions


Wednesday, September 5


New Negotiating Edge … Often Overlooked First Steps 

8:30 am – 10:30 am
Instructor: Ed Hatch
Yes, you CAN stand up for yourself against unreasonable demands by understanding, constructing and delivering what master negotiators call a “positive NO.” Predict unreasonable demands, know when and how to say a respectful NO, and how to move forward with a variety of options for mutual gain … and still get paid! 

Tax Implications Every Real Estate Agent Should Know

8:30 am – 10:00 am

Instructor:  Dale Carlton

As a result of the Tax Cut and Jobs Act of 2017, there are some significant changes in the tax law that may result in tax savings for real estate agents in 2018 and beyond. Also, real estate agents are the professionals for their clients, and while they are not accountants, there are specific tax implications they should know in order to best represent their clients.  In this session, we will discuss the changes real estate agents should be aware of and what conversations to have with their accountants before it is too late to take advantage of the savings. We will also discuss the tax implications real estate agents should know to help their clients.

 

The Leadership Edge … Mastering the Language of Persuasion 
10:15 am – 11:45 am
Instructor: Ed Hatch
What to say, when to say it, and how it should be said is the essence of any negotiation. In mastering the language of persuasion, it is important to understand that the form, style, and design of communication is as important as the content. Attend this session to gain a more in-depth understanding of the importance of and strategies for “connecting” with the client before attempting to convince, influence and negotiate with (and for) the client. 

Winning More Listings
10:15 am – 11:45 am
Instructor: Shay Hata
As the saying goes, REALTORS® must “LIST TO LIVE!” From the initial contact with a prospective seller through the listing presentation, getting the home market ready, getting it under contract and making sure it stays under contract through close, Shay will share the tips she's learned along the way. Having turned her business from one that was 80% buyers just two years ago, to 75% sellers now, she'll show you how she communicates with sellers on a daily basis throughout the transaction, how she handles multiple offers, and how she wins 90% of the listing presentations she attends. 


Cybersecurity: Why Should You Care? What Should You Do?

10:15 am – 11:45 am

Instructor: Melanie Wyne

Cybercrime can be devastating to real estate professionals and their clients. This session will provide an overview of the cybersecurity risks to your business from wire fraud and malware. We will discuss how to mitigate those risks and how to create a holistic plan for securing a critical and valuable asset your business, your data.

New Negotiating Edge … Four Steps for Getting Past NO!
1:45 PM - 3:15 PM
Instructor: Ed Hatch
Yes, but … “your commission is too high” … “we need to sell for more” … “we want to offer less” … are just a few examples of the objections that arise constantly. Since they do, shouldn’t you learn a presentation to avoid them and a strategy to successfully manage them, along with the specific language for overcoming them? If that makes sense to you, then this is the session for you!

Attracting Buyer Business
 
1:45 PM - 3:15 PM
Instructor: Shay Hata
Shay will share her secrets to generating buyer leads through open houses and sphere/client referrals, how she conducts buyer consultations and vets buyers, how she wins multiple offers, and coaches buyers throughout the process to make sure they stay informed and have proper expectations. She'll also discuss her innovative communication channels for working efficiently with buyers and will show you how to turn your buyers into raving fans who send you future business without you ever having to ask. Finally, Shay will share her tips for successful buyer events as well as post-transaction follow up and how she has increased her average buyer price point by over $100K. 

Leveraging Events to Close Deals

1:45 PM - 3:15 PM

Instructor: Sven Andersen

Want to be at the top of mind with your clients and potential clients? Attend this session to learn how live events can contribute to your lead generation strategy. Learn what events create the best ROI for your business. Learn the best marketing tips on how to fill an event venue.


Automating Your Communications
3:30 PM - 5:00 PM
Instructor: Shay Hata
Tired of saying the same thing to clients over and over? Want some free time back to do something fun, hang out with your family or just relax in front of the TV? Need to be more efficient and spend less time on admin tasks so you can spend more time on generating leads? This jam-packed session will show you exactly how to automate much of your communication to both prospective clients as well as current clients so that they are getting the daily care and attention they need while freeing up your time to be more efficient and to focus on lead generation.  Shay will discuss the CRM she uses, how she uses it, transaction management programs, setting up an effective yet personalized drip campaign system, and more.

Breaking into the Luxury Market

3:30 PM - 5:00 PM

Instructor: Sven Andersen

This session will provide you with tips and tools for understanding the luxury market. Learn how to connect with luxury buyers and sellers as well as how to network, market and have the right mindset to break into this niche market.

  

Thursday, September 6

Leading and Growing a Profitable Team

10:45 AM - 12:15 PM

Instructor: Sven Andersen

Learn how to start growing from one to 10 and how to find the right team structure for your business. Learn how to find talented people, set goals for your team and have the right systems in place to achieve them.


Body Language for Leaders 

10:45 AM - 12:15 PM
Instructor: Patti Wood
Attend this session to learn how your power, presence, and persuasion impact everyone you lead. With powerful non-verbal tools, you will interact with fellow attendees and practice how to increase your confidence in person, over the phone and through technology. This session is based on Patti’s research and analysis of world leaders, corporate executives, and small business owners, as well as her books “People Savvy: a Leader’s Guide to Powerful Verbal and Nonverbal Communication,” and “SNAP: Making the Most of First Impressions Body Language & Charisma."

No Friend Zone 

10:45 AM - 12:15 PM
Instructor: Tommy Choi
Join Tommy Choi as he outlines his strategies to properly leverage relationships with your sphere of influence. These same strategies have led him to close over 800 units for over $300 million dollars in sales volume. You will learn how to expand your network to new contacts that will feed your business with referral opportunities, as well as which groups of people on which you should focus your time and energy. Gain insight into proven strategies that will keep you top of mind with your database, and learn models and systems that Tommy uses to make sure that you are adding the correct value to your relationships that will lead to more real estate opportunities.

Lunch Panel – The Web and Beyond: Demystifying Your Data
Lunch: 12:15 PM – 1:45 PM Panel: 12:45 PM – 1:45 PM
Panelists from GOOGLE, REALTOR.com, NAR, and Zillow
Moderated by Maura Neill

Who is using your data, how are they getting it, and is it really yours to begin with? Who gives Zillow and REALTOR.com permission to sell “your leads?" Why isn’t NAR doing anything about it? We have gathered experts from the top real estate search portals for a candid and lively discussion about data. Join us for lunch, educate yourselves, and to have better information to pass along to your clients!

A REALTORS® Guide to Mastering Communication through Body Language
2:00 PM – 3:00 PM
Instructor: Patti Wood
Have you ever been walking through a property with a prospect or sitting at a meeting and wondered what your client/prospect was thinking? Would you like to have the winning edge in sales and negotiations? Do you know how to spot a liar? Eye blinks to head tilts, palms up to leg locks - these insights will help you gain and maintain your business relationships. Attend this session to learn how to have a professional presence to sell to a prospect or client and improve your overall communication.  You will learn quick, effective ways to establish rapport and read a prospect/client’s nonverbal cues that show their level of interest, understanding, and whether they are convinced, in agreement and are communicating their true feelings.

Fair Housing / Diversity Panel

2:00 PM – 3:30 PM

Tim Hur, 2018 NAR Diversity Committee Chair, will moderate a panel discussion with Gary Lee, property management expert, and Quinn Green, multi-family/commercial expert, on fair housing and diversity. 

REALTOR® Code of Ethics

2:00 PM – 5:15 PM

Instructor: Karen Loftus

Attend this course to get a better understanding of due process, Code enforcement, and proper procedure for handling complaints. Several ethics case studies will be reviewed. This course meets the NAR code of ethics renewal requirement. (NOTE: This course provides both Real Estate Licensee CE credit and Real Estate Instructor CE credit.) 
 
No Friend Zone (Repeat Session)
3:15 PM – 5:15 PM
Instructor: Tommy Choi
Join Tommy Choi as he outlines his strategies to properly leverage relationships with your sphere of influence- these same strategies have lead him to close over 800 units for over $300 million dollars in sales volume. You will learn how to expand your network to new contacts that will feed your business with referral opportunities. Learn which groups of people you should focus your time and energy on. Gain insight on proven strategies that will keep you top of mind with your database. Learn models and systems that Tommy uses to make sure that you are adding the correct value to your relationships that will lead to more real estate opportunities!

 


Friday, September 7

Introducing RealSuite - Tools to Help You Capture, Communicate and Close More Business

10:15 AM – 11:45 AM

Instructor: Rhett Damon

RealSuite is the new name of your free professional account on Realtor.com and is full of free tools designed to help you build and grow your business. Join Rhett Damon during this in-depth session of the RealSuite dashboard and learn the top five things you can do for free to capture more leads and close more deals from Realtor.com consumers.

 

Bulletproof Buyer Consultations

10:15 AM – 11:45 AM

Instructor: Alyce Dailey

Attend this session to learn scripts and techniques to craft the perfect buyer presentation that will allow you to:

  • Get the buyer agency signed

  • Build rapport and trust with your clients

  • Set expectations with your clients

  • Develop a partnership with your clients

  • Gain much more!

Instructor Alyce Dailey prides herself on taking the time to understand her clients’ unique needs. In this session, she will show you how she works with buyers to pave the way for a seamless transaction and future referrals


Data Mining – Turning Insight into Action

10:15 AM – 11:45 AM

Instructor: Carrie Little

Attend this class to learn secrets that will improve your ability to take data from your market and turn that insight into actionable steps — steps that increase your online presence and lead generation opportunities. Learn how to tell a story with market data and select the best metrics to explain trends in your marketplace!

Asking Powerful Questions

1:00 PM – 2:30 PM

Instructor: Seth Dailey

We often believe that the most important thing we can have in life is answers. In reality, the true quality of our lives depends on the quality of our questions. Helping people discover truth, clarity and a path for action are made possible by asking great questions. Learn why and how to master the art of asking powerful questions to get the results you want.


Get with the Program, Throw in the Towel or Get a Job!

1:00 PM – 2:30 PM

Instructor: Carrie Little

Social media can be frustrating and confusing. This session will define the benefits of social media and help you determine your target market. It will explain the benefits of a content marketing strategy and demonstrate the value of ads. Also, find how to best use Facebook, Instagram and/or Snapchat for real estate. Come on and get with the program!


Agent/Broker Perspective: How can Brokers Attract and Retain Agents?
1:00 PM – 2:30 PM
Instructor: Deena Zimmerman and Rett Harmon
In the highly competitive real estate marketplace, how do you attract and retain successful agents? Attend this session to learn from both sides – Rett Harmon will provide the managing broker’s perspective and Deena Zimmerman will provide the agent’s perspective on what it takes to be successful at both. Discover how you can help your agents become top producers and leave with a few tips and techniques for attracting & hiring successful, reliable agents and keeping them on board!


Rookie Guide for Success

2:45 PM – 4:15 PM

Instructor: Alyce and Seth Dailey

Life as a rookie real estate professional is not easy, but with the right tools and systems in place, you will have a successful career. In this session, your instructors 

will provide answers to common first-timer questions, solutions to those early bumps in the road, and checklists that will keep you running smoothly. The roadmap you leave with will take you through your first year in real estate and beyond.


The Secret Weapon: How to Utilize RPR Commercial Technology
2:45 PM – 4:15 PM
Instructor: Deena Zimmerman
Attendees will learn to leverage RPR technology that measures, predicts and targets the right location for a client looking to start or expand a business. REALTORS® have access to analyses and reports detailing who people are in an area, what they do for a living, how they spend their money, as well as their preferred activities. Learn best practices for navigating this one-stop shop for comprehensive market data focused on demographics, psychographics and consumer spending.


Data Mining – Turning Insight into Action
(repeat session)
10:15 AM – 11:45 AM
Instructor: Carrie Little 
Attend this class to learn secrets that will improve your ability to take data from your market and turn that insight into actionable steps — steps that increase your online presence and lead generation opportunities. Learn how to tell a story with market data and select the best metrics to explain trends in your marketplace!

 


 


 

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