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2019 Annual Conference CE Session Descriptions

Education sessions are being added through the summer. Check back on this page in the coming months for updates. 

Wednesday, September 4, 2019

8:30 AM – 10:00 AM
Georgia REALTORS®’ Contract Forms 
Seth Weissman
When it comes time to fill out contract forms, you need to know what you and your client are signing. Attend this course to learn why changes were made and how they benefit you and your clients. You will leave this session with confidence and knowledge about the revisions to the Georgia REALTORS® contracts.

8:30 AM – 10:00 AM
Is It Time to Offer Property Management to Your Clients?
Marc Cunningham
When the real estate sales market slows, there is one time-tested way for agents to not only survive in slow markets, but to thrive. Adding property management services for your clients gives you the benefits of residual income streams, new buyer and seller clients, increased company value, steady cash flow, and more. This fast-paced session breaks down all the pros –and the cons — of offering property management services. We’ll explore the risks and rewards of various business models used by property management firms and answer the most common questions. You’ll walk away with actionable steps and answers to the following questions:

  • Won’t property management be a distraction to my brokerage business?
  • What technology does a property management business require?
  • What licensing is required?
  • How can I market to my clients?
  • What questions do landlords ask?
  • What business models are available?
  • What income streams are available?
  • Do I have the personality to be a property manager?
  • How is my relationship with a property management client different from that of my brokerage client?
  • Where do I get the documents I need?
  • What are the legal risks of property management?
  • How hard it is to add property management services to a brokerage?

10:15 AM - 11:45 AM
The Orange Basket Method: How to Grow Your Business with Video
Antione Dupont 
Are you frustrated with your lack of lead generation success? Do you wonder why your marketing efforts aren’t producing more results? Are you unsure how to even begin marketing your company with videos? If so, you’re not alone. Video and Digital Marketing Strategist Antoine Dupont will explain to you the same tools, techniques, research strategies, and psychological approaches he’s shared with businesses and brands around the world to create remarkable videos that get exceptional results.

10:15 AM - 11:45 AM
Fair Housing for the Property Manager
Marc Cunningham 
Complying with fair housing regulations is not just a good business practice - it is the law. Property managers are on the front line of fair housing issues as it relates to renting and must be knowledgeable in how to operate their business to ensure compliance. Fair housing starts with the federal Fair Housing Act and continues through state and local regulations. The course will give an overview of fair housing, and it will educate property managers on what they should and should not be doing in the day-to-day operation of their business. This session is designed to be very practical and will also address current fair housing topics including service animals, reasonable accommodation requests, and disparate impact rules.

1:15 PM –2:45 PM
Systematizing for Success: Running Your Property Management Business on Autopilot
Marc Cunningham 
The most successful companies don’t rely solely on people for their success, but on systems as well. Systems are simply road maps or instructions that allow your processes to be repeated, duplicated, and run by anyone. Systems will make your property management business scalable, increase the value of your company, take the pressure off your team members, protect you from liability, reduce the dependence on any one employee, create clarity, and give you a way to hold your team members accountable. We will walk through the step-by-step process of how to create and implement a System Manual specific to each position in your company. System Manuals changed our business, and they can change yours too!


1:15 PM –2:45 PM
REALTORS® Ask the Darndest Things: The Best of the GAR Legal Helpline
Seth Weissman
In this session, GAR general counsel Seth Weissman will review some of the hardest and most interesting questions REALTORS® have asked since the inception of GAR’s Legal Helpline. This session presents a great opportunity to learn what your colleagues are asking via the Legal Helpline, and to get answers to some of the most difficult questions that are frequently asked.

1:15 PM –2:45 PM
Marketing Makeover: How to Stand Out in a Content-Saturated World 
Antione Dupont 
At the core of modern marketing lies one common frustration for most business owners: How do I make my business stand out with all this noise? And how do I stop wasting money every day on stuff that doesn’t work? Sounds familiar? In this presentation, you will learn the tools, techniques, and bullseye research you need in order to create quality content that gets leads and grows your business. Antoine will show you how to stop wasting money on stuff that no longer works by demonstrating a series of easy-to-implement, actionable recommendations.

Thursday, September 5, 2019
 
9:00 AM – 10:30 AM
Capture Your Share of the Investment Property Buyers Market
Tom Lundstedt
Your clients want good investment properties – from single-family rental houses to duplexes and beyond. REALTORS® who can confidently evaluate rental properties and present information to buyers in a clear, understandable manner can dominate this growing market.
This seminar includes:
• A simple, one-page worksheet that makes it easy to enlighten and motivate buyers
9:00 AM – 10:30 AM

Rightsizing a Downsizing Generation
Pam Ermen
Upsizing?  Downsizing? Or rightsizing? Research shows that 10,000 people turn 65 years old every day. By 2030, one out of every five Americans will be 65 years or older. With over 20 percent of our future population potentially part of the “downsizing generation,” real estate professionals need to understand the specific buying and selling requirements of this group. You don’t want to miss this session, which is filled with checklists, resources, steps, strategies and real insights gathered from successful experiences working with this niche community of clients.

10:45 AM – 12:15 PM
Short-term Rentals: Why it’s Important to REALTORS® 
Panel moderated by Jeff Ledford, GAR Senior Director of Governmental Affairs. Additional details to come. 


10:45 AM – 12:15 PM
 “That’s It!” 10 Activities to Attract Business and Do It Better in 2020! 
Pam Ermen
Does it feel like you’ve hit a plateau in your business? It’s easy to deliver the same production over and over again unless you make an intentional effort to shut off the auto-pilot button and truly differentiate your business from the competition! Learn how to apply 10 relevant and timely success principles to eliminate what’s holding you back, create a “new norm” for your business, and generate more production than ever in 2020!

1:45 PM – 3:15 PM

How to Work with Investment Property SELLERS

Tom Lundstedt

It takes at least as much knowledge and strategy to sell a property at the right time, as it does to buy . . . maybe more! Many real estate investors hold their property far too long. As their equity grows, the rate of return on that equity falls. This session demonstrates that property owners can greatly boost the rate of return – and increase their wealth – by moving the equity from their current property to one, or more, new properties. It's a powerful way to increase listings, plus make more sales.

1:45 PM – 3:15 PM
Manage, Train, Recruit, Retain!
Pam Ermen
This highly charged session is filled with creative and effective strategies for managing the Go-To office in your market. Learn how to maximize online and off-line techniques to create market BUZZ, how to apply radical retention strategies based on a strong core culture of cooperation, professionalism and market knowledge. You’ll get masterful dialogues to encourage conversation and interaction with the agents you want to attract.

3:30 PM - 5:00 PM
Big League Hardball: An Advanced Workshop on Commercial-Investment REALTORS®
Tom Lundstedt

 Are you tired of "softball" real estate seminars that don't meet the needs of commercial-investment practitioners? If so, this fast-paced, up-to-the-minute workshop is for you. The focus is exclusively on how to buy, own and sell commercial-investment real estate for maximum profit.

3:30 PM - 5:00 PM
Finding “Unlisted” Inventory in a Fast-Moving Market
Pam Ermen
Many national markets are experiencing decreasing inventory and increasing demand, creating multiple offer negotiations or frustration for buyers who miss homes that sell quickly. Additionally, today’s connected consumer is often finding homes faster than their agents by employing sources other than the MLS. Agents who use creative strategies to find “unlisted” inventory can create a high level of value in the buyer’s eye and a USP that sets them apart from their competitors. After being presented for the National Association of REALTORS® Annual Conference, this session was featured in an article by the Boston Globe.


Friday, September 6, 2019

8:30 AM - 10:00 AM
6 Deadly Pricing Mistakes
Jackie Leavenworth
This session will reveal six of the most common - yet devastating - mistakes made by licensees when presenting pricing information to sellers. It is easy to kill our chances of being hired just by saying or doing the wrong thing. It is also too costly - in time and money - for sellers and for real estate professionals to list a house that won’t sell. Learn proven strategies and dialogues to get more listings and to get them SOLD.

8:30 AM - 10:00 AM
Commercial Tech Tools 
JMan Maneiro
Attend this session to become the commercial agent of the future by learning about all the tools that you must have to excel as a commercial agent now, next year, and beyond. We’ll discuss how to have the global marketplace at your virtual fingertips, streamline your systems, be more efficient, provide a higher level of professionalism, and showcase your properties in ways you have never imagined. 

10:15 AM - 11:45 AM
Tech Tools from the Future in the Present
JMan Maneiro
That’s right! JMan hopped in his DeLorean and brought back from the future all the real estate tech tools you’ll want to know about NOW so you’re ready for them when they arrive as part of your business tomorrow.  

10:15 AM - 11:45 AM
Drive Determines Distance 
Lisa Longball
If you are looking for an uplifting, motivating presentation that is more than just “feel good,” this is it! Lisa will not only share heartbreaking and humorous stories to help audience members relate and connect with the key messages, she will also give concrete and effective takeaway strategies that can be implemented immediately that will serve to reignite personal drive and peak performance.
How far are you willing to go? Lisa is a peak performance specialist and she will share her journey with you. She went from a high handicap recreational adult golfer to being ranked second in the world and one of the longest hitters on the planet. Lisa will impart tips and insights about discovering what DRIVES you and how being clear and committed to that purpose determines how far you will go and what success you are able to achieve both personally and professionally.
Attendees will learn:

  • Intrinsic Motivation – Identifying what are you passionate about and what truly DRIVES you.
  • Goal Setting – Actionable strategies on how to set goals, challenge your limits, and meet and exceed your targets.
  • Overcoming Obstacles – You WILL have setbacks and difficulties. Proven steps on how to persevere and thrive in challenging and changing times.
  • Collaboration – Teamwork and communication are vital to success. Learn the value of surrounding yourself with people who support you and how to support others.

10:15 AM - 11:45 AM
Negotiations: The Games People Play 
Jackie Leavenworth
What is the difference in a master negotiator and the typical salesperson? A master negotiator understands and practices solid, proven techniques that get to “yes,” bypass “no,” and end up with delighted clients leading to future referrals. These negotiation techniques are not human nature; we are not born with these skills. Master negotiators are created through a sincere desire to help others and to learn new skills. Join Jackie in this “most requested course,” and take a journey to enhanced negotiation and people skills that can be life-changing.

1:30 PM - 3:00 PM
Leading With Style
Jackie Leavenworth
Ever wondered why you click with some agents and clients and don’t click with others? The ability to understand other people and to relate to them, with style is the key to great leadership. As a leader, it is critical to understand what will attract others to your leadership style and what could repel them. It is also vitally important to recognize what your clients and agents relate to, appreciate and fear. 

1:30 PM - 3:00 PM
New Millennium Broker Management  
JMan Maneiro
Brokers, attend this session and receive the critical operating activities and business building tech for the new millennium.  We’ll discuss how a broker can still be tech savvy on a budget and provide the systems and programs their agents need to in order to provide high-level consumer service. You’ll evaluate how you and your brokerage can be seen by consumers as more professional in your marketing, online communications, and social media. This session even arms you with ways to effectively manage the online activities of your agents.

1:30 PM - 3:00 PM
Golf Instruction from the Stage 
Lisa Longball
Impress your clients and customers on the course! This is a once in a lifetime experience to learn golf tips, tricks, and techniques from Lisa “Longball” Vlooswyk,” an 8-time Canadian Long Drive Champion. People do business with people they know, like, and trust. Golf is a key business and networking skill, along with a great active living, family, and social sport. Four and half hours on the course with your client, customer, or colleague can be far more valuable than a business lunch and will help build and solidify your key business relationships. After a round on the course, there are always stories and laughs to be shared in the clubhouse, in turn, developing your working relationship. Lisa will conduct an entertaining and educational swing clinic from the stage (no golf course required) that will guarantee that all audience members - from beginners to single digit handicaps - will have takeaways to help them improve their game immediately. Feeling more confident on the golf course will lead to accepting or extending more business golf invitations.

 


 

 

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