Education Sessions Friday, November 8 (cont.) 10:30am-12:00pm Primary audiences are indicated with the color-coded icon. Anyone is welcome to attend each session. Residential Agent Broker/Owner/ Manager Commercial International IT Professional Niche Markets Tips for Avoiding Fiduciary Duty and Related Lawsuits Scott E. Kossove L’Abbate, Balkan, Colavita & Contini, L.L.P. , Garden City, NY Translations available for select Friday meetings International attendees can listen to Spanish, Portuguese, French and Mandarin Chinese translations of select committee and conference events on Friday. Translation headsets will be available for the following meetings: Global Business & Alliances Committee; Communicating Globally: Technology Tools for Cross Border Transactions; and Commercial Economic Issues & Trends Forum. If you need an interpreter for other sessions/events, visit the “International Visitors” page at www.REALTOR.org/Conference for details on how to order one. JP Endres Fein, GRI Better Homes & Gardens Rand Realty, White Plains, NY According to NAR’s 2013 Legal Scan, breach of fiduciary duty ranks as the most prominent issue this year. Real estate professionals of all experience levels are encountering challenges related to their role as fiduciaries to clients. Obtain practical tips and uncover how you can implement best practices into your business to ensure you are fulfilling fiduciary duties. This is an encore presentation of the message delivered at the Midyear Meetings. 11:00am-12:30pm Communicating Globally: Technology Tools for Cross Border Transactions Panel Moderator: Aida Turbow, CIPS, GRI Real Living, Greenacres, FL Panelist: John Mayfield, CRB, e-PRO,® GRI Mayfield Real Estate Inc., Farmington, MO There are many tools available that help with cross border real estate transactions, including country-specific property sites, translation apps, business management apps and more. Learn how to use these tools to enhance the international transaction process, and ask your questions to panelists with country-specific expertise. This session will be translated into French, Mandarin Chinese, Portuguese and Spanish. 12:30pm-1:30pm Saturday, November 9 9:00am-10:00am Estimating Market Value of Commercial Property Dan L. Andrews, GRI Commercial Real Estate Advisors, LLC, Saginaw, MI They Are Back….Low Inventory and Multiple Offers Frank Mears, ABR, ABRM, CRB, SRES ® SM ® Frank Mears Seminars, Inc, Augusta, GA Prepare yourself for multiple offers on properties, and learn how to successfully negotiate whether you are representing the buyer or the seller. Analyze and explain the current housing inventory in your market and its impact on the transaction process. Plus, learn how to define multiple offer opportunities and formulate a plan that will develop into a satisfactory closing. 12:30pm-2:30pm Do you know how to accurately estimate market value? Uncover three proven approaches for value estimation: the Direct Sales or Market Approach, the Replacement Cost Approach and the Income Capitalization Approach. Gain an understanding of how zoning impacts value, as well as how to calculate vacancy rates by property type. 9:00am-10:00am Mission Possible: Make Money with Referrals! Panel Moderator: John A. McAllister, Jr., ALC Panelists: Bill Sheridan Sheridan Realty & Auction Co., Mason, MI John McAllister Realty Consulting, LLC, Columbia, SC Risk Management & License Law Forum Analyze the main issues found in NAR’s 2013 Legal Scan, as well as the issues making their way through the courts that could have a potentially extensive impact on the industry. The most relevant and timely topic and speaker will be announced closer to the conference. 1:00pm-3:00pm James (Trip) A. Holmes, III Debra Howard Sabre Capital, Inc., Raleigh, NC Deb Howard & Co., South Lake Tahoe, CA Commercial Economic Issues & Trends Forum Lawrence Yun, PhD National Association of REALTORS,® Washington, DC NAR’s Chief Economist focuses on the most timely aspects of the commercial market. He and other experts will look at big picture implications for the year ahead. This session will be translated into French, Mandarin Chinese, Portuguese and Spanish. 1:30pm-3:00pm Whether you are commercial or residential focused, get tips that can be implemented right away! The panel draws upon decades of experience to demonstrate how you can capitalize on your network. They share pointers that can be used to find professionals, refer business that is outside your area of expertise, build relationships for future business and give/receive referrals. 9:00am-10:30am Extreme Growth: Going From 20 to 50 Deals a Year Mastery, Inc., Centennial, CO Luxury Real Estate: What’s the Story? Jack Cotton, Jr., CRB, CRS Jack Cotton, Osterville, MA Bruce Gardner, ABR, CRS, GRI ® Are you a successful agent looking to grow your business and interested in ways to make that leap? Prepare yourself to support a higher level of transactions by implementing systems and hiring the right team members, based on proven guidelines. 2:00pm-3:00pm 7 Highly Effective Habits for Super-Star Success Bob Wolff, CRB, CRS Harcourts Prime Properties, Dana Point, CA Identify 20+ strategies that can be immediately put to use and guarantee an increase in listings and sales. Analyze specific “Dollar-Productive” behavioral strategies that can be implemented at no cost for success in real estate sales. Harness the power of stories to differentiate yourself in a competitive luxury market. Identify the three parts to every good story that you can use to increase the effectiveness of any luxury real estate presentation. Plus, uncover the characteristics of the four categories of high net worth individuals and how to use stories to connect with them. Plan to also attend “Using Mini-Movies to Market Luxury Homes” on Saturday at 11:00am to see how your property can tell a story that leads to a closed transaction. 4 www.REALTOR.org/Conference | 800-650-6893 (US & Canada) | 847-996-5876 (INT’L)