SCHEDULE OF EVENTS Saturday, November 9 7:30am–8:45am 9:00am–10:30am People, Not Property: Build More Effective Relationships, Referrals and Repeat Business Room 301, Esplanade Level Speaker: Peter Knight, The Property Academy, Peter Knight Leatherhead, Surrey, United Kingdom Fall back in love with real estate. Remember the key principle of real estate – it's all about people, not property. Know how to tune yourself to achieve superb results from every client relationship. 9:00am–10:30am Commercial Caffeinated Networking Breakfast MOSCONE WEST Room 2006, Level 2 Peter Kageyama Ticketed Event: $50.00 per person Speaker: Peter Kageyama, Community Consultant, St. Petersburg, FL Meet your commercial real estate colleagues, participate in an interactive recharging, make new connections, and share best practices with people from across the country! Present your ticket for admittance. On-site ticket sales in NAR Registration are subject to availability. 9:00am–10:00am High Touch Plus High Tech Equals High ROI Room 134, Exhibit Level Speaker: Leigh Brown, CRS, RE/MAX Executive Realty, Leigh Brown Concord, NC Share ideas and targeted technology strategies for getting consumers off the Internet and in front of the agent. Pick up bullet point ideas and re-engage with new/existing/bleeding/old technologies that work...and have ROI. Discover ideas for tracking what works and what doesn't work in an effort to spend money wisely and grow agent/broker business over the long term, smoothing out the commission curves. 9:00am–10:30am Estimating Market Value of Commercial Property Room 120, Exhibit Level Speaker: Dan L. Andrews, GRI, Commercial Real Estate Dan L. Andrews Advisors, LLC, Saginaw, MI The focus of this session is the basics of market value estimation and how to estimate the value of commercial property using three proven approaches to value estimation: the Direct Sales or Market Approach to Value, the Replacement Cost Approach and the Income Capitalization Approach. Also understand how zoning impacts value and how to calculate vacancy rates by property type. 9:00am–10:00am Luxury Real Estate: What’s the Story? Room 302, Esplanade Level Speaker: Jack Cotton, CRB, CRS, Jack Cotton Sotheby’s International Realty, Osterville, MA Harness the power of stories to differentiate yourself in a competitive luxury market. Identify the three parts to every good story you can use to increase the effectiveness of any luxury real estate presentation. Discover the characteristics of the four categories of high net worth individuals and how to use stories to connect with them. 9:00am–10:30am Mission Possible: Make Money with Referrals! SCHEDULE OF EVENTS Room 130, Exhibit Level Panel Moderator: John A. McAllister, ALC, John McAllister Realty Consulting, LLC, Columbia, SC Bill Sheridan Panelists: Bill Sheridan, Sheridan Realty & Auction Co., Mason, MI James (Trip) A. Holmes, Sabre Capital, Inc., Raleigh, NC Debra Howard, Deb Howard & Company, South Lake Tahoe, CA James (Trip) A. Holmes Benjamin E. Crosby, CCIM, Crosby & Associates, Inc., Winter Haven, FL Whether you are commercial- or residential-focused, take away tips and perspectives to implement right away! The panel draws upon decades of experience to demonstrate how you can capitalize on your network. Learn who, what, when, where and how pointers that can be used to find professionals, refer business that is outside your area of expertise, build relationships for future business and give and receive referrals. 9:00am–10:00am How to Make Your Sales Meetings Rock Room 132, Exhibit Level Speaker: David Knox, CSP, David Knox Productions Inc., David Knox Minneapolis, MN Deliver value in your meetings, so agents will engage and return. Increase the attendance at your sales meetings and engage and motivate your agents, all while creating a positive learning environment. 9:00am–10:30am Master the Art of Listing FSBOs and Expireds Real Estate Auctions: The Real Deal Room 305, Esplanade Level Speakers: Jon Hjelm, ALC, The Acre Company, Spencer, IA Quentin Kilian, Real Estate Institute of Northern Territory, Inc., Jon Hjelm Darwin, NT, Australia Get the real deal on the process of real estate auctions, both in the United States and Australia. Understand the benefits, how real estate auctions are conducted, and Quentin Kilian how to increase buyer competition through property packaging and targeted marketing. Similarities and differences of U.S. and Australia auctions are examined by industry professionals from both countries. A session marked with this icon indicates it is being recorded. Premier Access registrants can access these recorded sessions for free. Activation instructions can be found on the ticket provided with Premier Access registrants’ badges. All other registrants can review purchase options at the Session Recordings kiosk or online at www.playbacknar.com. Gateway Ballroom 103, Exhibit Level Speaker: Darryl Davis, Darryl Davis Seminars, Inc., Darryl Davis Wading River, NY Master communication skills needed to reach today’s for sale by owner (FSBO) and expired listing home owners. Yes, telephone skills are still an important tool to make the connection and set up the face-to-face appointment to demonstrate the value of your professional skills and obtain the listing. 9:00am–10:30am The American Green Home Room 131, Exhibit Level Speakers: John Shipman, GREEN, American Green John Shipman Home Real Estate, Fullerton, CA Devon Hartman, Hartman Energy Strategies, Claremont, CA Including green into your business model is easier than you might think. Increasing value for green homes is an attainable goal, as well as increasing appraisal value. These important know-hows will be shared and discussed along with the American Green Home case study, an easy model to replicate in your business. 18