|
2010-2011 Mandatory Update Course
Speaker: Bill Gallagher
The 2010-2011 Mandatory Update Course written by the NC Real Estate Commission will include:
- Explanation of RESPA rule changes and their purpose, the new Good Faith Estimate form and the new HUD-1 form, which became effective January 1, 2010, a real estate licensee's responsibilities as to each with a completed sample GFE and sample HUD-1 form based on a specific fact situation.
- A detailed explanation of the new revised Offer to Purchase and Contract form in residential real estate transactions as formulated by NCAR and the Real Property Section of the NC Bar Association. Following an explanation of the changes, a few fact situations will be presented to illustrate the application of the new contract provisions.
- Brief discussion of any changes in License Law or Commission rules and a safety tip.
2010 Tax Write-off’s for the Self Employed
Speaker: Chris Bird
The tax write off's that REALTORS® are allowed to deduct can result in significant reduction in federal state and social security tax liabilities. As an IRS agent for 16 years, Chris learned the ins and outs of the IRS system and brings you powerful information to save you money. Attend this updated, power packed session and learn specific, legitimate tax deductions you can use as a self-employed individual to lower your state, federal and social security taxes, and how the 2010 tax law changes will effect your net income.
Just some of the important topics covered in this program are:
- How the new tax law changes will effect YOU
- Learn about the IRC 105 Medical Reimbursement Plan for the Self-Employed
- The theory of "Before Tax" and "After Tax" – what they really mean
- Recordkeeping Requirements, including the length of time records should be retained
- In depth coverage of legitimate business expenses, including advertising, depreciation, automobile issues, hiring family members, retirement plan contributions, Insurances, estimated tax requirements, home office expenses, travel and entertainment and much more!
- The use of Entities in Business and how they differ, including Sole Proprietor,
- S Corporation and Limited Liability Company (LLC)
- Current IRS Priorities to eliminate the TAX GAP
Absorption Rate Pricing
Speaker: Zan Monroe
There are only a certain number of houses that will sell in any given market in any given period of time. Would you like to see the odds of your next listing being one of them? Today’s CMA had been rendered obsolete by over 10,000 websites that can calculate the current market value of a house. If you are basing your listing presentation on your ability to price a home you have been replaced! Absorption Rate Pricing will enable you to show the seller how long it will take to sell any house in any market. Topics covered:
- Stop Pricing Houses and Start Positioning them to sell!
- How to Calculate Absorption Rate
- Absorption Rate Models and Trends Analysis
- Pricing Questions you should ask
- “Front of the Store” Pricing Approach
- Calculating the odds of your house selling
Exclusively By Referral......The Program
Speaker: Ed Hatch
This program is unlike any other program you have attended. It is not a listen and learn program … it is a listen and DO program. It includes not only the Basic Principles for creating a successful repeat and referral business, but also, a step-by-step … month-by-month implementation of those principles in the form of specific strategies, techniques, and dialogues. You will leave this session with all the tools necessary for creating a more FOCUSED … PROACTIVE … ENJOYABLE … and SUCCESSFUL REFERRAL BUSINESS.
Fireside Chat
Speaker: Judith Lindenau
Spend some time with veteran, former Association Executive Judith Lindenau who will share wisdom gained from her career. AEs will have an opportunity to submit questions in advance.
Friendly Persuasion....Getting Past No!
Speaker: Ed Hatch
If you are increasingly being confronted with seller and buyer objections … and, would like to be much more masterful in handling them, this session was designed for you! You will learn not only a 6 Step Format for handling ANY OBJECTION but also specifically when to say … how to say … and what to say to effectively overcome the most common objections of … price … commission … and “low-ball” offers.
Get Off the Fence...
Speaker: Pat Zaby
"OMG…are you ever going to get off the fence and get a home?" If you haven't said this, you've certainly thought it. What is it going to take to get buyers to make a decision to take advantage of the great selection of well-priced homes with great financing and significant tax advantages? This entertaining and informative program will give you the information and tools you need to coax them off the fence and to purchase now. You’ll leave this session with updates on the latest tax information and how to explain it to buyers and sellers. You’ll be armed with tools that will make your properties more marketable without necessarily lowering the price.
- Make your listing more marketable by offering terms
- Create a buyer package to win buyer loyalty
- Handle the “I want to think it over” objection four different ways
- Create a sense of urgency that causes buyers to act now
- Use fear-of-loss as a powerful motivator
- Develop a system to create more prospects than you can work
- Show sellers why it is to their advantage to move-up in a down market
- Communicate the tax and financing advantages of buying now
- Overcome objections that postpone buying decisions
- Conduct a buyer’s seminar that will explain the facts of the market
- Understand the current tax benefits of home ownership
Handling Offers Properly Today
Speaker: Bill Gallagher
Laws on electronic transmission of contracts, the "E-Sign Act", and UETA will be discussed, as well as the basic rules on handling various types of paperwork and situations: offers, counteroffers, multiple offers, contingent sale offers on sale of property, and backup offers! Real life scenarios will be discussed and analyzed throughout the course.
Humor: A Strategy for Success
Speaker: Jeanne Robertson
Jeanne Robertson is a funny speaker, and she utilizes her positively funny style to illustrate how a sense of humor can be an integral part of the a strategy for success. Her message is that sense of humor is an attitude; an approach toward working with people. She believes that this attitude can be developed and improved, and she suggests ways to do so. Using original hilarious stories from everyday life, she will show us how to laugh at ourselves and accept the things that cannot be changed about us and the people around us. Six-foot-two Jeanne is a former teacher and is the recipient of every top honor in the speaking profession. You’ll learn why audiences across the nation say, “The meeting ain’t over ‘til the tall lady speaks.”
It’s a Price War to the Door
Speaker: Jackie Leavenworth
The Internet has changed the way buyers view homes so we must learn to think like buyers and teach sellers to think like buyers when pricing homes. Learn Jackie’s unique “Dartboard Approach” to pricing as well how to use the “Long List” to get sellers to price their homes realistically in today’s market. Learn about the “Slinky Market” and how to be relevant and different. Let’s face it, everyone does a CMA, learn something new that lowers your stress and increases your income.
FYI...This class is for new agents and experienced veterans. New agents get it and experienced veterans LOVE it because it is new and different which excites them about trying something new that makes their life easier.
Leveraging Customer Care
Speaker: Pat Zaby
"Customers for Life" is a great concept, but the challenge is what the real estate professional does for a homeowner between the time they buy and when they are ready to sell. This class will help you develop a package of services considered valuable by homeowners. Specific strategies will be explored that will assist the homeowner in achieving three objectives 1) increase the value of their home or wealth position, 2) maintain the property’s condition, and 3) improve the livability and enjoyment of the home. These strategies take customer care long past the close of the sale and build a long-term relationship that will lead to repeat business and customer referrals. By practicing the principle of helping other people get what they want, the agent will build a successful business of satisfied customers who are card-carrying members of their fan club.
- Explore research done that pinpoints consumer services
- Package complement services that homeowners need and want
- Create an on-demand delivery system that requires minimum effort
- Build a reliable and versatile customer management
Negotiations: The Games People Play
Speaker: Jackie Leavenworth
We negotiate with people (and ourselves) hundreds of times every day. When we slow down and consider all of the facets of negotiations, it is truly a learned skill that will make the biggest difference in our ability to work smarter, not harder. Learn how “Tic Tac Toe,” “PAC Man,” and “Mother May I?” all impact the way we do business everyday. Work less, make more and have more fun is Jackie’s motto! Ranked for experienced and veteran agents but new agents will also benefit from this class.
Power Prospecting and Renewing Referrals With Social Media
Speaker: Doug Devitre
Fish for clients on the web like bobbing for water. Find prospects, clients, past connections, and referral opportunities on the web using the power of social media. Create profiles that build your authority in your niche, script dialogues on common conversations online and craft an online community of raving fans using common social networks such as LinkedIn, Facebook, Twitter, and YouTube. Explode your communication on to other blogs and websites using RSS, status updates, and widgets. Dominate the online discussion boards while spending no money and limited time.
Learning Objectives:
- Define relationship marketing and its impact on consumer choices both online and offline.
- Discover most trafficked real estate and other popular websites consumers visit most.
- Explain the benefits of using LinkedIn, Facebook, Twitter, MySpace and other forms of social media.
- List steps how to create the perfect profiles using bulleted lists, recommendations, and other applications.
- Build a strong referral database of LinkedIn connections quickly using easy to implement shortcuts.
- Script dialogue of messages to use when communicating with prospects, connections, and recommendations.
- Define RSS and how it can be used to distribute information from one source to thousands of channels.
- Identify other social media widgets and applications that work together saving time and money.
- Implement a social media plan of action as part of prospecting and marketing plan.
Real Estate 2010: Where do we go from here?
Speaker: Bill Gallagher
Change is inevitable. Let’s look into our real estate crystal ball and make predictions on the future of NC agency rules, disclosure laws, tax laws for primary and investment properties, zoning, land use restrictions, and HOA’s. Let’s discuss these items and make our own predictions.
The Real Estate Broker’s ABC’s of Appraisal
Speaker: Mel Black
For real estate brokers and appraisers, this session will focus on recent issues of interest in the real estate appraisal industry and how they affect the real estate brokerage world. From Appraisal Management Companies, to Broker Price Opinions, to Communicating with Appraisers, this session will provide an in depth look at these areas and will also afford an opportunity for questions.
Six Ways to Build Your Online Brand
Speaker: Doug Devitre
Have you ever said, “I see your name everywhere!” online? Dominate the internet presence in your community by positioning yourself as the expert on high trafficked websites. Learn how to syndicate your content using the power of RSS to streamline distribution of content to multiple sites. Create website for FREE for clients, properties, and internal communication. Create an online radio station, newspaper and TV station for pennies. This congregation of idea sharing and collaboration will expand your marketing arsenal while amplifying your authority on the net.
- Implement an online syndicated real estate newspaper that automatically distribute to your readers by blogging.
- Produce your own real estate radio show to share with the world using podcasting and social media.
- Create websites, online presentations, and forms using Google Docs.
- Explore website such as LinkedIn, Facebook, MySpace and Twitter and list reasons why they can be used for enhancing relationships, and prospecting for business.
- Syndicate social media sites to work harmoniously together save both money and time using RSS feeds.
- Produce your own television station share videos with your customers, clients, and company.
Solid Investment and Retirement Strategies for REALTORS® in 2010
Speaker: Chris Bird
Hold on to your seats as Chris shares with you his insights as an ex-IRS agent and a Certified Financial Planner. Learn the secrets to maximizing pre-tax investments, strategic tax planning, recent tax law updates and how they affect you and much, much more!
This session is designed to help you learn:
- Why IRA's can work for you – You NEED to know this!
- How you can harness the powerful financial benefits of the ROTH IRA and the brand new ROTH 401(k)
- How you can use the Coverdell Educational Savings account to pay for kindergarten through 12th grade
- How to understand College 529 Plans- and what you can do for your children or grandchildren
- Smart Investment and Retirement strategies everyone should know
- How to maximize self employed retirement plans- and discover a tax savings bonanza!
- How to understand and use wills and trusts and what they mean to your precious heirs
- How to understand the most recent Estate and Gift tax issues
Stories of Uncle Adrian: A Guide to Mastery in Your Life
Speaker: Zan Monroe
Topics Covered:
- Uncle Adrian, self made millionaire – His advice can make you more successful
- Defining Success: Interviews with 100’s of successful people
- Eight Step Plan to change your life
- Five Key areas for a balanced life
- Applying the plan to action in your life
Learning Objectives:
- To change the students approach to success in business and in their lives
- To define an 8 step program that will allow them to control change
- Determine the areas in their business and life that need improving
- Show the student how to implement the program to change anything and everything
Systems that Last a Lifetime
Speaker: Pat Zaby
Have you ever wondered why some people have difficulty getting things done and others not only get things done but even seem to have spare time? The solution could be as simple as putting systems into place that will serve you as long as you’re in real estate.
Explore a series of proven systems for prospecting, marketing, and organization that will serve you regardless of your level of productivity. Discover how systems are used to achieve consistent results by applying proven procedures at specific intervals. Once in place, these systems are easy to administer resulting in a more efficient and effective use of your most valuable asset – your time.
- Build a reliable and versatile customer management system
- Explore research done that pinpoints consumer services
- Provide services that homeowners need and want
- Create an on-demand delivery system that requires minimum effort
- Guarantee referrals from buyers with the “No Dead-end Deals” follow-up plan
|
