Preview instructor bios and topics as you plan ahead to make the most of your convention day experience!
PAID CRS AND CLOCK HOUR COURSES:
Sponsored by 1031 Exchange Coordinators
Council of Residential Specialists Course Details
"The New Negotiating Edge…A 5-Step Behavioral Strategy"
Thursday, March 15th -
10:00am to 5:00pm:
Clock Hour Course - 7 Hours
Cost: $125.00
Description:
Participants will leave this seminar with not only a complete understanding of the most current, innovative and effective negotiation strategies, but also with specific real estate applications for their day-to-day negotiations with and for their clients.
Upon completion of this course, participants will:
Implement the specific skills of a 5-Step Strategy for negotiating past NO to YES!
- Understand the 3 fundamental axioms of negotiating and the application of each in their real world negotiations.
- Identify the 5 barriers to agreement and be able to implement the appropriate “breakthrough” strategy for each.
- Implement the ASK – LISTEN – LEARN – LEAD sequence to more effectively uncover clients’ true MOTIVATION, COMMUNICATION style, and how they “PLAY THE GAME”
- More successfully handle the most common seller objection to pricing at fair market value and wanting to perform a “commission-ectomy”.
- More successfully handle the most common buyer objections of waiting for the perfect house, waiting for the “good deal”, wanting to write a “low ball offer.”
Course Topics:
- Negotiation
- Handling Objections
Washington CORE Curriculum Course
Thursday, March 15th – 10:45am to 3:15pm:
Clock Hour Course - 4 hours
Cost: $45.00
Washington Core Curriculum covers new topics relevant to residential real estate. This 4-hour course discusses agency law, environmental issues, fair housing laws, and updates to Washington law. All salespersons and brokers must take this course as part of the clock hours needed for license renewal. Presented by . (please see Speakers page for instructor bio)
FREE BREAKOUT SESSIONS - Thursday, March 15th
10:45am - 12:00pm Breakout Sessions #1
Keynote Barry Maher Private Session – Owners and Branch Managers ONLY
Description: As managers, we sell our ideas, our vision and, above all, ourselves every single day of our working lives. And this session from Barry Maher is packed full of specific real-world strategies and tactics that can help transform you from a manager into a leader.
Personal Marketing
Description: Tricks of the trade for taking charge of your own success!
Investment in Excellence Today
Description: Learn how this integrated coaching system can increase your professional and personal effectiveness.
The Consumer Tsunami
Description: How the Internet is creating waves of change in the Real Estate Industry
IRA Real Estate Investing
Description: Learn How You and Your Clients Can Invest IRAs into Real Estate with Self-Directed IRAs, sponsored by Response Mortgage Services and PENSCO Inc.
Presentation Builder System
Description: Tips on how to utilize the new Presentation Builder application to make great seller presentations.
1:30pm - 2:45pm Breakout Sessions #2
Keynote Barry Maher Open Session with Agents
Description: Selling Yourself, Your Ideas, Your Vision, Even Your Services. In a session for everyone from the most reluctant novice to the most experienced pro, Barry Maher will offer strategies, tips and insights that will not only help in your sales but in almost every aspect of your business life.
Rookie Panel Discussion
Description: Learn how top rookies develop a successful business plan in their first year. Great lessons for all agents!
Legal Update
Description: The Top 10 Litigation Lessons; What one thing could you have done to make a difference.
Investment in Excellence Today (please see class description above)
Presentation Builder System (please see class description above)
3:15pm - 4:30pm Breakout Sessions #3
Power Messaging
Description: Real time messaging, anytime, anywhere.
Legal Update
Description: Managing Risk: Lender Fraud - How to Avoid It and Short Sales - How to Do It Right
Rookie Panel Discussion (please see class description above)
The Consumer Tsunami (please see class description above)
Investment in Excellence Today (please see class description above)
Presentation Builder System (please see class description above)
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