AGENDA SATURDAY, FEBRUARY 14, 2015 SUNDAY, FEBRUARY 15, :00 am 5:30pm ERA Brand Booth. ERA Consulting Sessions (by appointment only)

Transcription

1 SATURDAY, FEBRUARY 14, 2015 AGENDA 4:00pm - 7:00pm Registration SUNDAY, FEBRUARY 15, :00am - 7:00pm Registration 9:00 am 5:30pm ERA Brand Booth 9:00am - 5:30pm ERA Consulting Sessions (by appointment only) 9:00am 5:30pm ERA Solutions Showcase 10:00 am 2:00 pm International Tour (by invitation only) Bus to depart promptly at 9:45 am Certification & Workshop Day (pre-registration required through ERA Learning Exchange) 9:00am -12:00pm 9:00am 12:00pm 9:00am - 4:30pm 9:00am - 4:30pm 9:00am - 4:00pm 12:30pm - 4:30pm 12:30pm - 4:30pm ERA Distinctive Properties Jackie Gray, Virtual Trainer, Numbers Nerds Mike Daniels, Director, Strategic Analytics, Ninja Selling Mike Selvaggio, Broker/Owner, Delaware Homes Real Estate and National CRS Instructor Certified New Home Specialist / Residential Construction Certified Training Program Dennis Walsh, Owner and CEO, Certified Home Specialist Residential Financial Consultant: Discovering the Finance Difference Pat Zaby, President, Seminars & Systems Objection Handling Workshop Chris Leader, President, Leader s Edge Training Office Coordinator Workshop Chris Poolas, Learning Manager, Sunday continued on next page

2 SUNDAY, FEBRUARY 15, 2015 AGENDA 10:00am - 11:30am 10:00am -11:30am 10:00am - 11:30am 10:00am - 11:30am The Top Gun Experience Dan Elzer, President, The Training Academy How to Start Up Your Referral Business George O Balle, Top Gun Instructor, ERA Prime Properties Nelson s Secrets of Success Nelson Zide, CEO, Nelson Presents Organic Growth Panel Facilitated by: Lee Ann Roughton, Executive Business Consultant, 1:00pm - 2:30pm 1:00pm - 2:30pm 1:00pm - 2:30pm 1:00pm - 2:30pm Making 2015 Your Best Year in Real Estate and Crazy T-Shirt Sayings Todd Beckstrom, ABR, Broker, CRS, REALTOR, RSPS, ERA Wilder Realty Social Media Idea Sharing Facilitated by: Lee Ann Roughton, Business Consultant, Radical Recruiting Pam Erman, President, Real Estate Guidance, Inc. What, I need another App? Dan Elzer, President, The Training Academy 3:00pm - 4:30pm 3:00pm - 4:30pm 3:00pm - 4:30pm 3:00pm - 4:30pm 3:00pm - 4:30pm LeadRouter Advanced Admin for Managers and Administrators Staci DelRe, Director of Business Development, 15 Must Do s in 2015 John Horne, National Trainer, Building Successful Teams in Real Estate Pam Erman, President, Real Estate Guidance, Inc. Manage Your Team to Victory Dan Elzer, President, The Training Academy Mergers & Acquisitions Panel Dave Collins, Senior Vice President, Broker Services, 5:30pm 6:30pm Leaders Circle Reception (by invitation only) 7:00pm 10:30pm ERA Stronger Together Gala (open to all IBC 2015 registered attendees / limited seating / ticket required) IMPORTANT NOTE: Be sure to have BOTH your IBC 2015 badge and Gala ticket with you for admittance into the Gala ballroom

3 MONDAY, FEBRUARY 16, 2015 AGENDA 8:00am - 5:00pm 9:00am 9:30am 9:30am - 12:00pm 12:00pm - 5:00pm 12:00pm 5:00pm 12:00pm 5:00pm 1:00pm 5:00pm 1:00pm - 5:00pm 1:00pm-3:30pm Registration General Session Doors Open General Session ERA Brand Booth ERA & Cartus Consulting Sessions (by appointment only) ERA Solutions Showcase Visit between the hours of 12:00pm 1:30pm and enjoy some complimentary finger sandwiches & light refreshments while engaging with our vendors 30 Minute Business Building Tips Office Coordinator Workshop Chris Poolas, Learning Manager, Platinum & Gold Broker Summit (by invitation only) 1:30pm 3:00pm New Negotiating Edge - Gaining Trust & Loyalty Ed Hatch, President, Ed Hatch Seminars, Inc. Who Moved My Leads? Mark Joyner, Vice President, Napier Realty ERA Harness the Power of LinkedIn Tomas Martinez, Publisher/Owner, Luxury Home Magazine Silver Bullet Solutions, Part 1 Mike Selvaggio, Broker/Owner, Delaware Homes Real Estate and National CRS Instructor Marketing Strategies - The High Cost of being a "SECRET AGENT Jeff Lobb, President, Spark Tank Media ipad for Real Estate, working with Buyers and Sellers Gary Wise, Co-Founder, The Paperless Agent Working Smarter not Harder Using Your ERA Toolbox Jackie Gray, Virtual Instructor, New Negotiation Edge - Getting Past NO! Ed Hatch, President, Ed Hatch Seminars, Inc. Top Agent Idea Sharing Panel Facilitator: John Horne, National Trainer, ERA Real Estate LLC Monday Continued on Next Page

4 MONDAY, FEBRUARY 16, 2015 AGENDA The Distinctive Agent Tomas Martinez, Publisher/Owner, Luxury Home Magazine Silver Bullet Solutions, Part 2 Mike Selvaggio, Broker/Owner, Delaware Homes Real Estate and National CRS Instructor Creating your Online Differentiators! Stand out and Win Business Jeff Lobb, President, Spark Tank Media Evernote for Real Estate Gary Wise, Co-Founder, The Paperless Agent Cartus Collaboration Round Tables (by invitation only) 4:00pm - 5:00pm MDA Social (by invitation only) 5:00pm - 6:30pm Cartus Awards Reception (by invitation only) 5:00pm 6:30pm ERA Young Leaders Networking Reception (by invitation only) 8:00 pm 11:00 pm International Awards Dinner (by invitation only)

5 TUESDAY, FEBRUARY 17, 2015 AGENDA 8:00am 5:00pm Registration 9:00am 9:30am General Session Doors Open Get the morning started right with complimentary coffee and assorted breakfast treats that will be served in the foyer outside General Session 9:30am - 12:00pm General Session Keynote Speaker: Alison Levine, Team Captain of the First American Women's Everest Expedition and Author of the New York Times Best-Seller On the Edge: The Art of High-Impact Leadership 12:00pm - 5:00pm ERA Brand Booth 12:00pm 5:00pm ERA & Cartus Consulting (by appointment only) 12:00pm - 5:00pm ERA Solutions Showcase 12:30pm - 1:30pm ERA National Advisory Council Luncheon (by invitation only) 1:30pm 3:00pm 1:30pm 3:00pm Objection Handling Throwdown Tony Lombardo, Executive Business Consultant, Does Your Business Have Bounce? Connecting and Closing in a Changing Marketplace Karel Murray, Certified Speaking Professional Managing and Leading for Profit Peter F. Hunt, Broker/Owner, HUNT Real Estate ERA Getting Great with Google Bill Lublin, CEO, Social Media Marketing Institute Listing Presentation Reboot Leigh Brown, President, Leigh Brown Instruction Glittering, Glistening and Glum! Matthew Ferrara, Philosopher, The Learning Network LLC Working Smarter not Harder Using Your ERA Toolbox Jackie Gray, Virtual Instructor, Perfecting a System to Attract Fiercely Determined Agents Staci DelRe, Director of Business Development, ERA Franchise Systems Needles in Haystacks Leigh Brown, President, Leigh Brown Instruction The Good, the Bad, and the Ugly - Useful & Useless Technology Bill Lublin, CEO, Social Media Marketing Institute Tuesday Continued on Next Page

6 TUESDAY, FEBRUARY 17, 2015 AGENDA Minding the Gap Applying Generational Concepts for Dramatic Results Karel Murray, Certified Speaking Professional China: The Future Frontier Matthew Ferrara, Philosopher, The Learning Network LLC Follow the Money: The Next Wave of Luxury and Resort Buyers Robyn Erlenbush, Broker/Owner, ERA Landmark Real Estate 3:30pm 4:30pm Leadership Academy Class (by invitation only) 4:30pm - 6:00pm Leadership Academy Reception (by invitation only) 8:00pm 10:00pm Closing Night Celebration Gather with fellow attendees to network and celebrate the events of the week while enjoying desserts, coffee and music. A cash bar will be available. WEDNESDAY, FEBRUARY 18, 2015 Departure Day Only Franchised brokers, of, their office managers and independent sales associates have a variety of resources, tools, technologies and opportunities available for use. Attendance at the ERA IBC and use of the ERA suite of marketing, educational and operational materials, programs, tools or meetings is completely voluntary unless otherwise stated in the Policy and Procedures Manual. Nothing provided during the ERA IBC is intended to create an employment relationship. The educational sessions offered at the ERA IBC may contain suggestions and best practices for use at your discretion. All information provided is for informational purposes only and is not intended, nor shall it be deemed, to provide or offer legal, financial or tax advice or guidance. The views and opinions set forth by speakers not employed by ERA Real Estate Franchise Systems LLC are not necessarily the views and opinions of A Realogy Company. All Rights Reserved. fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office is Independently Owned and Operated. ERA, and the ERA logo are registered service marks owned by.

7 Sunday, February 15, 2015 s Certification & Workshop Classes (Pre-registration required through ERA Learning Exchange) 9:00 AM 12:00 PM 9:00 AM 12:00 PM 9:00 AM 4:30PM 9:00 AM 4:30PM 9:00 AM 4:00PM 12:30 PM 4:30 PM 12:30 PM 4:30PM Distinctive Properties Jackie Gray, Virtual Instructor, Numbers Nerds Mike Daniels, Director, Strategic Analytics, Ninja Selling Mike Selvaggio, Broker/Owner, Delaware Homes Real Estate and National CRS Instructor Certified New Home Specialist / Residential Construction Certified Training Program Dennis Walsh, Owner and CEO, Certified New Home Specialist Residential Financial Consultant: Discovering the Finance Difference Pat Zaby, InTouch Systems Objection Handling Workshop Chris Leader, President, Leaders Edge Training Office Coordinator Workshop Chris Poolas, Virtual Training Manager, Education Sessions The Top Gun Experience 10:00 AM 11:30 AM Dan Elzer, President, The Training Academy How to Start Up Your 10:00 AM 11:30 AM Referral Business George O'Balle, Top Gun Instructor, ERA Prime Properties This NEW training program was developed in conjunction with Robyn Erlenbush and The Institute for Luxury Home. It will empower you with the materials, knowledge, and credentials you need to excel in this specialized market. It was designed to help sales professionals who currently work in the upper tier move to the next level or to help those just beginning to target the luxury home market and jumpstart their business! Upon completion of this course, you will receive all the member benefits associated with the new program as well as a personalized marketing plan. Training is synonymous with becoming a member of the new Distinctive Properties Attendees are encouraged to bring their marketing brochures and/or materials of their luxury distinctive properties to this class! This session is designed for brokers, owners, managers who want to retake control of their business. Join Jeff Riber as he shares which key numbers you need to focus on to run a profitable business. You ll also learn analytical skills that will help you see your office strengths and weaknesses as well. You learn first-hand how to develop an action plan for your company and move that needle in a lucrative direction. You cannot move what you do not measure. Founded on the nationally renowned real estate company, The Group, Inc. in Northern Colorado. You will learn from National CRS Instructor Michael Selvaggio, CRS, CCIM, about ways to compete like never before. Can you show your seller their actual Odds of Selling? You will after this course, plus learn about your brain, a 21 point business system made easy, the magic 50, 12 steps to getting listings sold, a powerful pre-listing packet and lots more. Join us for the Ninja Selling experience. Check us out at NinjaSelling.com Real Estate's Most Respected New Home Sales Training is guaranteed to increase your knowledge, confidence and success working with Builders, Developers and New Home Buyers. For success in both Resale and New Homes, Residential Construction Certified (RCC) teaches you the materials, methods, and terminology of residential construction Guaranteed to Increase Your Professionalism! Running the numbers couldn t be any easier but selling homes will be when you re providing decisionmaking information in a way that s easy to understand. The online apps available through any computer or Smartphone will justify the reasons for buying today and make listings more marketable. Mastering financial information will distinguish you from the competition and you'll have all the tools you need after you attend this class. Have you been asked to cut your commission? Or have you ever heard Let me think about it one too many times on a listing presentation? Then this workshop is for you! This 4 hour course will systematically show you how to handle and overcome the most common objections out there. You'll learn from Master Sales Trainer Chris Leader, as he shares a proven, systematic approach to any objection. See how body language, right questioning, personality styles, and what to say/exactly how you say it has a colossal impact on whether you will get that listing or crash and burn in the process. In this hands-on workshop, you ll effectively role play realistic scenarios of actual objections you ll face on listing presentations. You will be given the methods, tools, dialogues and scripts to permanently address and conquer just about any objection that is thrown at you. Offered specifically to office coordinators and administrators at IBC, but open to all; the Office Coordinators Workshop is designed to honor coordinators at IBC while sharing all the latest information on ERA products and services as well as insightful idea sharing. Enjoy presentations and Q & A sessions from the perspective of How to use all your innovative favorite ideas and tools. Refreshments and cool giveaways are provided so pre-registration is highly recommended! Make sure to have your office coordinator, administrator, someone that works in a similar role, or anyone who sees the value of this workshop register today. Have you ever wondered what Top Gun was all about? Join Dan as he shares some Top Secret information along with techniques and strategies taught in this Elite program. This is one session you don t want to miss. Understanding the things that it takes to get people to refer you. This will be a interactive session with possible idea sharing from the audience Sunday Continued on Next Page

8 Sunday, February 15, 2015 s 10:00 AM 11:30 AM 10:00 AM 11:30 AM Nelson's Secrets of Success Nelson Zide, CEO, Nelson Presents Organic Growth Panel Facilitated by: Lee Ann Roughton, Executive Business Consultant, Making 2015 Your Best Year in Real Estate and Crazy 1:00 PM 2:30 PM T-Shirt Sayings Todd Beckstrom, ABR, Broker, CRS, REALTOR, RSPS, ERA Wilder Realty, Inc. Nelson will go over his 5 secrets of his success. These are nuts and bolts plans and activities to increase your business and to sustain your business for the long haul. These are proven success ideas that will work for you and will be a lot of fun to learn! See how your peers have organically grown their company by increasing customer base, increasing output per agent and focusing on training and retention. This dynamic and humorous session will propel your business to new heights in 2015!! It will explore techniques and expert tips for prospecting, listing, buyers, pricing, planning, marketing, budgeting, appointment setting, technology and more. You will leave equipped to do more business TODAY. It promises to be fast paced, informative and funny. If your intention is to make 2015 your best year ever, you won't want to miss this one! 1:00 PM 2:30 PM 1:00 PM 2:30 PM 1:00 PM 2:30 PM Social Media Idea Sharing Facilitated by: Lee Ann Roughton, Executive Business Consultant, Radical Recruiting Pam Erman, President Real Estate Guidance, Inc. What, I need another App? Dan Elzer, President, The Training Academy Getting the most out of Social Media Marketing. See how your peers are using social media marketing to build credibility and gain influence successfully. Today s REALTORS are more receptive to change than they ve ever been! Whether they like it or not, they are finding themselves in the middle of a real estate industry revolution and are willing to leave what has been comfortable to seek out new leadership that understands this challenging landscape! Are you that Leader? In this session, we ll discuss 5 areas of focus MUST be on your radar screen...to include becoming their technology filter, providing an interdependent culture of trust, transparency and social savvy, delivering relevant training that rocks, and offering market sensitive financial programs. But FIRST you have to attract them! Join us to learn Here and Now recruiting strategies to bring them in the door after that, we ll make sure you can KEEP them there! Join Dan as he takes old school techniques and leverages new technology to blow your competition away. There are so many new technologies coming out that most of us get overwhelmed and paralyzed with fear. Dan will teach you how to breakdown the benefits and turn them into Winning Differences. Education Sessions LeadRouter Advanced Admin for Managers and 3:00 PM 4:30 PM Administrators Staci DelRe, Director, Business Development 3:00 PM 4:30 PM 3:00 PM 4:30 PM 3:00 PM 4:30 PM 3:00 PM 4:30 PM 15 "Must Do's" in 2015 John Horne, National Trainer, Building Successful Teams in Real Estate Pam Erman, President Real Estate Guidance, Inc. Manage Your Team to Victory Dan Elzer, President, The Training Academy Mergers & Acquisitions Panel Facilitated by: Dave Collins, Senior Vice President, Broker Services, This course will be an interactive session to review your company dashboard and share best practices with LeadRouter. This course focuses on Equipping Agents/Brokers with new "minimums" of care that customers expect. We discuss: Marketing Listings in Today's Video World, Spreading your message to the world through social media and other free outlets, and packaging services to become more attractive to new customers. Agents will not want to miss this exciting class and will walk away being able to compete on any level with any other brand. If you ve think you have NO interest in building a real estate team, are you interested in GROWTH? The Real Estate Team business model IS the most practical vehicle for growing your business to the next level in today s market. Yes, I said TODAY S Market! However, growing a team without the proper knowledge, guidance or experience can turn it into one of the greatest distractions you ll ever experience in your business and an emotional drain on you personally and financially. What could possibly make such a big difference in the outcome of your team income? Even if you currently have a team, join us to learn all about the 5 stages of growing a successful team TODAY! It s time for managers to be bold and put a stake in the ground. Take a clear position that leads your team to success. Agents are exposed to many different ways to run their real estate business and most of them lead to failure. Dan will help you determine what business models work best in your company. The time is now for you to lead your sales team to victory. Mergers and acquisitions can be a critical component for sustained growth. Hear from some of the ERA Brokers who have made M&A core to their strategy and how they have achieved success. In this session you will learn the keys to prospecting for merger candidates, due diligence and culture, negotiating and transitioning successfully.

9 Monday, February 16, 2015 Workshop (pre-registration required) 1:00 PM 5:00 PM Office Coordinator Workshop Part 2 Chris Poolas, Virtual Training Manager, ERA Franchise Systems LLC s Offered specifically to office coordinators and administrators at IBC, but open to all; the Office Coordinators Workshop is designed to honor coordinators at IBC while sharing all the latest information on ERA products and services as well as insightful idea sharing. Enjoy presentations and Q & A sessions from the perspective of How to use all your innovative favorite ideas and tools. Refreshments and cool giveaways are provided so pre-registration is highly recommended! Make sure to have your office coordinator, administrator, someone that works in a similar role, or anyone who sees the value of this workshop register today. Education Sessions New Negotiating Edge - Gaining Trust & Loyalty Ed Hatch, President, Ed Hatch Seminars, Inc. Who Moved My Leads? Mark Joyner, Vice President, Napier Realty ERA Harness the Power of LinkedIn Tomas Martinez, Publisher/Owner, Luxury Home Magazine Silver Bullet Solutions, Part I Mike Selvaggio, Broker/Owner, Delaware Homes Real Estate and National CRS Instructor Marketing Strategies - The High Cost of being a "SECRET AGENT Jeff Lobb, Founder and CEO, SparkTank Media ipad for Real Estate, Working with Buyers and Sellers Gary Wise, Co-Founder, The Paperless Agent Working Smarter not Harder Using Your ERA Toolbox Jackie Gray, Virtual Instructor You can give advice to clients who do not trust you they just won t take it! So, the successful resolution of any negotiation begins with overcoming the most predictable form of resistance DISTRUST. In this session you will learn the 3 essential elements that affect the outcome of any negotiation and application for each, the 3 predictable forms of resistance, the implementation of 4 specific strategies for gaining the TRUST & LOYALTY of the client. A lot of us have been in the business a good while. If we look back to when we started, things are way different now. If we look back to when we felt really successful for the first time, things are way different now. This is especially true with Leads and Prospecting. Many of us are looking for leads like we did "back "then" and it can feel like banging your head into a wall sometimes... "Ohhh those internet leads, they are impossible to convert..." Let's get together and make some sense out of today's buyers and sellers. Let's look at how the home buying/selling process worked back then, and more importantly let's look at how it works now! Let's find those leads, let's cultivate those leads, and let's be the first handshake they get! Let's do more business and have more fun doing it! LinkedIn is a foundational social media tool every Realtor needs to learn and use. Come learn some of the basics and a few advance techniques that can separate you from your competition. It is called Silver Bullets because there are actually ways we can learn to outperform the competition that others refer to as "There are no Silver Bullet Solutions." OH YES there are. This is based on a multiple year collection of tried and true ways to show less, sell more homes. Closing techniques that you may not be using, how to create raving fans that will send you referrals for years to come, how to enjoy our business more, how to work less hours, and lots of humor with Mike. (Part I) People, branding and marketing, many agents fall short of finding new business that's literally right around them. The lack of Branding, repetition and creative marketing prevents average agents from being Top Producers. From old school methods that still work to creative local online presence, agents need to create the image and the reputation of the go to local agent in their markets. Local presence wins business. In this session you will learn creative marketing ideas and strategies that have won and continues to win new business daily from Top producers throughout the country. Being a high profile agent that's recognized everywhere, every place to generate conversations and leads that come to you! Being a secret agent may be costing you thousands and you just don t know it. Lets get to the heart and soul of the secret agents in your market and flip the switch. A session with ideas you can implement immediately!! Learn how to effectively use your tablet to give your clients an exceptional experience with Garry's 5- step Buyer Tour and 5-step Listing Appointment. See the power behind being completely mobile and learn how to save 5 hours of your time per transaction and generate more referrals through offering a unique service to your clients. You have them, why not use them! Leverage ERA tools and services to take your business to the next level and set yourself apart from the competition. After completing this course you will be able to answer the questions: 1. ERA - what s in it for me? 2. What is in the ERA Toolbox and how can I use it in my market? 3. Can using this ERA stuff help me make more money and work more efficiently? Monday Continued on Next Page

10 Monday, February 16, 2015 s Education Sessions New Negotiating Edge - Getting Past NO! Ed Hatch, President, Ed Hatch Seminars, Inc. Top Agent Idea Sharing Facilitated by: John Horne, National Trainer, The Distinctive Agent Tomas Martinez, Publisher/Owner, Luxury Home Magazine Silver Bullet Solutions, Part II Mike Selvaggio, Broker/Owner, Delaware Homes Real Estate and National CRS Instructor Creating your Online Differentiators! Stand out and Win Business Jeff Lobb, Founder and CEO, SparkTank Media Evernote for Real Estate Gary Wise, Co-Founder, The Paperless Agent YES, BUT your commission is too high we need to sell for more we want to offer less are just a few examples of the objections that arise CONSTANTLY! Since they do would it not be smart to learn a PRESENTATION to AVOID them a STRATEGY to successfully HANDLE them along with the specific LANGUAGE for OVERCOMING them? If that makes sense to you, then this is the session for you! Agents will learn directly from our panel of top producers as we explore new challenges faced in today's market. Top producers will discuss how they are able to stay ahead of today's real estate trends. This panel will concentrate on generating leads, time management tips, and successful advertising that brings new business to their doors. Come and hear these top producers share their methods of success. There will also be time for questions. Being a Distinctive Agent is a mindset, not a price range. Learn the "best practices" of top agents and how to separate yourself from the pack. It is called Silver Bullets because there are actually ways we can learn to outperform the competition that others refer to as "There are no Silver Bullet Solutions." OH YES there are. This is based on a multiple year collection of tried and true ways to show less, sell more homes. Closing techniques that you may not be using, how to create raving fans that will send you referrals for years to come, how to enjoy our business more, how to work less hours, and lots of humor with Mike. (Part II) You have All heard the numbers that 90% or more of consumers are online. Knowing that..the question is, where are you? In this session you will learn key strategies to be where the consumer is online. Learn how to be more visible to them with google, build your online reputation and really go outside the box to digitally farm your market. Other great strategies shared will be unique marketing strategies to find customers and ways to drive them back to your site AFTER they have left. More importantly, learn how to use these strategies to win Listings!! This is an content packed session you don t want to miss! Evernote was made for Real Estate and functions perfectly to enable Realtors and Brokers to make a full transition to a Paperless operation. Garry will show you GoodLife's secret system they use to organize and utilize Evernote in a Paperless Office.

11 Tuesday, February 17, 2015 s Objection Handling Throwdown Facilitated by: Tony Lombardo, Executive Business Consultant, Does Your Business Have Bounce? Connecting and Closing in a Changing Marketplace Karel Murray, CSP, Our Branch, Inc. Managing and Leading for Profit Peter F. Hunt, Broker/Owner, HUNT Real Estate ERA Getting Great with Google Bill Lublin, CEO, Social Media Marketing Institute Listing Presentation Reboot Leigh Brown, Wake Up Artist, No Fluff Training Glittering, Glistening and Glum! Matthew Ferrara, Philosopher, Speaker, Photographer Working Smarter not Harder Using Your ERA Toolbox Jackie Gray, Virtual Instructor, This game show-like session features some of ERA finest objection handlers. They will compete in multiple audience-voted elimination rounds until one objection handling champion emerges. You will gain practical, effective talk tracks and powerful rebuttals to some of the most common client stalls and excuses. A business with bounce is planned, branded, and marketed with your core values and profitability in mind. In this information-packed session you will Find out what future trends are going to impact how you market and how you grow. Get a step-by-step roadmap to creating a solid marketing identity and strategic action plan. Take away top tips for maximizing your marketing design and approach in each media Discover what works and what doesn t (plus a few new tricks) in branding a market identity The course will clearly show what real estate brokerage managers and leaders can control or manage to realize greater profits as well as strategies to affect the kind of change needed inside the company for optimal performance. Google is much, much more than just a search engine. Learn how having a Google account can unlock tons of free software and tools to operate your business and collaborate with colleagues and customers. Learn what tools are best for REALTORS and which ones can replace costly tools you might be using.,. Includes specific steps for creating documents, presentations, flyers to enhance their marketing efforts, photo storage and sharing, and how to use Google alerts to gain business intelligence to grow your business. If you want to win more listings, and work with more educated sellers who really understand the market-if you want to provide more information than just MLS comps to provide better pricing models on homes-if you want your sellers to be able to tell the difference between your market and what they see on HGTV, this class will provide ideas, scripts, dialogues and actionable items to make that happen. You don't have to be a geek to understand the numbers and trends in the market-but you do need to know how to explain them! We'll make that happen How do clients feel when they meet your marketing? Learn how to make your bio smile, your listings hug and your presentations relax clients into their dreams with this creativity workshop. Picture emotional spaces for your business to grow, with the help of great literature, daily writing exercises, and photography techniques. Participants should come prepared to read and write with others. Bring your camera to practice photo-literature, too. You have them, why not use them! Leverage ERA tools and services to take your business to the next level and set yourself apart from the competition. After completing this course you will be able to answer the questions: 1. ERA - what s in it for me? 2. What is in the ERA Toolbox and how can I use it in my market? 3. Can using this ERA stuff help me make more money and work more efficiently? Perfecting a System to Attract Fiercely Determined Agents Staci Del Re, Director, Business Development, Needles in Haystacks Leigh Brown, Wake Up Artist, No Fluff Training The Good, the Bad, and the Ugly - Useful & Useless Technology Bill Lublin, CEO, Social Media Marketing Institute This interactive group session will give you everything you need to develop a proactive recruiting plan and system to launch, manage and track a recruiting initiative that will help you attract fiercely determined agents. It's not just about finding leads (although, well, it IS about finding more leads), it's about converting those leads from an online form into clients with whom you build relationship. We'll discuss ideas for old school and new school lead generation and also discuss scripts and dialogues for better conversion rates Real estate agents and brokers are the targets for vendors that think we have lots of money to waste- when we certainly do not! Know what to use and what NOT to use as the technology to build your business. Brokers and managers will learn from the best what technology has the lowest cost and highest value as well as how to best choose and implement technology that compliments their business model Tuesday Continued on Next Page

12 Tuesday, February 17, 2015 s Minding the Gap Applying Generational Concepts for Dramatic Results Karel Murray, CSP, Our Branch, Inc. China: The Future Frontier Matthew Ferrara, Philosopher, Speaker, Photographer Follow the Money: The next wave of Luxury and Resort Buyers Robyn Erlenbush, Broker/Owner, ERA Landmark Real Estate In Europe, stepping on to a subway is preceded by a recorded warning Mind the Gap. Now, more than ever, real estate licensees are working with a highly diverse group of consumers. Licensees no longer can expect to achieve measurable results in their marketing efforts by operating in an information vacuum and not acknowledging the impact of generational influences. Bridge the gap between generations by developing a targeted prospecting campaign with the intent of making YOU the information resource when it comes to real estate. Get specific in designing your approach to the different generations and uncover your overall effectiveness by initiating a personal procedural audit process that will help ensure your career stays aligned with a changing marketplace. Targeting communication to the needs of different generations will help create powerful, meaningful connections with the consumer and will build your referral base. When you mind the gap everyone wins. Last year, more than $92B in foreign investment landed in North American real estate, much of it from China. Learn what it takes to capture your share of this lucrative market. Go beyond basic "kiss, bow, shake hands" and get into the culture, minds and business manners of the modern Chinese consumer's growing appetite for foreign property. Join Robyn Erlenbush for a fast paced look at what the new generation of luxury and resorts buyers demand from their agent, how they chose their perfect home and the latest trends and designs that influence their buying decision. Identify what buyers value most in a luxury/resort buyer s agent. Uncover the latest trends in interior and exterior housing design that influence the luxury buyer s choice. Discover the most popular marketing channels high-end buyers use to find their perfect property.