- Note: If you will be attending any of the education sessions, you MUST pre-register for them prior to the convention. To register for the classes, simply mark the classes you want to attend when you register. Attendees who have not pre-registered for a class will be admitted if space is available in the room. (note, many of these classes also count towards one of NAR’s designations or certifications. To receive the designation or certification, there may be additional requirements/costs related to receiving the designation/certification)
Tuesday, March 20, 9:00 – 4:30. (Classes are 6 hour classes with the exception of the BMC and Property Management classes which are 3 hour classes).
Pricing Strategies: Mastering the CMA (3-legal issues/3-general)
Determining property values depends more than ever on professional expertise and competence, the best use of technology, and approaching the pricing assignment from various perspectives. Enhance your skills in pricing properties, creating CMAs, working with appraisers, and guiding clients through the anxieties and misperceptions they often have about home values.
Bonus: this class counts towards NAR’s PSA certification and is an elective for the ABR, SRS and GRI designations.
Instructor: Cheryl Knowlton
Converting Leads Into Closings
Whether you are a new agent building your business or an established agent keeping your database fresh, maintaining a flow of potential customers is crucial to your success. Attracting leads is key, but if you don’t have effective systems for converting them into closings, you’re leaving money on the table. This course highlights both traditional and digital approaches to identifying and closing more customers covering all aspects of a successful customer interaction experience – attraction, first contact, needs analysis, incubation, conversion, closing, and beyond.
Bonus: this class counts towards the CRS designation and as an elective for Arizona’s GRI designation.
Instructor: Gee Dunsten
Effective Negotiating for Real Estate Professionals (3-agency/3-general)
This course will give you tools and tactics to improve your effectiveness in any negotiation to consistently facilitate the best outcomes for your clients, even under pressure. You’ll discover and practice techniques for client counseling and advocacy, as well as the art of influence and persuasion. In addition to the principles and phases of effective negotiation, topics include dealing with deadlock and difficult negotiators, multi-party negotiations, cultural influences and the role of electronics in today’s connected world.
Bonus: this class counts towards the PMN designation and as an elective for Arizona’s GRI designation
Instructor: Melissa Zimbelman
Building Wealth, Representing Investors, and Becoming One Yourself (3-agency/3-general)
This course will cover the fundamentals of real estate investment that practitioners need to know to expand their business services. You will learn how to work with investors as they goal set, plan, evaluate, and acquire properties as well as manage them. You will also learn how to “walk the talk” and become a real estate investor yourself.
Bonus: this class counts towards Nan elective for the ABR and SRS designations
Instructor: Maurice Hampton
Team Leadership for Maximum Performance
Today’s team leaders must deal with a myriad of challenges, such as managing turnover, training and mentoring – in addition to running a successful and profitable business. To be successful, you must develop and implement a leadership strategy that addresses these challenges and have the flexibility to adapt to different personalities and different situations. This class will help you understand the different management and leadership techniques and apply them to everyday situations.
Bonus: this class counts towards the C-RETS certification and as an elective for the SRS designation and Arizona’s GRI designation
Instructor: Bill Lublin
BMC #2: Broker Policies (9-Noon)
Instructor: Mary Frances Coleman
BMC #3: Supervision (1:30 – 4:30)
Instructor: Mary Frances Coleman
Landlord-Tenant Relations: Maintenance & Repair (9:00 – Noon)
(3- Legal Issues)
Instructor: Denise Holliday
Bonus: This class counts towards CRPM certification elective credit)
Property Management Trust Accounting (1:30 – 4:30)
(3- Commissioners Standards)
Instructor: Mike Mumford
Bonus: This class counts towards CRPM certification credit)