Program Details


“Prescription for a Changing Market”
Terry Watson, ABR, CIPS, CBR, CRS, GRI, ABRM
Terry Watson Seminars, Chicago, Ill.
The real estate industry is now going through natural selection. The average agent is ill equipped at best
to compete in today’s real estate market. The last couple of years have been unprecedented and violated
all the basics. Real estate is simply correcting itself and things are going back to normalcy. In an exploding
market, skills are not needed. You connect with a buyer or a Seller and hold on. All over the country, it is
changing or has changes into a buyers market. If you are prepared, this can be your finest hour! This
session is your prescription for a changing market.
  • Main Sessions
  • Broker/Manager Sessions
10:30 am – 12 noon:
Morning Education Sessions
2:00 pm – 3:30 pm
Afternoon Education Sessions
“Increasing Profits with SHORT SALES… the BIG Foreclosure Secret”
Philip Tesoriero
Gelip Inc., Consulting, Amity Harbor, NY
Today’s rapidly changing market now requires you to be knowledgeable in the critical areas of short sales and foreclosures. Over priced listings, low offers and high mortgages, puts you in a position to help keep a transaction together for distressed sellers and hopeful buyers and in turn, increase your sales profitability. Learn how to generate more foreclosure and short sale leads and convert them to listings, what is required in order to successfully complete and close a short sale and identify the paperwork necessary to do it. In addition, learn how to preserve and maximize your commission. Find out the tips and secrets you need to know to have the bank look at your short sale while all the other agents are waiting for months. All this and lots more will be covered!!		 “The New Rules of the Real Estate Game – Generational Selling”
Terry Watson, ABR, CIPS, CBR, CRS, GRI, ABRM
Terry Watson Seminars, Chicago, Ill.
Because of the generational differences in Realtors vs. consumers, buyers and sellers are eating our lunch and popping the bag. Learn what you need to know to meet and exceed the bizarre and highly demanding requests of today’s generation-challenged real estate market. The typical salesperson is 53 to 55 years old. A typical buyer is between 32 and 35 years old. What you don’t know about the latter group could prevent you from aspiring to the next level of sales, income and even, professionalism. Don’t miss this session.
“How to Double Your Income by Working with Investment
Property BUYERS”
Tom Lundstedt, CCIM
Tom Lundstedt Seminars, Ephraim, WI
Your clients want good investment properties – from single- family rental houses to duplexes and beyond. Realtors who can confidently evaluate rental properties and present infor- mation to buyers in a clear, understandable manner can dominate this growing market. This session includes:
  • How to use your IRA to buy and sell real estate
  • Receive a simple one-page worksheet that makes it easy to enlighten and motivate buyers
  • How to calculate the rate of return before the purchase
  • Maximizing tax benefits by using the depreciation deduction most overlook.

*THIS SESSION ranked in top 3 at Tri-State Convention in December!		 “How to Double Your Income by Working with Investment Property SELLERS
Tom Lundstedt, CCIM
Tom Lundstedt Seminars, Ephraim, WI
It takes at least as much knowledge and strategy to sell a property at the right time, as it does to buy... maybe more! Many real estate investors hold their property far too long. As their equity grows, the rate of return on that equity falls. This session demonstrates that property owners can greatly boost the rate of return – and increase their wealth – by moving the equity from their current property to one, or more, new properties. Stand out from your competition by knowing the best way to establish the value of rental property; how to tell if a property’s rate of return still measures up, when and how to move the equity from one property to another. Having this knowledge is a powerful way to increase listings, plus make more sales! Don’t miss it.
“How to List, Prospect and Succeed in a New changing market”
Verl Workman
Pinnacle Quest Consulting, Sandy, Utah
The market has changed and many agents are unprepared having only ridden the wave of the exploding markets of the last decade. In addition, the Internet has now become a primary source for consumer buying decisions. Today’s agent must understand what buyers and sellers really want and shift to deliver a new consumer-centric business model in order to stay competitive and prosper. Topics include: Sellers – tools and data to convince the Seller of ‘market reality’; Buyers – how to get them to take the leap and buy; Generational Marketing – best strategies to reach all 4 groups; and much more. Get the tools you need to position yourself for the new market, new expectations with new money-making opportunities.		 “Increasing Profits with SHORT SALES the BIG Foreclosure Secret”
Philip Tesoriero
Gelip Inc., Consulting, Massapequa, NY
(Session repeated in the afternoon due to the popularity of the SHORT SALES
subject)
Wrap Up Session 3:45 pm – 4:30 pm

Seven Key Money Issues Every REALTOR Should Know!
Tom Lundstedt, CCIM
Tom Lundstedt Seminars, Ephraim, WI

Labeled as just about the funniest and most valuable financial session any Realtor in America could attend, Tom closes the conference with his life changing financial tip program for Realtors.

Topics include

  1. how to use your IRA to buy and sell real estate;
  2. the new home office rules…how it puts $$$ in your pocket!
  3. why you should put your kid to work . . . immediately! …. and if you’re self-employed and don’t have a kid… get one!
  4. why you should become a "bifurcating" expert and how it'll save you tons of tax dollars;
  5. how you as a Realtor  can immediately recognize a good rental property
    6. and more…
This session is guaranteed to help you earn more money and  save you more on taxes. 

Special! Broker/Manager “Profitability” Sessions!

Scheduled specifically for brokers and managers at this year’s conference are profitability sessions designed to benefit both large and small real estate offices.

Morning Broker/Manager Session
10:30 am – 12 noon
Afternoon Broker/Manager Session
2:00 pm – 3:30 pm

Managing and Weathering Through the Perfect Real Estate Storm
Terry Watson ABR, CIPS, CBR, CRS, GRI, ABRM
Terry Watson Seminars, Chicago, Ill.

Brokers and Managers are experiencing a market like no other. Easy mortgage money has evaporated, foreclosures are at an all time high, the media is poisoning the agent’s minds, buyers are looking to steal everyone’s property or scared to make offers, sellers are clinging to the hope of getting what they were getting 3 years ago. Sound familiar? In this NEW session for brokers and managers, Terry will teach you how to:

  • Provide agents with new strategies, new resources and cutting edge information to assist them in their sales (with no cost to them);
  • Make use of the most under-utilized NAR and industry resources for growing your business in this changing market
  • Avoid the TOP 10 MISTAKES 99% OF Brokers are making that are leading them to stress, anxiety and sleepless nights.
  • Recognize the 7 most career changing resources to turn your agents into sales machines
  • Prepare for and get in front of the new trends for 2008 and beyond

This new broker and manager session will provide you with strategies and tools to make your office sales soar, keep transactions together and help your office be the best it can be in the toughest market ever.

This session is a must for managers.

Bullet Training Thinking: How to Retool, Rethink, Retrain in order to Retain and help your agents succeed in any market!
Verl Workman Pinnacle Quest Consulting,
Sandy, Utah

It’s not okay anymore to push our agents into technology and sales strategies that we are not using ourselves. This unique session will inspire you as managers and brokers and owners to implement the newest tools, training and trade secrets, use them in recruiting and retaining your agents, overcome their fears and build confidence. More importantly, you will leave this session feeling empowered with the knowledge to make changes that will have a positive effect on the bottom line! This session will teach you:

  • Why now is the time to retool!
  • Prospecting Power tools that will bring real buyers to your agents
  • The right kind of marketing that will make a difference on your profitability
  • What is hot and what is not – a review of current and new technologies
  • Set it and forget it: How to create high touch systems for recruiting and retention
  • How to run and profit from virtual offices.
This session is a must for brokers and managers.