University Sessions

AudienceTrackMonday 1:00 PM – 2:00 PMSpeaker
All AudiencesBuilding Your BusinessHow to Go from Solopreneur to Running Your BusinessJared James
The Fastest, Least Expensive Way to Double Your Sales in 2020Amanda Holmes & Ted Miller
The FOREVER Agent — “The Why and the How”Allan Dalton & Wendy Durand
The Power of Understanding PeopleDavid Mitchell
Lead Generation & ProspectingSAGE CRM-101: Power-Up Your Real Estate Sales BusinessDohn Bower
MindsetBuild Your Story For an Instant Advantage Over Your CompetitionMatthew Pollard
Commitment, Consistency & Discipline — Building A “Success” MindsetRick Berube
Take Your Business to The Next Level By Referral While Living a Balanced LifeJohnnie Johnson
Money Management IS ManageableJustin Krane
Niche MarketsLuxury Strategies — Reaching Out Around the Globe – PANELJo-Ann Sloan
The Power of the Military Market – PANELRosalie Warner
Broker/Owners/LeadersCFOCFO ForumBrian Peterson
AudienceTrackMonday 2:30 PM – 3:30 PMSpeaker
All AudiencesBuilding Your BusinessIf You Want Better Answers, Ask Better QuestionsDebbie Gallant
The FOREVER Agent — “The Why and the How” – REPEATAllan Dalton & Wendy Durand
The Power of Understanding People – REPEATDavid Mitchell
To Team or Not To Team, That is the QuestionMark Carr
Lead Generation & ProspectingSAGE CRM-101: Power-Up Your Real Estate Sales Business – REPEATDohn Bower
MindsetBuild Your Story For an Instant Advantage Over Your Competition – REPEATMatthew Pollard
The Future Value of a ClientMatt Johnston
Take Your Business to The Next Level By Referral While Living a Balanced Life – REPEATJohnnie Johnson
Money Management IS Manageable – REPEATJustin Krane
Niche MarketsCapturing the Homebuyer of Today and the Future: A Journey Through the Changing Housing Landscape – PANELTeresa Palacios Smith
New Homes Bring New Opportunities for Success!Dennis Walsh
Broker/Owners/LeadersGrowing Your BusinessPlanning & Delivering Impactful Sales Meetings that Drive RevenueSherri Johnson
MindsetMindsetting Strategies for LeadersMark Panciera
AudienceTrackMonday 4:00 PM – 5:00 PMSpeaker
All AudiencesBuilding Your BusinessBuild Your “FOREVER” Business with Berkshire Hathaway HomeServices Preferred AlliancesKristi Kennelly
Dalton’s Keys to “Demotivating” Home SellersAllan Dalton
How to Survive the Real Estate Roller CoasterHeidi Marshall
Killer Shark Listing PresentationsDebbie Gallant
Pricing Strategies to Win, Keep and Sell More ListingsSherri Johnson
The FOREVER Agent — Effective Online MarketingAdwerx & Facebook
Lead Generation & Prospecting7 Specific Ways To Create Business Right Now!Jared James
SAGE CRM-101: Power-Up Your Real Estate Sales Business – REPEATDohn Bower
MindsetCommitment, Consistency & Discipline — Building A “Success” Mindset – REPEATRick Berube
Niche MarketsThe Million Dollar Market: Capitalizing on the Diverse Markets of Today – PANELWayne Woodyard
Broker/Owners/LeadersGrowing Your BusinessThe Brokerage Profitability and Production Balancing ActBrian Peterson & Steve Ladd
The 3-Step Recruiting Success FormulaJimmy Burgess & Susan Ireland
AudienceTrackTuesday 1:00 PM – 2:30 PMSpeaker
All AudiencesBuilding Your BusinessPress the Damn Button!Brian Fanzo
The FOREVER Agent — “The Why and the How” – REPEATAllan Dalton & Wendy Durand
The Orange Basket Method — How To Grow Your Business with Video Marketing (Fast)Antoine Dupont
Yes — A Real Estate Business — The Path To Financial FreedomFred Tichauer
The Top 10 Characteristics of a Top Producer: Building a Successful Real Estate Business in Any Market – PANELChristy Casey
Lead Generation & ProspectingFanatical ProspectingJeb Blount
Market DominationJeff Lobb
MindsetChampions of ChangeTodd Graham
Relocation & AffinityVerified Rocket Homes Agent Kick-off!Rocket Homes
Broker/Owners/LeadersGrowing Your BusinessBeyond Smoke & Mirrors – PANELSusan Ireland
Maximize Your Brand Experience, Productivity, Recruiting and Retention with Preferred Alliances – PANELNina Fabbri & Elizabeth Van Beuren
AudienceTrackTuesday 3:00 PM – 4:30 PMSpeaker
All AudiencesBuilding Your BusinessDalton’s Keys to “Demotivating” Home Sellers – REPEATAllan Dalton
How to 10X Your BusinessTrey Willard
How to Stay Relevant in Facebook’s News Feed in 2020 and BeyondKatie Lance
Learn How to Double Your Sales in 12 Month FlatAmanda Holmes & Ted Miller
Maximizing Google Real Estate Tools for SuccessJacqueline Lechner
The Orange Basket Method — How To Grow Your Business with Video Marketing (Fast) – REPEATAntoine Dupont
MindsetGet the Life (Plan) You Deserve!Gino Blefari
Niche MarketsWomen Who Lead: Inspiring, Motivating & Creating Opportunities – PANELTeresa Palacios Smith
Expanding your Real Estate Business Globally – PANELRobert Watson
Broker/Owners/LeadersGrowing Your BusinessMaximize Your Brand Experience, Productivity, Recruiting and Retention with Preferred Alliances – PANEL – REPEATNina Fabbri & Elizabeth Van Beuren
Niche MarketsBroker Strategies for New Home Sales SuccessDennis Walsh
Trainers ForumTrainers Forum: Agent Productivity Training That Gets Results – PANELDohn Bower

Commercial University Sessions

Audience:Track:MONDAY 1:00 PM – 2:00 PMSpeaker:
All AudiencesCommercial CRE, Where We Were, Where We Are & Where We’re GoingMike Fields & Michael Jalbert
Audience:Track:MONDAY 2:30 PM – 3:30 PMSpeaker:
All AudiencesCommercial Open Forum: Q&A on Market Conditions & Best PracticesMike Fields
Audience:Track:MONDAY 4:00 PM – 5:00 PMSpeaker:
All AudiencesCommercial Internal Commercial Designation for Berkshire Hathaway HomeServices AgentsMike Fields
Audience:Track:TUESDAY 1:00 PM – 2:30 PMSpeaker:
All AudiencesCommercial Practice Sales Fundamentals Daily, Achieve Your Personal Success and Professional GoalsJohnnie Johnson
Audience:Track:TUESDAY 3:00 PM – 4:30 PMSpeaker:
All AudiencesCommercial Best Practices Round TablesMike Fields

7 Specific Ways To Create Business Right Now!

As the industry has continued to change, how you create business and what the consumer expects has also changed. Learn seven specific strategies you can implement on day one after Sales Convention to create predictable and ongoing revenue from now on!

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Speaker: Jared James

Time: Monday 4:00 PM – 5:00 PM

Track: Lead Generation & Prospecting

Audience: All Audiences

Location: Grand Ballroom A1

Beyond Smoke & Mirrors — PANEL

Did you ever wish you could de-mystify real estate competitors’ platforms and win the recruiting and retention wars raging in today’s real estate market? This session uncovers the hype, fine print and “too good to be true” traps designed to fool agents into thinking the grass is greener at another company. Join a panel of Berkshire Hathaway HomeServices network members as they share their high-level strategies and successful techniques to compete with a number of high split/low value competitors. Collaborate with your peers from across the country to create a proactive (not reactive) competitive blueprint for 2020.

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Facilitator: Susan Ireland

Panelists: Dave Corey, Berkshire Hathaway HomeServices Perrie Mundy Realty Group

Tiffany Smith Costello, Berkshire Hathaway HomeServices PenFed Realty Texas

Kevin Leonard, Berkshire Hathaway HomeServices Northwood Realty Services

John MacGilvary, Berkshire Hathaway HomeServices Verani Realty

 Nicholas Patsio, Berkshire Hathaway HomeServices Commonwealth Real Estate

Time: Tuesday 1:00 PM – 2:30 PM

Track: Growing Your Business

Audience: Broker/Owners/Leaders

Location: 207 CD

The Brokerage Profitability and Production Balancing Act

Building a successful and profitable real estate brokerage is a delicate balancing act of daily operations and accounting to leading your agents and their activities that will grow your business. HSF Affiliates financial leaders Brian Peterson, CFO and Steve Ladd, VP and Controller will share their expertise and provide actionable takeaways to help brokers master their systems and brokerage leadership.

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Speakers: Brian Peterson & Steve Ladd

Time: Monday 4:00 PM – 5:00 PM

Track: Growing Your Business

Audience: Broker/Owners/Leaders

Location: 209

Broker Strategies for New Home Sales Success

Distracted by iBuyer models and other so-called “disrupters?” It’s time you and your agents take advantage of the wide-open new home market that 61% of all active homebuyers are actually shopping! In this fast-moving session, Dennis Walsh, real estate’s #1 new home sales expert, shares powerful opportunities, trends and broker strategies to gain more listings, more buyers and more closed transactions – and create a pipeline of business for long-term growth and success!

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Speaker: Dennis Walsh

Time: Tuesday 3:00 PM – 4:30 PM

Track: Niche Markets

Audience: Broker/Owners/Leaders

Location: Davidson C Ballroom

Build Your “FOREVER” Business with Berkshire Hathaway HomeServices Preferred Alliances

The FOREVER Agent toolkit is full of Preferred Alliance companies contracted specifically to help our network sales professionals build their businesses. You’ll learn the top trends for 2020 and best practices in personal marketing, social media targeting, drip campaigns, photography/video and post-sale marketing.

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Speaker: Kristi Kennelly

Time: Monday 4:00 PM – 5:00 PM

Track: Building Your Business

Audience: All Audiences

Location: Davidson C Ballroom

Build Your Story For an Instant Advantage Over Your Competition

There’s a science around storytelling and it’s why a “story” is fundamental to a winning sales process. Learn the exceptional power of story, its use in gaining trust and credibility, and its effectiveness at sidestepping objections. You’ll hear about Matthew’s real-life clients – some painfully introverted, some needing to get hyped up on coffee to make the day bearable, some with sales in their DNA and thinking they were already doing everything right. Lower your stress and increase your closing rate by uncovering the secrets you’ll learn in this session to craft laser-sharp true stories that make prospects say, “I want that!”

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Speaker: Matthew Pollard

Time: Monday 1:00 PM – 2:00 PM                                        2:30 PM – 3:30 PM  REPEAT

Track: Mindset

Audience: All Audiences

Location: 205

Capturing the Homebuyer of Today and the Future: A Journey Through the Changing Housing Landscape — PANEL

According to Freddie Mac’s definition of “Mortgage Ready” there are currently 92.4 million ready, willing and able buyers who will be competing for your attention in this new market economy. Learn how you can become the “FOREVER Agent” and corner this ever-growing market using the tools and resources that will set you apart from the competition.

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Facilitator: Teresa Palacios Smith

Panelists: Carmen Mercado, Freddie Mac

Marlana Scott, Freddie Mac

Time: Monday 2:30 PM – 3:30 PM

Track: Niche Markets

Audience: All Audiences

Location: Davidson C Ballroom

CFO Forum

Join Brian Peterson, CFO of HSF Affiliates, for an informative session on financial issues that are common among CFOs within the Berkshire Hathaway HomeServices network. CFOs and other finance professionals are welcome to join us for this opportunity to network with other CFOs and collaborate on shared challenges and solutions.

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Speaker: Brian Peterson

Time: Monday 1:00 PM – 2:00 PM

Track: CFO

Audience: Broker/Owners/Leaders

Location: 204

Champions of Change

Few people easily adapt to — or even like — change. Still, we deal with change daily in all aspects of our lives. From marriage and family to world and community, change is the constant. Adapting to change is an essential life skill. In this keynote, Coach Graham will share stories and lessons showing how to infuse program, people and places with transformational cultures that focus on winning in all facets of life. Through Coach Graham’s leadership and strategies for change, programs reached levels of success not seen in decades and individuals reached their potential with numerous academic, character-driven and athletic honors and awards. The lessons and stories shared by Coach Graham come from an authentic place of both pain and passion, and will give you the tools to overcome obstacles, adapt to changes, and accelerate growth in your personal and professional lives. Learn how to live a Championship Life!

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Speaker: Todd Graham

Time: Tuesday 1:00 PM – 2:30 PM

Track: Mindset

Audience: All Audiences

Location: Davidson A Ballroom

Commitment, Consistency & Discipline — Building A “Success” Mindset

Commitment, consistency and discipline are the keys to building a mindset that will help you reach your goals and achieve your dreams. Make every day a success with the power of “Habit Replacement Therapy” shared by top coach and trainer, Rick Berube.

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Speaker: Rick Berube

Time: Monday 1:00 PM – 2:00 PM

4:00 PM – 5:00 PM        REPEAT

Track: Mindset

Audience: All Audiences

Location: 201 AB

Dalton’s Keys to “Demotivating” Home Sellers

Become de-inspired by Dalton. In a classic example of the Socratic method of learning, Allan Dalton takes on numerous and counter-productive industry-wide clichés. Specifically, he tackles verbiage sellers have, figuratively speaking, developed antibodies toward and replaces these tired and hackneyed approaches with consumer-centric and more acceptable language designed for the Berkshire Hathaway HomeServices Home Marketing System.

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Speaker: Allan Dalton

Time: Monday 4:00 PM – 5:00 PM

Tuesday 3:00 PM – 4:30 PM    REPEAT

Track: Building Your Business

Audience: All Audiences

Location: Davidson A Ballroom (Monday) / 207 AB (Tuesday)

Expanding Your Real Estate Business Globally – PANEL

Exclusively for CIPS Designees, Brokers, Owners and Relocation/Referral Directors

Looking to build a global referral network? Join our network’s Certified International Property Specialists (National Association of REALTORS® CIPS Designees) and our global franchisees from the United Kingdom, Germany, Italy, Dubai, Spain and Portugal to share best practices in global referrals and global business expertise.

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Facilitator: Robert Watson

Panelists: Catrina Catalano, Berkshire Hathaway HomeServices California Properties

Ellie Johnson, Berkshire Hathaway HomeServices New York Properties

Reba Miller, Berkshire Hathaway HomeServices New York Properties

Antonia Watson, Berkshire Hathaway HomeServices New York Properties

Time: Tuesday 3:00 PM – 4:30 PM

Track: Niche Markets

Audience: All Audiences

Location: 208 AB

Fanatical Prospecting

Creating winning dialogues that engage prospects and get their attention is the first step to dramatically increasing your sales. In this session, Jeb Blount, author of “Fanatical Prospecting” will arm you with a systematic process for identifying, engaging and moving high-value qualified prospects into your sales pipeline. You’ll discover actionable tactics, tools and strategies for managing your time and becoming more proactive with sales activity. You’ll also learn frameworks for creating winning messages that engage prospects and get their attention.

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Speaker:  Jeb Blount

Time: Tuesday 1:00 PM – 2:30 PM

Track: Lead Generation & Prospecting

Audience: All Audiences

Location: Grand Ballroom A2

The Fastest, Least Expensive Way to Double Your Sales in 2020

This single strategy has had more success doubling sales than anything else. In this session you will receive actionable advice on how to have unprecedented growth in your increasingly competitive market. Amanda Holmes used this exact strategy to double her clientele after inheriting her father’s real estate empire at the young age of 24. Hear her reveal her secrets to overcoming the most adverse situations and how you can do the same. This session is based on the proven methodology of her late, great father, Chet Holmes, author of “The Ultimate Sales Machine,” printed in 13 languages and responsible for assisted 240,000 businesses worldwide.

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Speakers: Amanda Holmes & Ted Miller

Time: Monday 1:00 PM – 2:00 PM

Track: Building Your Business

Audience: All Audiences

Location: Davidson A Ballroom

The FOREVER Agent – “The Why and the How”

Allan and Wendy team up to comprehensively yet concisely convey the many benefits you will achieve by possessing a complete understanding of why CEO Chris Stuart sees the FOREVER Agent “status” as our greatest value-related differentiator. Allan and Wendy introduce new and exciting programs that bring the FOREVER Agent concept to life through programs like “Downsizing By Design,” “How To Effectively Move-up,” “When To Rent and When To Buy,” “How To Select The Right REALTOR®,” and innovative programs for expired listings and FSBOs.

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Speaker: Allan Dalton & Wendy Durand

Time: Monday 1:00 PM – 2:00 PM

 2:30 PM – 3:30 PM        REPEAT

Tuesday 1:00 PM – 2:30PM    REPEAT

Track: Building Your Business

Audience: All Audiences

Location: Grand Ballroom A2 (Monday) / 201 AB (Tuesday)

The FOREVER Agent – Effective Online Marketing

Take your FOREVER agent digital marketing campaign to the next level. Facebook and Adwerx will take you on a digital journey to show you the most effective, and efficient, ways to create engagement.

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Speakers: Jed Carlson, Adwerx

Elizabeth Ghosh, Facebook

Time: Monday 4:00 PM – 5:00 PM

Track: Building Your Business

Audience: All Audiences

Location: Grand Ballroom A2

Get the Life (Plan) You Deserve!

In this session Gino Blefari, CEO of HomeServices of America, will show you how to take charge and transform your life. Learn to create a life plan that focuses on enriching your personal vision, business vision, health and wellness vision, company and employee vision, financial freedom and much more! Gino will also provide you with positive affirmations for each area covered during the session.

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Speaker: Gino Blefari

Time: Tuesday 3:00 PM – 4:30 PM

Track: Mindset

Audience: All Audiences

Location: 201 AB

How to 10X Your Business

As a successful real estate sales professional, team leader and real estate coach, Trey Willard knows everyone is different when it comes to increasing his or her business, especially by 10X! In this session, Trey will share his system of strategically analyzing your business and your local market. He will also explain how to add additional lead sources to drive your success. Whether you are a solo agent or part of a team, you’ll receive actionable ideas to implement immediately when you return home and make 2020 a year to remember!

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Speaker: Trey Willard

Time: Tuesday 3:00 PM – 4:30 PM

Track: Building Your Business

Audience: All Audiences

Location: Grand Ballroom A1

How to Go from Solopreneur to Running Your Business

Feeling a little out of control? Want to learn how to take your business to the next level? The real estate business offers a lot of opportunity, but with that opportunity can come the feeling of being overwhelmed. The more successful you become, the more out of control you feel with your schedule and the predictability of your future growth. In this session, Jared will share the systems, people and priorities required to truly run your business instead of running around!

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Speaker: Jared James

Time: Monday 1:00 PM – 2:00 PM

Track: Building Your Business

Audience: All Audiences

Location: Grand Ballroom A1

How to Stay Relevant in Facebook’s News Feed in 2020 and Beyond

Frustrated with all of the changes to Facebook? In this session, Katie teaches tips on how to leverage your Facebook personal profile to stay in touch with past clients and build better relationships online, how to maximize your Facebook Business Page to attract the right type of clients and promote your listings, how to create smart Facebook Ads and much more!

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Speaker: Katie Lance

Time: Tuesday 3:00 PM – 4:30 PM

Track: Building Your Business

Audience: All Audiences

Location: 202 ABC

How to Survive the Real Estate Roller Coaster

The real estate business “roller coaster” can be exhilarating and exhausting. In this session, top producer Heidi Marshall shares her three daily must-do activities to help both new and experienced agents manage the twists, turns, ups and downs of real estate. This fun and energetic hour will help you climb to the top of your daily routine with activities you can implement right away.

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Speaker: Heidi Marshall

Time: Monday 4:00 PM – 5:00 PM

Track:  Building Your Business

Audience: All Audiences

Location: 207 AB

If You Want Better Answers, Ask Better Questions

The art of asking the right questions is key in identifying the consumers’ needs and identifying a clear direction. It is all about the WHY! Learn the right questions to ask yourself and your customers so you can help them with the right move and the right timing. Learn the five essential questions you should ask every buyer and seller to marry their story with yours!

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Speaker: Debbie Gallant

Time: Monday 2:30 PM – 3:30 PM

Track: Building Your Business

Audience: All Audiences

Location: 202 ABC

Killer Shark Listing Presentations

Sharks are always moving, anticipating and navigating. Learn power elements of your presentations, preparation, the top four questions to ask every seller and ways to leverage the strength of your brand. The key listing strategies gleaned from this session will differentiate you in a crowded marketplace. Young and old dogs can learn a new trick from a shark!

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Speaker: Debbie Gallant

Time: Monday 4:00 PM – 5:00 PM

Track: Building Your Business

Audience: All Audiences

Location: 202 ABC

Learn How to Double Your Sales in 12 Months Flat

Hold on to your seats! This will be the most unique, interactive session focused on implementing the proven fast-growth strategies found within the pages of the legendary New York Times bestselling book The Ultimate Sales Machine, voted one of the greatest sales books of all time! This fast-paced, 90-minute session will fill up quickly and the content will be decided by YOU, so be honest about your single-greatest challenge and we’ll conquer it. Get ready to focus on how you can get your real estate business closer to what you REALLY want!

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Speakers: Amanda Holmes & Ted Miller

Time: Tuesday 3:00 PM – 4:30 PM

Track: Building Your Business

Audience: All Audiences

Location: Grand Ballroom A2

Luxury Strategies — Reaching Out Around the Globe – PANEL

From building global relationships to detailed marketing plans, excelling in luxury real estate requires a focused mind, discreet personality and sterling reputation. Hear how top luxury leaders from around the world continuing to raise the bar.

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Facilitator: Jo-Ann Sloan

Panelists: Martin Bikhit, Berkshire Hathaway HomeServices Kay & Co

Ashley Cusack, Berkshire Hathaway HomeServices EWM REALTORS

Andrew Manning, Berkshire Hathaway HomeServices California Properties

Sheila Starr, Berkshire Hathaway HomeServices New York Properties

 

Time: Monday 1:00 PM – 2:00 PM

Track: Niche Markets

Audience: All Audiences

Location: 208 AB

Market Domination

Ever hear the saying, “Whoever controls the listing inventory, controls the market?” Jeff Lobb, master coach and real estate industry veteran, will share the strategies used by top-producing listing agents to find potential sellers and target an audience using video and visual marketing that drives lead generation. Get ready to dominate your marketplace!

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Speaker: Jeff Lobb

Time: Tuesday 1:00 PM – 2:30 PM

Track: Lead Generation & Prospecting

Audience: All Audiences

Location: Davidson A Ballroom 

 

Maximize Your Brand Experience, Productivity, Recruiting and Retention with Preferred Alliances

Nina Fabbri, Director of Preferred Alliances and Elizabeth Van Beuren, VP of National Sales for Realtor.com share the latest trends and best practices for 2020, and how preferred alliance programs can help productivity, recruiting and retention. From health insurance and iBuyer programs to satellite radio advertising, preferred alliances are key to maximizing your brand experience.

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Facilitators: Nina Fabbri

Elizabeth Van Beuren, Realtor.com

Time: Tuesday 1:00 PM – 2:30 PM

 3:00 PM – 4:30 PM        REPEAT

Track: Growing Your Business

Audience: Broker/Owners/Leaders

Location: Davidson B Ballroom

Maximizing Google Real Estate Tools for Success

Looking for a new and FREE way to skyrocket your business to the top of Google? A Google Business Profile will literally put your real estate business on the map Google Maps yet most real estate professionals haven’t claimed their free presence yet. Google Ads outperform social media marketing nearly every time, helping you maximize your marketing dollars. Want an easy way to increase your Google ranking and generate REAL traffic to your website with a Google Business Profile you can create in less than five minutes? Attend this session to get your Google on!

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Speaker: Jacqueline Lechner

Time: Tuesday 3:00 PM – 4:30 PM

Track: Building Your Business

Audience: All Audiences

Location: Davidson A Ballroom

The Million Dollar Market: Capitalizing on the Diverse Markets of Today — PANEL

Today, one-third of the U.S. is comprised of minorities, which translates to more than 121 million people and represents more than $4.4 trillion in purchasing power. This session will provide you with top ways diversity can grow your business and will include a panel of experts representing various diverse segments of our communities. Learn how to capitalize on the diverse markets of today.

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Facilitator: Wayne Woodyard, Berkshire Hathaway HomeServices California Properties

Panelists: Diana Sifuentes, NAHREP

Julie Tran, AREAA

Gary Walters, VAHREP

Time: Monday 4:00 PM – 5:00 PM

Track: Niche Markets

Audience: All Audiences

Location: 207 CD

Mindsetting Strategies for Leaders

In today’s complex real estate environment, brokers and managers are expected to do more with less, all while meeting the needs of their real estate professionals, and connecting and aligning their teams around an organizational vision. They must effectively navigate today’s high rate of change, successfully connect with and inspire a multi-generational agent base, and lead but not manage people in order to drive optimal productivity. It’s no surprise our industry is looking for ways to provide real estate leaders with the tools and techniques needed to handle these demands, all while engaging and persuading sales professionals and staff at the highest level. In this powerful session, Mark Panciera, Partner of The Pacific Institute and TED Talks speaker, will cover the techniques and strategies to harness the power of your mindset. You’ll uncover mindset barriers that may be holding you back, and learn transformational mindset strategies that will elevate your success in recruiting and retaining talented sales professionals.

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Speaker: Mark Panciera

Time: Monday 2:30 PM – 3:30 PM

Track: Mindset

Audience: Broker/Owners/Leaders

Location: 204

New Homes Bring New Opportunities for Success!

If there ever was an “easy button” to closing more transactions, it’s selling new homes! More than 60% of home buyers are looking to purchase a new home … don’t let them walk away from you and into a new home development. In this fast-moving session, Dennis Walsh, real estate’s #1 new home sales expert, will share the latest opportunities, trends and strategies to help you close more new home sales. Whether it’s becoming a new home buyer specialist, becoming an “in-fill” development expert or capturing listings of new home buyer’s current homes, you’ll uncover one niche to increase your income in 2020. Known for his fun, inspirational and information-packed presentations, Dennis shares powerful strategies you can use to take your business to a higher level of success!

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Speaker: Dennis Walsh

Time: Monday 2:30 PM – 3:30 PM

Track: Niche Markets

Audience: All Audiences

Location: 201 AB

The Orange Basket Method – How To Grow Your Business with Video Marketing (Fast)

Are you frustrated with your lack of lead generation success? Do you wonder why your marketing efforts aren’t producing more results? Are you unsure how to even begin marketing your company with videos? If so, you’re not alone. Video and digital marketing strategist Antoine Dupont will explain the same tools, techniques, research strategies, and psychological approaches that he’s shared with businesses and brands around the world to create remarkable videos that get exceptional results.

Key Takeaways:

  • How to create a high-quality video on a small budget
  • How to generate endless sources of content
  • How to start videos to ensure people will stay tuned
  • Shattering myths and bad habits with video marketing
  • How to produce content your audience cares about
  • Where to post and promote your contentc

Speaker: Antoine Dupont

Time: Tuesday 1:00 PM – 2:30 PM

3:00 PM – 4:30 PM        REPEAT

Track: Building Your Business

Audience: All Audiences

Location: 205

Planning & Delivering Impactful Sales Meetings that Drive Revenue

The speed of the leader (you) determines the rate of the pack (your sales team). It is imperative to create an impactful and high energy, weekly sales meeting that will make your agents want to attend and experience the value you deliver each week. If your meeting has 20, 40 or 80 agents together for one hour, that’s 20 to 80 hours of “non-selling” time, so you better be providing tremendous value in exchange for their time. Learn Sherri’s Four Influential Strategies for Communicating Value that will not only increase attendance but will also drive more listings and sales while creating an amazing culture of teamwork and camaraderie.

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Speaker: Sherri Johnson

Time: Monday 2:30 PM – 3:30 PM

Track: Growing Your Business

Audience: Broker/Owners/Leaders

Location: 208 AB

The Power of the Military Market — PANEL

This year there will be more than 25.4 million veterans in this country seeking experts who understand how to best serve their housing needs. Join this session to learn how to capture this important segment of the market and all the dynamic opportunities and programs available through Home Captain, the USO Military Program, Prosperity Mortgage and the Berkshire Hathaway HomeServices FOREVER network.

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Facilitator: Rosalie Warner

Panelists: Eileen Mitchell, USO

Mark Metaxas, Prosperity Home Mortgage

Grant Moon, Home Captain

Time: Monday 1:00 PM – 2:00 PM

Track: Niche Markets

Audience: All Audiences

Location: Davidson C Ballroom

The Power of Understanding People

One of Dave Mitchell’s most requested programs; this session provides the tools to understand the unique communication styles and the preferences of customers. This award winning, information-packed, and energizing session gives attendees insights into the different expectations of customers and how to recognize and adjust rapport-building techniques to meet these needs and create the customer experience clients expect. In December 2013, his book “The Power of Understanding People” was released and was immediately named Best Business Book of the Month by Amazon. The follow up book, “The Power of Understanding Yourself was released in 2019 and named a Top Read by Training Magazine.

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Speaker: David Mitchell

Time: Monday 1:00 PM – 2:00 PM

2:30 PM – 3:30 PM        REPEAT

Track: Building Your Business

Audience: All Audiences

Location: 209

Press the Damn Button!

Brian shares his game plan for the importance of telling your story, how to stand out from the noise and where to get started. The idea of branding your story or putting yourself out there can seem a little scary but the days of allowing your work to speak for itself are over. There’s too much competition. This program teaches the value of telling your story and the vehicles through which it will be heard.

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Speaker: Brian Fanzo

Time: Tuesday 1:00 PM – 2:30 PM

Track: Building Your Business

Audience:  All Audiences

Location: 202 ABC

Pricing Strategies to Win, Keep and Sell More Listings

Learn the most effective way to communicate with a seller regarding the pricing of their home and win the listing every time. Sherri will teach her exclusive formula and “pricing strategy” dialogue that will help you price the home for a faster sale and compete at a higher level. This session will teach you how more effectively manage seller client’s expectations on price, offers, negotiations, home inspection and more! Don’t miss learning these game changing tools, documents and script strategies that you can customize and start using immediately to compete at the highest level to win, keep and sell your listings!

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Speaker: Sherri Johnson

Time: Monday 4:00 PM – 5:00 PM

Track: Building Your Business

Audience: All Audiences

Location: 208 AB

The Future Value of a Client

Matt pulls back the curtain to help us understand just how valuable each client in your database can be and how to triple your potential career earnings. His no-nonsense, right to the roots style of teaching is based on over 20 years of taking the road less traveled. You will leave feeling refreshed and confident that if you primarily focus on just a few key fundamentals of sales — which are free, fast, and effective — you can impact your entire financial future.

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Speaker: Matt Johnston

Time: Monday 2:30 PM – 3:30 PM

Track: Mindset

Audience: All Audiences

Location: Grand Ballroom A1

SAGE CRM-101: Power-Up Your Real Estate Sales Business

Whether you are new to the real estate business or you are one of the many agents who are missing out on recurring business from your existing sphere, SAGE CRM will supercharge your growth mindset and power-up your real estate business. Built on the SalesForce framework, SAGE provides our network with an incredibly versatile platform to build a business plan, power client relationships and automate client marketing. In this introductory-level session, participants will learn how to create their integrated business plan, upload contacts and start marketing automation.

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Speaker: Dohn Bower

Time: Monday 1:00 PM – 2:00 PM

2:30 PM – 3:30 PM        REPEAT

 4:00 PM – 5:00 PM        REPEAT

Track: Lead Generation & Prospecting

Audience: All Audiences

Location: Davidson B Ballroom

Take Your Business to The Next Level By Referral While Living a Balanced Life

From an NFL All-Pro to a real estate top agent producing 100 transactions a year, Johnnie Johnson identified his goal and achieved it in a purpose-driven process to success. In this session, Johnnie shares his proven success strategies to take your business to the next level by referral while living a balanced life in any market.

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Speaker: Johnnie Johnson

Time: Monday 1:00 PM – 2:00 PM

2:30 PM – 3:30 PM        REPEAT

Track: Mindset

Audience: All Audiences

Location: 207 AB

The 3-Step Recruiting Success Formula

Take control of your recruiting success by implementing three systems employed by one of the most successful recruiters in the Berkshire Hathaway HomeServices network. These systems are proven to attract and influence talented sales professionals, and they can be implemented by anyone with the desire to hire the best and turn down the rest. Jimmy Burgess, Chief Growth Officer with Berkshire Hathaway HomeServices Beach Properties of Florida, recruited nearly 40 experienced sales professionals in 2019 despite a competitive recruiting environment. In this session, he will share the specific techniques that led to this incredible success. You don’t want to miss it!

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Speakers: Jimmy Burgess & Susan Ireland

Time: Monday 4:00 PM – 5:00 PM

Track: Growing Your Business

Audience:  Broker/Owners/Leaders

Location: 205

The Top 10 Characteristics of a Top Producer: Building a Successful Real Estate Business in Any Market — PANEL

Join four top producers as they share their systems for successfully growing their businesses during market shifts and maintaining listing inventory to control the market.

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Facilitator: Christy Casey

Panelists: Lorie Bartron, Berkshire Hathaway HomeServices California Properties

Allen Gammons, Berkshire Hathaway HomeServices Commonwealth Real Estate

 Jordan Trosclair, Berkshire Hathaway HomeServices United Properties

Time: Tuesday 1:00 PM – 2:30 PM

Track: Building Your Business

Audience: All Audiences

Location: Davidson C Ballroom

To Team or Not To Team, That is the Question

In the ever-changing world of real estate, many REALTORS® are faced with the decision of whether to “go out on their own”, start or join an existing team. This session will give you a detailed process to determine the decision for you and your career. Whether you’re a new agent or a seasoned veteran, this session is a MUST for you to attend if you want to save years of trial and error and learn what path is best for you. This session is led by Mark Carr, of Berkshire Hathaway HomeServices Homesale Realty and the team partner of the Carr, Cleaver, Pendergast Team in York, PA. Mark and his team have been nationally ranked since 2010 and they continue to set the trends in their area. Mark’s “rookie to riches” path is a great lesson to share and he will be able to determine if you are best suited to join a team, start your own team, or be a single agent. Upon completion of this session, Mark is confident he will provide you with the tools to make an informed decision on enhancing your real estate career!

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Speaker: Mark Carr

Time: Monday 2:30 PM – 3:30 PM

Track: Building Your Business

Audience: All Audiences

Location: Davidson A Ballroom

Trainers Forum: Agent Productivity Training That Gets Results – PANEL

Hear what some of the network’s best trainers are doing to create and implement training that inceases their agents’ productivity and profitability. Discover secrets to training, coaching, mentoring, accountability and more so you can improve the training deliveries in your office and get better results.

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Facilitator: Dohn Bower

Panelists: Ann King, Berkshire Hathaway HomeServices Florida Network Realty

Dan Bryant, Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®

Lora Martin, Berkshire Hathaway HomeServices California Realty

Time: Tuesday  3:00 PM – 4:30 PM

Track: Trainers Forum

Audience:         Broker/Owners/Leaders

Location: 204

Verified Rocket HomesSM Agent Kick-off!

Be among the first in the nation to earn this prestigious new designation! Join your peers during University hours for the first ever Verified Rocket HomesSM Agent training. Join this exciting new event to be eligible for referrals from Rocket HomesSM!

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Speakers: Jes Fields, Senior Vice President, Real Estate Strategy & Operations – Rocket HomesSM

Ryan McCabe, Vice President of Client Experience – Rocket HomesSM

Maria Stackpoole, Network Consultant – Rocket HomesSM

Time: Tuesday  1:00 PM – 2:30 PM

Track: Relocation & Affinity

Audience: All Audiences

Location: 208 AB

Women Who Lead: Inspiring, Motivating & Creating Opportunities — PANEL

Back by popular demand, this session will highlight some of the Berkshire Hathaway HomeServices network leaders who continue to forge pathways for women. They will share their experiences on how they have developed their leadership skills to take on management roles, grow their own business and companies and how they have been able to make an impact in the real estate industry.

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Facilitator: Teresa Palacios Smith

Panelists: Tonya Hamilton, Berkshire Hathaway HomeServices Woodmont Realty

Tracy Kasper, Berkshire Hathaway HomeServices Silverhawk Realty

Kimberly Mackey, Berkshire Hathaway HomeServices Florida Properties Group

Time:  Tuesday 3:00 PM – 4:30 PM

Track: Niche Markets

Audience: All Audiences

Location: 207 CD

Yes — A Real Estate Business — The Path To Financial Freedom

If you are looking to grow your business in 2020 and beyond, this session is a must. Did you know that real estate is now the number one investment option ahead of stocks and other investments? Learn how this niche market is the perfect space to grow your business and help clients and you create wealth, retirement income and financial freedom. You will learn how to attract rather than chase potential clients, identify and qualify hundreds of solid leads from people that like, trust and need you. There is no need to pay for leads. You will learn the value proposition and why people would want to use your services.

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Speaker: Fred Tichauer

Time: Tuesday 1:00 PM – 2:30 PM

Track: Building Your Business

Audience: All Audiences

Location: 207 AB

Money Management IS Manageable

Ahh, it’s finally time for you to financially breathe. In this session, we’ll examine three simple money management frameworks that will allow you to take control of the money you earn. It’s time to alleviate stress and bring economic calm to your life — with no financial jargon. Say goodbye to complicated spreadsheets and strategies and say hello to falling in love with the business behind your business. [top]

Speaker: Justin Krane

Time: Monday 1:00 PM – 2:00 PM

 2:30 PM – 3:30 PM        REPEAT

Track: Mindset

Audience: All Audiences

Location: 207 CD

Commercial Real Estate Sessions

Coming Soon. 

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