University Sessions


Monday, March 5, 2018Tuesday, March 6, 2018
TRACK1:00 PM – 2:00 PM2:30 PM– 3:30 PM4:00 PM – 5:00 PMTRACK1:00 PM – 2:00 PM2:30 PM – 3:30 PM
SELF INVESTMENTSupreme Influence in Action
Niurka
The Genius of Warren Buffett
Robert P. Miles
SELF INVESTMENTSupreme Influence in Action
REPEAT
Niurka
The Genius of Warren Buffett
REPEAT
Robert P. Miles
 
PRODUCTIVITYInfluential Selling - The Magic of Reverse Influence
Tim David
Close More Transactions Working With Home Builders
Debbie Russell Gallant
Influential Selling - The Magic of Reverse Influence
REPEAT
Tim David
PRODUCTIVITYThe Next Generation Listing Presentation
Megan Becerra
Killer Shark Listing Presentation
REPEAT
Debbie Russell Gallant
The Art of Building Your Global Network
PANEL
Amanda Wernick
Make $50k at Your Next Open House, Plus Convert More FSBOs & Expireds
Sherri Johnson
Bringing Calm to Chaos
J'aime Nowak
Five Secret Ingredients to Higher Productivity
J'aime Nowak
Killer Shark Listing Presentation
Debbie Russell Gallant
Get Social Smart: Honing Your Social Media Strategy
Katie Lance
Get Social Smart: Honing Your Social Media Strategy
REPEAT
Katie Lance
Ninja Selling: How to Create High Income Per Hour so You Can Have a Life!
Don Tennessen
Tear It Up with Mega Trends & Micro Tactics
Kristi Kennelly
4 Steps to Building a Successful Real Estate Business
Mark Stark
TEAMSBuild a Dominant Team
Jeff Cohn
“Inspect What You Expect”: How a Team Accountability Coach Can 10X Your Team’s Success
Jeff Cohn
How a Powerful Team Back-Office Drives a Team's Success
PANEL
Jeff Cohn
PROFITABILITYLeverage the POWER of the BRAND as a Distinct Competitive Advantage
Tom Hart
Building Real Estate Wealth with Investors
Fred Tichauer
Value Added Selling — How to Avoid the Commissionectomy
David Knox
WINNING MINDSETWhy People Buy — Learn How to get Buyers to Buy From YOU!
Jeff Shore
Get Your Head Out of the Fog
Allysia Essig
DIVERSITYHow to Capture the Explosive Latino Market
Teresa Palacio Smith
WINNING MINDSETMr. Say and Mr. Do
Gino Blefari and Allan Dalton
Leading in Heels: A Woman’s Guide to Stepping Into Leadership
Allysia Essig
Language That Sells
Robert Watson & Allan Dalton
Why Do I Need You? Agents are Sherpas.
Jed Carlson
The King of Company Culture
Vince Leisey
How to Leverage Your Unique Talents and Increase Your Sales Versatility
Debbie De Grote
Travel Isn't the Answer — Live with a Sense of Curiosity, Passion, and Awe Anywhere
Jacqueline Jensen
LEADS Capture and Convert: Lead Conversion Strategy
Ashley Dane
Best 2018 Lead Conversion Strategies. Period.
Kristi Kennelly
LEADSValue-based Objection Handling: How to Handle any Objection
Jeff Cohn
Zero and Low Cost Lead Generation & Conversion Techniques
PANEL
Jeff Cohn
DIVERSITY10 Myths About MultiCultural Real Estate Clients
PANEL
Wayne Woodyard
LUXURYPreparing for Your Luxury Listing Presentation
Jo-Ann Sloan
CIOI Still Haven't Found What I'm Looking For
Tyler Connell
SOCIAL MEDIA & TECHNOLOGYLights, Cameras, Action! Become a Local Celebrity and Own Your Market!
Megan Becerra
Kyle & Rik's "Top 10" List
Rik Brescia and Kyle Rank
Intro to Videolicious Video Creation Technique
Brian Young
SOCIAL MEDIA & TECHNOLOGYArtificial Intelligence Technologies:
Your New Life Balance Partner

Jeff Turner
Artificial Intelligence Technologies:
Your New Life Balance Partner

REPEAT
Jeff Turner
Kyle & Rik's "Top 10" List
REPEAT
Rik Brescia and Kyle Rank
People, Passion & Purpose: Being Strategically Helpful
Matthew Shadbolt
People, Passion & Purpose: Being Strategically Helpful
REPEAT
Matthew Shadbolt
Cracking the Brain: The Power of Video Marketing
Ashley Dane
MANAGEMENTProfit is a VERB
PANEL
Glenn Miller & Matthew Ferrara
Establishing e-Teams to Increase Brokerage Productivity
Nick Taylor
MANAGEMENTTrainers Forum – Essential Skills for Presenters and Trainers
Dohn Bower
How to Use Your Mobile REsource - Mobile App Solution
Eric Blumberg
Broker Strategies for New Home Sales Success
Dennis Walsh
Relocation Referral ProfessionalsReferral Relocation Meeting — Reaching New Heights
Mary T. Kelly and Sue Giardino
CFOElectronic Earnest Money Deposits
PANEL
Brian Peterson
CFO Forum
Brian Peterson

10 Myths About MultiCultural Real Estate Clients — PANEL

Have you been frustrated with negotiations that didn’t come together, or wondered what you could have done differently to move the needle?  Join us to receive relevant tips and valuable resources for working with diverse clients.  Learn how our our top producing panelists are closing more deals!

Facilitator: Wayne Woodyard
Panelists: TBA
Time: Monday | 1:00 PM – 2:00 PM
Track: Diversity

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4 Steps to Building a Successful Real Estate Business

Mark Stark is the leader of one of the most successful brokerages in the real estate industry.  His simple 4-step plan will help take your business from just “listing and selling”, to growing real revenue, expanding lead generation assets and increasing your personal wealth.

Speaker: Mark Stark
Time: Monday | 2:30 PM – 3:30 PM
Track: Productivity

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Artificial Intelligence Technologies: Your New Life Balance Partner

A wave of technology is about to hit our industry. Some will see it as a destructive tsunami, but those living on real estate’s “high ground” will appreciate the opportunities AI can provide. Listen in as we expose the details and help you understand how to prepare for the coming surge.

Speaker: Jeff Turner
Time: Tuesday | 1:00 PM – 2:00 PM & Tuesday | 2:30 PM – 3:30 PM
Track: Social Media & Technology

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The Art of Building Your Global Network — PANEL

Global investors and foreign-born buyers view the United States as the most stable and secure destination for real estate investment. U.S. residents wishing to invest or retire in foreign markets is on the rise. You’ll hear from our successful top-producing network agents who are taking advantage of these opportunities, at home and abroad, and tell you how to build your own successful global network.

Facilitator: Amanda Wernick
Panelists: TBA
Time: Tuesday  | 1:00 PM – 2:00 PM
Track: Productivity

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Best 2018 Lead Conversion Strategies. Period.

Double-digit lead conversion rates by real estate professionals are happening now. We’ve researched and collected the absolute best lead follow-up strategies from top performing agents around the country. Learn how to close leads effectively and efficiently with the latest apps/tools (including one of the best video messaging apps you’ve ever seen!), garner tried and true scripts that’ll get you a “yes”, and easily systematize your success.

Speaker: Kristi Kennelly
Time: Monday | 4:00 PM – 5:00 PM
Track: Leads

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Bringing Calm to the Chaos

For the average agent, a day at the office can feel like a whirlwind of chaos. In this presentation, J’aime Nowak offers tips and strategies to take control of your most precious resources, including your time and energy, and bring a level of calm and order to your day.

Speaker: J’aime Nowak
Time: Monday | 1:00 PM – 2:00PM
Track: Productivity

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Broker Strategies for New Home Sales Success

In this fast-moving session, Dennis Walsh shares market dynamics, trends, and broker strategies for working successfully with Builders, Developers, Investors and New Home Buyers. Enhance recruiting and retention, and grow your business through Builder Representation, Buyer Representation, Infill Construction and more in 2018 and for many years to come.

Speaker: Dennis Walsh
Time: Monday | 4:00 PM – 5:00PM
Track: Management

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Build a Dominant Team

Scale your business to over 1,000 sales a year! As a leader for one of the top teams in the United States, Jeff Cohn understands what it takes to build an amazingly successful group. In this session, you’ll learn the top five strategies he uses to increase his real estate team production, while focusing on recruiting, training and retaining talent.

Speaker: Jeff Cohn
Time: Monday | 1:00 PM – 2:00PM
Track: Teams

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Building Real Estate Wealth with Investors

Experienced real estate investor and active real estate agent Fred Tichauer shares his “insider” secrets on why investing in real estate is one of the best options for wealth building and retirement income. You’ll learn the characteristics of investors, know where to find potential investors and determine if they are a viable prospect, and perceive all major considerations to discuss with potential investors at the time of the interview. Become a valued resource for investors in your area and maybe even start building your real estate empire!

Speaker: Fred Tichauer
Time: Tuesday | 2:30 PM 3:30 PM
Track: Profitability

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Capture and Convert:  Lead Conversion Strategy

Master the art of effective lead capture and pair it with strategic lead follow up to watch your business grow. From your personal sphere of influence to the wide world of social media, learn the best tech strategies to mine for leads, and bring them to the closing table.

Speaker: Ashley Dane
Time: Monday | 2:30 PM – 3:30 PM
Track: Leads

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CFO Forum

Come discuss pressing finance and accounting issues with other Berkshire Hathaway HomeServices network finance executives.

Speaker: Brian Peterson
Time: Tuesday | 2:30 PM – 3:30 PM
Track: CFO

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Close More Transactions Working with Home Builders

Generate more inventory and own your local market by understanding how to work with new home builders in your local market. Join Debbie Gallant, former vp of Sales at Berkshire Hathaway HomeServices Verani Realty as she shares her new home builder business-building secrets that will help you generate more transactions!

Speaker: Debra Russell Gallant
Time: Monday | 4:00 PM – 5:00 PM
Track: Productivity

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Cracking the Brain:  The Power of Video Marketing

Influence consumers and dominate the marketplace by leveraging video marketing.  From listing and testimonial videos to Facebook Live, use video footage to expand your reach and elevate your marketing strategy.

Speaker: Ashley Dane
Time: Tuesday | 2:30 PM – 3:30 PM
Track: Social Media & Technology

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Electronic Earnest Money Deposits — PANEL

Explore the real life risks and benefits of using technology to accept earnest money deposits from your buyers.

Facilitator: Brian Peterson
Panelists: TBA
Time: Tuesday  | 1:00 PM – 2:00 PM
Track: CFO

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Establishing e-Teams to Increase Brokerage Productivity

Discover how brokers today are using e-teams to recruit and train new agents, while increasing existing agent productivity at the same time. Nick Taylor from Zillow Group will dive into how to structure an e-team and highlight how adding visibility into your agent’s production efforts will also create new levels of accountability in your brokerage.

Speaker: Nick Taylor
Time: Monday | 4:00 PM – 5:00 PM
Track: Management

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Five Secret Ingredients to Higher Productivity

In this presentation, real estate training expert J’aime Nowak outlines five key strategies to help you improve your productivity, generate more leads, close more deals, earn more referrals and take your business to the next level. Learn how to maintain peak performance without getting burned out!

Speaker: J’aime Nowak
Time: Monday | 2:30 PM – 3:30 PM
Track: Productivity

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The Genius of Warren Buffett

This presentation answers the questions: Why should all investors study Warren Buffett? What unique gifts of birth, combined with well-developed character traits and habits, have enabled him to become one of the world’s most successful investors and most admired chief executives? Join Robert P. Miles, distinguished authority on Warren Buffett and Berkshire Hathaway as he shares his insights on how you can benefit from the easily learned beliefs and practices of the world’s most accomplished investor.

Speaker: Robert P. Miles
Time: Monday | 4:00 PM – 5:00 PM
Tuesday | 1:00 PM – 2:00 PM REPEAT
Track: Self Investment

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Get Social Smart: Honing Your Social Media Strategy

Social media strategist Katie Lance will teach you best practices for creating and/or honing your social media strategy including: how to use a content grid, how to build relationships with current and former clients through Facebook, how to leverage your personal and business Facebook pages, how to optimize your LinkedIn profile, how to generate new business through Facebook and how to reach next generation buyer and sellers with Instagram!

Speaker: Katie Lance
Time: Tuesday | 1:00 PM – 2:00 PM | 2:30 PM – 3:30 PM
Track: Productivity

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Get Your Head Out of the Fog

Burnt out? Tired? Feel like you are just spinning your wheels? Need a jolt in your business?

Learn a super effective five step system that will recharge your business today … and use it in the future anytime you want to get your business back on track.

Speaker: Allysia Essig
Time: Monday | 4:00 PM – 5:00 PM
Track: Winning Mindset

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How a Powerful Team Back-Office Drives Your Success — PANEL

Learn the best practices and tools for running your team’s back-office. Explore leading insight from the nation’s most experienced Operations Managers and Transaction Coordinators. In this session, you’ll discover what the future back-office looks like and which cutting-edge systems and practices promote efficiency, support growth, and are simple to adopt and implement.

Facilitator: Jeff Cohn
Panelists: TBA
Time: Monday | 4:00 PM – 5:00 PM
Track: Teams

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How to Capture the Explosive Latino Market

With a purchasing power of more than 1.4 trillion dollars and 50% of all new homebuyers projected to be Hispanic by 2020, are you positioned to tap into the largest consumer market in the country? This one-hour, jammed-pack session will provide you with great insight on the latest statistics, the top Hispanic markets in the U.S., the difference segments of the Latino market, cultural nuances and how to capture buyers and sellers to increase your bottom line. Come ready to learn new marketing ideas to tap into this booming business area.

Speaker: Teresa P. Smith
Time: Tuesday  | 1:00 PM – 2:00 PM
Track: Diversity

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How to Leverage Your Unique Talents and Increase Your Sales Versatility

Here’s a sampling of what you’ll discover during Premier Coach Debbie De Grote’s session:

  • How to instantly identify your prospect’s dominant personality style
  • How to “speak their language” to build rapport anytime and anywhere
  • How to close deals with ease by adapting to their “convincer strategy”
Speaker: Debbie De Grote
Time: Monday | 4:00 PM – 5:00 PM
Track: Winning Mindset

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How to Use Your Mobile REsource – Mobile App Solution

People are on the go and glued to their devices 24/7; make sure your company brand is always with them! In this breakout, we will discuss how to use your company-branded app and how to encourage your agents to use effective mobile tactics to get more referrals. We’ll go over how to feature your listings on the home screen, assign the Mobile REsource company manager role to manage leads, and view agent engagement stats using our all new MobiBoard. This class is for Brokers and Office/Lead Managers looking to expand their team skills using the number one way consumers now search for and select their agent, their mobile devices.

Speaker: Eric Blumberg
Time: Tuesday | 2:30 PM – 3:30 PM
Track: Management

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I Still Haven’t Found What I’m Looking For

How do you make yourself more likely to be found when buyers are searching for a good agent or home? Come hear more about the landscape of “Searching in 2018” and learn how to make yourself stand out when it’s most important.

Speaker: Tyler Connell
Time: Monday | 4:00 PM – 5:00 PM
Track: CIO

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Influential Selling — The Magic of Reverse Influence

This entertaining and informative science-based program is all about creating true influence through human connections – NOT a series of phony or pushy sales tactics. Every person at every level will walk away with step-by-step ideas they can immediately use during their next sales interaction. Influential Selling is a five-step “reverse influence” system that anyone can feel comfortable using. Attendees will receive:

  • Insight on the fascinating brain science behind authentic influence
  • The exact “Pre-Elevator Pitch” formula that went viral
  • What to do BEFORE any selling takes place
  • Why authentic influence is a learned skill and not an innate gift
  • How to replace ineffective language with attention-grabbing “magic words”
  • How to spot and erase objections before your potential client is even aware of them
  • How to stand out from the clutter and form a real human connection in limited time or through digital media
  • Body language adjustments that make a world of difference in how people perceive you AND your product
  • Deal-killing mistakes you may not even realize you’re making
  • The complete “H.O.R.S.E.” Influence System and a buffet of ideas to fit any personality style
Speaker: Tim David
Time: Monday | 1:00 PM – 2:00 PM | 4:00 PM – 5:00 PM REPEAT
Track: Productivity

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“Inspect What You Expect” — How a Team Accountability Coach Can 10X Your Team’s Success

The top Team Accountability Coaches in the country share their tactics to help their leaders effectively motivate, mentor and hold their agents accountable by implementing the Accountability Coach role.

Speaker: Jeff Cohn
Time: Monday | 2:30 PM – 3:30 PM
Track: Teams

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Intro to the Videolicious Video Creation Technique

Consumers expect and demand video. Brian Young from Videolicious shows you how

to use video to drive your professional brand. The methods demonstrated in the exercise can be used to assemble client testimonials, listings and community content to stand out from other sales associates.

Speaker: Brian Young
Time: Monday | 4:00 PM – 5:00 PM
Track: Social Media & Technology

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Killer Shark Presentation

Sharks are always moving forward. What do you invest in preparation prior to a listing presentation? How do you leverage your three brands in a presentation to engage the seller? Which approach do you use to share information with prospective sellers? In this session, you will learn the “power elements” of a strong presentation, how to best prepare, and the four key questions to ask every seller. You’re sure to find at least one great, new thing to add to your winning presentations.

Speaker: Debra Russell Gallant
Time: Monday | 2:30 PM – 3:30 PM
Tuesday  | 2:30 PM – 3:30 PM REPEAT
Track: Productivity

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The King of Company Culture

Vince Leisey, the “King of Company Culture,” shares the secrets to his success in this dynamic 1-hour presentation. Vince has built the #1 office for transactions in the Berkshire Hathaway HomeServices network; hear about the activities that he and his team do on a regular basis to help his agents be more productive and have balance in their lives.

Speaker: Vince Leisey
Time: Monday | 1:00 PM – 2:00 PM
Track: Winning Mindset

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Kyle & Rik’s “Top 10” List

In years past, Kyle and Rik have brought lots of technology and social media to the convention.  Without abandoning their love and knowledge of the two, this year they’re taking a full 360-degree approach and bringing you the “Top 10” List.  This will encompass everything you should be incorporating into your business, from enhancing fundamentals that some forget to the latest trends that attract clients. Whether you’re a new agent, a top producer or somewhere in-between, there will be something of value for you in this session. Join Kyle and Rik for this entertaining and educational “Top 10” List that is sure to impart lots of takeaways and loads of laughs.

Speaker: Rik Brescia & Kyle Rank
Time: Monday | 2:30 PM – 3:30 PM
Tuesday | 2:30 PM – 3:30 PM REPEAT
Track: Social Media & Technology

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Language That Sells

Learn the language and communication strategies you need to develop supreme selling skills; find the confidence to sell the Berkshire Hathaway HomeServices brand, yourself, your properties and your value in the most compelling and consumer-centric method possible.

Speaker: Allan Dalton & Bob Watson
Time: Monday | 2:30 PM – 3:30 PM
Track: Winning Mindset

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Leading in Heels: A Woman’s Guide to Stepping Into Leadership 

Don’t worry, this isn’t your trendy “rah-rah,” “Lean-in” session for women. Join Alyssia for a practical discussion on women in leadership – what it means to your business, health and life, and learn how you can have it all! During this presentation we will discuss the following:

  1. Culture: Authenticity – a focus on you and your environment.
  2. People: Delegate – “no” is a complete sentence; find your tribe.
  3. Process: Systems, planning, training and tracking.
Speaker: Allysia Essig
Time: Monday | 1:00 PM – 2:00 PM
Track: Winning Mindset

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Leverage the POWER of the BRAND as a Distinct Competitive Advantage

For the first time on the national stage, Tom Hart will share his VALUE PROPOSITION & SKILL-BASED LISTING PRESENTATION!  Learn to tell a more compelling story with a value proposition that will provoke sellers to choose YOU!  Tom has doubled his net income and increased his listing-side commission from 2.4 to 3.4% and he’ll share exactly what to say and when to say so that YOU can get the same results.  Tom Hart will share that ‘something special’ that can make the difference in your business.

Speaker: Tom Hart
Time: Tuesday | 1:00 PM – 2:00 PM
Track: Profitability

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Lights, Cameras, Action!  Become a Local Celebrity and Own Your Market! – PANEL

Transform your marketing with the remarkable power and versatility of video. Learn how  to use video to “own” your local market and easily create neighborhood content that can be repurposed into a blog post or podcast.   Hear from successful agents who are becoming media giants in their markets today!

Facilitator: Megan Becerra
Panelists: Lindsey Fowkes, Berkshire Hathaway HomeServices Florida Properties Group

Kristyn Nelson, Berkshire Hathaway HomeServices Verani Realty

Steve Volkers, Berkshire Hathaway HomeServices Michigan Real Estate

Time: Monday | 1:00 PM – 2:00 PM
Track: Social Media & Technology

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Make $50k at your next Open House, plus Convert More FSBOs and Expireds

Learn strategies to plan, promote and execute the most profitable 3 hours of your week, including 6 value-added closing scripts guaranteed to convert Open House leads into $50,000+ in income. Also, discover how to differentiate yourself and communicate your value proposition to turn FSBOs and Expireds into immediate listings and income.

Speaker: Sherri Johnson
Time: Tuesday | 2:30 PM – 3:30 PM
Track: Productivity

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Mr. Say and Mr. Do

Gino Blefari agrees with the saying that eighty percent of success in life is just showing up. However, Allan Dalton believes that eighty percent of our income is determined by what we say. Come learn as these two industry icons share their core competencies, profound and practical insights and resoundingly debate which is more important to your success – what you DO or what you SAY – and how YOU can integrate both. This course will have ticketed seating and requires pre-registration. More information coming soon.

Speaker: Gino Blefari & Allan Dalton
Time: Tuesday | 2:30 PM – 3:30 PM
Track: Winning Mindset

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The Next Generation Listing Presentation

Rediscover the art of the listing presentation with a system that will take your listing appointments to the next level. Differentiate yourself from your competition when meeting with sellers. Hear from agents who are using these concepts today to drive their inventory.

Speaker: Megan Becerra
Time: Tuesday | 1:00 PM – 2:00 PM
Track: Productivity

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Ninja Selling: How to Create High Income Per Hour so You Can Have a Life!

Don is ready to focus on three key concepts that will help you become more purposful in your business and life – your mindset, skillset and actions. Attendees will learn practical, easy-to-implement systems that are user-friendly to owners and managers, Realtors and their clients.

Speaker: Don Tennessen
Time: Tuesday | 1:00 PM – 3:30 PM
Track: Productivity

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People, Passion and Purpose: Being Strategically Helpful

With so much media being produced every day, it’s harder than ever to stand out from the crowd online. Matthew Shadbolt, former Director of Real Estate at the New York Times and expert in interactive createive startegies shares how you get the right message, to the right people, at the right time, Packed full of insights, this session will walk you through finding your unique value proposition and provide the specific tactics you need for growing your business.

Speaker: Matthew Shadbolt
Time: Monday | 2:30 PM – 3:30 PM | 4:00 PM – 5:00 PM
Track: Social Media & Technology

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Preparing for Your Luxury Listing Presentation

This session will provide you with an understanding of the elements of the luxury market, expectations of the sellers, and introduce you to who you need to be both professionally and personally to win their trust, respect and ultimately, the listing. Get ready to hear tips and techniques which will help you confidently deliver your own luxury listing presentation. Discuss key value propositions you can offer the seller, and discover unique elements and strategies of your marketing plan and pricing strategy.

Speaker: Jo-Ann Sloan
Time: Monday | 2:30 PM – 3:30 PM
Track: Luxury

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Profit Is a VERB — PANEL

You are invited to take a seat at the boardroom tables of three exceptional Berkshire Hathaway HomeServices franchisees. Bring your questions to this interactive discussion.  Our leaders are prepared to share their expertise with you during this two-hour, fact-filled session. Be prepared to learn:

  • How each of these companies have grown their profits despite intense local competition
  • How they have distinguished their firms while avoiding the “pricing” epidemic
  • What each found to be the critical factor in developing and retaining their sales professionals
  • How YOU can benefit from their knowledge and experience
Facilitators: Glenn Miller & Matthew Ferrara
Panelists: TBA
Time: Monday | 1:00 PM – 3:30 PM
Track: Management

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Referral-Relocation Director Meeting – Reaching New Heights

Join the finest Relocation and Referral leaders in the country at our annual gathering of talented industry practitioners. Whether you’re new to the referral-relocation role in your company or a seasoned professional, you can count on spirited presentations from these experts and customized content to satisfy your goals for business growth and best practices collection (including lots of opportunities to network with peers!). Once again, we will host representatives from Relocation Management Companies (RMC’s) that send our network significant amounts of business, as well as affinity channel partners who are driving new customer leads and opportunities. We’ll wrap up by acknowledging top performing brokerages in the outgoing broker-to-broker referral category.

Facilitators: Mary Kelly & Sue Giardino
Presenters: Jill D’Amico, VP North American Real Estate Services, BGRS
Bonnie Cameron Corporate Procurement Specialist, AIReS
Craig Donovan, SVP Global Network Integration, LEXICON® Relocation
Linda Graczyk, Director Real Estate Services, BGRS
Tia Hamlin, Director, Broker Network Management, BGRS
Steven John, President and CEO, HomeServices Relocation LLC
Marian L. Padgett, National Director, Business Development, HomeServices Relocation LLC
Teresa Palacios Smith, VP Diversity & Inclusion and Multicultural Strategies, HSF Affiliates LLC
Cary Sylvester, VP Vast/HomeStory
Darren Wagner, VP Real Estate LEXICON® Relocation
Time: Monday | 1:00 PM – 5:00 PM
Track: Referral / Relocation

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Supreme Influence in Action

A master of teaching, NIURKA’s powerful tools and techniques will help you communicate more effectively and authentically, and her unique strategies will help you achieve your next level of success and fulfillment. Mega-real estate agents have described her trainings as “the most powerful communication training in the world.” Mercedes-Benz, Marriott and Luxury Real Estate are just a few of her clients who have produced record-breaking results through her expertise.

Speaker: Niurka
Time: Monday | 1:00 PM – 3:30 PM
Tuesday | 1:00 PM – 3:30 PM REPEAT
Track: Self Investment

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Tear It Up with Mega Trends & Micro Tactics

Break through to next level business by understanding the the most important marketing trends happening today and how to implement straightforward tactics. Discover the best of real estate video marketing, micro-targeting, hyper-personal communication, mobile optimization and more. Create more engagement, opens, clicks and “yes’s” by understanding how today’s consumer wants to consume your information. Beginning to advanced techniques covered.

Speaker: Kristi Kennelly
Time: Monday | 1:00 PM – 2:00 PM
Track: Productivity

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Trainers Forum – Essential Skills for Presenters and Trainers

No matter how important your message is, if it’s not delivered effectively, it may not be heard at all. In this session we will explore practical presentation techniques and tips to help you prepare and deliver engaging presentations that connect with your audience and generate better results.

Speaker: Dohn Bower
Time: Tuesday | 1:00 PM – 2:00 PM
Track: Management

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Travel Isn’t the Answer — Live with a Sense of Curiosity, Passion and Awe Anywhere

Straight from the stages of TEDx and SXSW, Jacqueline shares how to cut loose the beliefs that hold us back, venture courageously into the unknown, and experiment with radical shake-ups, so that we live with purpose at our center, using adventure as our guiding path. Learn to live life every day with the mindset of a world traveler – no passport required.

Speaker: Jacqueline Jensen
Time: Monday | 1:00 PM – 2:00 PM
Track: Winning Mindset

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Value-Added Selling — How to Avoid the Commissionectomy

One of the most difficult situations in real estate is when a seller asks an agent to cut commission. Do you cut your fee and lose profit, or hold firm and lose the listing? David will outline the five key ways to address this: Strength, Value, Difference, Dialog and sell NET. At the end of this seminar you will actually look forward to your next commission objection!

Speaker: David Knox
Time: Tuesday | 1:00 PM – 2:00 PM
Track: Profitability

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Value-based Objection Handling: How to Handle any Objection

Engage, challenge and listen in as Jeff Cohn, one of the nation’s top real estate trainers, goes head-to-head with attendees in a live role-play format. Jeff will show by example how he navigates challenging dialogue scenarios that agents encounter on a daily basis when prospecting for leads, sharing presentations, and signing contracts.

Speaker: Jeff Cohn
Time: Tuesday | 1:00 PM – 2:00 PM
Track: Leads

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Why Do I Need You? Agents are Sherpas.

Your clients are finding the house on Zillow, doing school research, securing their mortgage and even figuring out comps…so why do they need you? Get the inside story on consumer behavior and learn why the “agents-as-sherpas” philosophy makes a lot of sense in real estate.

Speaker: Jed Carlson
Time: Monday | 4:00 PM – 5:00 PM
Track: Winning Mindset

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Why People Buy — How to Get Buyers to Buy from YOU!

For over 20 years, Jeff Shore has been teaching sales professionals how to engineer a personalized sales presentation designed to do one thing: make it easy for people to buy. Jeff’s revolutionary buying formula unlocks the mystery of a purchase decision. His solid consumer research combined with an upbeat and entertaining presentation style makes for a riveting, challenging and highly applicable message for any sales team.

Speaker: Jeff Shore
Time: Monday | 1:00 PM – 3:30 PM
Track: Winning Mindset

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Zero and Low Cost Lead Generation & Conversion Techniques — PANEL

Monitor and track your ROI (return on investment) and discover your ROT (return on time). Immerse yourself in a high-level interactive conversation with industry leaders dissecting the lead generation process, including zero and low-cost lead generation, conversion techniques (including CRM software, pay-per-click ads, social media, conversion percentages and top conversion techniques!) and how to manage your ROI versus your ROT.

Facilitator: Jeff Cohn
Panelists: TBA
Time: Tuesday | 2:30 PM 3:30 PM
Track: Leads

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