1. Art and Diseño

AGENDA
SATURDAY, FEBRUARY 14, 2015
TIME
TITLE
4:00pm - 7:00pm
Registration
SUNDAY, FEBRUARY 15, 2015
TIME
TITLE
8:00am - 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
ERA Distinctive Properties
Jackie Gray, Virtual Trainer, ERA Franchise Systems LLC
9:00am – 12:00pm
Numbers Nerds
Mike Daniels, Director, Strategic Analytics, ERA Franchise Systems LLC
9:00am - 4:30pm
Ninja Selling
Mike Selvaggio, Broker/Owner, Delaware Homes Real Estate and National CRS Instructor
9:00am - 4:30pm
Certified New Home Specialist / Residential Construction Certified Training Program Dennis Walsh,
Owner and CEO, Certified Home Specialist
9:00am - 4:00pm
Residential Financial Consultant: Discovering the Finance Difference
Pat Zaby, President, Seminars & Systems
12:30pm - 4:30pm
Objection Handling Workshop
Chris Leader, President, Leader’s Edge Training
12:30pm - 4:30pm
Office Coordinator Workshop
Chris Poolas, Learning Manager, ERA Franchise Systems LLC
Sunday continued on next page
AGENDA
SUNDAY, FEBRUARY 15, 2015
TIME
TITLE
10:00am - 11:30am
The Top Gun Experience
Dan Elzer, President, The Training Academy
10:00am -11:30am
How to Start Up Your Referral Business
George O’Balle, Top Gun Instructor, ERA Prime Properties
10:00am - 11:30am
Nelson’s Secrets of Success
Nelson Zide, CEO, Nelson Presents
10:00am - 11:30am
Organic Growth Panel
Facilitated by: Lee Ann Roughton, Executive Business Consultant,
ERA Franchise Systems LLC
Educational Sessions
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
1:00pm - 2:30pm
Social Media – Idea Sharing
Facilitated by: Lee Ann Roughton, Business Consultant, ERA Franchise Systems LLC
1:00pm - 2:30pm
Radical Recruiting
Pam Erman, President, Real Estate Guidance, Inc.
1:00pm - 2:30pm
What, I need another App?
Dan Elzer, President, The Training Academy
Educational Sessions
3:00pm - 4:30pm
LeadRouter Advanced Admin for Managers and Administrators
Staci DelRe, Director of Business Development, ERA Franchise Systems LLC
3:00pm - 4:30pm
15 “Must Do’s” in 2015
John Horne, National Trainer, ERA Franchise Systems LLC
3:00pm - 4:30pm
Building Successful Teams in Real Estate
Pam Erman, President, Real Estate Guidance, Inc.
3:00pm - 4:30pm
Manage Your Team to Victory
Dan Elzer, President, The Training Academy
3:00pm - 4:30pm
Mergers & Acquisitions Panel
Dave Collins, Senior Vice President, Broker Services, ERA Franchise Systems LLC
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
MONDAY, FEBRUARY 16, 2015
AGENDA
TIME
TITLE
8:00am - 5:00pm
Registration
9:00am – 9:30am
General Session Doors Open
9:30am - 12:00pm
General Session
12:00pm - 5:00pm
ERA Brand Booth
12:00pm – 5:00pm
ERA & Cartus Consulting Sessions (by appointment only)
12:00pm – 5:00pm
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
1:00pm – 5:00pm
30 Minute Business Building Tips
1:00pm - 5:00pm
Office Coordinator Workshop
Chris Poolas, Learning Manager, ERA Franchise Systems LLC
1:00pm-3:30pm
Platinum & Gold Broker Summit (by invitation only)
1:30pm - 3:00pm
1:30pm - 3:00pm
1:30pm - 3:00pm
1:30pm - 3:00pm
1:30pm - 3:00pm
1:30pm - 3:00pm
1:30pm – 3:00pm
3:30pm - 5:00pm
3:30pm - 5:00pm
Educational 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 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, ERA Franchise Systems LLC
Educational Sessions
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
AGENDA
MONDAY, FEBRUARY 16, 2015
TIME
TITLE
3:30pm - 5:00pm
The Distinctive Agent
Tomas Martinez, Publisher/Owner, Luxury Home Magazine
3:30pm - 5:00pm
Silver Bullet Solutions, Part 2
Mike Selvaggio, Broker/Owner, Delaware Homes Real Estate and National CRS Instructor
3:30pm - 5:00pm
Creating your Online Differentiators! Stand out and Win Business
Jeff Lobb, President, Spark Tank Media
3:30pm - 5:00pm
Evernote for Real Estate
Gary Wise, Co-Founder, The Paperless Agent
3:30pm - 5:00pm
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)
TUESDAY, FEBRUARY 17, 2015
AGENDA
TIME
TITLE
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)
Educational Sessions
1:30pm - 3:00pm
1:30pm - 3:00pm
1:30pm – 3:00pm
1:30pm - 3:00pm
1:30pm - 3:00pm
1:30pm - 3:00pm
1:30pm – 3:00pm
3:30pm - 5:00pm
3:30pm - 5:00pm
3:30pm - 5:00pm
Objection Handling Throwdown
Tony Lombardo, Executive Business Consultant, ERA Franchise Systems LLC
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, ERA Franchise Systems LLC
Educational Sessions
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
AGENDA
TUESDAY, FEBRUARY 17, 2015
TIME
TITLE
3:30pm - 5:00pm
Minding the Gap – Applying Generational Concepts for Dramatic Results
Karel Murray, Certified Speaking Professional
3:30pm - 5:00pm
China: The Future Frontier
Matthew Ferrara, Philosopher, The Learning Network LLC
3:30pm - 5:00pm
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 ERA Franchise Systems LLC, 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 ERA Franchise Systems LLC.
©2015 ERA Franchise Systems LLC. A Realogy Company. All Rights Reserved. ERA Franchise Systems LLC 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 ERA Franchise Systems LLC.
Sunday, February 15, 2015
Certification & Workshop Classes
(Pre-registration required through
ERA Learning Exchange)
Distinctive Properties
9:00 AM 12:00 PM
Jackie Gray, Virtual Instructor,
ERA Franchise Systems LLC
Numbers Nerds
Mike Daniels, Director, Strategic
Analytics,
ERA Franchise Systems LLC
9:00 AM 12:00 PM
Ninja Selling
9:00 AM
9:00 AM
Mike Selvaggio, Broker/Owner,
Delaware Homes Real Estate and
National CRS Instructor
4:30PM
Certified New Home
Specialist / Residential
Construction Certified
Training Program
4:30PM
Dennis Walsh, Owner and CEO,
Certified New Home Specialist
9:00 AM
Residential Financial
Consultant: Discovering the
Finance Difference
4:00PM
Pat Zaby, InTouch Systems
12:30 PM 4:30 PM
12:30 PM
4:30PM
Class Descriptions
Class Description
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.
Objection Handling Workshop You'll learn from Master Sales Trainer Chris Leader, as he shares a proven, systematic approach to
Chris Leader, President,
any objection. See how body language, right questioning, personality styles, and what to say/exactly
Leaders Edge Training
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
Office Coordinator Workshop Q & A sessions from the perspective of “How to use” all your innovative favorite ideas and tools.
Chris Poolas, Virtual Training Manager,
ERA Franchise Systems LLC
Education Sessions
(no registration required)
The Top Gun Experience
10:00 AM 11:30 AM
Dan Elzer, President,
The Training Academy
10:00 AM 11:30 AM
How to Start Up Your
Referral Business
George O'Balle, Top Gun
Instructor, ERA Prime Properties
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.
Class Description
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
Sunday, February 15, 2015
Educational Sessions
(no registration required)
Class Descriptions
Class Description
Nelson's Secrets of Success 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
Nelson Zide, CEO,
Nelson Presents
ideas that will work for you and will be a lot of fun to learn!
Organic Growth Panel
See how your peers have organically grown their company by increasing customer base, increasing
10:00 AM 11:30 AM Facilitated by: Lee Ann Roughton,
Executive Business Consultant,
output per agent and focusing on training and retention.
10:00 AM 11:30 AM
ERA Franchise Systems LLC
Educational Sessions
(no registration required)
Making 2015 Your Best Year
in Real Estate and Crazy
T-Shirt Sayings
1:00 PM 2:30 PM
Todd Beckstrom, ABR, Broker,
CRS, REALTOR®, RSPS,
ERA Wilder Realty, Inc.
1:00 PM
Social Media Idea Sharing
2:30 PM Facilitated by: Lee Ann Roughton,
Executive Business Consultant,
ERA Franchise Systems LLC
Radical Recruiting
1:00 PM
2:30 PM
Pam Erman, President
Real Estate Guidance, Inc.
What, I need another App?
1:00 PM
2:30 PM Dan Elzer, President, The Training
Academy
Education Sessions
(no registration required)
LeadRouter Advanced
Admin for Managers and
Administrators
3:00 PM 4:30 PM
Staci DelRe, Director, Business
Class Description
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!
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™.
Class Description
This course will be an interactive session to review your company dashboard and share best
practices with LeadRouter.
Development
ERA Franchise Systems LLC
15 "Must Do's" in 2015
3:00 PM
4:30 PM
3:00 PM
4:30 PM
Building Successful Teams
in Real Estate
4:30 PM
Manage Your Team to
Victory
3:00 PM
John Horne, National Trainer,
ERA Franchise Systems LLC
Pam Erman, President
Real Estate Guidance, Inc.
Dan Elzer, President,
The Training Academy
Mergers & Acquisitions
Panel
3:00 PM
4:30 PM Facilitated by: Dave Collins, Senior
Vice President, Broker Services,
ERA Franchise Systems LLC
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.
Monday, February 16, 2015
Workshop
(pre-registration required)
Class Description
Office Coordinator Workshop
Part 2
1:00 PM 5:00 PM
Chris Poolas, Virtual Training
Manager, ERA Franchise Systems
LLC
Education Sessions
(no registration required)
New Negotiating Edge Gaining Trust & Loyalty
1:30 PM 3:00 PM
Ed Hatch, President,
Ed Hatch Seminars, Inc.
Who Moved My Leads?
1:30 PM 3:00 PM
1:30 PM 3:00 PM
Mark Joyner, Vice President, Napier
Realty ERA
Harness the Power of
LinkedIn
Tomas Martinez, Publisher/Owner,
Luxury Home Magazine
Silver Bullet Solutions, Part I
1:30 PM 3:00 PM
1:30 PM 3:00 PM
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
1:30 PM 3:00 PM
Gary Wise, Co-Founder,
Paperless Agent
1:30 PM 3:00 PM
Class Descriptions
The
Working Smarter not Harder
Using Your ERA Toolbox
Jackie Gray, Virtual Instructor
ERA Franchise Systems LLC
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.
Class Description
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 5step 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
Monday, February 16, 2015
Education Sessions
(no registration required)
Class Descriptions
Class Description
YES, BUT … “your commission is too high” … “we need to sell for more” … “we want to offer less”
New Negotiating Edge - Getting
… are just a few examples of the objections that arise CONSTANTLY! Since they do would it not be
Past NO!
3:30 PM 5:00 PM
smart to learn a PRESENTATION to AVOID them … a STRATEGY to successfully HANDLE them
Ed Hatch, President,
… along with the specific LANGUAGE for OVERCOMING them? If that makes sense to you, then
Ed Hatch Seminars, Inc.
this is the session for you!
Agents will learn directly from our panel of top producers as we explore new challenges faced in
Top Agent Idea Sharing
today's market. Top producers will discuss how they are able to stay ahead of today's real estate
Facilitated by: John Horne,
3:30 PM 5:00 PM
trends. This panel will concentrate on generating leads, time management tips, and successful
National Trainer,
ERA Franchise Systems LLC
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.
The Distinctive Agent
3:30 PM 5:00 PM
Tomas Martinez, Publisher/Owner,
Luxury Home Magazine
Silver Bullet Solutions, Part II
3:30 PM 5:00 PM
Mike Selvaggio, Broker/Owner,
Delaware Homes Real Estate and
National CRS Instructor
Creating your Online
Differentiators! Stand out and
3:30 PM 5:00 PM
Win Business
Jeff Lobb, Founder and CEO,
SparkTank Media
Evernote for Real Estate
3:30 PM 5:00 PM
Gary Wise, Co-Founder,
The Paperless Agent
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.
Tuesday, February 17, 2015
Educational Sessions
(no registration required)
Objection Handling Throwdown
1:30 PM 3:00 PM
1:30 PM 3:00 PM
Facilitated by: Tony Lombardo,
Executive Business Consultant,
ERA Franchise Systems LLC
Does Your Business Have
Bounce? Connecting and
Closing in a Changing
Marketplace
Karel Murray, CSP, Our Branch, Inc.
1:30 PM 3:00 PM
Managing and Leading for
Profit
Peter F. Hunt, Broker/Owner,
HUNT Real Estate ERA
Getting Great with Google
1:30 PM 3:00 PM
Bill Lublin, CEO,
Social Media Marketing Institute
Listing Presentation Reboot
1:30 PM 3:00 PM
Leigh Brown, Wake Up Artist,
No Fluff Training
Glittering, Glistening and Glum!
1:30 PM 3:00 PM
1:30 PM 3:00 PM
Matthew Ferrara, Philosopher,
Speaker, Photographer
Working Smarter not Harder
Using Your ERA Toolbox
Jackie Gray, Virtual Instructor,
ERA Franchise Systems LLC
Educational Sessions
(no registration required)
Perfecting a System to Attract
Fiercely Determined Agents
3:30 PM 5:00 PM
Staci Del Re, Director, Business
Development,
ERA Franchise Systems LLC
Needles in Haystacks
3:30 PM 5:00 PM
3:30 PM 5:00 PM
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
Class Descriptions
Class Description
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?
Class Description
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
Tuesday, February 17, 2015
3:30 PM 5:00 PM
Minding the Gap Applying
Generational Concepts for
Dramatic Results
Karel Murray, CSP, Our Branch, Inc.
China: The Future Frontier
3:30 PM 5:00 PM
3:30 PM 5:00 PM
Matthew Ferrara, Philosopher,
Speaker, Photographer
Follow the Money: The next
wave of Luxury and Resort
Buyers
Robyn Erlenbush, Broker/Owner,
ERA Landmark Real Estate
Class Descriptions
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.