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SCHEDULE OF EVENTS
Wednesday,
January 14, 2004
Thursday, January
15, 2004
Friday, January
16, 2004
Saturday,
January 17, 2004
Wednesday,
January 14, 2004
7:00 a.m. –
5:00 p.m.
Registration
8:30 a.m. – 5:00 p.m.
Pre-Conference Event
The Council recently identified and approved several one-day courses
that can be used for credit toward earning the CRS Designation.
Two of these courses will be offered before the conference at a
discounted rate to Sell-a-bration® 2004 attendees. Attendees
will need to choose which course they wish to attend since both
courses will run concurrently on January 14.
Courses offered:
8:30
a.m. – 5:00 p.m.
Marketing
with Microsoft Office with Pat
Zaby, CRS, CCIM, CRB
8:30
a.m. – 5:00 p.m.
Ninja
Selling with Walter
J. Frey, CRS
These courses are only open to Sell-a-bration® attendees.
Thursday,
January 15, 2004
7:00
a.m. – 7:00 p.m.
Registration
12:00 p.m.
Speaker Luncheon and Training Session
Facilitator:
Howard
Brinton, CRS
5:00 p.m.
– 6:30 p.m.
Opening Session
- Success and All That Jazz!
Presenter: Howard
Brinton, CRS
Kick off this year's Sell-a-bration with
a high-octane performance from renowned trainer and motivator, Howard
Brinton. You'll be inspired, entertained, and motivated to soak
up the learning available for the next two days!
6:30 p.m. – 8:30 p.m.
Welcome Reception
Friday,
January 16, 2004
7:00 a.m. – 6:00 p.m.
Registration
7:30 a.m. – 8:30 a.m.
Continental Breakfast
8:30 a.m. – 10:00 a.m.
General Session - The
New Rules of Tax and Finance
Presenter: Chris
Bird
Take advantage of the latest tax changes to reduce Uncle Sam's
bite of your profit! Learn how Congress allows enormous write-offs
for both new and used equipment for your business (yes, that includes
vehicles!). Discover how to use the tax law of 2003 to plan for
long-term tax reduction, and the impact on S- and C-corporations.
10:00 a.m. –
10:30 a.m.
Morning Break
10:30
a.m. – 12:00 p.m.
Breakout Sessions:
Session 1 – Finally!
Time Management Success
Moderator:
Char
MacCullum, CRS, ABR, GRI
Panelists:
Richard
Bass, CRS; Art
Kleimer,CRS,GRI; Sandra
Nickel, CRS
Ever uttered the words, “If only I had more time?” Get
quick tips to implement to gain back hours in your day. Includes
structured schedules, delegation techniques, outsourcing, knowing
when to say NO and more.
Session 2 – The Art of Handling
Objections
Moderator: Del
Bain, CRS, GRI
Panelists: Alexis
Bolin, CRS; Russell Shaw,
CRS, GRI; Nikki
Ubaldini, CRS
Be prepared to handle practically any comment, objection or question
a buyer or seller throws at you. Watch masters of dialogue in action
as they field a variety of scenarios that challenge today’s
agents
Session 3 – Welcome
Competition
Moderator: Buddy
West, CRS, ABR, GRI
Panelists: Rachel
DeHanas,CRS; Sid Lezamiz,
CRS, CRB, GRI; Gary Ubaldini,
CRS
Who enjoys being one of five agents interviewed by a prospective
seller? How about being faced with a bottom-dollar competitor? Discover
the opportunities available in both, and win clients again and again!
Session 4
– Lifelong Client Support Systems
Moderator:
LeRoy
Houser, CRS, CRB, GRI
Panelists:
Ed
Birdsong, CRS; Judy Johns,
CRS, ABRM, GRI; Nate
Martinez, CRS, ABR, GRI
One of the most lucrative sources of business lies in repeat and
referral business from past clients. So how well are you nurturing
those relationships? Get tips on ways to enhance them.
Session 5 – Small Teams
Generating Big Profit
Moderator: Gayle
L. Henderson, CRS, ABR, GRI;
Panelists: Debra
Duvall,CRS; Tami Spaulding,
CRS, GRI; Rosemary
Horner, CRS
Whether you’re a one-person operation wanting to go lightly
into the team concept, or a small team who’d rather make more
fall to the bottom line than grow your production and your team,
this session will help. Discover you can build wealth and success
without a mega-approach!
12:00 p.m. –
1:30 p.m.
Brainstorm & Networking Luncheon
1:30
p.m. – 3:00 p.m.
Breakout Sessions:
Session
6 – Becoming a Referral Master
Moderator:
Chuck
Bode, CRS, GRI
Panelists:
Tim
Baker, CRS; Gail Bass, CRS;
Jean Shine, CRS, ABR, GRI
One of the best ways to increase your bottom line is to become very
effective working not only with receiving referrals, but also proactively
placing them. Learn how.
Session 7 – Introduction
to DISC Personality Types
Moderator: Craig
Lerch, Jr., CRS, JRI
Panelists: Chester
Harvey, CRS, GRI; Anna
Kleimer, CRS, GRI; Marsha
Sell, CRS
Get the basics on the four core personality types, and how they
differ in preferences, approach to challenges and decision making.
Then learn to distinguish what others are, and how to enhance your
presentation and service to meet the needs of different personalities.
Session 8 – Office
of the Future
Moderator: Rolf
Anderson, CRS
Panelists: Greg
Gorman, CRS, ABR, GRI; Jo
Ellen Nash, CRS, GRI; Pat
Wattam, CRS, GRI
Learn the latest on how to get wired and ready for the ultimate
office set-up. From remote access to color printers, these panelists
will share what’s working for them, what hasn’t and how
to make choices that best fit your needs.
Session 9 – Maximizing Your
Affiliate Relationships
Moderator: Mike
Brodie, CRS, CBR, GRI
Panelists: Sande
Ellis, CRS, GRI; Terry
Moerler, CRS, ABR; Sherry
Wilson, CRS
Description: Looking to zero-base some of your costs? Enhance your
bottom line and raise the quality of service you offer by forming
strong partnerships with vendors you generate business for.
Session
10 – Web Sites as Profit Centers
Moderator: Brett
Ellis, CRS, GRI
Panelists: John
Bendall, CRS, GRI; Marilyn
Kohn, CRS, GRI; Martha
Hendricks, CRS
Description: So, your web site is pretty; does it bring you
business? These Stars will share the most successful content, forms
and techniques and “stickiness” ideas that result in 10,
20, 30, even 50% or more of their business being driven from their
site.
3:00 p.m. – 3:30 p.m.
Afternoon Break
3:30 p.m. – 5:00
p.m.
General Session -
Technology Panel: Integrating Lead Systems for Maximum Effectiveness
Presenter: Howard
Brinton, CRS
IDX, VOW, automated buyer prospect searches, realtor.com
leads... the list goes on and on. Renowned trainer Howard Brinton
will moderate a panel of top-producing agents who are demonstrating
great success in building a power infrastructure to integrate and
coordinate all the various options for maximum productivity and
results.
6:00 p.m. – 10:50
p.m.
Fun Night
Saturday,
January 17, 2004
7:00 a.m. – 6:00 p.m.
Registration
7:30 a.m. – 8:30 a.m.
Continental Breakfast
8:30 a.m. – 10:00 a.m.
General Session - Dare to Be There
- Successfully prospecting FSBOs and Expireds
Presenter: David
Knox, CSP
In today's market, mastering the art of capturing For Sale By
Owner and Expired listing business has become very important. Knox
will walk you through successful, proven techniques that will not
only help you get your foot in the door, but also to get those listings,
priced right!
10:00 a.m. –
10:30 a.m.
Morning Break
10:30 a.m.
– 12:00 p.m.
Breakout Sessions:
Repeat
Session 6 – Becoming a Referral Master
Moderator:
Chuck
Bode, CRS, GRI
Panelists:Panelists:
Tim
Baker, CRS; Gail Bass, CRS;
Jean Shine, CRS, ABR, GRI
One of the best ways to increase your bottom line is to become very
effective working not only with receiving referrals, but also proactively
placing them. Learn how.
Repeat
Session 7 – Introduction to DISC Personality
Types
Moderator: Craig
Lerch, Jr., CRS, JRI
Panelists: Chester
Harvey, CRS, GRI; Anna
Kleimer, CRS, GRI; Marsha
Sell, CRS
Get the basics on the four core personality types, and how they
differ in preferences, approach to challenges and decision making.
Then learn to distinguish what others are, and how to enhance your
presentation and service to meet the needs of different personalities.
Repeat
Session 8 – Office of the Future
Moderator: Rolf
Anderson, CRS
Panelists: Greg
Gorman, CRS, ABR, GRI; Jo
Ellen Nash, CRS, GRI; Pat
Wattam, CRS, GRI
Learn the latest on how to get wired and ready for the ultimate
office set-up. From remote access to color printers, these panelists
will share what’s working for them, what hasn’t and how
to make choices that best fit your needs.
Repeat Session
9 – Maximizing Your Affiliate Relationships
Moderator: Mike
Brodie, CRS, CBR, GRI
Panelists: Sande
Ellis, CRS, GRI; Terry
Moerler, CRS, ABR; Sherry
Wilson, CRS
Description: Looking to zero-base some of your costs? Enhance your
bottom line and raise the quality of service you offer by forming
strong partnerships with vendors you generate business for.
Repeat
Session 10 – Web Sites as Profit Centers
Moderator: Brett
Ellis, CRS, GRI
Panelists: John
Bendall, CRS, GRI; Marilyn
Kohn, CRS, GRI; Martha
Hendricks, CRS
Description: So, your web site is pretty; does it bring you
business? These Stars will share the most successful content, forms
and techniques and “stickiness” ideas that result in 10,
20, 30, even 50% or more of their business being driven from their
site.
12:00 p.m. –
1:30 p.m.
Brainstorm & Networking Luncheon
1:30
p.m. – 3:00 p.m.
Breakout Sessions:
Repeat Session
1 – Finally! Time Management
Success
Moderator:
Char
MacCullum, CRS, ABR, GRI
Panelists:
Richard
Bass, CRS; Art
Kleimer,CRS,GRI; Sandra
Nickel, CRS
Ever uttered the words, “If only I had more time?” Get
quick tips to implement to gain back hours in your day. Includes
structured schedules, delegation techniques, outsourcing, knowing
when to say NO and more.
Repeat Session
2 – The Art of Handling Objections
Moderator: Del
Bain, CRS, GRI
Panelists: Alexis
Bolin, CRS; Russell Shaw,
CRS, GRI;
Nikki
Ubaldini, CRS
Be prepared to handle practically any comment, objection or question
a buyer or seller throws at you. Watch masters of dialogue in action
as they field a variety of scenarios that challenge today’s
agents
Repeat
Session 3 – Welcome
Competition
Moderator: Buddy
West, CRS, ABR, GRI
Panelists: Rachel
DeHanas,CRS; Sid Lezamiz,
CRS, CRB, GRI; Gary Ubaldini,
CRS
Who enjoys being one of five agents interviewed by a prospective
seller? How about being faced with a bottom-dollar competitor? Discover
the opportunities available in both, and win clients again and again!
Repeat
Session 4 – Lifelong
Client Support Systems
Moderator:
LeRoy
Houser, CRS, CRB, GRI
Panelists:
Ed
Birdsong, CRS; Judy Johns,
CRS, ABRM, GRI; Nate
Martinez, CRS, ABR, GRI
One of the most lucrative sources of business lies in repeat and
referral business from past clients. So how well are you nurturing
those relationships? Get tips on ways to enhance them.
Repeat Session
5 – Small Teams Generating Big Profit
Moderator: Gayle
L. Henderson, CRS, ABR, GRI;
Panelists: Debra
Duvall,CRS; Rosemary
Horner, CRS; Tami
Spaulding, CRS, GRI
Whether you’re a one-person operation wanting to go lightly
into the team concept, or a small team who’d rather make more
fall to the bottom line than grow your production and your team,
this session will help. Discover you can build wealth and success
without a mega-approach!
3:00 p.m. – 3:30 p.m.
Afternoon Break
3:30
p.m. – 5:00 p.m.
Closing Session
Presenter: Howard
Brinton, CRS
So you're overflowing with ideas; now what? Brinton
will direct you on proven methods for taking action and implementing
what you've learned once you return to your office. In addition,
he'll send you home feeling empowered, inspired, and with renewed
passion for your business!
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