Sales Convention 2015

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University Session Schedule

University Session Schedule

Monday
1:00pm – 2:00pm

All Audiences

SUPER SESSION:
Topic: Glittering, Glistening and Glum?

Matthew Ferrara

Tuesday
1:00pm – 2:00pm

All Audiences

BONUS SESSION:
“HEAR IT DIRECT”
Presents A Live Consumer Buyer

Audience

Mon. 2:30pm – 3:30pm

Mon. 4:00pm – 5:00pm

Audience

Tues. 2:30pm – 3:30pm

Tues. 4:00pm – 5:00pm

Sales Professionals

Listing with a Tablet

Bob Watson

Top Performer

PANEL

Claudia Sinclair

Sales Professionals

Effective Email Marketing Strategies

Eric Stegemann

Effective Prospecting – Catching, Not Just Fishing!

PANEL

Glenn Miller

Marketing & LearnCenter REsources

Jeanne Ratzow

Beginner’s Guide to Mastering Social Media

Melissa Kandel

Discover How Your iPad & a Few Inexpensive Apps Will Create Client-Pulling Videos with Ease

Michael Krisa

Discover How Your iPad & a Few Inexpensive Apps Will Create Client-Pulling Videos with Ease

REPEAT

Michael Krisa

Apps, Gadgets & Tech… Oh My!

Rik Brescia & Kyle Rank

Apps, Gadgets & Tech… Oh My!

REPEAT

Rik Brescia & Kyle Rank

Agent CRM Contacts, Action Plan Manager and National Website

Daniel Schoonover

Engage, Convert, Win!

PANEL

Dan Bryant

All Audiences

Social Media Superpowers:
How to Get Found & Build a Following

Seth Price

Social Media Superpowers:
How to Get Found & Build a Following

REPEAT

Seth Price

All Audiences

Small Message, Big Impact:
Building your Persuasive Presentation

Terri Sjodin

Small Message, Big Impact:
Building your Persuasive Presentation

REPEAT

Terri Sjodin

Insider Info: Luxury Market Today

Marti Gallardo & Rick Goodwin

Getting Ahead of the Luxury Game (and Winning It, Too)

PANEL

Marti Gallardi & Rick Goodwin

Everything is Digital, Everyone is Connected. Now What?

Chris Smith

Everything is Digital, Everyone is Connected. Now What?

REPEAT

Chris Smith

The Real Estate Professional’s Guide to Maximizing your Personal Finance

Jordan Goodman

The Real Estate Professional’s Guide to Maximizing your Personal Finance

REPEAT

Jordan Goodman

Using Mobile to Win Listings

Jeff Lobb

Using Mobile to Win Listings

REPEAT

Jeff Lobb

Broker/Owner
Office Managers

Office of the Future

Glenn Miller & Claudia Sinclair

Innovation: What, How and When Do Great Brokerages Innovate

Matthew Ferrara

Broker/Owner
Office Managers

REthink Council Presents:
Creating a Culture for Success

Melissa Kandel

Management by Guesswork

Eric Stegemann

Relocation Professionals

Relocation Director Meeting: Broker-to-Broker Referrals & Best Practices

PANEL

Mary T. Kelly, Sue Giardino, Jim Evans

Relocation Director Meeting: Relocation & Referral Roundtables

Mary T. Kelly & Sue Giardino

CFOs/CEOs/
Controllers

The Indispensable CFO — Value Creation

Brian Peterson


Agent CRM Contacts and Action Plan Manager and National Website

Agent Client Relationship Manager (CRM) stores, organizes and manages your contacts and clients to nurture and maximize conversion of prospects to clients. Action Plan Manager facilitates your marketing efforts to prospects with powerful email drip campaigns and a monthly eNewletter. Registering your contacts as a “client” for an account on your affiliate branded website provides them the ability to save searches and properties to their account, and the agent can view the client’s activity, saved searches and saved properties, as well as create customized searches for the client. Bring your laptop or tablet as attendees with a REsource Center User ID and Password can access the tools in class. All are welcome to preview and learn how to use these tools.

Instructor: Daniel Schoonover
Audience: Sales Professionals

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Apps, Gadgets and Tech … Oh My!

An all-encompassing guide to prepare you for the ever-evolving world of technology in real estate. Rik Brescia and Kyle Rank of Berkshire Hathaway HomeServices Hudson Valley Properties will share the newest apps and latest tech gadgets. This comprehensive class will allow you to implement the latest tech tools in order to simplify and manage your real estate life. Technology trends are changing daily; let us show you how to stay ahead of the competition and you will:

  • Discover new applications for smart devices that can save you time and money in your daily activities.
  • Dazzle clients with software and technology that makes doing business and moving through a transaction easier and more dynamic.
  • Simplify your real estate business with some of the latest tech gadgets available. Should you get the newest table, phone or camera?

Rik and Kyle will show you how to utilize these devices to their maximum potential.

Instructors: Rik Brescia and Kyle Rank
Audience: Sales Professionals

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Beginner’s Guide to Mastering Social Media

Join Melissa Kandel, senior writer at HSF Affiliates LLC, to learn the social media basics for real estate and get insights into what platforms to use and how to use them with comfort and ease. Discover best practices for social marketing and techniques for managing and mastering your social media presence to find new customers and strengthen relationships with existing clients. Additionally, Melissa will walk you through the national Berkshire Hathaway HomeServices social media pages she manages (Facebook, Twitter, Instagram, LinkedIn and more), and show you how to leverage this content to strengthen your own social media strategy. A thoroughly tweetable session not to be missed!

Instructors: Melissa Kandel
Audience: Sales Professionals

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Marketing & LearnCenter REsources

Learn how to access and utilize the most successful Berkshire Hathaway HomeServices tools sales professionals are using to prospect, follow-up, and build their business. Our presenter is an expert in our tools, systems and resources and will demonstrate how to use the new Marketing REsource Center, and explore the education portal LearnCenter REsource. All these tools will help you stay connected with today’s consumers and get the most out of your affiliation.

Instructor: Jeanne Ratzow
Audience: Sales Professionals

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Discover How Your iPad and a Few Inexpensive Apps Will Create Client-Pulling Videos with Ease

Chances are that if you were on the web today you watched at least one video. In fact, over 4 billion videos are viewed every single day, 25% of those on mobile devices! That means YOUR prospective customers are watching videos, too. So my question to you today is, are they watching YOUR videos and if not, how come?

(If you haven’t started doing videos yet, don’t despair. Many people have the perception that creating good videos is hard to do, expensive and takes up way too much time. Not so!)

In his exciting session, Michael will show you step-by-step how to easily make your own client-pulling videos using your iPad and a few inexpensive, easy-to-use apps. Learn:

  • How to create a compelling story
  • 5 Easy Steps to creating a video people will actually want to watch (and share!)
  • The art of the “Quick Take” – shoot, edit and upload to the web in 2 minutes!
  • The value of point and click virtual tours
  • How to edit your videos the easy way using iMovie
  • What to use to create professional sounding audio
  • How to easily record your voice and add it to photos to create a power visual presentation
  • Where to find the best prices on iPad gear
  • My own favorite apps for making videos
  • Where to find royalty free music … at NO COST!
  • Examples of what top agents are doing with video to list more and sell more!

Instructor: Michael Krisa
Audience: Sales Professionals

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Effective Email Marketing Strategies

In this session, we’ll reveal the two emails that yield the best response rates for real estate agents. In addition, we’ll cover how to keep your database in order, what day of the week and time to send, as well as how to build a list.

Instructor: Eric Stegemann
Audience: Sales Professionals

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Effective Prospecting … Catching, Not Just Fishing! — PANEL

This panel discussion reveals the prospecting secrets of our Network’s most successful sales professionals. Learn where your time and money is most effectively invested. Preview techniques that convert prospects into closings.

Facilitator: Glenn Miller
Audience: Sales Professionals

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Engage, Convert, Win! — PANEL

Working with the online consumer has become an integral part of real estate agents’ lives every day. Those who Engage and Convert — Win! Discover more about online consumers’ expectations and how to exceed those expectations and differentiate yourself from the competition using your Berkshire Hathaway HomeServices tools and resources. Hear from a panel of our Network’s top performers as they share insights, secrets and strategies they apply daily to stay on top of their game. Learn about the technology, tools and systems they use to grow their business and make more money developing online consumer business … leave with terrific ideas you will be able to use immediately. If you work with the online consumer from any source of online-generated business and want to get ideas to gain a competitive advantage, this session is a must attend.

Facilitator: Dan Bryant
Audience: Sales Professionals

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Everything is Digital, Everyone is Connected. Now What?

Simply put, Peoplework is a better way to run a business. It’s about putting people first, in a digital-first world. In his exciting session, Chris Smith will share with you the 10 business principles you should be doing now to grow your profits for the next decade and beyond. The digital revolution is ending. The people revolution is beginning. Is your business prepared? Some of the REvolutionary companies and people we’ll profile in the session: TaskRabbit, Airbnb, Etsy, Starbucks, Evernote, Zappos, Square, Tom’s Shoes, Elon Musk, Jack Dorsey, Mark Zuckerberg and Steve Jobs.

Instructor: Chris Smith
Audience: All Audiences

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Getting Ahead of the Luxury Game (and Winning It, Too) — PANEL

Reaching the highest level of recognition within Berkshire Hathaway HomeServices takes commitment to building your affluent client base. How do you find these clients? How do you communicate with them? And what are their expectations? Our panelists’ expertise in this market elevated each one of them to Chairman’s Circle status. You will leave this session with fresh ideas from top luxury professionals whose knowledge will help you win when a luxury opportunity presents itself.

Facilitators: Marti Gallardo & Rick Goodwin
Audience: All Audiences

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The Indispensable CFO — Value Creation

This session for CFOs will build upon concepts discussed at the fall 2014 CFO Conference. Benchmarking, strategic performance measures, metrics and other best practices will be examined. Participating CFOs will also meet as a group to gain insight from participating on problems common to many affiliate finance/accounting departments, such as: appropriate marketing spend, effectiveness of PPP enhancement strategies and ROI for investment spending. Join this dynamic session and create value for both you and your organization!

Speaker: Brian Peterson

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Innovation: What, How and When Do Great Brokerages Innovate?

This session for brokers, owners and managers identifies the key areas of competitive innovation including organization structure, management allocation, technology, pricing to consumers, sales compensation, sales-force composition, and big data. Matthew will facilitate and share group discussions, best practices and stories of brokers around the world in each topic. This program moves innovation beyond “just technology” into the full realm of competitive possibilities.

Instructor: Matthew Ferrara
Audience: Brokers/Owners/Managers

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Insider Info: Luxury Market Today

With a finger on the pulse of current trends embraced by affluent consumers worldwide, Marti Gallardo of The Wall Street Journal and Rick Goodwin, Publisher of Unique Homes, understand that mastering the luxury market is not just a skill, it’s an art. Their national and international research delves into the perceptions, products and level of service that resonate with the high-end demographic. You will leave this session with a renewed sense of what it takes to dominate the luxury landscape.

Instructors: Marti Gallardo & Rick Goodwin
Audience: All Audiences

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Listing with a Tablet

In this action-packed session you will learn how to take your listing presentation to the next level using your iPad or tablet. From the initial listing walk-through to your comparable market analysis, you will learn how to use Berkshire Hathaway HomeServices’ exclusive tools to create a true differentiator and blow away the competition!

Instructor: Robert Watson
Audience: Sales Professionals

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Management by Guesswork

Even today, most brokers still make expense and management decisions on intuition instead of data. This session will cover how to utilize simple technologies to provide you the data you need in order to make informed decisions.

Instructor: Eric Stegemann
Audience: Brokers/Owners/Managers

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Office of the Future — PANEL

Join us at a panel discussion with owners and managers that are leading ‘Offices of the Future’ today. Preview various office floor plans, cultural models and leadership characteristics that are setting new benchmarks for our industry. Learn how our sales professionals and customers are embracing these new models.

Facilitators: Glenn Miller and Claudia Sinclair
Audience: Brokers/Owners/Managers

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The Real Estate Professional’s Guide to Maximizing Your Personal Finances

For real estate professionals, it can be tricky to manage the year-to-year fluctuations in cash flow and put away money for the future while covering your everyday expenses. Jordan will guide you through everything you need to know to manage your personal finances better. His presentation will offer many practical worksheets, websites, toll-free numbers and other resources to help you put his suggestions into action. Some of the areas he will cover include:

  • Tracking your net worth
  • Managing your cash flow
  • Assessing your tolerance for risk
  • Financing college tuition
  • Getting adequate insurance protection at the best price
  • Paying off your mortgage in 5-7 years instead of 30 years on your existing level of income
  • Earning 6% risk-free over one year
  • and much more!

Instructor: Jordan Goodman
Audience: All Audiences

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Relocation Director Meeting: Broker-to-Broker Referral Best Practices – PANEL

Jim Evans of Professional Software Services LLC leads a panel of experts from across the network, who will share best practices for generating and maintaining success in the broker-to-broker referral arena. Improve your processes and practices; turn your broker-to-broker lead channel into a highly profitable segment of your business!

Speaker: Jim Evans, Relocation Specialist Software
Panelists: TBD

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Relocation Director Meeting: Relocation and Referral Roundtables

Undeniably, our Relocation and Referral Roundtable Exchange is one of the most sought after sessions at the annual Sales Convention. Offering the opportunity to build new relationships as well as share insights and solve common business challenges, you’re sure to participate in thought provoking discussions and receive immediate solutions you can put to use back home. This year’s lineup offers a diverse cross-section of topics addressing every aspect of referral management, including insights into delivery of service levels that generate repeat business.

Speaker: Mary T. Kelly, Referral Channel Development
Roundtable facilitators:

  • Florence Baird, VP, Real Estate Services, Brookfield GRS
  • Sue Giardino, Manager, HSF Affiliates Referral Channel Development
  • Tia Hamlin, Director, Broker Network Management, Brookfield GRS
  • Phyllis Hughes, Manager, Broker Network Management, Brookfield GRS
  • Stephen John, President & CEO, HomeServices Relocation
  • Patti Panilaitis, VP, Supply Chain Management, Americas, Brookfield GRS
  • Cindy Salter, EVP, Brookfield GRS
  • Additional – TBD

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REthink Council Presents: Creating a Culture for Success

Culture is an integral part of creating an office — and company — environment filled with productive, motivated agents and effective managers. But what exactly is culture? How do you define it and how do you know when it is working in your favor? Join top-producing members of the national REthink Council for this exciting panel discussion as they explain what culture means to them, their thoughts about an ideal workplace for agents, how to build a culture that will help recruit and retain millennial talent and more.

Instructor: Melissa Kandel
Audience: Brokers/Owners/Managers

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Small Message, Big Impact: Building Your Persuasive Presentation

How do you sell, persuade or move people to action? A vital element in creating influence in today’s market is your ability to build and deliver a thought provoking presentation.
From elevator speeches to formal sales presentations, you can craft a more compelling message. Perhaps you want to promote an idea, a project or a concept. Maybe you are looking to create a more intriguing presentation to sell a product or service that will help you access more challenging decision makers.

In this “must-attend” session, Terri will show you how to build and deliver a more polished and effective sales presentation – one that is persuasive rather than just informative. The focus will be on developing verbal communication skills for greater impact with clients and prospects, including how to develop a more creative style, hot tips on visual aids, body language, closing and more. Terri will share ideas from her books Small Message, Big Impact and New Sales Speak.

In this session the audience will gain an understanding of:

  • The biggest presentation mistakes professionals make and how to avoid them
  • The 3 benchmarks of a great presentation
  • How to make your presentations persuasive rather than just informative
  • How to present more effectively, whether one-on-one or one on one hundred
  • How to avoid “strange” body language and gesturing
  • How to re-purpose your existing presentation content to create a new message

Instructor: Terri Sjodin
Audience: All Audiences

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Social Media Superpowers: How to Get Found & Build a Following

After successfully leading loads of big brand marketing teams, Seth brings his story to life by sharing the specific tools he (and any agent or broker!) uses to create “next level” business. From crafting content marketing that answers customer questions long before they meet you, to understanding the all-important customer reviews, to creating video and social platforms that help you get found by the right people, Seth is the voice of proven success. Whether you’re using social media to tell your customers’ stories or educating people on the problems your company solves through video, the tools you use can help you turn casual browsers into evangelists for your brand.

Instructor: Seth Price
Audience: All Audiences

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Top Performer — PANEL

Hear from a panel of our network’s top performers as they share insights, secrets and strategies they apply daily to stay on top of their game. Learn about the technology, tools and systems they are using to prospect, follow-up and build their business. Our presenters are experts in our tools, systems and resources. Prepare to take notes.

Facilitator: Claudia Sinclair
Audience: Sales Professionals

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Using Mobile to Win Listings

Having technology and mobile devices is NOT a differentiator. It’s what you do with them that brings value! In this exciting and fast-paced session, you will look at technology, marketing and today’s mobile experience through the eyes of consumers. Learn what they have (and want!), how they use it and how you can benefit from it. Leveraging mobile and marketing strategies all from your mobile device can give you a serious edge above the competition. Learn the apps, tools and marketing systems you need to not only create a better consumer experience, but WIN MORE LISTINGS!

Instructor: Jeff Lobb
Audience: All Audiences

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