SATURDAY, NOVEMBER 9
Estimating Market Value of Commercial Property
Dan L. Andrews, GRI
Do you know how to accurately estimate market value? Uncover three proven
approaches for value estimation: the Direct Sales or Market Approach, the
Replacement Cost Approach and the Income Capitalization Approach. Gain an
understanding of how zoning impacts value, as well as how to calculate vacancy
rates by property type.
Mission Possible: Make Money with Referrals!
Panel Moderator: John A. McAllister, Jr., ALC
Panelists: Bill Sheridan
James ( Trip) A. Holmes, III
Whether you are commercial or residential focused, get tips that can be
implemented right away! The panel draws upon decades of experience to
demonstrate how you can capitalize on your network. They share pointers that
can be used to find professionals, refer business that is outside your area of
expertise, build relationships for future business and give/receive referrals.
Luxury Real Estate: What’s the Story?
Jack Cotton, Jr., CRB, CRS
Harness the power of stories to differentiate
yourself in a competitive luxury market. Identify
the three parts to every good story that you
can use to increase the effectiveness of any
luxury real estate presentation. Plus, uncover
the characteristics of the four categories of high
net worth individuals and how to use stories
to connect with them. Plan to also attend
“Using Mini-Movies to Market Luxury Homes”
on Saturday at 11:00am to see how your
property can tell a story that leads to a
FOR SELECT FRIDAY MEETINGS
International attendees can listen to Spanish,
Portuguese, French and Mandarin Chinese
translations of select committee and conference events on
Friday. Translation headsets will be available for the following
meetings: Global Business & Alliances Committee; Communicating
Globally: Technology Tools for Cross Border Transactions; and
Commercial Economic Issues & Trends Forum.
If you need an interpreter for other sessions/events, visit the
“International Visitors” page at
for details on how to order one.
FRIDAY, NOVEMBER 8 (CONT.)
Tips for Avoiding Fiduciary Duty and Related Lawsuits
Scott E. Kossove
JP Endres Fein, GRI
According to NAR’s 2013 Legal Scan, breach of fiduciary duty ranks as the most prominent
issue this year. Real estate professionals of all experience levels are encountering
challenges related to their role as fiduciaries to clients. Obtain practical tips and uncover
how you can implement best practices into your business to ensure you are fulfilling
fiduciary duties. This is an encore presentation of the message delivered at the
Communicating Globally: Technology Tools for Cross Border
Panel Moderator: Aida Turbow, CIPS, GRI
Panelist: John Mayfield, CRB, e-PRO, ® GRI
There are many tools available that help with cross border real estate transactions,
including country-specific property sites, translation apps, business management apps
and more. Learn how to use these tools to enhance the international transaction process,
and ask your questions to panelists with country-specific expertise. This session will be
translated into French, Mandarin Chinese, Portuguese and Spanish.
They Are Back…Low Inventory and Multiple Offers
Frank Mears, ABR, ® ABRM,SM CRB, SRES®
Prepare yourself for multiple offers on properties, and learn how to successfully negotiate
whether you are representing the buyer or the seller. Analyze and explain the current
housing inventory in your market and its impact on the transaction process. Plus, learn
how to define multiple offer opportunities and formulate a plan that will develop into a
Risk Management & License Law Forum
Analyze the main issues found in NAR’s 2013 Legal Scan, as well as the issues making their
way through the courts that could have a potentially extensive impact on the industry. The
most relevant and timely topic and speaker will be announced closer to the conference.
Commercial Economic Issues & Trends Forum
Lawrence Yun, PhD
NAR’s Chief Economist focuses on the most timely aspects of the commercial market. He
and other experts will look at big picture implications for the year ahead. This session will
be translated into French, Mandarin Chinese, Portuguese and Spanish.
Extreme Growth: Going From 20 to 50 Deals a Year
Bruce Gardner, ABR, ® CRS, GRI
Are you a successful agent looking to grow your business and interested in ways to make
that leap? Prepare yourself to support a higher level of transactions by implementing
systems and hiring the right team members, based on proven guidelines.
7 Highly Effective Habits for Super-Star Success
Bob Wolff, CRB, CRS
Identify 20+ strategies that can be immediately put to use and guarantee an increase in
listings and sales. Analyze specific “Dollar-Productive” behavioral strategies that can be
implemented at no cost for success in real estate sales.
EDUCATION SESSIONS EDUCATION SESSIONS Primary audiences are indicated with the color-coded icon. Anyone is welcome to attend each session. Residential Agent Broker/Owner/ Manager Commercial International I T Professional Niche Markets
www.REALTOR.org/Conference | 800-650-6893 (US & Canada) | 847-996-5876 (INT’L)