Welcome to the Kansas association of RealtoRs®

2013

KAR Gives You the Edge

KAR delivers tools, services and people who work hard

to support your business and protect your interests.

Making it happen, together in the community, as True Blue® Friends.

P R O U D P A R T N E R S

8 8 8 - 8 C A P F E D

capfed.com

If your computer has had a meltdown--

avoid having your own meltdown!

• Tech Helpline is available to you as a valuable member service and provides technology support to REALTORS®.

• Tech Helpline’s talented analysts are U.S.based, share a passion for technology, and are amazingly patient individuals!

Call 866-432-3021

KAR’s TechHelpline Can Help!

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table of contentsDear Colleagues,

We created this catalog to help you plan for what you need most to get an edge in your business. We know every member is looking for a little something different.

You may be looking to further your knowledge, opportunities to

make more REALTOR® connections, learn about new technology and proven tools, or stay up-to-date on changes in the market or legislation that affects your buyers, sellers and you, the REALTOR®.

Our commitment is to provide you with information that will help you be more confident and more successful, whether you are preparing for a listing presentation or tackling a technology issue.

Please keep this catalog handy so you can refer to it for the education calendar or sales tips.

It’s my honor to serve you as your 2013 KAR president.

Steve McCulloughPresident

contact information (pages 2 & 13)Who to contact to help close the deal, answer a question, solve a technology issue, or support for a transaction.

Business tools (pages 3-7)• Technology Tips • Real Estate Business Resources• Sales Tips• Technology Training • Facebook Success

Business growth (pages 8-9)• A Strong Voice at the Capitol • State Market Forecast• Right Track Leadership Academy

Business Knowledge (pages 10-12)• Pre-License Courses• Home-Study and Online CE• Graduate REALTOR® Institute (GRI)• How to Check for CE Hours• State and National Conferences• Ninja Selling Business Systems• Online Video CE Courses (Coming in March 2013)

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the Value of MembershipYour KAR membership offers you tools for your transactions, information to keep your business moving forward, education you need most, and a strong voice in Topeka.

Karen Gehle - Ext: 2124Chief Executive Officerceo@kansasrealtor.com

Rod McIntyre, Ph.D. - Ext: 2131VP of Professional Developmentrmcintyre@kansasrealtor.com

Maura Dingman - Ext: 2127Member Services Coordinatormdingman@kansasrealtor.com

Cheryl Austin - Ext: 2129Director of Education cheryl@kansasrealtor.com

Luke Bell, JD - Ext: 2133VP of Governmental Affairslbell@kansasrealtor.com Keri Renner - Ext: 2126

Director of Communicationskrenner@kansasrealtor.com

Lisa Deghand - Ext: 2134Administrative Assistantlisa@rebr.com

Jackie Hovey - Ext: 2130VP of Marketing and Member Outreachjhovey@kansasrealtor.comJohn Ringgold - Ext: 2123

President, REBRjohn@rebr.com

Jackie Teaford - Ext: 2128Controller jteaford@kansasrealtor.com

Don’t Miss the Fun!Barry stranz, will entertain and enlighten you with everything you ever wanted to know about the residential structure, but didn’t know whom to ask, in conjunction with the KAR Midyear Conference, June 18-20, 2013 at the Courtyard by Marriott Hotel in Junction City.

Come experience the energy, excitement and extraordinary knowledge Jackie leavenworth and chandra hall bring to the KAR Annual Conference & Education Expo, October 7-9, 2013 at the DoubleTree Hotel in Overland Park.

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technology tools for 2013Everyday new programs and phone/tablet apps are released that may not be specifically built for real estate, but can be used by REALTORS® to enhance your business and help you be organized, profitable and will set you apart from your competition.

1. evernoteThis is a great note taking app that lets you add photos, audio and video to your notes. It is a great place to store everything from emails, Web pages, business cards, receipts, owner’s manuals, serial numbers, PDF’s, etc. It has an awesome search function that will even search words and terms inside PDF files and the notes and documents sync across all of your devices.

2. DocusignHow many times have you driven across town to get signatures from clients after regular working hours to ensure your deal is done? How much does it cost to overnight documents a few times across the country to all the kids with an estate property? DocuSign solves both of these problems by letting you prepare documents with initials and signatures from the comfort of your home and office to anyone in the world via email. Get five free envelopes each and every month by signing up at DocuSign.com/KAR.

3. Fellowup.comBuilding relationships and monitoring your Facebook contacts birthdays, job changes, and relationship statuses are easy with this online tool. Once signed up, you receive a daily email digest with quick links connecting you with your contacts to congratulate or console them on any changes. It couldn’t be easier.

4. socialBios.comCreate an “About Me” page that directs your potential clients to your Web site or a custom profile page. It allows your visitors to easily connect with you by phone, email, or any of your social media sites. It has a great feature that shows your visitor any common friends you may have through social media. If you

have friends in common, they are more likely to use you for their real estate needs. SocialBios will also enhance your REALTOR.com profile for FREE!

5. PostagramPostagram makes it simple to send a real postcard in the mail with an Instagram photo printed right on it. Use Instagram to take a photo of your clients standing in front of their new home, then send them a postcard thanking them for their business the next day with the photo included. Wouldn’t that make an impression and increase your chances of getting a referral from them in the future?

6. Broadcast For FriendsThis awesome app lets you stream video directly from your phone to your Facebook wall. Have a virtual open house on Facebook by walking around the home and talking about the great features as potential clients watch online. Anyone watching the video can post a comment and it will appear on your screen as you are creating the video. Once you are done, the app will ask you if you would like to save the video for others to view later on your Facebook wall. Imagine the possibilities!

7. UnRoll.meAre you tired of junk mail in your inbox? What happens when you unsubscribe with the link at the bottom of the email (if there is one)? Typically, you either continue to get emails or maybe your attempt to unsubscribe will secretly sign you up for more junk email. This online tool will scan your email account for subscriptions (whether you’ve signed up for them or not) and allow you to unsubscribe with one simple click!

Business tools

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Business tools8. camscannerWant an easy way to scan documents or receipts with your phone or tablet? This app will not only scan your document, but also remove the shadows and clean up the text from the photo your device takes. You will be amazed at how this app can be your portable scanner to use anywhere, anytime.

9. PtchIf you are looking for an easy way to create property videos from your iDevice, Ptch couldn’t be easier. Simply take a few videos and photos of your property and open Ptch. Drag and drop your videos and photos into the timeline, rearrange them into any order you prefer, then add a filter and some built in music and, voila! You have a custom visual tour you can share on your social media sites or in your MLS.

10. twistDo you panic when running late for an appointment? Trying to text or call your clients while driving can be dangerous. Create a new Twist (it only takes seconds) before you leave for your appointment and the app will send a text message to the person you are meeting with an estimated arrival time. If you get caught up in traffic and are going to be later than the app initially calculated, it will automatically send another message with an adjusted arrival time. This is another great app, right now only available for iDevices.

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Real estate Business Resources Top real estate offices and agents are using technology to communicate with their clients and manage their ever-growing paperwork and information. Technology can be your friend if you know how to use it. These Real Estate Business Resources can help you meet today’s needs and position your business for tomorrow.

Brokerage and agent Websites Are you generating sales from your Web site? REBR’s Web site program keeps your visitors coming back to your site, even if they aren’t currently in the market to buy or sell a home. It has built-in modules to capture more leads - and more potential sales for you! Learn more at REBR.com.

Mytransaction Document Manager Where do you store your online documents? What if disaster strikes; flood, tornado, or fire? MyTransaction easily stores all your documents for easy access from any computer and peace of mind that your files are safely backed up online. Learn more at REBR.com.

Docusign Stop running all over town to get documents signed, or paying for services to overnight your documents. DocuSign is so simple for your customer to use. Your KAR membership entitles you to five documents every month for FREE. Sign up for a free account at Docusign.com/KAR.

smart client communications An easy way to stay in touch with your clients. You know it’s important to keep in touch with your customers and past clients, but do you have a way to do it? Use pre-written, conversation-starting messages and a simple-to-use email system to nurture your relationships

without spamming them with sales messages. Go to HappyGrasshopper.com/signup/rebr.

technology helplineDid your computer suddenly crash? Do you need help installing new software? Are you unsure what type of anti-virus software to use? Call 866-432-3021 for help. Help is available for computer hardware/software, smartphones and tablets, or advice when purchasing new technology. The KAR Technology Helpline is available 9 a.m. - 5 p.m. Monday – Friday. FREE as a member service to all KAR members!

legal hotline Who do you call when you’re not sure how to handle a particular situation? KAR’s Legal Hotline is easy phone access to Vern Jarboe’s and his team’s legal expertise in the real estate field. The Hotline is available 10 a.m. – noon and 2 – 4 p.m., Monday - Friday, excluding holidays. You’ll receive a follow-up letter within 48 hours of the call with a written opinion. Each brokerage office can get unlimited calls for the year for one annual subscription. REBR.com/products/legal-hotline/.

sales tipsFIVE tips for success in your real estate career! You are a small business owner. Since your business success falls squarely on your shoulders, you are a storefront for the public. Here are five strategies to a successful business:

show up!Get to your office or home office first thing in the morning just as you would with any other job. Even if you don’t have clients to work with today, there are always presentations or marketing ideas to work on; or better yet, you can PROSPECT for new clients!

Prospect!Get on the phone, talk to people, and create marketing materials with a “call to action” message. Entice and remind people to call you about their real estate needs (through mailers, postcards or emails).

Business tools

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Work on perfecting your plan for expired listings or For Sale By Owner properties. Visit social events or networking groups where you can meet new people and talk about what you do for a living.

Plan!Your broker may ask you to prepare a business plan and set goals each year, but do you actually do it? Know how much money you need to make this year, divide that in to how many buyer and seller clients you need to work with each month, then divide again in to how many people you have to meet with each week to reach that goal. (We have an awesome Excel spreadsheet to help you find these short time goals, just ask and I might share.) http://rebr.com/contact-us/.

Be organized!Where are your marketing dollars going? Develop internal forms or methods for your small business to track what marketing is working for you by tracking where clients are coming from. If you’re spending money on advertising and find after four to six months that isn’t generating any income, stop it! If it doesn’t bring in more income than it costs, don’t waste money on it.

learn!You will never know everything about real estate. When you aren’t sure what to be working on next, read a great real estate or sales book. Search the Web one morning a week for one new real estate training video, article, or podcast you want to know more about. You can always find great technology and sales advice on REBR.com!

By running your real estate business like a business, you will see your income grow faster and you’ll have less stress in your day-to-day business!

Business tools

Contribu ons are not deduc ble for income tax purposes. Contribu ons to RPAC are voluntary and are used for poli cal purposes. You may refuse to contribute without reprisal and the Na onal Associa on of REALTORS® or any of its state associa ons or local boards will not favor or disfavor any member because of the amount contributed. Seventy percent of each contribu on is used by your state PAC to support state and local poli cal candidates. Un l your state PAC reaches its RPAC goal, 30% is sent to Na onal RPAC to support federal candidates and is charged against your limits under 2 U.S.C. 441a; a er the state PAC reaches its RPAC goal, it may elect to retain your en re contribu on for use in suppor ng state and local candidates.

Your investment in RPAC saves you at least $23,113.92 per year in lost commission income. As a result, your RPAC investment works for you and increases your business poten al.

If you do not agree, then now is the me to take a stand and join the movement by inves ng in RPAC! The REALTORS® Poli cal Ac on Commi ee (RPAC) ghts to preserve home ownership and the American Dream for middle-class families and future genera ons as well as to create new jobs and promote economic development through property tax reform and the housing market.

RPAC is the largest poli cal group in America that ghts on behalf of REALTORS®, home ownership, economic development and job growth. We need your help to give RPAC the tools it needs to defend home ownership, small businesses and the real estate industry.

Some people think that it is me to close the door on home ownership and the access to the American Dream that comes along with owning your own home. Should only the wealthiest Americans be able to own their own home?

The Power of Kansas

Standing Together

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Standing TogetherStanding Together

The Power of Kansas REALTORS®

Standing Together

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Business toolstechnology trainingReal Estate Business Resources (REBR) is owned by KAR. They provide training courses to local associations and real estate offices.

courses include:• Rapattoni Tips and Tricks• Everything Google• Getting Started with DocuSign• Your Technology To-Do List (featuring the newest

Web sites and apps)• Facebook 101 for Real Estate• Facebook 201 for Real Estate• Managing your Online Reputation• LinkedIn (The guide to an awesome profile)• Google+ is more than a social network• The anatomy of a great real estate Web site• Using your iPad for Real Estate Visit REBR.com for an updated list of all the hour-long courses available.

Facebook success

3 steps to Facebook sales successFacebook isn’t just a me, me, me broadcasting platform. In real estate we learn that many times “listening” is more important than “speaking.” An important aspect of Facebook success is paying attention to what your friends are posting and what may be going on in their daily lives.

Always be looking for signs of an upcoming move from your friend’s Facebook statuses; watch for growing families; job transfers; and divorce announcements. Sometimes you will see a sign of an upcoming move before they even know they will be moving, such as a third child being born and you know they have a two bedroom house.

My “3-2-1-repeat” strategySo, here is my daily strategy for Facebook success: In the morning when going through your early morning email ritual, take a few minutes to jump into Facebook and read what your friends have posted.

3. Like at least three of your friend’s posts;

2. Comment on at least two posts or pictures;

1. Post at least one status update or link to something you find interesting.

Repeat this task again later in the afternoon or evening.

You will find that you become engaged in conv-ersations with people. Even if the conversation isn’t about your business, your Facebook friends know that you cared enough to read what is happening in their world. That puts you and your business at the top of their mind, so when they hear of someone with real estate needs this week, you should be the one they think of!

On REBR.com, you will find more Facebook tips including advanced marketing techniques, how to hide the clutter, how to and why to tag photos, and much more.

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Business growtha strong Voice at the capitolIt is time to face the simple reality. Some people think that owning your own home is just not that important and should only be available for the wealthiest Americans.

Do you agree? If you do not, then it is time to join the movement to help preserve home ownership and the American Dream for middle-class families and future generations.

Over the last few years, there has been a determined effort to eliminate or weaken the incentives that support home ownership in America. If this effort is successful, the following changes could destroy the housing market as we know it:

• no home mortgage interest deduction for middle-class home owners. Politicians at the state and federal level would like to eliminate the mortgage interest deduction to pay for more government spending or provide tax cuts to the wealthy. KAR will continue to defend the mortgage interest deduction.

• twenty percent minimum down payment requirements for all home buyers. Federal bureaucrats have proposed a twenty percent minimum down payment requirement for all home buyers, which would shut nearly fourth percent of American families out of the housing market. We will continue to oppose this proposal.

• elimination of flood insurance protection for families living in homes in flood-prone areas. Various groups would like to eliminate the National Flood Insurance Program (NFIP), which is the only flood insurance program available to home owners in flood-prone areas. With your help, we were able to finally pass a long-term extension of the program.

Property tax burdens homeowners and small businesses by stifling economic development and job growth. Property taxes in Kansas have more than doubled over the last decade and commercial property owners in Kansas have one of the highest tax burdens in the entire nation. In 2013, KAR will push for comprehensive property tax reform to provide property tax relief to Kansas families and small business owners.

Fortunately, taking action to protect home ownership and the real estate industry has never been simpler, and KAR has tools to help you join the fight to protect our industry and values. Here are three simple steps you can take today to join the fight:

1. VoteRegardless of your political affiliation, your vote is needed to support elected officials who will support the REALTOR® Party, home ownership, job growth and economic development.

2. actGo to REALTORActionCenter.com to sign up for important updates and email alerts on legislative issues. With less than ten seconds of your time and just two clicks of your mouse you can send messages to members of Congress and the Kansas Legislature to defend our industry from negative attacks.

3. investWhen you contribute as little as $25 in the Kansas REALTORS® PAC (RPAC), you give us the resources we need to support elected officials who will work to protect home ownership and promote job growth and economic development across Kansas.

Should all home buyers be required to:1. have a 20% down payment 2. have a minimum credit score of 750 3. have an adjustable rate mortgage of less than ten years

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state Market Forecast

the Kansas housing Market is Picking Up steamFollowing ten straight months of increased sales in the state, the title of the current KAR forecast report is indicative of a real estate market that is on the climb. “Picking up Steam”, the 2013 Kansas Housing Markets Forecast is prepared by Dr. Stanley D. Longhofer, director, Wichita State University Center for Real Estate.

Year-end home sales for 2012 across the state are expected to increase by nearly 13 percent; and although the pace of growth will slow in 2013, sales are forecast to rise again by more than six percent in 2013.

Statewide, new home construction in 2012 will end the year with a slight rise from strong gains in Kansas City, Lawrence and Manhattan with declines in Wichita. Permits are expected to decline in Kansas by nearly 7 percent in 2013.

The average home price appreciation across the state is set to rise by nearly two percent in 2012, and another 1.5 percent in 2013.

Small markets across the state have seen an increase in home price appreciation compared to Kansas as a whole. Those markets have a higher price appreciation than the larger markets.

the Right track leadership academy

character-Vision-skillIf you are interested in becoming a more effective leader in your industry, your community, or your local board while sharpening skills you can use in your day-to-day business, Right Track is for you!

You will learn how to effectively:• Recognize and maximize your strengths• Employ powerful goal-setting systems• Explore the psychology of leadership• Develop and use public speaking skills• Use diplomacy and resolve conflicts• Conduct effective meetings• Energize your association • And much more

Right Track participants attend five sessions throughout the year, three of which are held during the KAR state conferences. The registration deadline is November 15 and the tuition cost is $279. Class size is limited. Please contact Rod McIntyre at 800-366-0069, ext. 2131 or rmcintyre@kansasrealtor.com to register.

Business growth

For a copy of the 2013 Kansas Housing Markets Forecast call KAR at (800) 366-0069. You can view monthly market stats on KAR’s Web site at http://www.kansasrealtor.com/marketstats.html.

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Business Knowledge

Please confirm all classes with KAR before attending!

2013 KAR CE SCHEDULEQuick Reference Guide

Month City Class Time Locations

January 23 Wednesday Wichita All 12 Hours/Renewal 8 am-3 pm Wichita Area Builders Assn

January 24 Thursday Topeka All 12 Hours/Renewal 8 am-3 pm KAR Education Center

February 6 Wednesday *Pittsburg All 12 Hours/Renewal 8 am-10 pm Lamplighter Inn & Suites

February 13 Wednesday Ottawa All 12 Hours/Renewal 8 am-3 pm Drivers Sports Café

March 6 Wednesday Manhattan All 12 Hours/Renewal 8 am-3 pm Clarion Hotel

March 7 Thursday Topeka All 12 Hours/Renewal 8 am-3 pm KAR Education Center

March 14 Thursday Wichita All 12 Hours/Renewal 8 am-3 pm Wichita Area Builders Assn

April 4 Thursday Lawrence All 12 Hours/Renewal 8 am-3 pm Lawrence BOR

April 11 Thursday Great Bend All 12 Hours/Renewal 8 am-3 pm Perkins Restaurant

May 2 Thursday Wichita All 12 Hours/Renewal 8 am-3 pm Wichita Area Builders Assn

May 8 Wednesday Colby All 12 Hours/Renewal 8 am-3 pm City Limits Convention Ctr

May 9 Thursday Garden City All 12 Hours/Renewal 8 am-3 pm Garden City BOR

May 16 Thursday Topeka All 12 Hours/Renewal 8 am-3 pm KAR Education Center

July 10 Wednesday Topeka All 12 Hours/Renewal 8 am-3 pm KAR Education Center

July 11 Thursday *Fort Scott All 12 Hours/Renewal 8 am-10 pm Fort Scott Comm College

July 18 Thursday Wichita All 12 Hours/Renewal 8 am-3 pm Wichita Area Builders Assn

September 11 Wednesday Wichita All 12 Hours/Renewal 8 am-3 pm Wichita Area Builders Assn

September 12 Thursday Garden City All 12 Hours/Renewal 8 am-3 pm Garden City BOR

September 26 Thursday Topeka All 12 Hours/Renewal 8 am-3 pm KAR Education Center

October 24 Thursday Lawrence All 12 Hours/Renewal 8 am-3 pm Lawrence BOR

November 6 Wednesday Russell All 12 Hours/Renewal 8 am-3 pm Fossil Creek Inn

November 7 Thursday Manhattan All 12 Hours/Renewal 8 am-3 pm Clarion Hotel

November 13 Wednesday Topeka All 12 Hours/Renewal 8 am-3 pm KAR Education Center

November 14 Thursday Wichita All 12 Hours/Renewal 8 am-3 pm Wichita Area Builders Assn

*Please note that all locations will be in the Quick Study format except Pittsburg and Fort Scott.

This please confirm all classes with KAR before attending!KansasRealtorEducation.com

2013 Date

Kansas Association of REALTORS®3644 SW Burlingame Road - Topeka KS 66611

800-366-0069 - Ext. 2129 or Ext. 213110

Business Knowledge

Pre-licenseThe 30-hour Kansas Salesperson’s Pre-License Course is offered as a home-study course. However, students may also attend a two-day class designed to help them understand the concepts. There is no additional cost for the two-day class. The classes are offered in Topeka or Wichita on a scheduled basis for home-study students wishing to take advantage of a lecture, discussion and networking.

home-study and online ceIf you are looking for an alternative to classroom learning, try our popular home-study or online courses. You simply read the course material and successfully complete an open-book quiz in order to earn CE credit. We offer all courses required for Kansas Salesperson and Broker license renewal. Visit www.kansasrealtor.com for course and enrollment information, and please feel free to call us at 800-366-0069, ext. 2131 if you have any questions.

graduate RealtoR® institute (gRi)The GRI designation is granted by the state association in compliance with standards established by the National Association of REALTORS®. The courses in the 90-hour GRI program are taught by nationally-recognized instructors, and they are offered primarily in conjunction with the KAR state conferences and other special events.

topics include:• Buyer and Seller Representation• Residential Construction• Legal and Ethical Issues• Business Planning• Real Estate Investment• Technology• Taxation and Finance• Communication, Client Service & Negotiation• Diversity• Environmental Issues

how to check for ce hours

obtain ce hours on the Kansas Real estate commission Web site.1. Go to the Kansas Real Estate Commission Web site-

http://www.kansas.gov/krec/2. At the top of the page, click on “Check CEU Hours.”

“Click Begin.”3. It will ask for your license number and the last four

digits of your social security number. Click “Enter.”

It will tell you what classes you have taken, and the hours needed for renewal.

state and national conferences

KaR conferences:• legislative & education conference – January 8-10,

2013, Capitol Plaza Hotel, Topeka

• Midyear conference – June 18-20, 2013, Courtyard by Marriott, Junction City

• conference & education expo – October 7-9, 2013, DoubleTree by Hilton, Overland Park

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Business KnowledgenaR conferences:• ae institute – March 15-19, 2013, San Diego

• Midyear legislative Meetings – May 13-18, 2013, Washington, DC

• RealtoRs® conference & expo – November 8-11, 2013, San Francisco, CA

online Video coursesNew courses featuring some of the most loved and respected conference speakers in America will be available by March 2013. These courses, produced exclusively by KAR, provide a fast-paced learning experience featuring video segments that will make you feel like the instructor is right there with you.

You will get much more than credit.You will learn techniques and strategies that apply to your reality today! The best educators in the business are coming to you.

Your phone is an amazing guide to the latest news and knowledge from KaR.

go to the itunes or the android Marketplace to download the free app!

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3644 SW Burlingame Rd.Topeka, KS 66611

Your state association provides knowledge, technology and advocacy to help you grow your business.

Use this catalog to get the eDge in 2013.

thank Youto members who respond to calls to action

to members who call the legal hotline

to members who donate to RPAC

to members who contact the technology helpline

to volunteers who help us understand member's biggest needs and influence the direction of the Association

to local associations and staff who provide support to members across the state

Alone we make our own individual difference.

Working together, we do so much more.