CONF ER ENCE GU ID E

Earn credits toward GRI designation

Work hard, party as hard

Get the Details

2012 IAR Conference & Expo | Sept 18-21Sheraton Indianapolis Hotel at Keystone Crossing

Celebrate accomplishments

Meet Sarah FisherSarah will be speaking at the 2012 Recognition Luncheonf

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Jackie Leavenworth It’s a Price War to the Door Negotiations: The Games People Play

Judy Cook Residential Property Management - A Down and Dirty Guide Abstracting Commercial Leases

Doug Devitre Mobile Sales Presentations Power Prospecting

WELCOME

Register Today2012 IAR Conference & Expo | Sept 18-21

Sheraton Indianapolis Hotel at Keystone Crossing

Charlie Shook2012 IAR PRESIDENT

Hello!

I would like to personally invite all members of the Indiana Association of REALTORS® to attend their state association’s conference & expo this September 18-21 at the Sheraton Indianapolis Hotel at Keystone Crossing.

Have you ever been to one of these conferences? I always walk away feeling grateful that real estate professionals from across the state can gather in one place at the same time to learn, exchange ideas and discuss the most important issues of the day. Not every industry can do it, and do it with such style.

While this annual event offers a powerful networking opportunity and lots of fun, the caliber of speakers and topics on this year’s agenda is the highest yet. So, if you’ve never been - or need an excuse to come back - you have it in an educational line-up intended to advance your career. The New Graduate REALTOR® Institute (GRI) program is providing up to 18 hours towards earning this prestigious designation - 17 continuing education (CE) hours for those not earning this designation.

Based on past feedback, we’re offering a dynamic registration process which allows you to select by class, day-to-day or full con-ference packages based on your busy schedules. No matter the choice, you’re sure to leave having added something new to your toolbox - maybe even a friend.

Let staff know if you have questions or need help getting registered. In the meantime, I’ll be looking forward to seeing you in September.

Charlie Shook, 2012 IAR President

you in September.

Charlie Shook, 2012 IAR President

A la Cart e pr i c i ng

Register Today2012 IAR Conference & Expo | Sept 18-21

Sheraton Indianapolis Hotel at Keystone Crossing

RegistrationOPTIONS

Registration is OnlineThere are THREE different conference registration options to suit the geographical diversity of our membership and your busy schedules.

There are special registration options for local REALTORS® of the Year and their guest(s) to the Recognition Luncheon.Contact IAR’s Alyson Welker (317) 913-3237 or ajwelker@indianarealtors.com.

Registration closes 9/7

1 $ 129 A L L -ACCESS CONF ER ENCE PASS (b e for e 8/24 * ) inc ludes up to 17 CE hrs offered (18 hours towards GRI des ignat ion**) , Lunch Wednesday, Wednesday & Thursday evening recept ions and Recogni t ion Luncheon on Thursday

2 $85 1 -DAY PASSES inc ludes lunch on Wednesday and Thursday se lect ion and CE hrs

3 I ND I V IDUAL S ESS I ON PASSES $40 - Tuesday afternoon, 9/18, “It’s a Price War to the Door” (4 CE) $30 - Wednesday morning, 9/19, “Negotiations: The Games People Play” (3 CE) $40 - Wednesday afternoon, 9/19, “Residential Property Management” (4 CE) $30 - Thursday morning, 9/20, “Abstracting Commercial Leases” (3 CE) $30 - Thursday afternoon, 9/20, “Power Prospecting” (3 CE) $20 - Thursday afternoon, 9/20, “Renovate, Remodel, Repair & Clandestine Labs (2 CE)

* ra t e in c r ea s e s t o $159 a f t e r 8/24

** in o rd e r t o b e a GRI de s i gna t i on cand ida t e , you mus t ind i ca t e in r eg i s t ra t i on . A $25 admin i s t ra t i v e f e e i s added

TuesdaySeptember 18

WednesdaySeptember 19

It’s a Price War to the Door Instructor: Jackie Leavenworth 1 - 5 PM | (4 Elective CE)

This course will help real estate professionals better un-derstand the market in which they work and better educate sellers regarding the true competition, market time and realities of the current market place.

Students will learn to read the market and how to properly reposition homes that have not sold. The result of this course will be better positioned properties that will typi-cally sell faster and for the best possible market price.

CONFERENCE AGENDA

7:30 a.m. - 5 p.m. REALTOR ® HOSPITALITY DESK

Noon - 1:30 p.m. LUNCH BREAK

8 - 8:45 a.m. GRI Candidate Round-Up

9 a.m. - Noon Negotiations: The Games People Play (3 Elective CE)

1:30 - 5:30 p.m. Residential Property Management- a Down & Dirty Guide (4 Elective CE)

7:30 - 8:45 a.m. CRS Board of Directors

1 - 5 p.m. Indiana Regional MLS Board of Directors meeting

10:30 a.m. - 5 p.m. IRLA Class of 2011-2012

12:15 - 1:15 p.m. CRS Membership Luncheon

Noon - 2 p.m. Past Presidents Advisory Council Luncheon

REALTORS® finishing a Graduate REALTOR® Institute designation or starting the designation process will be meeting prior to the beginning of class for special announcements and questions.

Instructor: Jackie Leavenworth What is the difference in a master negotiator and the typical sales person? A master negotiator understands and practices solid, proven techniques that get to “yes” bypass “no,” and end up with delighted clients leading to future referrals. These negotiation techniques are not human nature, we are not born with these skills! Master negotia-tors are created through a sincere desire to help others and to learn new skills. Join Coach Jackie for a journey to enhanced negotiation and people skills that can be life changing.

Instructor: Judy Cook With the increasing trend toward property management as an added service for the residential real estate licensee, this course provides a basic overview of the business of third-party management of single-family rental properties, as part of a licensee’s overall real estate practice.

Earn up to 18 credits towards a distinguished GRI designation. Courses with the GRI logo signify

qualifying credits.

To register, go online at www.IndianaRealtors.com

CONFERENCE AGENDA

1:30 - 3 p.m. Who Wins at Legal Jeopardy?

3:15 - 4:45 p.m. How Can You Stay Safe on the Job?

5 - 6:30 p.m. Vendor Appreciation

5:30 - 6 p.m. GRI Testing

6:30 - 7 p.m. IRLA Reunion

6:30 - 9 p.m. Welcome Reception

Test your legal knowledge in a fun, interactive presenta-tion of the resources, tips and current issues affecting REALTORS®. IAR’s Legal Eagles, Richelle Cohen Moss-ler and Kelly Shonborn, will lead teams through questions related to Risk Reduction, IAR’s Legal Hotline, Profes-sional Standards and Forms.

In 2011, there was a rise in violence against REALTORS®. Knowledge, awareness and empowerment are the core components of REALTOR® safety. Learn easy to imple-ment tips to help you stay safe in your day-to-day business.

Keep those you come in contact with safe as well with a special presentation from Deputy Attorney General Abby Kuzma. Did you know that real estate is one profession that has the potential to come in contact with victims of human trafficking? It is tied as the second largest and fastest growing criminal industry in the world and it’s hap-pening in Indiana. Learn basic facts about labor and sex trafficking as well as how to recognize possible trafficking situations, common signs of victimization and appropriate responses.

Attention past and current IRLA class members! Reconnect with your classmates. Make new friends. Don’t miss this valuable networking opportunity with fellow graduates.

Your mission - should you choose to accept it - is to ren-dezvous with our exhibitors and sponsors and collect their stamps in your “passport” to ensure you will have access to the Welcome Reception. “Passport” can be picked up at the REALTOR® Hospitality desk.

Join your fellow REALTORS® for complimentary hors d’ oeuvres at our ever-popular Welcome Reception. Take advantage of this great opportunity to spend more time with the exhibitors and network. Many surprises are in store, so come and be prepared for fun! Entertainment provided by: Jayne Bond and the Pink Martinis.

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WednesdaySeptember 19

Earn up to 18 credits towards a distinguished GRI designation. Courses with the GRI logo signify

qualifying credits.

CONFERENCE AGENDA

1:45 - 3:15 p.m. Local Presidents/President-elect’s Advisory Council Meeting

10 - 11 a.m. Finance Committee

Earn up to 18 credits towards a distinguished GRI designation. Courses with the GRI logo signify

qualifying credits.

ThursdaySeptember 20 8 a.m. - 5 p.m. REALTOR ® HOSPITALITY DESK

8:30 - 11:30 a.m. Abstracting Commercial Leases (3 Elective CE)

8:30 - 11:30 a.m. Mobile Sales Presentations (3 Elective CE)

1:45 - 4:45 p.m. Power Prospecting (3 Elective CE)

11:30 a.m. - 1:30 p.m. Recognition Luncheon (1 credit toward GRI)

Instructor: Judy Cook Learn the importance and the “how to” of accurately abstracting leases for office, retail and industrial proper-ties. Take home a template for your own use in abstracting commercial leases.

Instructor: Doug Devitre If you had more hours in the day to spend in front of your customers you can outsell your competition wouldn’t you? What if you already had the tools at your fingertips except you needed someone to show you how step by step? This app packed, tablet tethered, and wireless wind up will have you walking away energized to make more out of your day and live a more fulfilling life.

Instructor: Doug Devitre Fish for clients on the web like bobbing for water. Find prospects, clients, past connections, and referral opportu-nities on the web using the power of social media. Create profiles that build your authority in your niche, script dialogues on common conversations online and craft an online community of raving fans using common social networks such as LinkedIn, Facebook, Twitter, and You-Tube. Explode your communication on to other blogs and websites using RSS, status updates, and widgets. Dominate the online discussion boards while spending no money and limited time.

Celebrate your profession and individual member achieve-ment at the annual IAR Recognition Luncheon. Find out who will be named the state REALTOR® of the Year and who, if anyone, will receive the prestigious Distinguished Service Award. Also, the 2012 IAR committee chairs will be recognized; the Indiana REALTORS® Leadership Academy class of 2012 will graduate; and the IRLA class of 2013 will be introduced.

Sarah Fisher, IZOD IndyCar Series and Indianapolis 500 professional racecar driver and team owner of Sarah Fisher Hartman Racing will be speaking on entrepreneur-ship and her motivational successes.

CONFERENCE AGENDA

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ThursdaySeptember 20

1:45 - 3:15 p.m. AE Advisory Council meeting

2 - 4 p.m. License Law Class (2 Mandatory CE)

2 - 4 p.m. Renovate, Remodel, Repair & Clandestine Labs

3:30 - 4:40 p.m. ZipForm®6 in Action Live!

Indiana License law now begins the transition to a single broker license. The Commission believed we needed to clean up our house before someone did it for us. The real estate industry in recent years has experienced one of the most challenging periods in its history. The bursting of the real estate bubble coincided with a rise in borderline actions by too many industry participants, and often these actions crossed the line into illegal activity. Large numbers of lending abuses, appraisal fraud and other forms of illegal activity have been uncovered. Jeff Jewett will lead a panel from the real estate industry and commission staff on the changes in the laws, regulations and areas of concern to practitioners.

(2 Elective CE*) Instructor: Matt Lottes Indiana CRS will offer this course free to CRS Indiana members and for $20.00 for non chapter members. Everyone is welcome. All attendees must be registered to attend the IAR Conference & Expo.

Find out how to renovate homes with respect to which areas are the best bang for the buck. You will learn the top ten best projects from a cost benefit point of view, which will help you, give valuable information to your clients when discussing whether to upgrade or to purchase a different house.

Learn how to deal with Clandestine Drug Labs (CDL’s) that you may come across in your work as a real estate professional. Find out more information about the scope of the CDL problem in North America, the vocabulary, the affect of labs on our communities, how to recognize the signs of a lab, and the remediation standards, proce-dures and costs of the CDL. Know how to protect your-self and your clients from physical and financial injury.

Janet Bailey, Member Relations & Database Manager for IAR, is now a Certified zipLogix® Trainer. Janet will be on hand to answer all your zipForm®6 questions and show you some great time saving features. Are you using the Template feature including the Coversheet? Speeding through your forms with FastFill? Wowing your clients with the many features of the Mortgage calculator? Securely sending and tracking your forms for signatures through Digital Ink®? Visit Janet for these and other tips on making the most of your IAR zipForm®6 member benefit.

Earn up to 18 credits towards a distinguished GRI designation. Courses with the GRI logo signify

qualifying credits.

*CE certificates will be provided by Pillar to Post

Sheraton Indianapolis Hotel at Keystone Crossing 8787 Keystone Crossing, Indpls, IN 46240

No charge for parking

“Like” us on Facebook | facebook.com/IndianaREALTORS

Text FALL To 71813

Special Rate $113/night + tax

Reservation Deadline August 24th

Reserve a Room Call (317) 846-2700 - mention IAR Conference & Expo OR register online - https://www.starwoodmeeting.com/Book/IAR12

To register, go online at www.IndianaRealtors.com

HOTEL

GET CONNECTED

PARKING

HOTEL & ACCOMMODATIONS

8:30 - 10:30 a.m. IAR Executive Committee

9 a.m. - Noon Women’s Council of REALTORS®

9:30 - 10:30 a.m. Local RPAC Trustee training

11 a.m. - 1 p.m. IAR RPAC Trustees

FridaySeptember 21 8 - 10 a.m. REALTOR ® HOSPITALITY DESK

Join our Text Club

4:45 - 5:15 p.m. GRI Testing

6:30 - 8:30 p.m. REALTOR® Party Convention Rally to support the REALTOR® Party. This evening event’s purpose is to support the REALTOR® Political Action Committee.

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ThursdaySeptember 20

SPEAKER SPOTLIGHT

DOUG DEVITREDoug has been hired to speak in 32 states (and counting) helping real estate pro-fessionals make sense of using the latest technology. His innovative approach to social media and unique presentation style has made his one of the most requested speakers in real estate.

Doug is a past Business Leader of the Year of the Maryland Heights Chamber of Commerce, Entrepreneur of the Year of the University of Missouri Business School and recent inductee into the National Association of Realtors Real Estate Buyer’s Agent Council Hall of Fame.

JUDY COOK Judy is an author and instructor of pre-licensing and continuing education courses for Property Managers and Community Managers. She provides workshops and courses in the areas of Landlord/Tenant Law, Management Contracts, Manag-ing the Management Office, Ethical Considerations in the Property Management Industry, Fair Housing, Managing Single-Family Properties, Community Manage-ment, Risk Management, Trust Accounting, and a host of other topics focused on the Property Management industry. Judy is actively licensed in Nevada as a Real Estate Broker and Property Management Permit Holder, with over 25 years’ hands-on experience managing both commercial and residential properties.

SARAH FISHER

ABIGAIL KUZMA

Sarah is a retired American professional racecar driver who competed in the IZOD IndyCar Series and Indianapolis 500. Born in Columbus, Ohio, and raised in Commercial Point, Ohio. Fisher runs Sarah Fisher Hartman Racing, which she started in 2008, becoming the first and only female team owner and the young-est owner in the IZOD IndyCar Series, first female team owner to win an IZOD IndyCar Series race. In 2010, she competed in her 9th and final Indy 500, marking the most number of starts for a woman in the 94-year history of the event. Her first book, 99 Things Women Wish They knew Before Getting Behind The Wheel of Their Dream Job, was released in May 2010.

Abigail Lawlis Kuzma is currently the Co-Chair of Indiana’s IPATH, anti-human trafficking task force, and has assisted human trafficking victims to receive T Visas since the task force began in 2005 to 2009. She was a NAGTRI International Fel-low studying human trafficking in 2011. Ms. Kuzma is currently the Director and Chief Counsel of Consumer Protection of the Indiana Attorney General’s office, managing a staff of 100, including 36 attorneys.

Ms. Kuzma has presented in a number of Continuing Legal Education seminars, including Immigrants in Crisis: Human Trafficking, VAWA and U Visa, Foreclosure Prevention, and Religion and the Constitution.

SPEAKER SPOTLIGHT

JACKIE LEAVENWORTH

MATT LOTTES

Jackie Leavenworth, ABR, CRB, CRS, GRI, SFR is from the Cleveland, Ohio area and was licensed in 1984. She quickly became her company’s top producer and was constantly asked to share the secrets of her success. Jackie has been sharing those secrets for more than 25 years.

Jackie is married to a real estate broker and is the owner of “Jackie Leavenworth Seminars,” a real estate coach to agents around the United States and has worked her way up to the prestigious title of Certified CRS Instructor.

Developing and delivering quality programs that are not the “same old thing” is Jackie’s specialty. Real estate is Jackie’s passion and enhancing peoples’ lives is her purpose.

Coach Jackie’s humorous, comfortable and engaging style will awaken the inner you to strive for behavioral change that will make a difference. Why go along with the crowd when you can enjoy finding your individual points of difference and pathways to excellence that will create a great life, not just a living!

Matt joined the Pillar to Post team in May of 2005. He owns two local franchises located in northeast and southwest Indianapolis and serves the city, its suburbs, and all of Central Indiana. Matt, a graduate of Purdue University, spent 15+ years as a chemical engineer consulting with several Fortune 500 companies prior to entering the home inspection industry. Matt currently employs two additional inspectors to better meet the needs of his clients and the realtors located in his territory. Pillar to Post was awarded the Best in Class for Home Inspection Com-panies at the 2010 and 2011 F. C. Tucker Home Services Awards, and was recently honored with the Angie’s List Super Service Award for 2010.

Matt is currently an active member of National Association of Home Inspec-tors (NAHI), and the National Environmental Health Association (NEHA). He is also on the CHIRP advisory committee (CAC) for Pillar to Post, and has recently joined an exclusive leadership program, The Navigator Group, within Pillar to Post. In January of 2011, he was elected by his Pillar to Post colleagues to represent them on the Franchise Advisory Council, and will serve a two year term in this capacity. He will also be presenting Continuing Education Classes for salespeople and brokers in conjunction with the Women’s Council of Realtors. Matt and his wife Becky work as a team, as she handles most of the administrative and marketing functions for the business. They have 3 children, Lucie (8), Jeb (6), and Sally (3).

SPONSORSHIP &EXHIBITORS

the REALTOR® expo The REALTOR® Expo offers a unique opportunity for conference attendees to be educated, network with peers and find solutions to work smarter and faster. Take advantage of the exhibitors on hand ready to showcase their newest product and services. The Expo will be located in the main hallway on the second floor of the Sheraton. For the most updated list of exhibitors, please visit indianarealtors.com.

Expo Hours:

Wednesday, 9/19: 8:00 a.m. - 9:00 p.m. Thursday, 9/20: 8:00 a.m. - 8:00 p.m.

ConferenceAt-a-Glance

Tuesday, 9/18

It’s a Price War to the Door with Jackie Leavenworth 1 - 5 p.m.

Wednesday, 9/19

REALTOR® Hospitality Desk 7:30 a.m. - 5 p.m.CRS Board of Directors 7:30 - 8:45 a.m.GRI Candidate Round-up 8 - 8:45 a.m.Negotiations: The Games People Play with Jackie Leavenworth 9 a.m. - NoonIRLA Class of 2011-2012 10:30 a.m. - 5 p.m.

CRS Membership Luncheon 12:15 - 1:15 p.m.Past Presidents Advisory Council Luncheon Noon - 2 p.m.Indiana Regional MLS Board of Directors meeting 1 - 5 p.m.Residential Property Management with Judy Cook 1:30 - 5:30 p.m.Who Wins at Legal Jeopardy 1:30 - 3 p.m.How Can You Stay Safe on the Job? with Deputy AG Abby Kuzma 3:15 - 4:45 p.m.Vendor Appreciation 5 - 6:30 p.m.GRI Testing 5:30 - 6 p.m.IRLA Reunion 6:30 - 7 p.m.Welcome Reception 6:30 - 9 p.m.

Thursday, 9/20

REALTOR® Hospitality Desk 8 a.m. - 5 p.m.Abstracting Commercial Leases with Judy Cook 8:30 - 11:30 a.m.Mobile Sales Presentations with Doug Devitre 8:30 - 11:30 a.m.Finance Committee meeting 10 - 11 a.m.

Power Prospecting with Doug Devitre 1:45 - 4:45 p.m.Local Presidents/President-elect’s Advisory Council Meeting 1:45 - 3:15 p.m.AE Advisory Council meeting 1:45 - 3:15 p.m.License Law CE Class 2 - 4 p.m.CRS: Renovate, Remodel, Repair & Clandestine Labs 2 - 4 p.m.ZipForm®6 in Action Live! 3:30 - 4 p.m.GRI Testing 4:45 - 5:15 p.m.REALTOR® Party Convention 6:30 - 8:30 p.m.

Friday, 9/21

REALTOR® Hospitality Desk 8 - 10 a.m.IAR Executive Committee Meeting 8:30 - 10:30 a.m.Women’s Council of REALTORS® 9 a.m. - NoonLocal RPAC Trustee training 9:30 - 10:30 a.m.IAR RPAC Trustees 11 a.m. - 1 p.m.

Noon - 1:30 p.m. LUNCH BREAK

11:30 a.m. - 1:30 p.m. RECOGNITION LUNCHEON