GROW. EVOLVE - Atlantic City Convention Center Atlantic City, New Jersey December 6 - 9, 2021 - Triple Play REALTOR Convention ...
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Atlantic City Convention Center
Atlantic City, New Jersey
December 6 – 9, 2021
GROW.
EVOLVE.
Hosted by the New Jersey, New York State
and Pennsylvania associations of REALTORS®. THRIVE.
A SPECIAL
THANKS
TO OUR
TRIPLE PLAY
SPONSORS
FOR 2021!
TABLE OF CONTENTS
New Jersey REALTORS® leadership������������������������������������������������3
New York State Association of REALTORS® leadership�������������4
Pennsylvania Association of Realtors® leadership����������������������5
General information������������������������������������������������������������������������7–8
Convention Center floor plan������������������������������������������������������ 9–12
Schedule At-A-Glance������������������������������������������������������������������ 13–18
Special events������������������������������������������������������������������������������������� 18
Session descriptions��������������������������������������������������������������������19–41
Trade Expo floor plan����������������������������������������������������������������������� 43
Exhibitor directory����������������������������������������������������������������������45–57
DIAMOND SPONSORS PLATINUM SPONSORS
DELUXE SPONSORS
2
NEW JERSEY REALTORS® LEADERSHIP 2021
2021 Leadership DIVISION OFFICERS
Gloria Siciliano, Association Operations
2021 EXECUTIVE COMMITTEE Gene Krutyansky, Communications & Public Relations
Jeffrey Jones, President Mary Nuziale, Industry Advocacy
Robert White, President-Elect Gloria Monks, Professional Conduct
Nick Manis, First Vice President Randy Ketive, Professional Development
Kathleen Morin, Treasurer
Angela Sicoli, Immediate Past President
Jarrod Grasso, Chief Executive Officer NAR DIRECTORS
Gene Amsel Gloria Monks
PAST PRESIDENT REPRESENTATIVE Eugenia Bonilla Linda Musser
Ilene Horowitz Colleen Camillo Mary Nuziale
Lorraine Colavito Charles Oppler
Adele DeMoro Mark Quartello
ASSOCIATION EXECUTIVE Allan Dechert Christian Schlueter
REPRESENTATIVE
Angelo DelDuca Gloria Siciliano
Diane Streichert
Valerie Dickson Angela Sicoli
Drew Fishman Wendy Smith
REGIONAL VICE PRESIDENTS Debra Flower Diane Traverso
Jeannine Wescoat, Region 1 Vice President Yesenia Frias Teresa Trigas-Pfefferle
Valerie Dickson, Region 2 Vice President William Hanley James Weichert
Giovanna VanValkenburg, Region 3 Vice President Ilene Horowitz David Weisbrod
Felix Greco, Region 4 Vice President Carlos Jesus Robert White
Gene Amsel, Region 5 Vice President Jeffrey Jones Donnell Williams
Alireza Memar Wendy Worthy
PAST PRESIDENTS
Angela Sicoli, 2020 Rosanne Citta, 2002
Ilene Horowitz, 2019 Timothy Richards, 2001
Christian Schlueter, 2018 Joseph Harrigan, 2000
Robert “Bob” Oppenheimer, 2017 Gloria Woodward, 1999
Tg Glazer, 2016 Michael Ford, 1998–97
Eugenia “Jean” Bonilla, 2015 Robert Kinniebrew, 1996
Cindy Marsh-Tichy, 2014 Carl DeMusz, 1995
Christina Banasiak, 2013 Inez Lief, 1994
Gary Large, 2012 Gene Azzalina, 1993
Allan “Dutch” Dechert, 2011 Maurice Hageman, II, 1992
Judy Appleby, 2010 Maurice Hoffman, 1991
Diane Dilzell, 2009 Janet Barton, 1990
Drew Fishman, 2008 Ferris Saydah, 1989
William Hanley, 2007 Anthony Camassa, 1988
Bonnie Fitzgerald, 2006 William Thomas, 1987
Mary Davis, 2005
Charles Oppler, 2004
Christina Clemans, 2003
3
NYS ASSOCIATION OF REALTORS® LEADERSHIP 2021
2021 Executive Committee PAST PRESIDENTS
Jennifer Stevenson, 2020
OFFICERS Moses Seuram, 2019
David Legaz, Chair, President
CJ DelVecchio, 2018
Jennifer Vucetic, Vice Chair, President-Elect
Dawn Carpenter, 2017
John Vernazza, Secretary/Treasurer
Linda Lugo, 2016
Jennifer Stevenson, Immediate Past President
Michael S. Smith, 2015
Duncan MacKenzie, Chief Executive Officer
JP Endres, 2014
Margaret Hartman, Region 2 RVP
Margaret M. Hartman, 2013
Susan Goldy, 2012
LOCAL BOARD PRESIDENTS Nicholas Gigante, 2011
Britton Abbey, Jefferson Lewis Board of REALTORS® Hank W. Fries, 2010
Andrew Azzarello, Greater Syracuse Association of REALTORS® Daniel J. Hartnett, 2009
Alden Banks, Otsego Delaware Board of REALTORS® Linda J. Page, 2008
Elayna Lanie Bittner, Greater Rochester Association of REALTORS® Max Wm. Gurvitch, 2007
Jeffrey Decatur, Greater Capital Association of REALTORS® J. Gregory Connors, 2006
Jessica Dillenback, Greater Binghamton Association of REALTORS® Gary P. Kenline, 2005
Renee Dorsa, Brooklyn Board of REALTORS® Joseph L. Canfora, 2004
Laura Finan, Hamptons North Fork Association of REALTORS® Robert E. Galliher, 2003
Jodi Gunther, Northern Adirondack Board of REALTORS® Savo Fries, 2002
Crystal Hawkins Syska, Hudson Gateway Association of REALTORS® Ronald Steed, 2001
Susan Helsinger, Long Island Board of REALTORS® George K. Wonica, 2000
Karen Johnson, Ithaca Board of REALTORS® Joseph Whittington, 1999
Tracy Koenig, Cortland County Board of REALTORS® Joan Isgro-Grant, 1998
Angela Lanuto, Columbia-Greene Board of REALTORS® Don Milton, 1997
Lisa Lilley, Elmira Corning Association of REALTORS® Gene Currier, 1996
Calvin Lyon, Mohawk Valley Association of REALTORS® Alan J. Greenstein, 1995
Dominick Martorana, Ulster County Board of REALTORS® Lee Rothleder, 1994
Angelo Pappalardo, Staten Island Board of REALTORS® Anthony Diruzzo, 1993
Mary Peyton, Southern Adirondack REALTORS® Jo Levine, 1992
Dennis Pezzimenti, Chautauqua-Cattaraugus Board of REALTORS® David Adams, 1991
Amy Provost, Clinton County Board of REALTORS® James Webb, 1990
Daniel Staley, Dutchess County Association of REALTORS® Frederic Mayer, 1989
Jonathan Sunshine, Sullivan County Board of REALTORS® John Dwyer, 1988
James Walker, NYS Commercial Association of Board of REALTORS® Alan Yassky, 1987
Amber Wesser, Buffalo Niagara Association of REALTORS®
NAR DIRECTORS
Matthew Arnold Frederic Greene Kevin Loiacono
Christopher Bacchus Max Gurvitch Duncan Mackenzie
Carmen Bauman Richard Halloran John McCullagh
Gina Marie Bettenhauser Margaret Hartman Christine Nappa
Elayna Lanie Bittner Crystal Hawkins Syska Angelo Pappalardo
Tony D’Anzica Susan Helsinger Ruth Pfeffer
Ayres Dcunha Dorothy Herman Michael Schmelzer
Jeffrey Decatur Rao A Shaan S Khan Moses Seuram
Christine Delvecchio Barry Kramer Jennifer Stevenson
Anthony Domathoti Richard Kruse John Vernazza
Lisbeth English Kevin Leatherman Jennifer Vucetic
Gail Fattizzi David Legaz Amber Wesser
4PENNSYLVANIA ASSOCIATION OF REALTORS® LEADERSHIP
2021 LINE OFFICERS NAR DIRECTORS PAST PRESIDENTS
Christopher G. Raad, President Jack Barry William Festa, 2020
Christopher Beading, President-elect Christopher Beadling William McFalls, 2019
Albert Perry, First Vice President Christina Cardone Todd Umbenhauer, 2018
Preston Moore, Treasurer David Dean Kathleen McQuilkin, 2017
Robina English F. Todd Polinchock, 2016
DISTRICT VICE PRESIDENTS Kenneth Enochs Ron Croushore, 2015
District 1: Heather Petrone-Shook Stefanie Hahn Kim Skumanick, 2014
District 2: Kenneth Enochs James Helsel, Jr. Betty McTamney, 2013
District 3: Kevin McPheeters
Gregory Herb Frank Jacovini, 2012
Thomas Hosack Guy Matteo, 2011
District 4: Merlin Weaver
Sean LaSalle Donald D. Roth, 2010
District 5: Sherrie Miller
Bill Lublin Greg Herb, 2009
District 6: Jodi Diego
Guy Matteo Bob Hay, 2008
District 7: Dorothy Rhone
Kathleen McQuilkin Dominic J. Cardone, 2007
District 8: Marc McMaster
Bette McTamney E. Leonard Ferber, Jr., 2006
District 9: Joseph Carofino Susan Patt Melissa Sieg, 2005
District 10: David Dean Christopher Raad Gerald E. Romanik, 2004
Vincent Range Theodore Stefan, Jr., 2003
Eric Rehling Ellen B. Renish, 2002
Gary Schlectic Robert J. Fleck, 2001
Alex Shnayder Jerry Y. Speer, 2000
Tom Skiffington Janice C. Smarto, 1999
Quenna Smith Jack L. Rawlings, 1998
Stanley J. Lesniak, Jr., 1997
Robert M. Jones, 1996
Steve D. Finney, 1995
James L. Helsel, Jr., 1994
Richard J. Stampahar, 1993
Sandra L. Stevens, 1992
Frank B. Capone, 1991
William J. Strachan, 1989
Timothy S. Karr, 1988
56
AUDIO RECORDINGS requirement, and are still required to complete the
GENERAL INFORMATION ABOUT... Extend the benefits of participating in Triple Play long mandatory courses for new licensees.
after it’s over and bring it home to those who couldn’t
CYBER LOUNGE/CHARGING STATIONS
attend. Capture the programs delivered by the finest
Charge your mobile device at one of our charging
collection of presenters in the industry by purchasing
stations located in the back, right corner of the Trade
recordings of their sessions. Packages include high-quality
Expo, Hall B/C, Level 2.
recordings of the latest ideas and best practices shared
at Triple Play 2021. These live recordings include the DISCOUNTS/RESERVATIONS
actual audio for a virtual re-creation of the session. Visit the Atlantic City Restaurant Reservations Cart
Choose between three packages including immediate during show hours in the Convention Registration Area,
streaming, download or the convenient Flash Drive Level 2, for dining suggestions. You’ll also find an ex-
Works Package and learn at your own pace using your tensive list of money-saving deals at local restaurants,
favorite mobile device with no Internet needed. shops and attractions.
Simply complete the order form inside this program and With all the outlet stores in Atlantic City, it’s a great
bring it to the Audio Recordings booth outside Halls B/C, time to take care of your last-minute holiday shopping!
Level 2, to take advantage of special on-site pricing. FIRST AID
BADGES A first aid station is on the exhibit floor next to the
Admission to all Triple Play convention activities, Prizes & Announcements booth, Level 2. Contact
education sessions, trade expo, Kick-Off, state association security (security/concierge desk located in the Atrium),
and Icebreaker events is granted only to those wearing registration personnel or a session moderator, if you
their official badge. The badge replacement fee is $25. have a medical need or emergency.
Lanyards are sponsored by Realtor.com. FOOD/LOUNGES
COAT CHECK A lounge area featuring coffee, soft drinks, snacks and
You will find coat check service in the Convention lunch items is available at the rear of the Trade Expo,
Registration area, Level 2. Halls B/C, Level 2. Coffee, tea, soft drinks and snacks
are available at the Tri-State Lounge, Room #319, Level 3.
CONTINUING EDUCATION (CE) CREDIT
Free real estate and/or appraisal continuing education HEALTH & SAFETY
(CE) credit is available to Triple Play registrants for realtorstripleplay.com/health
some sessions (see Addendum for availability by state). • Masks will be required at all Triple Play venues
Stop by the CE Information booth outside Halls B/C, (including sessions, trade expo & networking events).
Level 2 or speak to a session moderator for information. • Proof of vaccination, or a negative COVID-19 test
Those seeking CE credit, MUST have their bar-coded within 72 hours of the event, will be required.
badge scanned whenever ENTERING and EXITING a • To keep everyone safe and help stop the spread of
session. If your barcode does not scan properly, please COVID-19, or any other communicable disease, we
complete the attendance sheet available at the door ask all in attendance to remain home if they are not
by legibly printing your name, badge number, sign-in feeling well.
and sign-out times. Please stop at a Convention • We encourage all in attendance to exhibit good
Registration booth at your earliest convenience to personal hygiene practices such as proper hand
have your defective badge reprinted at no cost. washing, covering of coughs/sneezes, frequently
CE credit will be awarded only to those who participate utilizing hand sanitizing stations and any other
in CE sessions for the full time. Attendees who arrive appropriate measure to stop the spread of germs.
five minutes or more after their session begins and • In an effort to ensure all attendees are comfortable,
those who leave before their session ends will not we encourage everyone to maintain safe distances,
receive CE credit. All CE reporting will be confirmed by forgo handshakes and avoid any forms of close
early January. If you do not receive notification for all physical contact.
completed sessions, please contact your state associa- HOSPITALITY SUITES
tion immediately. Local board and other hospitality activities are
The PA Real Estate Commission imposed the following privately arranged. Check the Message and Information
continuing education requirement for the 2020–2022 Board outside Halls B/C, Level 2, for information or
renewal period. The requirement is that a minimum of contact your local board.
3.5 (three and one-half) hours of the required 14 hours
MESSAGES/INFORMATION
of continuing education must be taken on the topics
A Message and Information Center is located outside
of Redlining, Steering, Implicit Bias, Diversity, and the
Halls B/C, Level 2. Messages will be posted on the
Fair Housing Act. The coursework must be completed
bulletin board and local REALTORS® will be at the
between August 30, 2020 and May 31, 2022 in order to
booth to answer your questions.
meet the requirement. New licensees who are renewing
for the first time are exempt from this one-time
7NO SMOKING POLICY JITNEYS
GENERAL INFORMATION ABOUT...
Smoking is prohibited in public areas of the Atlantic City Atlantic City Jitneys operate 24-hours-a-day, 365-days-
Convention Center including the exhibit halls, meeting a-year on a frequent schedule. There is a fee of $2.25
rooms, corridors, elevators, etc. For any attendee or per person. The Jitney stops are located on the corner
exhibitor who wishes to smoke, ashtrays are available of every route and originate one block from the Boardwalk
outside convention center entrance doors 1–7, in the on Pacific Avenue. For your convenience, every sign
parking garage, and at the entrance to the train station. located by each casino stop has color-coded numbers.
PRIZES Main Jitney Route: New Hampshire Avenue to Jackson
Prizes will be announced in the trade expo during show Avenue, via Pacific Avenue.
hours. A listing of the prizes and winners will be posted
at the Prizes & Announcements booth, located in Hall B, Route 6: The Marina Area – Borgata, Golden Nugget
across from booth #102. All prizes must be claimed by and Harrah’s via Delaware Avenue to Pacific Avenue.
5 p.m. on Wednesday, December 8.
TRIPLE PLAY MOBILE APP
REGISTRATION HOURS Get all the information you need for Triple Play right
Convention Registration Area, Level 2 from your smartphone or tablet. View session details
Monday 10:00 a.m. – 5:30 p.m. and speakers, find exhibitors and build your personal
Tuesday 7:30 a.m. – 6 p.m. convention schedule. Interactive mapping ensures you
Wednesday 7:30 a.m. – 5 p.m. find your way around easily and the ‘friends’ feature
Thursday 7:30 a.m. – 10:30 a.m. connects you with other convention attendees. You can
even download the session handouts to your mobile
SEATING
device. Maximize your convention experience – search
Seating at all sessions (except where pre-registration
for “Triple Play” in the App Store and Google Play
was required) is available on a first-come; first-served
today - it’s free and easy!
basis. No saving of seats is allowed.
TRADE EXPO WI-FI
Enjoy free Wi-Fi service at the convention center.
View the latest products and services at the Trade
Expo, located in Halls B/C, Level 2: RELEASE
By attending “REALTORS® TRIPLE PLAY”, you grant
Tuesday: 10 a.m. – 6 p.m. NJR, NYSAR & PAR the right to photograph, record,
Coffee: 10 – 11 a.m. and 4:30 – 5:30 p.m. use and edit, without approval, your photograph, video,
image, likeness, appearance, performance, and any other
Wednesday: 9 a.m. – 5 p.m.
indicia of identity, in any format whatsoever, and to
Coffee: 9 – 10 a.m. and 3:30 – 4:30 p.m.
publish, disseminate, exhibit, publicly display, give, and/
See the Exhibitor Directory in this program for a or transfer the same in any and all forms of media or
complete list of vendors. distribution now known or hereafter discovered or devel-
oped (including, but not limited to, print media, internet,
TRANSPORTATION web casting, video streaming, television or radio), for the
Complimentary Shuttle Service: use of NJR, NYSAR & PAR, its affiliates and subsidiaries,
Shuttle service between the Atlantic City Convention in perpetuity, without payment or any consideration.
Center and official convention hotels runs during
operational hours of the convention and is FREE for Furthermore, by attending, you hereby waive any right to
convention attendees. Shuttle sponsored by inspect or approve the finished photographs or printed or
ReferOceanCountyNJ.com. electronic matter that may be used in conjunction with
them now or in the future, whether that use is known to
Days/Times: you or unknown, and you waive any right to royalties or
Monday 10 a.m. – 6 p.m.; every 15 minutes other compensation arising from or related to the use of
Tuesday 7 a.m. – 7 p.m.; every 15 minutes the photograph and/or video. You hereby agree to release,
Wednesday 7 a.m. – 7 p.m.; every 15 minutes defend, and hold harmless NJR, NYSAR & PAR, their em-
Thursday 7 a.m. – 1 p.m.; every 15 minutes ployees, agents, affiliates and subsidiaries, including any
Routes: firm publishing and/or distributing the finished product
Routes and pick-up/drop-off locations will be posted in whole or in part, whether by print media, internet, web
at the Convention Center and the convention hotels: casting, video streaming, television or radio, from and
Bally’s, Borgata, Caesars, Claridge, and Golden Nugget. against any claims, damages or liability arising from
or related to the use of the photographs and/or video,
including but not limited to any misuse, distortion, blurring,
alteration, optical illusion or use in composite form, either
intentionally or otherwise, that may occur or be produced
in taking, processing, reduction or production of the finished
product, its publication or distribution.
89
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12
SCHEDULE AT-A-GLANCE* MONDAY, DECEMBER 6
TIME PROGRAM PRESENTER CE HOURS TRACK ROOM
PSA: Pricing Strategies Advisor: NJ: 6 EL,
8:30 A.M. – 5:00 P.M. Kimberly Allard DES 401
Mastering the CMA NY: 6, PA: 7
Professional Standards Hank Lerner
8:30 A.M. – 5:00 P.M. None 322
Administrator Training Teresa Tilton
RRC/CRS: Increase Wealth with Rentals
8:30 A.M. – 5:00 P.M. Mark Porter None DES 415
and Other Investment Properties
SFR: Short Sales and NJ: 6 EL
8:30 A.M. – 5:00 P.M. Robert Morris DES 417
Foreclosure Resource PA: 6, NY: 6.5
8:30 A.M. – 5:00 P.M. CRB: Starting a Real Estate Company Adorna Carroll NJ/NY: Pending DES 419
Beyond the Transaction: The Impact of NJ/NY: Pending,
12:00 P.M. – 3:00 P.M. Cheryl Knowlton P 308/309
Agency from the Client’s Perspective PA: 3
NJ: Pending,
12:00 P.M. – 3:00 P.M. Fair Housing Made Relevant Monica Neubauer L 302
NY: 3, PA: 3
Serving the Consumer in a Leslie Appleton-Young, NJ: Pending
12:00 P.M. – 3:00 P.M. P 303
Post Pandemic Market John Tuccillo NY: 2.5, PA: 3
12:30 P.M. – 1:30 P.M. The Seven Types of Sellers Pam Ermen None S 312
NJ: 2 EL,
1:00 P.M. – 3:00 P.M. Expand Your Global Outreach Neal Oates P 311
NY: 2
2:00 P.M. – 3:00 P.M. FSBOs . . . Playing the Odds Pam Ermen None S 312
3:30 P.M. – 4:30 P.M. 10 Specific Ways to Gain Listings Right Now Jared James None S 411/412
*Subject to change. See CE Credit Addendum or convention website for up-to-date CE availability by state.
Track A = Appraisal
B = Brokerage/Management
AE = Association Executives
L = Legal/Tax/Environmental
S = Sales/Marketing
T = Technology
KEY C = Commercial/Investment P = Professional Development W = Wellness
CE NJ: C = Core NY: A = Agency PA: M = PA REC Requirement
EL = Elective FH = Fair Housing
KEY ET = Ethics
FH = Fair Housing
13SCHEDULE AT-A-GLANCE* TUESDAY, DECEMBER 7
TIME PROGRAM PRESENTER CE HOURS TRACK ROOM
NJ: Pending,
9:00 A.M. – 10:00 A.M. Am I a Jerk at Work? Stacy Bernal P 302
NY: 1
9:00 A.M. – 10:00 A.M. Goals, Time Blocking & Self Care Bobbi Howe None P, W 415
1031 Exchanges: Diving Deeper and NJ: 3 EL,
9:00 A.M. – 12:00 P.M. David Gorenberg L 417
Spearfishing for More Clients NY: 3, PA: 3
Beyond the Transaction: The Impact of NJ: Pending
9:00 A.M. – 12:00 P.M. Cheryl Knowlton P 201/202
Agency from the Client’s Perspective NY: 3, PA: 2
NJ: CE Pending
(RE)/3 (AP), NY: 3
9:00 A.M. – 12:00 P.M. Boo! Stigmatized Properties Melanie McLane CE & Appr, PA: 3 A 318
(RE/AP)
Creating the Win: New Approaches NJ: 3 EL,
9:00 A.M. – 12:00 P.M. Maura Neill S 404
to Negotiation Strategy NY: 3, PA: 3
NJ: Pending,
9:00 A.M. – 12:00 P.M. Level the Field, Raise the Bar Leigh York L 403
NY: 3, PA: 3
Seeing Double! Making The Most NJ: 3 EL, NY: 3,
9:00 A.M. – 12:00 P.M. Pam Ermen S 303
of a Multiple Offer Market PA: 3
9:30 A.M. – 10:30 A.M. How to Put Together a Bullet-Proof CMA Chris Linsell NJ/NY: Pending P, T 419
Seven Areas to Master for a
9:30 A.M. – 10:30 A.M. Jared James None S 411/412
More Predictable Business
9:30 A.M. – 10:30 A.M. The Five New Models of Leadership Tiamo DeVettori None AE, B, P 421
9:30 A.M. – 11:30 A.M. Breakout to Income Breakthrough Rich Levin None S 313
NJ: 3 EL,
9:30 A.M. – 12:30 P.M. Setting the Stage for Buyer Success Monica Neubauer L 304
NY: 3, PA: 3
NJ: 2 EL,
10:00 A.M. – 12:00 P.M. New Millennium Brokerage Management Jeremias Maneiro B 301
NY: 2, PA: 2
NJ: Pending,
10:00 A.M. – 12:00 P.M. Identify & Capture Your Niche Ifoma Pierre S 308/309
NY: 2, PA: 2
10:00 A.M. – 12:00 P.M. PA Legal Update Hank Lerner PA: 2 L 408/409
Serving the Consumer in Leslie Appleton-Young, NJ: Pending,
10:00 A.M. – 1:00 P.M. P 402
a Post Pandemic Market John Tuccillo NY: 2.5, PA: 3
NJ: Pending,
11:00 A.M. – 12:00 P.M. Secrets of Embracing DEI Robert Morris P 302
NY: 1
Teams vs. Solo: Build It
11:00 A.M. – 12:00 P.M. Bobbi Howe None P 415
and Success Will Come
11:30 A.M. – 12:30 P.M. Brand Out from the Crowd Tiamo DeVettori None S 421
Hot Sauce Please!!! Proven Strategies
2:00 P.M. – 4:00 P.M. Ifoma Pierre None S 308/309
to Spice Up your Real Estate Marketing
Advanced Listing Skills and NJ/NY: Pending,
2:00 P.M. – 5:00 P.M. Rich Levin S 403
a Very Low Inventory PA: 3
*Subject to change. See CE Credit Addendum or convention
website for up-to-date CE availability by state. 14SCHEDULE AT-A-GLANCE* TUESDAY, DECEMBER 7
TIME PROGRAM PRESENTER CE HOURS TRACK ROOM
NJ: 3 EL (RE)/
Pending (AP),
2:00 P.M. – 5:00 P.M. Appraisals in an Overheated Market Melanie McLane NY: 3 CE & Appr, A 318
PA: 3 (RE/AP),
Do the Right Thing! The Code NJ: 2 ET / 1 FH,
2:00 P.M. – 5:00 P.M. Paula Monthofer S 302
of Ethics & Fair Housing NY: 3, PA: 3 M
Risky Business: Risk Management
NJ: 3 C, NY: 3,
2:00 P.M. – 5:00 P.M. Strategies for Today’s Real Estate Cheryl Knowlton L 201/202
PA: 3
Professionals
Seeing Double! Making the Most of NJ: 3 EL, NY: 3,
2:00 P.M. – 5:00 P.M. Pam Ermen S 303
a Multiple Offer Market PA: 3
NJ: Pending,
2:00 P.M. – 5:00 P.M. Social Media Ethics Smackdown Jeremias Maneiro L, T 402
NY: 3, PA: 3
2:30 P.M. – 3:30 P.M. Master Your Mindset Tiamo DeVettori None P, W 408/409
2:30 P.M. – 4:30 P.M. Once Upon a Time: Stories That Stick Maura Neill None S 404
2:30 P.M. – 4:30 P.M. The Game Has Changed. Have You? Jared James None S 411/412
5 Bold Predictions for 2022 from the
3:00 P.M. – 4:00 P.M. Chris Linsell None P, T 419
Desk of a Real Estate Technologist
Lessons from the Other Side:
3:00 P.M. – 4:00 P.M. Bobbi Howe None P, W 415
Protecting Yourself
Dispute Resolution Solutions for the
3:00 P.M. – 5:00 P.M. Leigh York NY: Pending, PA: 2 B 301
Consumer or Customer/Couples Therapy
NJ: Pending,
3:00 P.M. – 5:00 P.M. Condo Approval and Financing Matthew Hemphill P 421
NY: 2, PA: 2
SCHEDULE AT-A-GLANCE* WEDNESDAY, DECEMBER 8
TIME PROGRAM PRESENTER CE HOURS TRACK ROOM
Six Smart Tips to Help You Effectively
8:30 A.M. – 10:00 A.M. Burton Keslo None T 408/409
Run Your Real Estate Remotely
NJ: 7 EL RE/7 AP
8:30 A.M. – 5:00 P.M. 2022-2023 USPAP Update Joe Palumbo NY: 6.5 RE/7 AP A 318
PA: 7 RE
9:00 A.M. – 10:00 A.M. EQ>IQ in Leadership and Sales Paula Monthofer None P 311
How to Stand Out in a
9:00 A.M. – 10:00 A.M. Antoine Dupont None S, T 417
Content Saturated World
Level Up! Time Management
9:00 A.M. – 10:00 A.M. Keri Zoumas None B, W 322
& Mindset Skills
Quiet Success: Building a Real Estate
9:00 A.M. – 10:00 A.M. Ashley Harwood None S 419
Career as an Introvert
*Subject to change. See CE Credit Addendum or convention website for up-to-date CE availability by state.
15SCHEDULE AT-A-GLANCE* WEDNESDAY, DECEMBER 8
TIME PROGRAM PRESENTER CE HOURS TRACK ROOM
Leading Change: How to Get Your
9:00 A.M. – 10:30 A.M. Larry Johnson None P, B 304
Team From Here to There
NJ: 2 C, NY: 2,
9:00 A.M. – 11:00 A.M. Up in Smoke: Cannabis and Real Estate Trista Curzydlo L 303
PA: 2
Feeling the Love: Fair Housing NJ/NY: Pending,
9:00 A.M. – 12:00 P.M. Cheryl Knowlton 302
and Buyer Lover Letters PA: 3 M
NJ: Pending,
9:00 A.M. – 12:00 P.M. Mortgage Financing 101 Matthew Hemphill P 404
NY: 3, PA: 3
Multiple Offers: Keeping it NJ: Pending,
9:00 A.M. – 12:00 P.M. Melanie McLane L 403
Legal, Ethical & Sane NY: 3, PA: 3
NJ: Pending,
9:00 A.M. – 12:00 P.M. Tenant Screening for REALTOR® Safety Jamie Borodin B 301
NY: 3, PA: 3
Impress Your Clients With NJ: Pending,
9:30 A.M. – 11:30 A.M. Veronica McManus S, T 415
Detailed RPR Reports NY: 2
Resetting Your Association
9:30 A.M. – 11:30 A.M. Adorna Carroll None AE 421
for a New Normal
Get the Hack Out of Here: NJ: 3 EL,
9:30 A.M. – 12:30 P.M. Craig Grant T 402
Cybersecurity for Real Estate NY: 3, PA: 3
Grow Your Business by Working With NJ: 3 EL, NY: 3,
9:30 A.M. – 12:30 P.M. Marc Cunningham C 401
Real Estate Investors PA: 3
Long Island Divided: Inside the
10:00 A.M. – 11:30 A.M. Investigation That’s Shaking Up Bill Dedman NJ/NY: Pending L, P 411/412
the Real Estate Industry
10:30 A.M. – 12:30 P.M. NJ Legal and Regulatory Update Barry Goodman NJ: 2 Core L 312
Getting to Yes Through
11:00 A.M. – 12:00 P.M. Keri Zoumas None P 322
Conscious Communication
How to Generate More Leads and
11:00 A.M. – 12:00 P.M. Antoine Dupont None S, T 417
Listings With Video Marketing
11:00 A.M. – 12:00 P.M. The How-to’s of Happiness Paula Monthofer None S, W 311
Six Surprising LinkedIn Tips for
11:00 A.M. – 12:30 P.M. Burton Keslo None T 408/409
Real Estate Professionals
12:00 P.M. – 1:00 P.M. Real Estate Karma Trista Curzydlo NJ: 1 C, NY: 1 L 303
Long Island Divided: Inside the
12:30 P.M. – 2:00 P.M. Investigation That’s Shaking Up Bill Dedman NJ/NY: Pending L, P 411/412
the Real Estate Industry
The Huge Power of Small: Create a
1:30 P.M. – 2:30 P.M. Antoine Dupon None S 417
Customer Service Experience
Increasing Home Equity Through
1:30 P.M. – 4:30 P.M. Matthew Hemphill NY: Pending P 404
the Use of Renovation Financing
*Subject to change. See CE Credit Addendum or convention website for up-to-date CE availability by state.
16SCHEDULE AT-A-GLANCE* WEDNESDAY, DECEMBER 8
TIME PROGRAM PRESENTER CE HOURS TRACK ROOM
2:00 P.M. – 3:00 P.M. Powered Productivity: Super Tech Tools Beth Ziesenis None T 201/202
Mindful or Mind Full?
2:00 P.M. – 3:00 P.M. Keri Zoumas None B, W 322
The Keys to Positivity
2:00 P.M. – 3:30 P.M. Five Remote Security Threats Burton Keslo None T 408/409
3 E’s Every AE Needs: Engagement,
2:00 P.M. – 4:00 P.M. Jeremias Maneiro None AE 421
Efficiency & Effective
Credit Scoring: Save Your NJ: 2 EL, NY: 1.5,
2:00 P.M. – 4:00 P.M. Brent Lancaster L 311
Buyers Thousands PA: 2
Maximizing First Time Home
2:00 P.M. – 4:00 P.M. Buyer Opportunities with Lakesha Walker NJ/NY: 2, PA: 2 P 419
Down Payment Assistance
NJ: 3 EL (RE)/
Pending (AP),
2:00 P.M. – 5:00 P.M. Appraisals in an Overheated Market Melanie McLane A 403
NY: 3 RE/AP
PA: 3 (RE/AP)
NJ: Pending,
2:00 P.M. – 5:00 P.M. Fair Housing Legacy to Liberty Randy Templeman L 302
NY: 3, PA: 3 M
How to be a Totally Mobile and
2:30 P.M. – 3:30 P.M. Craig Grant None T 402
Virtual Agent
NJ: Pending,
2:30 P.M. – 3:30 P.M. Real Estate Investing in Partnerships Greg Schenck C 312
NY: 1
2:30 P.M. – 3:30 P.M. Recruit & Retain Introverted Agents Ashley Harwood None B 301
2:30 P.M. – 3:30 P.M. Reverse Prospecting With RPR Joseph Gehl None S, T 415
2:30 P.M. – 4:00 P.M. Mastering the Storm of Change Larry Johnson None P, W 304
NJ: Pending,
2:30 P.M. – 4:30 P.M. Dealing With Deal Killers Josh Cadillac S 303
NY: 2, PA: 2
Systematizing for Success:
2:30 P.M. – 4:30 P.M. Running Your Property Management Marc Cunningham None C 401
Business on Autopilot
Leading with Focus:
3:30 P.M. – 4:30 P.M. Beth Ziesenis None T 201/202
Collaboration & Productivity
3:30 P.M. – 4:30 P.M. How to Boost Your Website Conversions Antoine Dupont None S, T 417
4:00 P.M. – 5:00 P.M. Bullseye: Hitting the Target Price Joseph Gehl None S, T 415
Track A = Appraisal
B = Brokerage/Management
AE = Association Executives
L = Legal/Tax/Environmental
S = Sales/Marketing
T = Technology
KEY C = Commercial/Investment P = Professional Development W = Wellness
*Subject to change. See CE Credit CE NJ: C = Core A = Agency
EL = Elective NY: FH = Fair Housing
PA: M = PA REC
Requirement
Addendum for the most up-to-the
minute approvals.
KEY ET = Ethics
FH = Fair Housing
17SCHEDULE AT-A-GLANCE* THURSDAY, DECEMBER 9
TIME PROGRAM PRESENTER CE HOURS TRACK ROOM
How the Primary and Secondary NJ: 3 EL,
9:00 A.M. – 12:00 P.M. Doug Vairo P 304
Mortgage Markets Work Together NY: 3, PA: 3
Market Like a Rockstar:
9:00 A.M. – 12:00 P.M. Craig Grant NY/PA: 3 S, T 303
Top Trends for 2022 and Beyond
Stay Inside Fair Housing Laws to NJ: Pending,
9:00 A.M. – 12:00 P.M. Randy Templeman L 302
Stay Outside of Jail NY: 3, PA: 3 M
NJ: 2 EL, NY: 2,
9:30 A.M. – 11:30 A.M. Let’s Talk Flooding and Recovery Brent Lancaster L 312
PA: 2
Maximizing First Time Home
NJ: Pending,
9:30 A.M. – 11:30 A.M. Buyer Opportunities with Lakesha Walker P 311
NY: 2, PA: 2
Down Payment Assistance
SPECIAL EVENTS
MONDAY, DECEMBER 6 6:00 p.m. – 9:00 p.m.
8:00 p.m. – 11:00 p.m. NJ REALTORS® President’s Installation & Gala
Kick-off Party Caesars Atlantic City – Circus Maximus Theater
Bally’s Atlantic City – Bally’s Wild West Saloon Gala reception honoring 2021 President Jeff Jones
Mix, mingle and make new contacts with your NJ, NY and and the 2021 leadership team with installation of 2022
PA colleagues to kickoff Triple Play 2021. DJ, dancing, ar- President Robert White and the 2022 leadership team.
cade games, mechanical bull rides ($5 per ride) and much
more. Free drink ticket to first 500 attendees. Badge 9:00 p.m. – 11:59 p.m.
required for admission; 21 and over. Icebreaker Reception
Caesars Atlantic City – Palladium Ballroom
TUESDAY, DECEMBER 7 Mingle with your fellow convention attendees. Wear
11:00 a.m. – 2:00 p.m. your badge (badge required for admission) and bring
PAR Luncheon - Room 311 your business cards to enjoy this special evening of
Join your fellow Pennsylvania Realtors® during a music, dancing, hot and cold hors d’oeuvres, soft drinks,
luncheon from 11 a.m. to 2 p.m. on Tuesday. Enjoy cash bar and networking.
some downtime away from the conference hustle and
bustle to connect with friends. Ticket/pre-registration
was required.
WEDNESDAY, DECEMBER 8
10:00 a.m. – 4:00 p.m.
2:00 p.m. – 4:00 p.m. RPAC High Rollers’ Suite
NJ REALTORS® Awards Session Room 308/309
Relax and recharge at Triple Play while supporting the
Room 312
REALTORS® Political Action Committee (RPAC). Your
Honor NJ REALTORS® State and Local REALTOR® and $
250 investment at the door will count towards your
REALTOR-Associates® of the Year, Member Communi-
2022 RPAC total.
cations award winners, NJ REALTORS® Good Neighbor
award winners, Quarter Century Club recipients, and
REALTOR® Emeritus members.
5:30 p.m. – 6:30 p.m.
NYSAR Reception
Sheraton Atlantic City Convention Center Hotel –
Crown Ballroom
A NYSAR Reception is scheduled for Tues., Dec. 7 from
5:30 p.m. – 6:30 p.m. Gather with your fellow NYSAR
members, while enjoying hors d’oeuvres and a cash bar!
18CONTINUING EDUCATION (CE) CREDIT INFORMATION
Free real estate and/or appraisal CE credit is available to CE credit will be awarded only to those who participate
Triple Play registrants for some sessions (see addendum in CE sessions for the full time. Attendees who arrive 15
for the latest details). Stop by the CE Information booth minutes or more after their session begins and those who
outside Halls B/C, Level 2 or speak to a session moderator leave before their session ends won’t receive CE credit.
for more information. Your CE completion will be confirmed no later than
Those seeking CE credit, MUST have their bar-coded early January. If you do not receive notification for all
badge scanned whenever ENTERING and EXITING a completed sessions, please contact your state association
session. If your barcode does not scan properly, please immediately.
complete the attendance sheet available at the door by
legibly printing
your name, badge number, sign-in and sign-out times.
Please stop at the registration desk at your earliest conve-
nience to have your defective badge reprinted at no cost.
To assure your access to a seat, plan to arrive early for
any session that carries CE credit.
MONDAY, DECEMBER 6 - SESSIONS
8:30 A.M. – 5:00 P.M. other types of investments while giving you more control
PSA: PRICING STRATEGIES ADVISOR: to optimize financial returns. In addition to guiding you
MASTERING THE CMA through the process of developing your own property
Speaker: Kimberly Allard investing strategy, this course leverages powerful and
Track: DES, Room: 401, NJ: 6 elective, NY CE: 6, PA CE: 7 easy-to-use online financial apps that simplify the process
The Pricing Strategy Advisor certification is specifically of evaluating and selecting properties that align with your
designed to enhance your skills in pricing properties, creating investment objectives. After completing the course, you
CMAs, working with appraisers, and guiding clients through will be able to immediately implement your strategy for
the anxieties and misperceptions they often have about yourself and your investor clients, using the same homes
home values. Pre-registration was required. you’ve been selling for owner-occupants and packaging
them to appeal to investors. Pre-registration was required.
8:30 A.M. – 5:00 P.M.
PROFESSIONAL STANDARDS 8:30 A.M. – 5:00 P.M.
ADMINISTRATOR TRAINING SFR: SHORT SALES AND
Speaker: Hank Lerner, Teresa Tilton FORECLOSURE RESOURCE
Room: 322 Speaker: Robert Morris
Enforcement of the Code of Ethics is a privilege and re- Track: DES, Room: 417, NJ CE: 6 elective, NY CE: 6.5, PA CE:
sponsibility of each board and association as established 6
in Article IV of the Bylaws of the National Association of The Short Sales and Foreclosure Resource certification
REALTORS®. Every board and association must designate is for REALTORS® who want to hone the skills that will
a person or entity responsible for administration of profes- allow them to help buyers and sellers of distressed
sional standards processes. This course covers the learning properties. You’ll leave with a framework for understanding
objectives and minimum criteria established by NAR that how to direct distressed sellers to finance, tax, and legal
administrators must complete every four years. For Profes- professionals; qualify sellers for short sales; develop
sional Standards Administrators only. No CE. Pre-registra- a short-sale package; negotiate with lenders; tap into
tion was required. buyer demand; safeguard your commission; limit risk and
protect buyers. Pre-registration was required.
8:30 A.M. – 5:00 P.M.
RRC/CRS: INCREASE WEALTH WITH 8:30 A.M. – 5:00 P.M.
RENTALS AND OTHER INVESTMENT CRB: STARTING A REAL ESTATE COMPANY
PROPERTIES Speaker: Adorna Carroll
Speaker: Mark Porter Track: DES, Room: 419, NJ/NY: CE pending
Track: DES, Room: 415 Opening a real estate office has many moving parts – more
Investment property transactions can easily increase your than is possible to cover in a one-day course. This course
market by 20% and build your net worth at the same time. provides a foundational blueprint of all the elements
In this one-day RRC course, you will learn why and how involved in opening, managing and growing a real estate
rental properties are IDEAL investments that outperform company. Pre-registration was required.
19MONDAY, DECEMBER 6 - SESSIONS
12:00 P.M. – 3:00 P.M. 12:30 P.M. - 1:30 P.M.
BEYOND THE TRANSACTION: THE IMPACT OF THE SEVEN TYPES OF SELLERS
AGENCY FROM THE CLIENT’S PERSPECTIVE Speaker: Pam Ermen
Speaker: Cheryl Knowlton Track: S, Room: 312
Track: P, Room: 308/309, NJ: CE pending, NY CE: 3, PA CE: 3 Learn how to clearly define the 7 types of sellers and their
If you have ever shaken your head after a transaction points of differentiation! We’ll discuss targeted marketing
closed and wondered what happened, perhaps your answer efforts designed to deliver the message that you’re the
lies in how you handled the client relationship. During “Go To” specialist who understands their niche market better
this highly interactive course, students receive in-depth than anyone. Be intentional with your efforts and grow
information on the essential elements of buyer and seller your business on purpose in 2022!
agency representation. Gain comprehensive knowledge of
the different responsibilities of each agency role, and the 1:00 P.M. - 3:00 P.M.
ethics related to your representation role. Participants will EXPAND YOUR GLOBAL OUTREACH
discuss ethical questions and apply the concepts they have Speaker: Neal Oates
learned to real live scenarios. The focus of the program is Track: P, Room: 311, NJ CE: 2 elective, NY: 2
on making the real estate licensee more professional and Want to find out how to position yourself as THE interna-
competent in their dealings with the general public. tional real estate professional? Attend this session and
learn why a global reach is necessary in today’s economy;
12:00 P.M. – 3:00 P.M. the advantages of targeting and working with international
FAIR HOUSING MADE RELEVANT clients and the challenges associated with these transac-
Speaker: Monica Neubauer tions; how to locate and disseminate valuable information
Track: L, Room: 302, NJ: CE pending, NY CE: 3, PA CE: 3 to garner business and create an action plan to implement
With an ever-increasing diverse population in the United upon conclusion of the course.
States, adhering to Federal Fair Housing laws has never
been more important. The manner in which to act with 2:00 P.M. - 3:00 P.M.
your customers and clients is under constant scrutiny. FSBOS . . . PLAYING THE ODDS
What you say and how you act, whether unintentionally or Speaker: Pam Ermen
not, could be perceived as a discriminatory act. As a real Track: S, Room: 312
estate professional, integrity and abiding by local, state Per NAR, only 8% of all nationwide sales are the result
and federal mandates will not only create more positive of a successful FSBO transaction. If you’re thinking about
relationships but will minimize liability as it relates to in- working the FSBO market, the odds are in your favor! Learn
teractions you have with the public. Join Monica Neubauer two successful scripts to build rapport with sellers, secure an
in this highly engaging program as she provides you with appointment to see their home, and share a masterful listing
relevant, in-depth information regarding the Federal Fair presentation! Discover how to convert their discussion about
Housing laws and helps you gain a real-world perspective. your commission to a conversation about their net. Join us
for this session and be prepared to take more listings!
12:00 P.M. – 3:00 P.M.
SERVING THE CONSUMER IN 3:30 P.M. - 4:30 P.M.
A POST PANDEMIC MARKET 10 SPECIFIC WAYS TO GAIN LISTINGS
Speaker: Leslie Appleton-Young, John Tuccillo RIGHT NOW
Speaker: Jared James
Track: P, Room: 303, NJ: CE pending, NY CE: 2.5, PA CE: 3
Track: S, Room: 411/412
We are already beginning to see the outlines of the post-
With inventory being near all-time lows, one thing that
COVID economy: job growth is strong; the market is flush
rings true no matter where you are, is that the agent
with liquidity; economic growth is expected to boom
that owns the listings, owns the market. In this extremely
through 2022. But what about the real estate market and
hands on and practical session, Jared James will cover
the real estate industry? Will the surge in sales and prices
10 different unique and innovative strategies that you
we have seen in 2020 and 2021 continue? Will the severe
can implement from day one to create more listing
inventory crunch continue? Will the emerging boom push
opportunities for your business. Come ready to take lots
up interest rates? In this presentation, John Tuccillo and
of notes and leave with a game plan to dominate the listing
Leslie Appleton-Young, noted real estate economists, will
inventory in your local market!
make sense of all these changes. Using available data, they
will integrate market, industry and economic trends, assess A = Appraisal L = Legal/Tax/
Track
what they mean for real estate brokers and present some B = Brokerage/ Environmental
KEY
suggestions as to how brokers can profit from the coming Management P = Professional
post-COVID world. C = Commercial/ Development
Investment S = Sales/Marketing
AE = Association T = Technology
Executives W = Wellness
20TUESDAY, DECEMBER 7 - SESSIONS
9:00 A.M. – 10:00 A.M. knowledge of the different responsibilities of each agency
AM I A JERK AT WORK? role, and the ethics related to your representation role.
Speaker: Stacy Bernal Participants will discuss ethical questions and apply
Track: P, Room: 302, NJ: CE pending, NY CE: 1 the concepts they have learned to real live scenarios.
In this engaging presentation, Stacy Bernal sheds light The focus of the program is on making the real estate
on how Implicit Bias affects the real estate industry. licensee more professional and competent in their
With the understanding that DEI work is a marathon dealings with the general public.
and not a sprint, this session serves as a catalyst to:
Inform what Implicit Bias is & how it manifests; teach 9:00 A.M. – 12:00 P.M.
ways to handle impacts of Implicit Bias, as a participant BOO! STIGMATIZED PROPERTIES
or bystander; empower attendees to create change in Speaker: Melanie McLane
themselves, their organizations and their communities Track: A, Room: 318,
and ignite excitement for attendees to continue DEI NJ: CE pending (RE)/3 (AP), NY CE: 3 RE/AP,
work in their own lives. PA CE: 3 (RE/AP)
This course is designed to assist both appraisers and
9:00 A.M. – 10:00 A.M. agents in the challenge of pricing and valuation of
GOALS, TIME BLOCKING & SELF CARE properties which are stigmatized. Identify six common
Speaker: Bobbi Howe types of stigmas, find out who is required to disclose
Track: P, W, Room: 415 and the effects of stigmatized properties on pricing.
Without a little guidance, real estate can seem over-
whelming. So overwhelming that over 80% of all new 9:00 A.M. – 12:00 P.M.
real estate licensees exit the industry with their first CREATING THE WIN: NEW APPROACHES
two years. This session will help you with three specific TO NEGOTIATION STRATEGY
things that tend to overwhelm real estate agents the Speaker: Maura Neill
most – goal setting, time blocking and mindset manage- Track: S, Room: 404,
ment. You’ll learn how to discover the big why - set NJ CE: 3 elective, NY CE: 3, PA CE: 3
goals, time block to achieve those goals, and fortify Negotiation is a crucial skill needed in the real estate
your mindset while achieving the goals. transaction but one so often overlooked in training. The
most successful agents are those who have learned to
think outside the box in the negotiation process and to
9:00 A.M. – 12:00 P.M.
1031 EXCHANGES: DIVING DEEPER AND bring their clients to the most successful outcome. This
SPEARFISHING FOR MORE CLIENTS session will encourage attendees to think about negoti-
Speaker: David Gorenberg ation differently than they ever have and to get out of
Track: L, Room: 417, their comfort zone with regard to the process. We will
NJ CE: 3 elective, NY: 3, PA CE: 3 explore perception versus reality and its impact on the
This course provides an overview of 1031 like-kind transaction and how emotional intelligence plays a role
exchanges, their benefits and requirements of a in the negotiation process. Ultimately, attendees should
successful exchange including cash-out refinancing leave the presentation with a new way to approach even
after an exchange, overcoming obstacles to successful the most difficult negotiation and new options to present
exchanges, related party exchange rules and restrictions, their clients with strategies for success.
the new Real Property Regulations, why 1031 Exchanges
are important to the economy, 1031 Exchanges as an 9:00 A.M. – 12:00 P.M.
estate planning tool and how to build business, increase LEVEL THE FIELD, RAISE THE BAR
listings and assist clients with 1031 exchanges. Speaker: Leigh York
Track: L, Room: 403, NJ: CE pending, NY CE: 3, PA CE: 3
9:00 A.M. – 12:00 P.M. The Code establishes a level playing field for all consumers
BEYOND THE TRANSACTION: THE IMPACT OF and REALTORS® alike. If everyone follows the Code, how
AGENCY FROM THE CLIENT’S PERSPECTIVE do we tip the scales in our clients’ favor? In this session,
Speaker: Cheryl Knowlton we will dig into the Code but also professionalism and
Track: P, Room: 201/202, NJ: CE pending, NY CE: 3, PA CE: 3 market forces that give you and your client the edge.
If you have ever shaken your head after a transaction We’ll all weigh in on what’s really happening out there!
closed and wondered what happened, perhaps your
answer lies in how you handled the client relationship.
During this highly interactive course, students receive
in-depth information on the essential elements of buyer
and seller agency representation. Gain comprehensive
21TUESDAY, DECEMBER 7 - SESSIONS
9:00 A.M. – 12:00 P.M. 9:30 A.M. – 11:30 A.M.
SEEING DOUBLE! MAKING THE MOST BREAKOUT TO INCOME BREAKTHROUGH
OF A MULTIPLE OFFER MARKET Speaker: Rich Levin, Track: S, Room: 313
Speaker: Pam Ermen For experienced agents who are stuck at a level or growing
Track: S, Room: 303, too slowly. This is the proven path to develop the daily
NJ CE: 3 elective, NY CE: 3, PA CE: 3 mindset for continuous growth with confidence. Implement
Discover a unique version of best practices! Buyer’s the one key skill that is unique for each agent and
agents will learn multiple offer strategies, effective guarantees rapid growth. Set and track goals that
dialogues and negotiating techniques to effectively motivate, build confidence and strengthen focus all day,
position their client in a competitive environment. every day. Learn to love the business, earn much more,
Seller’s agents will better understand the dynamics of and enjoy amazing freedom and opportunities that the
a multiple offer market, how to maximize the property’s career of selling real estate offers.
exposure and interest, and how to sell the property for
a price that can often exceed list price.
9:30 A.M. – 12:30 P.M.
SETTING THE STAGE FOR BUYER SUCCESS
9:30 A.M. – 10:30 A.M. Speaker: Monica Neubauer
HOW TO PUT TOGETHER Track: L, Room: 304,
A BULLET-PROOF CMA NJ CE: 3 elective, NY CE: 3, PA CE: 3
Speaker: Chris Linsell Discover a unique version of best practices! Buyer’s agents
Track: P, T, Room: 419, NJ/NY: CE pending will learn multiple offer strategies, effective dialogues
In a world where the perceived value of a real estate and negotiating techniques to effectively position their
agent is shrinking in the eyes of our clients, being able client in a competitive environment. Seller’s agents will
to accurately assess the market value of a home may be better understand the dynamics of a multiple offer
our last, most valuable resource. In this session, we’ll walk market, how to maximize the property’s exposure and
through a thorough, accurate, and consistent means for interest, and how to sell the property for a price that
predicting the market value of a home every time, and can often exceed list price.
give you the tools you need to do it on your own.
10:00 A.M. – 12:00 P.M.
9:30 A.M. – 10:30 A.M. NEW MILLENNIUM
SEVEN AREAS TO MASTER FOR BROKERAGE MANAGEMENT
A MORE PREDICTABLE BUSINESS Speaker: Jeremias Maneiro
Speaker: Jared James Track: B, Room: 301,
Track: S, Room: 411/412 NJ CE: 2 elective, NY CE: 2, PA CE: 2
With all the changes, pressures and consumer expecta- This session is designed to teach the specific day to day
tions, running a business in today’s environment can be activities that a broker needs to manage their agents
not only frustrating, but downright confusing at times. successfully and still compete with large tech companies
Jared James breaks down the 7 areas you need to focus by focusing on becoming local experts. We will discuss
on and how to prioritize them in an ever increasingly ways that a broker can still be tech savvy on a budget
loud world so you can achieve the financial success and and provide the systems and programs that their agents
predictability that you desire with your business and life. need to provide a higher level of service to the consumer
As always, come ready to learn, laugh and be motivated and exceed expectations. This program will arm you
and inspired to implement the moment you leave. with business building skills and critical operating
activities utilized by the nation’s most successful real
9:30 A.M. – 10:30 A.M. estate brokers.
THE FIVE NEW MODELS OF LEADERSHIP
Speaker: Tiamo DeVettori
Track: AE, B, P, Room: 421 Track A = Appraisal L = Legal/Tax/
There are leaders within every organization that are KEY B = Brokerage/ Environmental
under performing, not communicating effectively, Management P = Professional
or team members don’t like working for. Meanwhile, C = Commercial/ Development
potential leaders are being overlooked because they Investment S = Sales/Marketing
don’t fit the traditional stereotype. Discover the 5 new AE = Association T = Technology
leadership models that cultivate individual strengths, Executives W = Wellness
high-performing teams, and turn your dimmest lights
into shining stars. Outcomes: Improved leadership, Continued on page 24
innovation, culture.
2223
TUESDAY, DECEMBER 7 - SESSIONS
10:00 A.M. – 12:00 P.M. 11:00 A.M. – 12:00 P.M.
IDENTIFY & CAPTURE YOUR NICHE TEAMS VS. SOLO: BUILD IT
Speaker: Ifoma Pierre AND SUCCESS WILL COME
Track: S, Room: 308/309, NJ: CE pending, NY CE: 2, PA CE: 2 Speaker: Bobbi Howe
In this course, participants will develop skills to select Track: P, Room: 415
and capture their various niches of clients. Marketing It’s no secret that getting a real estate license is relatively
and advertising techniques that are lawful, ethical, easy compared to other professions. However, it’s even
and engaging will be compared and contrasted in easier to fail, as 87% of all new licensees will leave the
accordance with the Law of Agency, Fair Housing Laws, industry in their first three years. Deciding whether
and the National Association of REALTORS® Code of you should create a team or go at it alone will have
Ethics (COE). Additional attention will be given to the a significant impact on your success. This course will
protection of consumers regarding non-solicitation highlight the pros and cons of both options and help
zones, cease and desist zones, sign ordinances, limited agents discover their best course to achieve the success
English proficiency, current environmental concerns, they want.
and illegal conversions.
11:30 A.M. – 12:30 P.M.
10:00 A.M. – 12:00 P.M. BRAND OUT FROM THE CROWD
PA LEGAL UPDATE Speaker: Tiamo DeVettori
Speaker: Hank Lerner Track: S, Room: 421
Track: L, Room: 408/409, PA CE: 2 In today’s saturated market, your brand has to be strides
Join Pennsylvania Association of REALTORS® Legal ahead of others. Most companies and individuals keep
Counsel for an update on Pennsylvania legal issues to making the same mistakes with pedestrian brands that
reduce risk and assure you’re operating in full compliance. come from outdated marketing tactics. Discover the
4 corners that every brand framework must have to
10:00 A.M. – 1:00 P.M. make your business be the one that people remember,
SERVING THE CONSUMER IN A POST are proud to associate with, and want to buy from.
PANDEMIC MARKET Outcomes: Increased brand recognition, sales, referrals.
Speaker: Leslie Appleton-Young, John Tuccillo
Track: P, Room: 402, NJ: CE pending, NY CE: 2.5, PA CE: 3 2:00 P.M. – 4:00 P.M.
We are already beginning to see the outlines of the HOT SAUCE PLEASE!!! PROVEN
post-COVID economy: job growth is strong; the market STRATEGIES TO SPICE UP YOUR
is flush with liquidity; economic growth is expected to REAL ESTATE MARKETING
boom through 2022. But what about the real estate Speaker: Ifoma Pierre
market and the real estate industry? Will the surge Track: S, Room: 308/309
in sales and prices we have seen in 2020 and 2021 Fasten your seat belts and get ready for a firehose of
continue? Will the severe inventory crunch continue? ideas, examples, and cutting edge software designed
Will the emerging boom push up interest rates? In this to explode your business! In this session, you will
presentation, John Tuccillo and Leslie Appleton-Young, learn creative new ways to generate more leads, earn
noted real estate economists, will make sense of all more opportunities, and discover the secret to turning
these changes. Using available data, they will integrate prospects into friends and friends into clients. Whether
market, industry and economic trends, assess what you’re a brand new agent or a seasoned veteran with
they mean for real estate brokers and present some years of experience and the scars to prove it, there’s
suggestions as to how brokers can profit from the something in this session for everyone.
coming post-COVID world.
Track A = Appraisal L = Legal/Tax/
11:00 A.M. – 12:00 P.M. B = Brokerage/ Environmental
SECRETS OF EMBRACING DEI KEY
Management P = Professional
Speaker: Robert Morris C = Commercial/ Development
Track: P, Room: 302, NJ: CE pending, NY CE: 1
Investment S = Sales/Marketing
In this course, student will have an increased knowledge
AE = Association T = Technology
and awareness of cultural and personal biases that
Executives W = Wellness
may inhibit students from fully embracing diversity and
creating a successful multicultural real estate business.
24TUESDAY, DECEMBER 7 - SESSIONS
2:00 P.M. – 5:00 P.M. 2:00 P.M. – 5:00 P.M.
ADVANCED LISTING SKILLS AND SEEING DOUBLE! MAKING THE MOST OF
A VERY LOW INVENTORY A MULTIPLE OFFER MARKET
Speaker: Rich Levin Speaker: Pam Ermen
Track: S, Room: 403, NJ/NY: CE pending, PA CE: 3 Track: S, Room: 303,
We are in a historically low inventory market. Home sellers NJ CE: 3 elective, NY CE: 3, PA CE: 3
are more often unable to make their best decisions Today’s robust real estate market has created a fluid
in this market. Risk of gain is great for the sellers. So number of buyers that often find themselves competing
is risk of loss. This session is a crash course in how to in a marketplace of limited inventory! This supply and
advise sellers in this market on price, negotiations, demand market dynamic can lead to multiple offers on
multiple offers, anticipating low appraisals, fairness, the same property and can be the catalyst for tenuous
ethics, staying within the law, and the myriad of other relationships between the seller, buyers and the real
issues to ensure that the sellers obtain the best results estate agents who represent them! How can an agent
with the least disappointment and stress. best represent their client when such circumstances
exist? In this session, attendees will discover a unique
2:00 P.M. – 5:00 P.M. version of “best practices” when representing a buyer!
APPRAISALS IN AN OVERHEATED MARKET They will learn multiple offer strategies, effective
Speaker: Melanie McLane dialogues and negotiating techniques that can position
Track: A, Room: 318, NJ CE: 3 elective RE/AP, their client to effectively compete in such a competitive
NY: 3 RE/AP, PA CE: 3 RE/AP environment vs. leaving their client feeling out of control,
This course is designed to assist both appraisers and unrepresented and without the home they hoped to
agents in the challenge of a very overheated market, purchase! Agents representing the seller will better
with extremely low inventory, and multiple offers understand the dynamics of a multiple offer market,
above listing price. This market has created friction how to maximize the property’s exposure and interest
between appraisers, who must follow USPAP and lender and how to work to sell the property for a price that
guidelines, and can only use the comparable sales can often exceed list price.
that exist, and agents, who are seeing multiple offers,
all above list price. Agents are also using escalation
2:00 P.M. – 5:00 P.M.
clauses, as well as an appraisal contingency. Both
groups need to learn what the other side’s role is, as
SOCIAL MEDIA ETHICS SMACKDOWN
Speaker: Jeremias Maneiro
well as consider the inevitable change to this market, Track: L, T, Room: 402, NJ: CE pending, NY CE: 3, PA CE: 3
and what effect that will have on sellers who bought at In this session, participants will evaluate the different
the height of the market. social media platforms and identify the best ways to
effectively represent their clients in the real estate
2:00 P.M. – 5:00 P.M. transaction while still maintaining their fiduciary duty.
DO THE RIGHT THING! Social media best practices will be discussed in order
THE CODE OF ETHICS & FAIR HOUSING to comply with the Code of Ethics and avoid misrepre-
Speaker: Paula Monthofer
Track: S, Room: 302, NJ CE: 2 ethics/1 fair housing, sentation while providing exceptional service to clients
NY CE: 3, PA CE: 3, REC required across all social media platforms.
NEWLY UPDATED! We will take on these two topics
like never before and offer real life practices to better 2:30 P.M. – 3:30 P.M.
protect agents and the public. MASTER YOUR MINDSET
Speaker: Tiamo DeVettori
2:00 P.M. – 5:00 P.M. Track: P, W, Room: 408/409
RISKY BUSINESS: RISK MANAGEMENT Mindset is the #1 factor in achieving success, especially
STRATEGIES FOR TODAY’S REAL ESTATE when you’re tested with challenges, self-doubt, or
PROFESSIONALS adversity. Discover the five “Master Your Mindset”
Speaker: Cheryl Knowlton secrets to quiet your inner critic, amplify your courage,
Track: L, Room: 201/202, and master your success. Outcomes: Increased
NJ CE: 3 core, NY CE: 3, PA CE: 3 confidence, performance, profit!
A highly interactive ethics and law update course -
students gaining competency in handling real estate Continued on page 28
transactions is the primary focus of the course. Antitrust
and misrepresentation are the primary areas of review.
Participants will be actively involved in viable case studies,
as well as group discussion regarding ethics issues.
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