Real Show 2011 Brochure by Virginia REALTORS®

PRESENTED BY

OCTOBER 7-8, 2011 VIRGINIA BEACH CONVENTION CENTER VIRGINIA BEACH, VA

FEATURED SPEAKERS

ADORNA CARROLL, ABR, SRS, SRES, EPRO Owner/Broker & Noted Speaker

Todd Clarke, CCIM Commercial Realtor®, International Instructor & Blogger

Brian Copeland, CRS REALTOR® Magazine, Blogger & TLC & HGTV Featured Agent

Steve Harney Broker & Expert Negotiator

Jared James CEO, Best-Selling Author & Noted Speaker

G. William James Motivational Speaker & Mobile Technology Educator

“Coach” Jackie Leavenworth, ABR, CRB, CRS, GRI, SFR Realtor® & Real Estate Coach

Brian Lytle Attorney & Noted Speaker

Melanie McLane, ABR, CRB, CRS, ePRO, GRI Appraiser, Broker & Educator

Sarah Stelmok, ePRO, ABR Short Sales Educator & Associate Broker

THE REAL SHOW IS VIRGINIA’S PREMIER EVENT FOR REAL ESTATE PROFESSIONALS. This year, hundreds of the Commonwealth’s top real estate professionals will converge on Virginia Beach: home of the REal Show, the state’s biggest and best convention and expo for the real estate industry. This two-day event focuses on strategies, best practices, trends, and solutions to help you make the most of the current market. We’re reinventing the way business is done, and we want you to be a part of it. Register today to reserve your spot at the REal Show at www.realshow2011.com/register.

Meet new colleagues. Reconnect with peers. OPENING RECEPTION

Sometimes it’s not what you know, but who you know that makes the difference. Attend the REal Show’s networking events and get connected to colleagues who will refer or help you close your deals.

FINAL NIGHT PARTY 2

The REal Show: VAR’s Convention & Expo 2011

Enjoy a bite, a cocktail and mingle with peers and colleagues. It’s fun, it’s casual—and it’s the perfect way to end your day.

Enjoy an evening of light appetizers, music, and fun. Talk shop with industry peers, connect with current colleagues, and meet the best this industry has to offer from across Virginia.

Two great KEYNOTES. One great show. When you’re at this year’s REal Show, be sure not to miss two incredible keynotes. Laurie Janik is NAR’s general counsel — the top lawyer in the nation’s largest association. Her job: protect NAR and its members from legal trouble, and — if trouble strikes — to clean up the mess. And she’s very good at her job. Janik is the expert in real estate law, from agency and advertising to property management and websites. And if you’ve heard her speak, you know why we grabbed her for a keynote.

LAURIE JANIK

Juliet Funt — yes, she’s Allen’s daughter — has developed her own reputation as a fantastic speaker. Thanks to her showbiz background, from improv comedy to classical theatre, she’ll grab your attention and hold on. (She’s trained the LAPD in human relations, and she’s served as a liaison between Israelis and Palestinians — so yeah, she can deal with a tough audience.) And thanks to her experience helping people cope with ever-more-hectic lifestyles, she’ll have you thinking, planning, and laughing about your life and your business.

JULIET FUNT

WHY YOU SHOULD ATTEND THE REAL SHOW. Keynotes offer you an insightful look at topics that are relevant to those working in the real estate industry today. Our color-coded Education Tracks provide you with a series of educational sessions, each focused on a specific subject. earn CE CREDITS QUICKLY in just a couple of days. The REal Show offers 25 education sessions, featuring experts who discuss timely topics and critical issues of value to Realtors®. Take home new ideas, products, and business solutions that you can put to work right away.

Meet vendors from more than 100 exhibiting companies. See SESSIONSON-THE-GO at the Alpha Stage of cutting-edge products and technology for real estate professionals. Network with your peers, industry experts, and vendors while building your referrals. Attend special events, visit branded lounges, and tour the expo show floor. Keep your operations running in our business-FRIENDLY ENVIRONMENT which includes complimentary Wi-Fi, the Cyber Café, and the business center. REGISTER TODAY AT www.REALSHOW2011.com

SCHEDULE AT-A-GLANCE FOR BROKERS

BIZ AND TECH

RISK MANAGEMENT

8 AM

CLIENT CONNECTIONS

COMMISSIONS

9 AM

ALPHA STAGE EDUCATION

TRADE EXPO

PROFESSIONAL MAKEOVER

10 AM EMPOWERING YOUR TEAM SHORT SALES: NINE THINGS YOU NEED TO KNOW WITH LENDERS

NOON 1 PM

RELOCATION

RELOCATION BEST PRACTICES

TO BE ANNOUNCED

11 AM

FRIDAY, October 7

AGENTS IN JEOPARDY

WORLDWIDE ERC UPDATE

SPONSOR

TRADE EXPO OPEN

SPONSOR ALPHA EDUCATION

LUNCH

2 PM BRIDGING THE GAP

ALPHA EDUCATION

WHY DEALS FALL APART

REOs: ADDENDA, PRACTICE, AND PROCEDURE

3 PM

NEW EXPECTATIONS FOR REALTORS® IN RELOCATION PRICING IN A COMPETITIVE MARKET

WILLIAM JAMES SARAH STELMOK BLAKE HEGEMAN WILLIAM JAMES

4 PM 5 PM 6 PM

OPENING KEYNOTE: LAURIE JANIK SPONSOR

TRADE SHOW OPENING RECEPTION

7 PM

The REal Show: VAR’s Convention & Expo 2011

MRIS

TRADE EXPO OPEN

SCHEDULE AT-A-GLANCE FOR BROKERS

BIZ AND TECH

RISK MANAGEMENT

CLIENT CONNECTIONS

IT’S A PRICE WAR TO THE DOOR! THE 7 SECRETS TO RUNNING POWERFUL SALES MEETINGS

SATURDAY, October 8 COMMERCIAL

ALPHA STAGE EDUCATION

TRADE EXPO

THE ETHICAL USE OF SOCIAL NETWORKING IN THE REAL ESTATE ARENA

THE GOOGLE UNIVERSE: A STEP-BY-STEP GUIDE FOR REALTORS

9 AM

BRIAN COPELAND

10 AM TRADE EXPO OPEN

BLAKE HEGEMAN TAKING YOUR BUSINESS COMPLETELY MOBILE

CONFESSIONS OF A COMMERCIAL REAL ESTATE CONSULTANT

NAR ISSUES UPDATE

8 AM

JACKIE LEAVENWORTH ALPHA EDUCATION

11 AM NOON

SPONSORS PRIZE DRAWINGS

LUNCH

1 PM

MRIS

WHO’S DRIVING THE BUS?

REAL ESTATE LAWS YOU NEED TO KNOW OWNING YOUR ONLINE BRAND: DIGITAL REPUTATION MANAGEMENT

NEGOTIATING EFFECTIVELY: THE PATH TO YOUR SUCCESS

TECHNOLOGY AND ITS USE IN COMMERCIAL REAL ESTATE

ALPHA EDUCATION

2 PM 3 PM 4 PM

CLOSING KEYNOTE: JULIET FUNT

5 PM 6 PM

FINAL NIGHT PARTY 7 PM

Please note that this schedule is subject to change.

EDUCATION HIGHLIGHTS

Countless speakers. Tons of education credit. Here is just a sampling of what’s on the menu! FOR BROKERS

Bridging the Gap: Combining Yesterday’s Practices with Today’s Trends to Win in This Market Jared James

ALPHA STAGE Let’s Face It Jackie Leavenworth E-mail, texting, phone calls, and letters — they’re all useful… and they all put distance between you and your clients and coworkers. Learn the surprising power of face-to-face communications, and how to use it efficiently to make contacts, make clients, and make deals.

All the technology in the world won’t make you a better agent. And the smartest Realtors® or brokers are handicapped if they won’t embrace today’s technology. You need both. Unfortunately, there’s a gap between the ways real estate was once done and how today’s agents perceive it should be done. Hint: technology helps, but it’s not the answer to everything. Learn to strike the right balance between the human and the battery-powered.

The 7 Secrets to Running Powerful Sales Meetings Steve Harney Anyone can run a sales meeting when the market is hot. But when times are tough, sales organizations cry out for leadership. Answer the call — this course will show you seven basic principles to create sales meetings that agents will die for. Don’t just talk to them — train them. Learn how to use the news, how to make a presentation that will keep them awake, and how to energize and motivate your team. It’s what being a leader is all about.

The REal Show: VAR’s Convention & Expo 2011

BIZ AND TECH Owning Your Online Brand: Digital Reputation Management for 2011 and Beyond Brian Copeland What will potential clients see when they look for you online? Will it be a professional résumé or decade-old gripes from a deal gone bad? Your online reputation is about more than having a pretty Facebook page — you need to think about review sites, message boards, and more. Learn simple, clear steps to take control of your online brand.

The Google Universe: A Step-By-Step Guide for Realtors® G. William James Google is more than search — it offers dozens of powerful (and free!) applications for your PC, smartphone, and tablet that can turn it into a complete mobile office. Learn to do more with Gmail than send messages, or how to use Google Voice to supercharge your phone and voicemail. Manage your calendars, share your documents, spread your listing photos and videos, and a lot more.

Short SaleS: NINE THINGS YOU NEED TO KNOW WITH LENDERS Sarah Stelmok If you’re not prepared to handle the sharp curves, speed bumps, and slippery roads of a short sale, you’ll find yourself in a world of frustration. Learn how to manage short sales: how to qualify buyers and sellers, how to work with lenders, how to craft a short sale package, and how to negotiate to bring it all together.

CLIENT CONNECTIONS Professional Makeover Jared James The economy has changed. The markets have changed. Now it’s your turn; smart real estate pros evolve with the times. That means everything from learning the new lingo (“QRM,” anyone?) to understanding how today’s buyers and sellers communicate, to being prepared for the rash of REOs and short sales. Whether you have 25 years of experience under your belt or you’re just getting started, you need to be ready for today’s real estate world.

RISK MANAGEMENT RISK MANAGEMENT: Why Deals Fall Apart Adorna Carroll Learn from others’ mistakes — it’s a lot less painful than the alternative. This course will take a good, hard look at deals that fall apart — what went wrong, who should have seen it, and what you can do to prevent it from happening to you.

It’s a Price War to the Door! Jackie Leavenworth

REOs: Addenda, Practice & Procedure Brian Lytle

Every good agent knows the language of a listing — “cozy” beats “small”; “natural setting” beats “in the middle of nowhere.” But the best agents go beyond cliché descriptions — they know the difference between “pricing” and “positioning” and between “comparables” and “competition.” Get smart: Learn to make your listings shine, and gain a competitive edge for your marketing.

Confused by REO addenda? Not sure how to explain to your buyer what it all means? Can you counter? Curious about disclosure? What do you do when the listing agent won’t tell you if you have an accepted offer? Find out the answers to these and related questions in this class. Brian will review commonly used REO addenda, clause by controversial clause, and provide some very useful and handy reference material for your later use, in a format suitable to distribute to clients.

Pricing in a Competitive Market Melanie McLane

COMMERCIAL The Ethical Use of Social Networking in the Real Estate Arena Todd Clarke Whatever you think of Facebook and Twitter, you can’t ignore their half billion users. Forget “social networking” and simply take advantage of the technology they offer for communicating and sharing. This session will show you how those sites fit into the landscape, how people use them and the do’s and don’ts of marketing in the digital era.

You might think pricing is simple, but these days it’s not — not if you want a quicker sale and a happier client. This fast-paced course will show you some smart tips and even some appraiser strategies for properly pricing your listings in a quickly changing market. Please check the REal Show 2011 website for complete session descriptions and education credits.

ENJOY SPECIAL SAVINGS BY RESERVING YOUR SPOT TODAY.

THE REAL SHOW IS SPONSORED BY

You can save up to $100 by registering early for the REal Show 2011. Reserving your spot is easy—just visit www.realshow2011.com right now to register (use promo code CWJ).

Registration Fees Full Registration Members Non-member Licensees Guest One-Day Fee (Fri/Sat)

Members Non-member Licensees

Trade Expo Only

• • • • •

Online By 8/31

Fax/Mail By 8/31

Online By 10/6

Fax ONLY By 10/6

On-Site After 10/6

$198 $298 $99

$238 $338 $99

$228 $328 $99

$268 $368 $99

$298 $398 $99

$99 $149

$139 $189

$119 $169

$159 $209

$179 $229

$29

Each VAR member or non-Realtor® licensee must register separately. Non- member, non-licensee spouses/guests/children must be included if attending. Full Convention registration includes all general and education sessions, Trade Expo, the Expo Opening Reception, and the Final Night Party. One-day registrants are limited to events on their chosen day. Trade Expo Only registration is per day and includes access only to the Trade Expo area. No other convention functions are included. Transfer of registration is not allowed.

2011 REAL SHOW EXHIBITORS 2-10 Home Buyers Warranty Access National Bank American Home Shield Atlantic Bay Mortgage Avectra Bath Fitter & Kitchen Saver Blu Skyy Realty The Braun Agency - Nationwide Centralized Showing Service Century 21 Cox Communication eShield of VA eShowings EXIT Realty Virginia First American Home Buyers Protection

HMS Home Warranty Homes.com JES Kathy’s Accessories Liberty Mutual Lowe’s Companies, Inc. Magnets USA MLSRealEstateVideos.com MRIS Navy Federal Credit Union Old Republic Home Protection Outstaffing, Inc. Pearl Insurance Pillar to Post PNC Mortgage

Reflects convention sponsorship and exhibitors as of June 8, 2011.

Hilton Virginia Beach Oceanfront 3001 Atlantic Ave., Virginia Beach, VA 23451 This is the official headquarters hotel of the REal Show 2011. Towering 21 stories above the resort district, the Hilton offers panoramic views that rank among the best on the mid-Atlantic coast. Virginia Beach Convention Center 1000 19th St., Virginia Beach, VA 23451 In the heart of Virginia Beach’s oceanfront resort area, the VBCC offers more than 500,000 square feet of stylish event space.

The REal Show: VAR’s Convention & Expo 2011

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RealBiz 360 The Real Estate Book Real Estate Information Network RealFocus Realty Executives Samuel I. White, PC Scentsy Wickless Candles SentriLock, LLC Shaheen & Shaheen Supra Systems Engineering Tidewater Home Funding, LLC Tennessee Valley Signs UPS VHDA The Wise Agent zipLogix

The Virginia Association of Realtors®

10231 Telegraph Road, Glen Allen, VA 23059 (800) 755-8271 | Fax (804) 262-0497 www.REalshow2011.com VARConferences@VARealtor.com