Tuesday, September 22nd

8:00 – 9:50 No-to-Low Cost Marketing (2 hrs CE) Pat Zaby – Room E/F
This session is filled with low-cost strategies that will boost your business immediately by increasing revenue and decreasing expenses.

8:00 - 9:00 The Seven Deadly Traps of Loser Negotiation (1 hr CE) – Rich Sands – Room D
The ability to negotiate has become one of the top Realtor traits sought in today’s marketplace. Knowing The Deadly Traps will help agents understand how negotiating fits into the sales process to create the Win/win.

9:00 – 10:00 Rapattoni MLS Training (NO CE Credit) - Room I
Get the most out of your Rapattoni MLS with this 1-hour training session focusing on advancing searching, client prospecting, market analysis reports, mobile access to listings, and more. Bring your Rapattoni MLS ID, password, and your laptop to the session for hands-on learning, or follow along with the presentation to pick up helpful tips that you can use the next time you are in your Rapattoni MLS.

9:15 - 10:15 There’s No Crying in Negotiation! (1 hr CE) – Rich Sands – Room D
This session will show you the real root of the emotions and guide you down the path to better understanding. You’ll learn how to create an effective plan prior to the process beginning negotiation.

10:15 - 11:15 Social Media ABC’s to 123’s (1 hr CE) Pat Zaby – Room E/F
Learn about different forms of social media and how it reaches consumers. Learn what you need to know about blog-writing, copyright, and posting on local community forums.

10:30 – 11:30 Overcoming Obstacles (1 hr CE) – Rich Sands – Room D
This session will highlight two methods for handling obstacles, seven ways to persuade, & deal directly with specific Buyer, Seller and Agent issues. Stop stressing and begin getting better!

12:15 – 1:15 Secrets Friends Won’t Share About Social Media (1 hr CE) Pat Zaby – Room E/F
Find out all of the tips that will make your social networking experience enhance your business.

1:00 – 2:00 The Presentation Paradigm Shift (1 hr CE) – Rich Sands – Room D
This session will illustrate the need for a 21st century presentation, show why this shift is needed with today’s consumer and give tips to preparing you and your consumer for this important event.

1:15 – 2:15 Septic Systems in Iowa* (1 hr CE) – Dan Olson – Room L
What is a septic system? Learn how it works, what is required, who regulates the systems, & the pros, cons, and costs of the most prevalent types of systems.

1:30 – 3:20 Positioning for a Changing Market (2 hrs CE) Pat Zaby – Room E/F
More listings on the market, less sales being made, longer market times, lower prices, rising interest rates, and increasing foreclosures… if this sounds like what you’re facing, this class is tailor-made for you.

2:15 - 3:15 The One Buttock Presentation (1 hr CE) – Rich Sands – Room D
The One Buttock Presentation model will focus Realtors on the five things they must know to give a great presentation and why each is an essential component of success.

2:30 – 3:30 Time of Transfer Inspections* (1 hr CE) – Dan Olson – Room L
Learn the ins and outs of the new law requiring septic system inspection prior to transfer of ownership. You will learn about certified inspectors, inspection procedures, duties of the county recorder, & recordkeeping.

3:30 – 4:30 Got SLAGE? (1 hr CE) – Rich Sands – Room D
SLAGE is the tool that enables you to deliver your presentation in a way that allows the consumer to understand your message. We will discuss how to properly prepare your presentation & the best approach.

3:45 – 4:45 IDNR's Loan Program and other Resources* (1 hr CE) – Dan Olson – Room L
Find out more about IDNR/IFA’s Loan Program, unsewered communities, county programs & other resources.

Wednesday, September 23rd

8:00 – 9:00 At Bat: Evolution of the Real Estate Consumer (1 hr CE) – Jerri Rossi – Room E/F
Learn who today’s consumer is, what they are looking for, and how to give them.

8:30 – 9:30 Septic Systems in Iowa (1 hr CE) – Dan Olson – Room L
What is a septic system? Learn how it works, what is required, who regulates the systems, & the pros, cons, and costs of the most prevalent types of systems.

9:00 – 10:50 Understanding Credit Reports & The Scoring Process (2 hrs CE) - John Mayfield – Room L/K
Learn about credit scoring, public records, the fair credit reporting act, mistakes, & improving your FICO score.

9:00 – 10:00 Rapattoni MLS Training (NO CE Credit) - Room I
Get the most out of your Rapattoni MLS with this 1-hour training session focusing on advancing searching, client prospecting, market analysis reports, mobile access to listings, and more. Bring your Rapattoni MLS ID, password, and your laptop to the session for hands-on learning, or follow along with the presentation to pick up helpful tips that you can use the next time you are in your Rapattoni MLS.

9:15 – 10:15 And the Pitch: Shooting Straight with Sellers (1 hr CE) – Jerri Rossi – Room E/F
Set the stage of the effective listing advisor & learn more about selectivity, pricing, and presentation

9:45 – 10:45 Time of Transfer Inspections* (1 hr CE) – Dan Olson – Room D
Learn the ins and outs of the new law requiring septic system inspection prior to transfer of ownership.

10:30 – 11:30 It’s a Hit: How the 2010 Buyers Buys (1 hr CE) – Jerri Rossi – Room E/F
Learn about the look, the hook, and the cook—especially how you can hook buyers with your website.

11:00 – 12:00 IDNR's Loan Program and other Resources* (1 hr CE) – Dan Olson – Room D
Find out more about IDNR/IFA’s Loan Program, unsewered communities, county programs & other resources.

12:30 – 1:30 Seven Ways to Jump-Start Your Real Estate Career (1 hr CE) - John Mayfield – Room L/K
Learn about business planning, branding, marketing, and other ways to communicate with clients.

12:45 – 1:45 Living Green in Real Estate (1 hr CE) – Judy Stevens – Room D
Learn what you can do in your daily real estate activates to leave a smaller carbon print on the earth.

1:30 – 2:30 On Base: Marketing–It’s All About the Consumer (1 hr CE) – Jerri Rossi – Room E/F
Here’s what consumers want from a website & how you can differentiate yourself with consultative behavior.

2:00 – 3:00 Building Green (1 hr CE) – Judy Stevens – Room D
What is your builder doing to incorporate green features into the house to enhance the energy efficiency?

2:00 – 3:00 Eight Additional Ways to Jump-Start Your Real Estate Career (1 hr CE) - John Mayfield – Rm L/K
Learn tips on prospecting, presentations, your sphere of influence, time management, & the F.O.R.D. principle.

2:45 – 3:45 Stealing Second: Contact & Contract Mgmt (1 hr CE) – Jerri Rossi – Room E/F
Tips for your contact management system & how to make it work best for you.

3:15 – 4:15 Listing and Selling Green (1 hr CE) – Judy Stevens – Room D
Appeal to a new generation of consumers by listing and selling properties with green/energy saving features.

3:30 – 4:30 Six More Ways to Jump-Start Your Real Estate Career (1 hr CE) - John Mayfield – Room L/K
Gain insight on how statistics, selectivity, goals & persistence are important for longevity in the RE industry.

4:00 – 5:00 Home Run: Reframing Real Estate Success (1 hr CE) – Jerri Rossi – Room E/F
Our professional ethics & personal balance are more important than ever before as we’ve moved from the position of ‘Information Source’ to that of ‘Real Estate Advisor.’

Thursday, September 24th

8:00 – 9:00 Legal TBD (1 hr CE) – Paul McLaughlin – Room D
This course is hot of the newsprint with actual cases happening in our state and around the nation.

8:15 – 9:45 Realtor.com’s Marketing & Technology Survival Guide, Part I (1.5 hrs CE) – Joe Sesso – Room E/F
Get the NAR statistics on how consumers have changed the way they pick an agent and hear 6 ways you can make sure you will be in the running. Get a technology comparison shopping guide: pick out the digital camera, PDA and internet tools that work best with Real estate and the systems you will use in 2009. Find the tools that can triple your leads without costing you any more out of your marketing budget—learn to thrive, not just survive!

9:15 – 10:15 Legal TBD (1 hr CE) – Paul McLaughlin – Room D
This course is hot of the newsprint with actual cases happening in our state and around the nation.

10:00 – 11:30 Realtor.com’s Marketing & Technology Survival Guide, Part II (1.5 hrs CE) – Joe Sesso – Room E/F
Class topics listed above are continued.

10:30 – 11:30 Legal TBD (1 hr CE) – Paul McLaughlin – Room D
This course is hot of the newsprint with actual cases happening in our state and around the nation.

*These three sessions are presented on both Tuesday & Wednesday. Credit can only be given for each title once.

In an effort to allow you flexibility to attend committee meetings and still receive continuing education, all convention courses are given in increments of one to two credit-hours with staggering start times. The following rules must be followed in order to earn CE:

1. Name badges must be worn.
   In order to gain access to class, you must be wearing your convention name badge. Your name badge will be scanned upon entry into the class. If your name badge is not scanned when you enter the class, you will not receive credit for the course.
2. Your name badge must be scanned for each class session.
   If you plan to attend three classes from the same instructor from 1:00 – 4:30, you must have your card scanned before the beginning of each session. In order to receive credit for each session, you must leave the room at the break time and scan back in. You are responsible for checking in before each session of continuing education.
3. Full-time attendance is required for CE.
   If you arrive after the instructor has begun that hour’s session, you may participate in that course. However, CE credit will not be granted for these students. In the same fashion, if you need to leave at any time during a class, you will not receive CE credit.