IAR Convention Chair Mike Oldenettel dresses like Uncle Sam for the Opening Session
Close to 1,000 REALTORS are gathered at the Westin Lombard for the next two days, September 18-19 for the IAR Convention and Trade Show.
September 18, 2008
17 to 1 – The Alan Parisse Show
By Mary Schaefer
You wake up early in the morning in a good mood. But more often than not, what you do hear in the early morning from either the radio or television news happens to be more negative than positive. How does that set you off for the day? Alan Parisse the Opening Session speaker for the IAR annual convention today told his REALTOR® audience the ratio is more like 17:1 more negative to positive news. We get bombarded each day by the negative–but these same messages are being heard by your clients and customers, the buyers and sellers out there. He counseled each REALTOR® to turn the volume down for their clients so they can make a rationale decision about what they need to do in the marketplace. Be more optimistic than pessimistic.
Alan Parisse, Keynote speaker
It does make a difference, he notes. Be lofty about what you do and how you contribute to the world and make sure you convey that enthusiasm to those around you. Pat yourself on the back now and then. When someone asks what you do, don’t say, “I’m just a REALTOR®”. Remove the word just or only from your description about what you do. and don’t diminish what you do. Parisse says REALTORS® are information gathers and hunters. Remember back to those days when you were first starting out in the business and were worried if someone would ask you a question you couldn’t answer. “Remember how exciting that was and how creative you had to be to help to get the answers to those questions,” he says. “The answer to an objection lies near the objection, step into it. The toughest sales you have to make in this market is to sell yourself. Remember things go up and they always come down. If they are down they will go back up again.” This is the time to build your business. This is the time to “make your business” when the wind is in your face and it is tough going uphill, he says. Parisse recommends the following:
*Rise above all noise and negativity– (Be optimistic in a pessimistic world)
*There is good in the bad–(in almost every case there is always something good that can come out of something bad–get going on finding the good in the bad, find an opportunity to grow) The problems we make are almost always worse than the problems we have.
*Anger and fear typically add to the problems faced. Fear is the strategy–We change the consequences.
*Go back to basics–stick to the basics, rules of selling, establish your credibility. When you are credible people listen. Know your product. The product is “you”; it is not the property you are selling. Stop trash talking yourself. Know your client–listen with your head and heart and hear what is said. Do a better job of listening to your clients. Predict where they are going with the conversation.
*Keep it simple–know your job so well–your job is to know the market, products and clients so well. Stress concepts and benefits.
*Communicate enthusiasm – demonstrate that commitment to your clients.
*Take a chance to do things in new ways. There is so much information out there–people are overwhelmed and flooded with information. Get out on a limb and tell clients what to do.
September 17, 2008
Business a Buzz at Networking Reception
By Ann Londrigan
“How’s business?” was the buzz at IAR’s Networking Icebreaker held in a packed room outside the continuing education area. A REALTOR® from Bloomington said she had one of her best months ever in August and attributes the fact to “working very very hard.” REALTORS® from Rock Island to Chicago talked about the stepped up business in REOs and foreclosures. One Wheaton area REALTOR® who’s been in the business for 20+ years says its all cyclical. He expects the market to get better after the elections when the media, perhaps, simmers down about the housing market and moves on. And that’s what this gathering of professionals is all about.
REALTORS from Chicago suburbs took advantage of CE, then the icebreaker.
Networking, ideas, education and, at times, commiseration.
Peoria Area REALTORS mingle.
Lynn Madison and the Pitfalls and Possibilities of Contracts
by Stephanie Sievers
Some of the old rules have changed with today’s real estate market and that includes the art of negotiating successful contracts, Instructor Lynn Madison told the packed crowd of Illinois REALTORS® attending her CE course, “Pitfalls and Possibilities: Presenting and Negotiating Contracts” on Wednesday at the IAR Convention and Expo.
The generalized “housing market” that people may be hearing about nationally doesn’t necessarily reflect what is happening in individual Illinois communities or even neighborhoods and REALTORS® need to share that information with both buyers and sellers so both sides are prepared to negotiate, Madison said.
Buyers need to know that it is not going to be a “fire sale” on all properties and sellers have be prepared for low offers, seller concessions and home sale contingencies, she said. Both sides need to know the realities of the “local” market and REALTORS® can do that by sharing information about supply and demand, market absorption rates and other statistics.
When presenting the offer, there are cases to be made for the buyer agent to be present (to answer questions and explain the buyer’s position) and reasons why they should not (the sellers can’t handle it or the buyers agent might alienate the seller.)
As for the rest of the IAR Convention and Expo, Madison urged those in the audience to use the time to mingle and network with other real estate professionals attending.
“It doesn’t make sense to hang out with the people from your office. Last time I checked, they weren’t giving you business,” she said.
September 15, 2008
7 Tips for a Carefree CE
by Ann Londrigan
Are you planning to take advantage of the two excellent continuing education options available at convention? Well here are some CE-taking tips from IAR’s Education Program Administrator Carrie Elliott. She’s been in charge of IAR CE sessions for over 14 years and knows what she’s talking about!
1. Bring ID
You’ll need a photo ID, your NRDS # and your state-issued real estate sales or broker license #. A business card with your photo does not count as a photo ID. A driver’s license or state issued ID card are your best bets. Carrie says if you don’t have your license # she’ll have to ask you for your social security number.
2. Don’t be late!
Double check the CE times and show up at least 10 minutes early so you can get a good seat. It’s first-come first-served and these sessions are popular! Doors will open 30 minutes before each session.
3. Turn off your phone.
Carrie says some REALTOR® boards that offer CE have been audited by the Illinois Department of Financial and Professional Regulation for violations of phone usage during CE class. The phone is to not to be used in the classroom…ever, says Carrie. Give the hotel phone number to your families (630-719-8000) and have the party ask for the IAR Registration desk in an emergecy, so the staff can notify you.
4. Don’t leave the room.
IDFPR requires 150 minutes of “seat time” for every CE class. This means you can’t come and go from the room unless in the case of an emergency. Plan ahead to get a drink of water before class and use the restrooms. If you leave the room you may not get CE credit after all your time and effort to get there, unless prior arrangements due to a medical condition have been made with IAR staff.
5. The test is “closed book” so no talking is allowed for obvious reasons.
6. Dress in layers.
Typically 400 to 500 people attend an IAR CE class at convention and the hotel won’t be able to satisfy everyone related to how hot or cold the room feels. If you dress in layers you can take something off or put something on for your own personal comfort level during the three-hour class.
7. Need a front row seat?
If you have visual or hearing problems, please alert staff so that you can be seated near the front of the room.
Check out the convention CE times and options.
September 12, 2008
Legal Issues: Fact or Fiction
by Stephanie Sievers
As a real estate professional, you refer business to a real estate settlement service business or provider. Under the Real Estate Settlement Procedures Act (RESPA), what can you accept in return?
A. A thank you
B. A paid enrollment to GRI
C. A kickback
D. A referral fee
If you thought the correct answer was anything other than “a thank you,” you might want to check out Instructor Lori Cox’s CE course “Core B Legal Issues: Fact or Fiction – Anti-Trust, RESPA and Disclosure” at next week’s IAR Convention and Expo in Lombard.
RESPA prohibits any person covered under RESPA from giving or receiving a fee, kickback or a “thing of value” for referring business to a mortgage broker, mortgage banker or title company. Saying “thank you” is not considered a thing of value under the law.
With so many stories and so many tales, Lori says it is important to understand the realities of these particular legal topics and the impact they can have on real estate business. In a quick paced program with quizzes and small group interaction, participants will gain a better understanding about what is fact and what is fiction.
Lori’s course is from 1 p.m. to 4 p.m. on Friday, September 19 in the Junior Ballroom, but since Continuing Education sessions are among the most popular at the IAR convention, seating is available on a first-come, first-served basis.
September 11, 2008
Vote early, vote often
IAR Governmental Affairs Director Greg St. Aubin (center) ponders his vote for president.
By Ann Londrigan
In classic Chicago style, your colleagues on the REALTORS® Political Action Committee (RPAC) will hold a presidential straw poll at the RPAC booth in the Expo where you can vote early, often and of course you have to pay for your vote!
Stop by, get your photo with candidates Barack Obama and John McCain, and vote with any donation to RPAC.
The vote will be held during the Expo on Thursday, September 18 (11 a.m. to 4 p.m.) through 10 a.m. on Friday, September 19. The winning candidate will be announced at the end of the closing session “Where Are We Going? The Economy and Real Estate in 2009″ with John Tuccillo.
Be sure to vote early and often!
September 10, 2008
From garbage collector to Wall Street executive
by Kara Kienzler
Check out this audio clip from Alan Parisse, who will be the featured speaker on Thursday, September 18 in his Opening Session, “Thriving in Turbulent Times”.
Alan Parisse sample audio – “Your Power of Focus”
“Competing in the future depends on the ability of individuals to move with a quick and easy grace—with an enthusiasm for new problems and new ways of thinking, being and acting,” says Parisse. His program is geared to inspire you to get at the task at hand. To thrive in business today you must understand that the problems we make are almost always worse than the problems we have…advice from a man who rose from garbage collector to Wall Street executive!
September 9, 2008
Things you can expect from the IAR Tech Guy Booth next week!
by Matthew Brewer, IAR Tech Guy
They say “if you want to learn about something, you should teach it”. That’s exactly what I’ve been doing the past couple of months. Check out the IAR Tech Guy Podcasts at http://feeds.feedburner.com/iartechguypodcast.
Is a geek really a geek without multiple computers? I think I’ll setup three of them at the Tech Guy booth. I definitely need a projector to show off our community forum, Facebook page, WordPress blog and MAYBE, if they’ll let me, I’ll give you a sneak peak at our new Web site!!! It’s really cool!
I’m going to try and record a podcast while sitting at the booth. I’d love to record some interviews with some of the more “tech saavy” REALTORS® so if you fit that decription, stop by and see me! We’ll have much to talk about!
Every blogger loves comments so if you have some suggestions on what you would like to see at the Tech Guy booth, please share!
Also, don’t forget about the twitter contest!!!!
