After today, registration will only be available onsite. Continuing education credits are included with registration for the first time this year. Today is also the last day to pre-register for designation courses. There is an additional fee for these courses.

November is Realtor® Designation Awareness Month and PAR members are encouraged to pre-register for an officially endorsed designation course at Triple Play. For many Realtors®, one way to succeed in today’s market and stay ahead of the competition is by earning designations.

Designations and certifications are given to Realtors® who meet specific qualifications for the more than 20 designations or certifications available through NAR. Realtors® who pursue professional designations maintain a competitive edge by increasing their expertise, marketability and often earn more money.

According to the 2010 NAR Member Profile survey, the median income for a Realtor® with no designation was $29,700 and the median income of those with at least one designation was $51,500. Realtors® who have a designation earned an estimated $21,800 more than their competitors without a designation.

Triple Play will provide members with a wide-range of programs and services to assist them with increasing skills, productivity, marketability, proficiency and knowledge. Designations acknowledging experience and expertise in various real estate divisions are awarded upon completion of required courses.

Pre-registration is required for the following designation courses:

• $299: Certified Real Estate Brokerage Manager (CRB): Technology Management
• $274: Certified Residential Specialist (CRS): CRS 204: Wealth Building Course
• $95: ABR Elective: Real Estate Marketing Reboot
• $95: e-PRO Certification Course
• $95: RSPS: Resort & Second-Home Markets

Information about hotel and travel can be found on the Triple Play website. Convention registration does not include hotel reservations. You must be registered for the convention to secure Realtor^® discount reservations at the official convention hotels.

Triple Play is co-sponsored by the Pennsylvania, New Jersey and New York State associations of Realtors®.

Roseann Farrow

In 2010, more than $82 billion in U.S. property was sold to foreign buyers from 70 different countries. More than 62 percent of these sales were paid in cash and $5 billion was paid in real estate commissions, according to the 2011 NAR Profile of International Home Buying Activity.

Nationally recognized real estate educator and real estate broker Roseann Farrow wants to know what real estate professionals are doing to take advantage of it.

“People come from around the world to buy our real estate,” said Farrow. “The U.S. provides healthy returns on investments and provides a safe haven for many foreign investors. There are many U.S. citizens who just rent while immigrants love to own.”

Farrow says it’s important for Realtors® to be prepared to deal with this kind of market. One of the best ways to do that is by earning a Certified International Property Specialist designation. The CIPS® designation prepares Realtors® to service the growing international market in their local community by focusing on culture, exchange rates, investment trends and legal issues.

“Agents should not think they have to sell foreign real estate,” she said. “Global means more than foreign. More than 22 percent of New York residents are foreign born. In your own home states there are many people who weren’t born there. It only makes sense to understand how foreigners buy and what their expectations are for buying a home.”

Farrow says there are few barriers to foreign individuals investing in U.S. property. The U.S. market welcomes foreigners and foreign capital contributes to the nation’s health by putting a downward pressure on long-term interest rates.

“Different cultures behave in different ways,” she added. “Understanding cultures and business practices is critical. The Realtor® who understands this can more easily create win-win situations with the consumer.”

‘Glocal Awareness: Your Local Market Went Global’ is among the presentations Farrow will offer during the 2011 Triple Play REALTOR® Convention and Trade Expo, from Dec. 6-8 at the Atlantic City Convention Center. Farrow will also be moderating two panels on Dec. 6 including ‘Agent Success Panel’ and ‘Resort and Second Home Panel.’

With over 25 years in real estate sales, training, management and consulting, Farrow has trained thousands of real estate professionals, managers and brokers. She teaches many NAR designation core courses including the CIPS® designation.  She is a New York State licensed real estate broker and a national trainer. She devotes her full-time efforts to independent training, coaching and consulting nationwide as Roseann Farrow Seminars.

The Weichert Realtor® from Yardley completed the first day of the two-day training and immediately started applying what she learned in her business. “The class was absolutely phenomenal,” she said. “It’s current, timely and keeps our industry in-the-know.”

Day 1 of the rewritten coursework was available late last year. Day 2 is now available online.

The new e-PRO® certification course covers the changing market, how to connect with consumers, online conversations and reputation management. Day 2 highlights business technology tools, creating an e-strategy, micro-blogging, rich media and mobile offices.

The Social Media Marketing Institute (SMMI) was chosen by Real Estate Buyer’s Agent Council (REBAC) to create the “evolved” e-PRO® course. Bill Lublin, CEO of SMMI and a PAR member, was the lead author of the four-member team which included Hal Lublin, Ginger Wilcox and Amy Chorew.

“Our goal is to enable Realtors® to adapt technology to their business instead of adapting their business to technology,” Lublin said. “We want to enable Realtors® to become more efficient, effective, productive, and operate less expensively. We show them how to adapt as technology shifts occur rapidly.”

Lublin said if someone only took the first day of the course, he would be able to understand how to create an online business strategy, enhance their online presence and improve their online reputation.

Aust agrees.

“The course teaches you that it’s not just about promoting yourself,” she said. “You can use social media to make connections with people, not just about real estate but a hobby or another interest, and expand your presence online. It’s those connections that help you build relationships with other people and ultimately build your business.”

She added that the course encouraged her to have a goal in mind when she created her social media plan and to consider NAR’s Code of Ethics and real estate laws when she’s online.

“Realtors® need to keep up on what’s going on and that applies to social media,” Aust said. “The internet isn’t going away. As our clients do more online, they’ll want their Realtor® to be well versed with online technology as well.”

The e-PRO® classes will be reviewed every six months to keep them fresh and up-to-date.

Currently, Day 1 is approved for PA continuing education (CE) credit through some educational providers. Realtor® University has submitted Day 2 for CE but it is not approved for CE at this time.

“It’s always surprising to me that more people don’t take advantage of the PREF scholarships,” said Anne Matyjasik, PREF board president. “It’s a great opportunity to earn a designation and have it paid for. In this economy I know many people may have trouble finding the extra money to pay for education but this scholarship is a great way to have classes paid for.”

The PREF scholarship program provides financial support to PAR members pursuing any approved Realtor® designations or broker-level courses approved by the PA State Real Estate Commission. To be eligible, applicants must be PAR members and have been a Realtor® for at least two years. Previous scholarship winners are ineligible.

Jonathan Coles, a Realtor® with New Pennsylvania Realty in New Ringgold, received a $500 scholarship in 2010. The funds helped him pay entirely for one broker class and half of another one.

“I had heard about the scholarships but never applied,” Coles said. “Someone on the PREF board encouraged me to apply and I was very thankful to receive the scholarship.”

Coles, who has earned the e-PRO® certification, and the Graduate, Realtor® Institute (GRI) and the Certified Residential Specialist (CRS) designations, believes this education expands his knowledge about the real estate industry. “The information you receive from one class is a huge help in your business,” he said. “You may not realize it when you’re in the class but later as you review the materials, you see ideas that you can implement into your business.”

Matyjasik, who has earned the GRI, e-PRO®, CRS and Certified Residential Broker (CRB) designations, believes education is a key to success. And research supports that. Based on the 2010 NAR Member Profile survey data, the median income of REALTORS® with no designation was $29,700, and the median income of those with at least one designation was $51,500.

“Education in this market is one of the most important aspects of our business,” she said. “You have to have a background behind you to know what you’re talking about. I’m still taking more than continuing education classes and I’ve been in the business nearly 30 years.”

The application deadline is July 31, 2011. The scholarship term begins January 1, 2012 and ends December 31, 2012. Scholarships are awarded at the fall meeting of the PREF Board of Directors.

In fact, according to NAR’s 2010 Member Profile survey, REALTORS® who have a designation earn an estimated more than $21,000 than their competitors without a designation.

Designations and certifications are given to REALTORS® who meet specific qualifications for the more than 20 designations or certifications available through NAR. These professional designations help REALTORS® increase their expertise in the real estate market niches like working with buyers, sellers and seniors.

One such designation is the Certified Residential Specialist (CRS) which helps REALTORS® better serve their clients with better listing presentations, increased negotiating skills and achieving smoother closing transactions. In addition, it educates REALTORS® in business planning, meeting buyers’ and sellers’ needs and building a referral business.

“The CRS designation is unique in that designees share information with each other and encourage everyone to do a better job of serving the consumer,” said Gee Dunsten, a former CRS national president and instructor. “I have other designations but I find this one to be the most important and it has allowed me to build relationships and network with people across the country.”

The Certified Real Estate Brokerage Manager (CRB) is another valuable designation. Jonathan Nicholas, a former CRB national president, believes the CRB helps brokers focus their business.

CRB designees learn recruiting and training techniques to help their agents, marketing programs to promote and sell property for the highest price in the shortest time, management skills and how to maintain an organized business.

“Fewer than 1 percent of brokers have earned this designation,” Nicholas said. “The courses aren’t just classroom lectures; they’re activity-based and best practices. And you’ll find the latest and greatest in the classes when it comes to technology.”

REALTORS® can work toward earning the CRS and CRB designations and other designation/certification courses this year at Triple Play REALTORS® Convention and Trade Expo in Atlantic City, Dec. 6-9. Pre-registration for these courses is required:

• Dunsten will teach the CRS course “Listing Strategies for the Residential Specialist,” Dec. 6-7
• Nichols will instruct the CRB course “Technology Management: Develop and Deploy an Effective Office Strategy,” Dec. 6-7
• Stan Gniazdowski will offer the Certified Commercial Investment Member (CCIM) course “Introduction to Commercial Investment Real Estate Analysis,” Dec. 6-7
• Randy Templeman will teach “HOMES: Housing Our Military with Excellent Service” certification course, Dec. 6-7
• Pat Moyer will teach “HAFA Short Sales: The Complete Course,” Dec. 6.

Connect at Triple Play 2010: Facebook | Twitter | YouTube | Website

The CDPE designation has been endorsed by RE/MAX International, Keller Williams Realty, the Asian Real Estate Association of America (AREAA) and the National Association of Hispanic Real Estate Professionals (NAHREP).

James Matthews with Coldwell Banker Hearthside in Richboro, PA, became certified late last year. “I started selling foreclosed properties and this course has been very helpful. A majority of my business is now short sales,” Matthews said. “People aren’t getting help and they’re unaware of their options. I’m giving them different options and not just trying to sell their property.”

Bryn Mawr REALTOR® Janet Ames with RE/MAX Executive Realty said the two-day course was “chock full of information.” While she’s not focusing her business on short sales at this time she said the information has been helpful. “I’m glad to be trained and aware of what’s happening in that area of the market. The knowledge is helpful for various reasons because it is an overwhelming process. The CDPE website is a wonderful resource,” she added.

The Distressed Property Institute, based in Austin, TX, was cofounded by Alex and Cadey Charfen in January 2008. “We were living in Florida at the time and we saw the beginning of the economic collapse. We were working with people in foreclosure and saw the need for more knowledge about this process,” Alex Charfen said.

“With more than 300,000 foreclosures in January alone and approximately one in six mortgages currently not being paid, this crisis is beyond severe,” he added.

The CDPE training course addresses foreclosure avoidance options available to homeowners including short sales, deeds-in-lieu, mortgage modifications, forbearance, refinances and reinstatements, as well as credit, employment and security implications.  A two-day course will be offered in Pittsburgh August 23 and 24 and other locations throughout the country. Classes are also available online.

The institute’s website provides information on the short sale and foreclosure processes, as well as information about the federal Home Affordable Modification Program (HAMP) and Home Affordable Foreclosure Alternatives (HAFA) program.

There are several versions of the GI Bill but the most recent allows active military personnel to pass some GI Bill benefits to eligible spouses and/or children. The expanded benefits were approved in August and most eligible service members should have been notified about the changes, according to Susan Wright, PAR’s education specialist.

The Graduate, REALTOR® Institute (GRI), Senior Real Estate Specialist (SRES), Accredited Buyer’s Representative (ABR) and GREEN designations classroom courses offered through PRI are all eligible for GI Bill benefits and these benefits are retroactive to October 16, 2008. Those who qualify for the benefits may be eligible for reimbursement of courses previously taken.

“This is a great opportunity for eligible REALTORS® to take advantage of the GI Bill benefits. The benefits are generous and can sometimes include travel as well as coursework,” Wright explained. “The two-day designation courses can also count toward broker education credits.”

Those interested in learning more about these benefits can contact Susan Wright.

Stefan Swanepoel

Image
Swanepoel said REALTORS® need an “extreme makeover” when it comes to image. “Fifty percent of consumers don’t understand the difference between agents, REALTORS® and brokers,” he said. “We’re the least trusted professional in surveys conducted. Consumers also believe REALTORS® have one of the highest overpaid jobs in the country.” And while Swanepoel said REALTORS®’ income may not be the highest, it’s the perception of many consumers.

REALTORS® should reconsider putting their faces on billboards, buses and benches because it doesn’t portray a professional image, Swanepoel said.

Attitude
 “Change your mindset and do more with less by leveraging your strengths,” he said. “Don’t let the negative attitude get you down,” Swanepoel added.

Swanepoel suggested that REALTORS® improve their skills by earning a designation. “Less than one percent of all REALTORS® hold the ABR (Accredited Buyer’s Representative) designation, which NAR says is the most popular.”

Mastering technology is another way to make a positive change. “Technology is a powerful tool and other companies are using it to their advantage,” he said.  He added that social media is an important part of technology. He said he began using social media about 18 months ago and he now attributes 25 percent of his business from social media. “Traditional marketing is dead. Only 14 percent of consumers said they trust advertising,” he added.

Communications
Swanepoel said REALTORS® should think like a consumer when they create their communications. “Think content. What does the consumer want?” he said. “How do you make it different and more unique than someone else? And consider other methods of communication like Facebook, Twitter, YouTube, blogs, podcasts and video.  There are one billion consumers using social media. There’s a new trend in town and we’ve never seen any trend grow at this rate before,” he added.

 “If you’re only using a blog it’s like only using a violin in an orchestra. You’re the conductor and social media is your orchestra. They all work well together.”

If you miss the advance registration deadline, on-site registration is available at the annual convention held Dec. 8-10 in Atlantic City.

Several designation courses will be offered prior to the convention on Dec. 7 including ABR, CIPS, CRS, CRB, GREEN and RSPS. Additional fees are required for continuing education credits.

Triple Play offers REALTORS® seminars on: reverse mortgages, real estate auctions, online consumers, new appraisal regulations and more.

It also features nationally recognized speakers, continuing education credits, a trade show and networking opportunities.

Former late night talk show host and author Ross Shafer will be the keynote speaker on Wednesday, Dec. 9 at 12:15 p.m. Shafer has written several business books including Nobody Moved Your Cheese and Are You Relevant? 12 Reasons Smart Organizations Thrive in Any Economy.

Triple Play is co-sponsored by the Pennsylvania, New Jersey and New York associations of REALTORS®.