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®.

REALTORS® who have a designation earn approximately $27,000 more per year than those who don’t, according to a 2009 NAR Member Profile survey.

The survey revealed that the median income of REALTORS® without a designation was $28,400 and the median income of those with at least one designation was $55,700. REALTORS® who pursue professional designations have a distinct competitive edge as a result of their increased expertise and marketability.

That’s no surprise to Pat Moyer of Prudential Fox & Roach, Malvern. Moyer holds the Accredited Buyer Representative (ABR), Certified Residential Specialist (CRS), Green and sustainable real estate issues (GREEN), Graduate, REALTORS® Institute (GRI), Seniors Real Estate Specialist (SRES) and Technology Specialist (e-PRO) designations. Moyer is also an ABR, GREEN, SRES and e-PRO instructor.

“Designations give us authority and credibility,” she said. “I urge REALTORS® to ask themselves: What separates me from the other real estate agents? What value do I bring to the consumer? How does the consumer make a choice?”

She continued, “Designations teach you so much more about the real estate profession. It shows that you have gone the extra mile to attain more knowledge and training.”

Designations also help REALTORS® focus their business on a specific part of the population. Moyer believes the ABR designation gives REALTORS® a more professional level to their business. “This designation allows REALTORS® to connect with a larger group of people. It helps them better represent the buyer,” she added.

The pinnacle of residential designations, according to Moyer, is the CRS. “Attaining the CRS designation requires more coursework, years in the business and reaching certain sales levels. There are many criteria to meet in order to earn this designation compared to others,” she noted.

The NATIONAL ASSOCIATION OF REALTORS® (NAR) has named November REALTOR® Designation Awareness Month. For a complete list of the official NAR family designations and certifications, visit realtor.org/education. For designation courses throughout Pennsylvania, visit parealtor.org.

My daughter has already started thinking about her 5th birthday party next spring. There are a lot of options to entertain 5-year-olds for two hours but my wife and I found ourselves thinking about booking Jimbo. So I did a little research.

Jimbo is a member of the World Clown Association and the Mid-Atlantic Clown Association. These associations provide lots of benefits to members, including regional meetings and a national convention with lots of educational content. He has participated in a number of regional clowning events and even won the 2006 Dinkus Award at one of them. For much of his clowning career he’s been a full-time clown, not just a part-time weekend clown.

Interesting…but is there a reason that his awards and involvement matter to me as a consumer? Is there a reason that they should? Isn’t it all about the creativity of his balloon animals?

Credentials are a good thing. Awards and involvement signify that someone is dedicated to his craft and is willing to go that elusive “extra mile” towards being a professional.

But I’m not asking why credentials are good in a vacuum. Is it enough to know that he has some credentials or is there a reason why his credentials are better than the next guy’s?

Have you really considered what consumers see when they look at your qualifications? Do they really care that you’ve won the Sales Circle award or that you have three designations? Does it matter to them that you’re active in the local association or Rotary?

Are you content to have your credentials tell prospective clients “I do more than the minimum” or are there reasons why your specific credentials set you above your competition? And most importantly, are you conveying that value to potential clients or are you leaving it up to them to figure it all out?