Annual Convention Classes & Speakers
The convention is packed full of education courses, meetings and special events - with something going on all day, every day. Listed below are the speakers and classes that are featured for 2015. Here is the Convention Grid Schedule. You can see the specific times and locations for every class, event and committee. Use this convenient schedule to help plan each day. Each Session on the grid schedule that is highlighted in blue is available for 1 hour of CE credit.
Important Education Information **MUST READ IF ATTENDING CLASSES**
Tuesday, Sept. 22
Jo Mangum, Trainer, Coach, Author, NC Educator of the Year 2015
Jo began her career as a real estate salesperson in Raleigh, North Carolina. As she developed her skills and became more successful, her peers became curious about Jo’s strategies and asked her for help with their businesses. This led Jo to creating Jamm Coaching & Training, which is focused on accelerating the success of salespeople. In the past two decades she has dedicated thousands of hours coaching, writing classes, teaching skill development, and facilitating workshops on the skillset and mindset of success. She has written over 30 classes on subjects like negotiating, cultivating your sphere of influence, and behavior styles. Jo has taken these experiences and written an award-winning book, Pushy – Can I be a Top Salesperson and Still Keep My Friends?
Jo earned a Master’s Degree in Organizational Psychology and holds the prestigious designation of PCC awarded by the International Coaching Federation. She has also distinguished herself as a salesperson by earning her CRS, GRI, ABR, and SPS designations, was inducted into Coldwell Banker’s International President’s Association, and has participated in over 500 transactions.
In 2015 Jo was awarded the honor of Educator of the Year and Program of the Year by the North Carolina Real Estate Educators Association as well as the Billie Mercier Award for Excellence in Education by the North Carolina Real Estate Commission.
Strategic Pricing Specialist - 6 hrs CE - $100
Imagine life without overpriced listings. How would it affect your bottom line? How would it affect your self-confidence? How would it affect your love of the business? The Strategic Pricing Specialist designation course was created for the real estate professional that has realized the standard CMA isn’t cutting it anymore. This course will teach you how to complete a pricing presentation that considers the seller’s emotional decision-making process, how to help the seller look at pricing as a strategy decision, show you how to build and present a comprehensive market study, and how to remove the seller’s objections.
Please note this special pre-convention course has a fee listed, as it is not included in the Annual Convention Registration fee. For agents that complete this course the optional SPS designation is available for a one-time fee of $79. The SPS is not affiliated with or endorsed by the National Association of REALTORS®.
Sam Kain, ALC, GRI, ABRM
Sam Kain is Assistant Vice President of Real Estate and National Sales Manager for Farmers NationalCompany and is licensed in Iowa, Kansas, Minnesota, Missouri, Nebraska, South Dakota and North Dakota. Highly respected on both the local and national levels, Kain holds the prestigious Accredited Land Consultant (ALC) designation, served as the Iowa REALTORS® Land Institute (RLI) Chapter president from 1998-1999, received the Iowa RLI Farm and Land Broker of the Year in 2001, served as 2005 National RLI President, and was named the 2009 Land REALTOR® of America by the REALTORS® Land Institute.
The Auction Tool – 8 hrs CE, ALC elective - $195
Auctions are a key sales tool in the Land Market. It is a tool that can bring the desired price point for the buyer and for the seller. This 8-hour course, provides an overview of the auction method of marketing real estate. The areas covered will be the growth and new image of the auction industry’s niche, how auction firms work with sellers in marketing and selling property at auctions, and how those on the sell or the buy side can partner with auction firms. This course is organized in four modules: Real Estate Auction: The Opportunity; Analyzing Sellers, Properties, and Markets; Proposal to Closing, and Getting Started in Real Estate Auctions.
Please note this special pre-convention course has a fee listed, as it is not included in the Annual Convention Registration fee.
Featured Speakers - Wednesday, Sept.23
Jo Mangum (see bio above)
An accomplished REALTOR®, Imran has participated in the sale of nearly 900 homes in In August of 2012, Imran joined Harcourts USA corporate team as Director of Franchise Development and helped oversee the operations of 22 franchised locations and 300+ agents. His performance in that capacity led to his promotion to Business Development Manager in February 2013. In June 2014, Imran joined NextHome, Inc. as its Vice President. NextHome recently acquired the franchise rights to Realty World Northern California & Northern Nevada markets, which has 180+ offices and 900+ agents.his 12year real estate career. Before moving into leadership, his incredible sales career included selling 242 homes in 2008 and sold 261 homes in 2009 with his sales team. In 2010, Imran was chairman of the Stockton Council (a division of the CVAR) and was also honored as REALTOR® of the Year. In 2011, he was the Board President of the 1,800-member Central Valley Association of REALTOR® (CVAR).
Imran’s other achievements include being honored as the President’s Award recipient in October of 2013 – an honor given to only one REALTOR® by the President of California Association of REALTORS® (CAR). Also, in November of 2013, Imran was selected by Inman Real Estate News as one of the “Top 100 Most Influential Real Estate Leaders in the United States”. Imran recently served as the 2014 CAR YPN Chair and was instrumental in having CAR YPN win the coveted NAR “State Network of the Year” in 2014.
As a noted International Speaker and Trainer, Imran has taught tens of thousands of real estate professionals throughout the world. He has spoken for various real estate companies and at numerous events, including some of the top annual real estate industry events, such as the annual Inman Connect Conference and the CAR EXPO.
Brandon's use of cutting edge technology earned him a nomination for Inman Innovative Realtor of the Year in 2014. Brandon's use of aerial photography, video and Matterport 3D tours was features in the Minneaplois ' Star Tribune. Brandon and his team conducted the first broker open using virtual reality goggles.
Roberta started buying rental property in 1992. Six months later she got her real estate license. Over the years, she and her husband have expanded their realty business to include property management of 260+ units for 40 different owners in the Des Moines Area. In recent years, Roberta has instructed numerous new investors with the ins and outs of rental property investing and rehab. She is now taking her knowledge to the classroom to help others avoid learning the business through the "school of hard knocks." When she's not working the rental business, she and her husband are motorcycling across the country on their Honda Goldwing.
Laurie Ganz brings a background that directly embraces the challenges that many Associations and MLSs face. Laurie previously worked for the Vail Board of REALTORS® (VBR) as the Association Executive. As an AE she tackled MLS conversions, AMS system integrations, lockbox conversions and many other initiatives. Laurie did such a fantastic job of implementing the RPR system that when a position opened for a Market Manager she was a perfect fit. Laurie has moved up within RPR to her new role as Operations Account Director, which is responsible for working directly with Associations and MLSs in specialty markets. Prior to joining the REALTOR® family, Laurie worked for 10 years in the corporate meeting planning arena. Laurie holds a B.S. in Communications from St. Cloud State University, where she was also a collegiate athlete.
A licensed REALTOR® since 2007, Krista has managed to build a strong client base and solid practice despite the uncertain economic environment. Practicing primarily in commercial real estate and specializing in multi-family and retail investment properties, she allows her core values and beliefs to guide her personal and professional life. Krista has served in various capacities at the local state and national REALTOR® Associations, a few of which are, IAR Regional Vice President, 2015 IAR Communications Chair, NAR Research Committee, 2012 President of the Newton Board of REALTORS®.
Tammy has over 15 years of real estate experience in the Council Bluffs/Omaha Metro area. Tammy is a top producer as well as settting aside time to give back to the industry and her community. Tammy has served at the local, state and national REALTOR® Association in a variety of roles, including NAR Idea Exchange Council for Brokers, IAR Board of Directors, President of Iowa CRS Chapter, committees with the national CRS Council, Southwest Iowa Board of Directors and many more.
Scott has been in the top 10% of Realtors inthe Des Moines area for the past 15 years. Scott continues to be very involved in the local and state REALTOR® Associations. Wendl had served as DMAAR President in 2014, Regional VP of IAR 2008-2012 and chair of the legislative Committee for several years. He has won multiple industry awards including 2010 DMAAR Realtor of the year, IAR Martin Lee Political Involvement Award and many others.
Brandi has 10 years of experience in real estate in the Ames, Central Iowa area. Brandi and her successful team work in residential real estate and acreage/farmland properties. Her team uses the latest technologies and proven methods to connect buyers and sellers.
Convention Sessions - Wednesday, Sept. 23
8:30-9:30 30%: Lessons Learned and How It Relates to Business. Imran Poladi. Ballroom A.
In this hour long session, keynote speaker and REALTOR® Imran Poladi will share his story of being diagnosed with Stage 4 cancer in 2012 and how doctors only gave him a 30% chance of survival within one year. Imran will share his story of survival, positive mindset, and how he beat the odds. He found that lessons that he learned during his battle with cancer were lessons that he could utilize in both business and life. Rated one of the best keynote speeches in 2015 by Inman News, this session is a don't-miss. Imran will kick off the IAR Convention on Wednesday, September 23 at 8:30am. There are no continuing education credits available for this session.
9:30-10:30 Winning at Win-Win. Jo Mangum. Bishop B.
For some agents negotiating is fun but for most it’s a necessary evil. Regardless, helping our clients meet their goals is an important part of representation. Being a good negotiator requires three things: structure, knowledge of strategies, and communication skills. Good news: all are learnable! In this class we present a structure for negotiating on a buyer’s behalf that allows you to create a win-win while ensuring your client’s goals are satisfied. The benefit to you is no more guesswork…just follow the structure to create a great negotiating event!
9:40-10:40 The Visual Future is Now. Brandon Doyle. Skinner A-B.
Step into the future of real estate with Brandon's real-life examples of cutting edge technology: 3-D models, virtual reality goggles, aerial video/photography and other current trends. You won't believe your eyes!
10:50-11:50 Coaching Agents Up… Even with a Frantic Schedule. Jo Mangum. Bishop B.
“There’s not enough time to coach agents!” is the common expression of most real estate managers. But we also know that working with an agent is important to their growth, making your numbers, and retention of your sales force. But how? This course helps you create a need centric coaching program by understanding who to coach formally, whom to coach casually, and the basic skills of coaching. The benefit to you is a structure to start being a coach!
11:00-12:00 Marketing Excellence from Top Young Minds. Panel of Doyle, Poladi, Clark. Skinner A-B.
Join Imran Poladi, one of Inman's top 100 Most Influential Real Estate Leaders in the United States(2013), Krista Clark, one of NAR's 30 under 30(2014), and Brandon Doyle, Nominee for Inman Innovative REALTOR® of the Year(2014) as they delve into marketing and tech tips while working with today's connected consumer.
12:10-1:10 Millennials are Here: R U Ready? Jo Mangum. Bishop B.
According to NAR, the largest population of buyers is the Millennial generation. This is important to know because they think about real estate differently, buy real estate differently, and want different things from their agents. In this course we cover the types/features of housing Millennials are interested in acquiring, what traits they want in a real estate agent, and tips on how to create a business that attracts Millennials. The benefit to you is a better understanding of this huge (80 million) generation and how to better serve them.
1:30-2:30 Getting Started in Rental Property Management. Roberta McAfee. Skinner A-B.
Get a quick overview of what it takes to get started in rental property management. Questions that will be answered are: What are the basics? What does ever property manager need to know? What are the laws? Where do i find out what my current jurisdiction requires concerning rental properties -- the repairs and the paperwork?
1:40-2:40 RPR Basics: Tools for Building Your Business. Laurie Ganz. Bishop B.
REALTORS® across the country are enhancing their business by using REALTORS® Property Resource® (RPR®’s) extensive database. In this introductory class, you’ll learn how top agents use RPR as their all-in-one data and information source to build their business and impress clients. You will learn how to generate stunning property reports, conduct a detailed CMA in minutes, research schools and neighborhoods, and get a sneak peek into RPR Mobile™.
2:50-3:50 Broker Boot Camp. Imran Poladi. Skinner A-B.
Real life scenarios and current techniques will be used to cover a variety of broker-specific topics such as: boosting agent productivity, keeping expenses in check while delivering a high level of service, current trends in brokerage offices, retaining your best agents, and building a reputable company.
3:00-4:00 RPR Advanced: 10 Ways to Earn More Business than Your Competition. Laurie Ganz. Bishop B
RPR is more than a comprehensive database. It provides tools and resources to help expand your business. During this session, you’ll learn how to use RPR to improve prospecting and farming strategies, run accurate comp analyses, identify distressed properties and their impact on neighborhoods, set industry standard values on home investment. You’ll also get a quick overview of RPR Mobile™.
4:10-5:10 Don't Go At It Alone! Why an Assistant or Team Will Take your Business to the Next Level. Panel of Nelson, Stuart, Wendl. Skinner A-B.
A lot of agents decide to work on their own so the can control everything and have their hands on everything that is important. However, this mentality may hinder a REALTOR® from taking their business to the next level as they try to do tasks they are not especially skilled at. Learn the how's and why's that have led these top producer panelists to use an assistant or team.
4:15-5:15 RPR Mobile - Quick Start. Laurie Ganz. Bishop B
RPR Mobile delivers RPR’s vast repository of property information and tools anytime, anyplace, to your iPhone or Android phone. You'll have on-the-go access to the property data your clients want. Download RPR Mobile now from the App Store or Google Play, then join us to learn some of the cool tips and tricks of this great NAR member benefit!
Featured Speakers - Thursday, Sept. 24
Imran Poladi (see Wednesday's bio)
Marci James, VP of Marketing
Marci has over 17 years of sales and marketing experience and is an expert in the strategic planning, development and execution of marketing campaigns and product launches. She is an expert in content-based marketing programs that generate demand, and is skilled in branding, PR, and project management. Marci enjoys sharing her knowledge via speaking engagements and guest blogging for industry leaders such as Inman, California Association of REALTORS®, National Association of REALTORS®, and more.
Steve Ferguson was raised on a family farm in southeast Iowa and is still assists his two brothers and nephew with a purebred Angus herd. He graduated from Iowa State University with an Economics major and received his MBA from Drake University. He has a variety of work experience in ag and mortgage lending at Iowa banks, Farm Credit System, and USDA Farmers Home Administration lending. He also directed the International Trade Bureau for the Iowa Department of Agriculture. He continues to work at the Iowa Finance Authority administering the Beginning Farmer Tax Credit program and assisting with the Beginning Farmer Loan program while conducting a variety of workshops at Iowa agricultural colleges, as well as at community banks, CPAs, farm management firms, Iowa State Extension offices, and local farm cooperatives. He welcomes the opportunity to come provide a workshop in your community.
Brent Lancaster, ABR, GRI, SRS, AHWD, BPOR, CDEI, e-PRO, MRP
Brent combines his love of the business of real estate with his passion for education. He offers a variety of solutions to the challenges that agent's face in today's real estate environment. He believes in delivering tools agents can use immediately to improve the quality and efficiency of their business.
In 2005, he became the broker/owner of his own real estate company, Brent Lancaster and Associates, LLC.
For the last 12 years, Brent has been delivering high quality course content as President/CEO of one of the nation’s oldest real estate schools – Bob Brooks School of Real Estate. Since 1971, Bob Brooks School has trained many generations of real estate agents.
Brent lives in Baton Rouge, Louisiana with his wife of 12 years Laura and his two children Leyton (3 years) and Nate (1 year).
Beth Mahaffey serves as Business Development Director for the Iowa Finance Authority(IFA). This position serves as an ambassador for the IFA. The position is increased business growth and brand building/awareness of the IFA. The position focuses on partner/corporate relations and development. Prior to the IFA, Beth has been a licensed REALTOR® for Iowa Realty in Des Moines and has worked as a tax and audit specialist for various public accounting firms. Beth is a native of Des Moines and a graduate of the University of Iowa with a bachelors of Business Administration degree in Accounting.
Convention Sessions - Thursday, Sept. 24
8:00-9:00 Content Curation – the good, the bad, and the ugly. Marci James. Bishop B
Content is what people search for online. It’s what makes them click, share, comment, download, subscribe or follow. Curating other’s content is a fabulous way to save time. Learn curation techniques and ethical guidelines.
9:10-10:10 Listing Language: Working with sellers and listing with purpose. Brent Lancaster. Skinner A-B.
What are today’s sellers looking for in a REALTOR®? This course will give you the tools you need to get more appointments, secure more listings and sell more houses.
9:20-10:20 Visual marketing with Instagram. Marci James. Bishop B.
Instagram is hot. And with engagement rates that are staggering, it is quickly becoming the go to site for marketing. Learn how to successfully market your business, your listings, and your communities in this fun session.
9:30-10:30 Real Life, Real Problems for REALTORS®. Imran Poladi. Skinner C.
This course was inspired by interviews from REALTORS® from around the country and true situations with their clients. This interactive course will encourage discussion on topics such as handling disgruntled customers, real-life safety close calls, setting realistic expectations for sellers, managing multiple clients in our fast paced society and improving agent etiquette to help all realtors and clients.
10:30-11:30 Service the Listing: You’ve got the listing, now what? Brent Lancaster. Skinner A-B.
You have done a great job of securing the listing. Now what? This course will teach you the best ways to communicate with the seller during the listing period, ways to market the property and what to do if the listing stays on the market longer than the seller expects.
10:40-11:40 Content Refresh. Marci James. Bishop B.
Outbound marketing, inbound marketing, content marketing. It’s all a bit overwhelming! Take this session to learn what methods are best, how to segment your market, how to recycle content, and more.
11:45-12:45 REALTOR® Safety. Brent Lancaster. Skinner A-B.
Danger comes in many forms. This course will give you tips to recognize danger and teach you how to deal with uncomfortable or dangerous situations in your real estate business.
1:15-2:15 CFPB and the New Disclosures. Beth Mahaffey. Skinner C.
The real estate industry is facing more changes! Effective October 3, 2015 lenders will be providing borrowers with totally new disclosures replacing the traditional Truth in Lending, Good Faith Estimate and HUD-1. These changes will impact your business as well as your buyers – learn how these changes will affect your closings.
1:20-2:20 How to Market to the Mobile Consumer. Marci James. Bishop B.
According to the National Association of Realtors, 89 percent of home shoppers use a mobile device during their search. In this course, learn tips and techniques for marketing your business and your listings to mobile consumers.
1:30-2:30 Buyer Bonanza: Becoming a better buyer's agent. Brent Lancaster. Skinner A-B.
This course will make you think about how you manage your buyers. You will learn how to recognize when you are being taken advantage of, prioritize buyer relationships and work more efficiently to increase your volume of buyers in your sales pipeline.
2:35-3:35 Iowa’s Beginning Farmer Loan and Tax Credit Programs. Steve Ferguson. Skinner C.
The objective of this class is to raise the awareness of Iowa’s two loan programs and two tax credit programs that can assist beginning and transitioning farmers. We will explain the eligibility factors, specific parameters for each program, the simplified application forms and timeline as well as the benefits for those who participate.
2:40-3:40 Blogging with a Purpose. Marci James. Bishop B.
78% of CMOs think custom content is the future of marketing. Blogging is the best way to promote and syndicate your content. Learn how to drive traffic, capture leads, and establish yourself as and authority.
2:45-3:45 Buyer’s Counseling Session: Setting the stage for better buyer experience. Brent Lancaster. Skinner A-B.
EVERY buyer should sit down for a counseling session. The counseling session allows you to frame the transaction and create a better real estate experience for everyone.
4:00-5:00 Strategic Social Media. Marci James. Bishop B.
Social Media can be overwhelming and distracting. That’s why it’s important to develop a strategic social media marketing plan to stay on-task and on-track. Learn how to create goals and objectives that will guide your social media strategy and help you successfully connect with consumers.
4:00-5:00 Loyalty: Creating and keeping a buyers trust. Brent Lancaster. Skinner A-B.
Have you ever worked with a buyer for months, only to have them purchase a house using another REALTOR® or on their own? Why did they do that? This course will show you what went wrong and how you can train your buyers to stay loyal.
Featured Speakers - Friday, Sept. 25
Brent Lancaster (see bio above)
Paul McLaughlin, JD, BBA, BA, RCE
As an attorney for the Iowa Association of REALTORS®, Paul has been with the association since 1995 and has earned the Certified Association Executive (CAE) and the REALTOR® Certified Executive (RCE) Designations. He has been involved in government affairs, lobbying, professional standards administration, operating the legal reference line, creating forms, and more.
Convention Sessions - Friday, Sept. 25
8:00-9:00 Hot Topics in Today’s Real Estate Law. Paul McLaughlin. Skinner A-B.
Paul presents the most current issues on the federal, state, and local level, including recent changes enacted by the National Association of REALTORS®. He will present information by case studies, enacted legislation, and comments from experts about new issues and regulations. He will also discuss the practical application of new changes by his recollection of case studies he has heard from Iowa REALTOR® members.
9:15-10:15 Rubber meets the road: Tools you can apply to improve your business. Brent Lancaster. Skinner A-B.
Technology is great – if you know how to use it. This course will introduce you to technology tools to improve your customer relationships and make your business more efficient. Not only will you know what they are, we show you how to use them.
10:30-11:30 Overcoming seller objections. Brent Lancaster. Skinner A-B.
How do you address sellers when they ask you to cut your commission? What do you say to sellers who want to overprice their property? This course will address these and other common seller objections REALTORS® experience every day.
Important Education Information
Here is the Convention Grid Schedule. You can see the specific times and locations for every class, event and committee. Use this convenient schedule to help plan each day. Each Session on the grid schedule that is highlighted in blue is available for 1 hour of CE credit.
Materials/handouts for education sessions are available by clicking on the course titles above. Please note that some instructors do not have handouts available.
All convention courses are given in single credit-hour increments with staggering start times to allow you to attend committee meetings and still receive continuing education. Pick and choose from all of these activities to create your own personalized convention schedule tailored to fit your professional development needs and your time.
The following rules must be followed in order to earn CE:
- 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.
- Your name badge must be scanned for each class session. If you plan to attend three classes from the same instructor from 1:00 - 4:30pm, 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.
- 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.
- Fill out and submit your convention education summary sheet for additional verification of attendance and feedback.