DESCRIPTION: Designed for real estate professionals at all experience levels and those working with either buyers or sellers, the National Association of REALTORS® PSA (Pricing Strategy Advisor) certification provides a framework for understanding:

The purpose and benefits of CMAs

• Terminology of pricing and valuation
• The Code of Ethics as it relates to pricing
• How to identify appropriate comparables, and where to find information about them
• The role of supply and demand in pricing
• How to adjust comparables
• Specific challenges and special situations in making adjustments
• How to guide clients through the CMA
• How to work with appraisers
• How to hone your pricing skills and practices

INSTRUCTOR: Steve Olson

Steve Olson is both a licensed broker and appraiser in Colorado.  He have earned the RAA Realtor® designation, holds a Bachelor of Arts degree from the University of Puget Sound as well as an International Business Diploma from the Netherlands School of Business.   Steve has been active in SMDRA for many years, he was a founding member of the Columbine Foundation Steering Committee which raised close to $60,000 for the families who were hurt by the Columbine tragedy.  Steve was a leading fund raiser for the CARHOF Gary Mammel Legacy fund and effectively helped CARHOF gain the matching grant money.   He has served in the capacity of Political Survival Fund Co-Chair, Governmental Affairs Committee Co-Chair as well as serving two terms on the Candidate Interview Committee and one term on the Issues Mobilization Committee.  He has served on the Real Property Operations Task Force, Leader of the PAC committee, Square Footage task force at Metrolist®, and working on the charity selection committee for the Metro Denver Realtor® Foundation.   He have participated in numerous Realtor® Day at the Capitol events and has lobbied the State Congress Representatives and Senators to support Realtor® friendly legislation.

Currently Steve has focused his attention on Equal Opportunity, Diversity, and Attainable Housing.  He currently Co-Chair’s  the Equal Opportunity Committee, is a member of the Attainable Housing Committee and also a member of the Keys to Homeownership Festival.  He is involved locally as a member of the South Metro Denver Chamber of Commerce and participates in charity efforts including building homes for the less fortunate both here and in Mexico.   He gives back to our community by being the chess coach at Newton Middle School, and as the announcer for the Arapahoe High School girls swim team.

Steve is dedicated to providing SMDRA members with excellent services and to protecting the right of homeownership.

$99 for SMDRA Members
$129 for All Others

CE CREDITS: 6

Refreshments Provided By SMDRA Affiliate Business Partner:
Kyle Seths with JetClosing, a Title and Escrow Company

DESCRIPTION: Learning Objectives for Day 1:

• When and how to negotiate
• Craft a plan/strategy for any negotiation
• Recognize patterns and tactics being utilized
• Adjust your communication style to achieve optimum results with any party in the transaction
• Successfully apply the principles of persuasion to any negotiation situation
• Effectively negotiate face-to-face, on the phone or through e-mail and other media

Learning Objectives for Day 2:

• Students will realize that circumstances are not what they always seem.
• That every negotiation has a backstory that has relevance to the positions of the clients and agents involved.
• That finding the ZOPA and understanding the BATNA is essential to helping clients obtain a satisfactory result
• That no decisions are ours to make – the role of the negotiator is to present the options, alternatives and ramifications to the client so they can make the decision that is right for them and we act on their lawful instruction.
• Realizing that Different generations may require different communication methods or have different communication preferences and our job is to communicate in a way that is comfortable for others so that they are want to cooperate with us and we achieve results for our client.
• Understanding that negotiations are not ‘one size fits all’ – for the client to get what they need we must remain flexible and highly adaptable to the style of the other negotiator

INSTRUCTOR: Rich Sands
Combining over 111,000 miles of running over 40 years (with competition in over 400 races including 14 finished marathons), 20 years of coaching elite athletes at all levels and 14 years as a real estate agent and teacher, Rich Sands brings a different perspective to real estate professionals. Believing that great athletes share a bounty of traits, behaviors and attitudes with top producing Realtors, he uniquely motivates and empowers agents to strive for excellence as sales professionals. He has been the Director of Education for Coldwell Banker Residential Brokerage since 2000 and taught the CRS Listing Strategies class since 2004. In his spare time, Sands runs the trails and cycles the roads of Colorado.

$195 for SMDRA Members
$215 for All Others

CE CREDITS: 14

Refreshments Provided By SMDRA Affiliate Business Partner:
Randy Tickle with Colorado State Bank and Trust Mortgage Group

DESCRIPTION: Every real estate agent is facing serious questions and concerns from consumers about the health of the Denver real estate market. Questions such as:

• Is the Denver real estate market in a bubble?
• Will our real estate market crash again like it did in 2007 and 2008?
• How much higher will prices rise?
• Why are prices rising so fast?
• Should we wait to buy until after the market cools off?
• When will this crazy market change back to normal?

In this class we will answer these questions and concerns from consumers in several ways—

• By defining what is a bubble?
• Why many people believe we have a bubble today and are they wrong?
• A look back to our real estate and mortgage markets from the early 2000’s and how we created a bubble back then.
• A review of the 3 primary factors that drive demand for housing and the 3 secondary factors that are driving demand for housing.
• We review the long-term drop in existing home inventory and what is causing this big drop.
• Why the supply of new homes for sale has shrank by over 50% in the last 10 years.
• How government regulation is making the supply of new homes for sale far worse.
• Review of the Law of Supply and Demand and how 1 or more factors on both sides need to change for us to have a balanced market.
• Should Millennials buy a traditional “starter” home or wait to buy a “trophy” home?
• A long-term look at home price appreciation in Denver which will give consumers a new perspective on our recent price increases.
• Ending with what could go wrong or could 2008 happen again?
• A final review of the Price-Rent Ratio that I have used since 2011 with consumers.

INSTRUCTOR: Lonnie Glessner
Lonnie holds a B.S. in Accounting from Central Washington University, and was an Accountant for 2 years, banker for 9 years and a Mortgage Consultant for 9 years. One he became a personal real estate investor, he has helped many clients build their wealth by investing in real estate. Lonnie also holds securities and life insurance licenses with Jefferson Pilot Securities. 

FREE for SMDRA Members
$20 for All Others

CE CREDITS: 2

Refreshments Provided By SMDRA Affiliate Business Partner:
Susan Rivas with Blue Ribbon Home Warranty

DESCRIPTION: Principles vs Techniques – Negotiation Principles and Techniques in Real Estate

• Understand other’s position first
• 2 step process
• Go big or go small
• Positive reinforcement in negotiation and sales
• Negotiating and selling to different personality types
• Applying these principles and techniques to real estate

Sales Principles and Techniques in Real Estate

• Integrity and the dog chasing principle
• When to use open ended vs. assumptive questions
• Using stories to emotionally connect
• How to make sure people know that you care
• Applying these principles and techniques to real estate

Below are some questions to consider while you enjoy the class:

• How can improving the way I negotiate and sell help me better represent my real estate clients?
• How does better representing my clients help protect the public?
• What, in your opinion, is the most important principle in real estate negotiations?
• What is the difference between a sales technique and a sales principle?  If you could only learn techniques or principles, which would you choose?
• Possible principles and techniques from this class that I can use in real estate negotiation are:
• Why is non-verbal communication so important when communicating in sales?
• When is it best to use open-ended questions in your real estate sales?  When is it best to use assumptive questions in your real estate sales?
• Do you take notes after speaking with each real estate prospect or client? Why or why not?
• What is positive reinforcement? How can you use it in your real estate sales?
• What are three things to remember when using email?
• Why is integrity so important in real estate sales?
• What questions do I have about real estate sales and real estate negotiation?

INSTRUCTOR: EksAyn Anderson
EksAyn is the author of The Key to the Gate book, a book about business-to-business sales which was seen on Forbes, Speaker Magazine, television, and various business blogs. He is the creator of expansive and innovative sales approach that resulted in millions of dollars in sales. EksAyn is a skilled negotiator experienced with complex sales including to government-funded entities. He is also an experienced as a real estate agent/broker in the state of Utah, as well as an expert sales trainer and founder of sales-training company. He is a captivating public speaker with experience presenting and training to numerous organizations.

FREE for SMDRA Members
$20 for All Others

CE CREDITS: 3

Refreshments Provided By SMDRA Affiliate Business Partner:
Lonnie Glessner with Nova Home Loans