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

DESCRIPTION: Enroll in the 2018 CREC Update class NOW to get information on changes and new legislation so you can better serve your clients today. Licensees are now required to complete 12 hours of the mandatory 4-Hour Annual Commission Update Course prior to applying to renew an active license, activate an inactive license or reinstate an expired license to active status.

PLEASE NOTE: The 4-Hour Annual Commission Update Course is not the Mandatory Ethics Course. The Mandatory Ethics Course receives elective credits, not credit toward the 4-Hour Annual Commission Update Course.

INSTRUCTOR: Renee Helten
Renee Helten has been in Real Estate for more than 19 years. She has been an instructor at Kaplan Professional Schools for 8 years and runs the only “off-site” Kaplan school in the United States. In addition, she teaches the Annual Commission Update course, Broker Admin and many other Real Estate classes. Plus time management and personality profiles through the DISC assessment. She is a Keller Williams Master Faculty instructor,  a goal that took 5 years to accomplish because of the strenuous tasks needed to have this title. She teaches a lot of technology classes throughout the United States for Keller Williams.

She runs a 7 person Real Estate team, called The Helten Home Team,  that did just over $24 Million in 2013. She prides herself and her team in their conversion ratios in internet lead generation of 8%. This conversion ratio got her noticed Nationally by Market Leader and other national internet platforms and she now coaches agents on how to engage leads via the internet. She is a student of the Millionaire Real Estate Agent Book, written by Gary Keller and runs her team based on the models found in MREA.

SMDRA Member Price: FREE
All Others: $50 

Continuing Education Credits: 4 hours CE
SMART Designation Points: 4 Points

Refreshments Provided By SMDRA Affiliate Business Partner:
Corporate Sponsor US Bank

DESCRIPTION: During this class, you will learn your rights and obligations of being a REALTOR®, including any changes, as set forth in the Code of Ethics. The National Association of REALTORS® requires all members to take an Ethics Update course every TWO years – within a set timeframe. NAR Ethics Cycle 5 is 01/01/2017 – 12/31/2018. Membership can be suspended if REALTORS® fail to complete this class within the cycle. Please Note: This requirement is distinct and separate from the Colorado Real Estate Commission Annual Commission Update (ACU). The Ethics Update will apply toward elective credits for license renewal.

INSTRUCTOR: Rohn Goldstein
Dedicated to excellence in real estate, Rohn Goldstein has always made a perfect customer experience his first priority. Rohn has been a REALTOR in Metro Denver for the past 33 years. During that time, he has been a broker of some of Denver’s premier real estate companies and also served as the CEO of the South Metro Denver Realtor Association (2008 -2012). Rohn teaches continuing education classes around the State of Colorado.

SMDRA Member Price: FREE
All Others: $40

CE Credit: 3 Hours

Refreshments provided by SMDRA Affiliate Member:
Elfriede Leicht with CHFA, Colorado Housing and Finance Authority