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Tuesday, September 17th

8:00am- 5:30pm – Registration Desk is Open

5:30pm-6:30pm – Opening Reception – Open to all convention registrations.

Download the Governance Day Schedule Here.

Wednesday, September 18th

Orange activities = Continuing Education (CE) 

6:30am-5:30pm – Registration Desk is Open

7:30am-8:45am – Prayer Breakfast Featuring Colonel David W. Eberly, USAF, Ret., Retired US Air Force Colonel, Gulf War POW & Author (Ticketed Event: Tickets can be purchased during the online registration process.)

9am-9:15am – Welcome 2019 Virginia REALTORS® with President Beckwith Bolle

9:15am-10:15am – Keynote: Perseverance and Perspective – Dan Jansen, Olympic Gold Medalist in Speed Skating

10:15am-10:30am – Photo Op with Dan Jansen at the Step & Repeat

10:45am-11:15am – The Virginia Economy: Current Conditions and Outlook – Lisa Sturtevant, PhD, Chief Economist, Virginia REALTORS®

An in-depth look at the national and state economic conditions, with a clear explanation about how economic trends impact the real estate market in Virginia. In this session, Dr. Sturtevant will discuss market trends and overall housing demand in the state, as well as an assessment of the likelihood of interest rate hikes, fears of an economic downturn, and prospects for economic growth in Virginia.

10:45 am-11:45am – Clear and Present Dangers: The Two Biggest Risks Issues – Jody O’Brien

Risk – exposing someone to danger or harm. What are the riskiest issues facing agents and brokers today? Learn how to identify them and the situations that create them. Develop processes and procedures that avoid or prevent them. Most importantly, prevent them from causing harm to the consumer, agent, and brokerage.

Approved 1 Hour Broker Management or 1 Hour Real Estate Related CE; No PL.

11:15am-11:45am – Solving the Performance (Accountability) Problem – Eric Papp

You will learn the three-step process for creating a culture of ownership and how to have conversations around employee performance and accountability. You will also learn how to motivate using the power of responsibility and how tracking daily progress increases confidence, serving as the antidote to feeling overwhelmed. Finally, you discover how to double effective action by managing daily concerns.

11:45am-1:15pm – Networking Luncheon (Tickets can be purchased during the online registration process.)

1:15pm-1:45pm – PANEL: Retention Strategies – Moderator: Jody O’Brien

1:15pm-2:15pm – Broker Management Nuts and Bolts – Laura Farley, General Counsel

From licensing to supervision, setting up a business to business continuity, and employees vs. independent contractors, this class covers what brokers need to know to run their business.

Approved for 1 Hour Broker Management or 1 Hour Real Estate Related CE; No PL.

1:45pm-2:15pm – Today’s Buyers – Maurice Hampton

Who are they? Where are they? What are they looking for? When will they buy? Why are they buying? How can I sell to them? This session is designed to allow you to identify and understand who your next client is and what they want. With knowledge of what a client wants, you will research the markets you serve and provide a superior customer experience that leaves a lasting impression for years to come.

2:30pm-3:30pm – Manage Promises, Not People – Eric Papp

Find out how to manage a promise and teach accountability, why values are the foundation of top performers, the impact of healthy conflict vs. unhealthy conflict, how to execute a two-minute coaching conversation, and the power and freedom of responsibility.

Approved 1 Hour Broker Management or 1 Hour Real Estate Related CE; No PL.

2:45pm-3:15pm – Build Your Influencer Brand – Abhi Golhar

Cold Calling. Door Knocking. Endless (and expensive) mailing lists. These are lead gen tactics that don’t generate real leads. There is a better way! A real, robust content marketing plan can help you create a real estate business that is constantly bringing you new leads and new clients. Clients who come to you are ready to work with you, because you have already proven your expertise.

3:15pm-3:45pm – PANEL: Top Marketing Strategies – Moderator: Abhi Golhar

3:45pm-4:15pm – Prospecting: Facing the Fear – Jody O’Brien

A full 60% of an agent’s time in this business should be spent developing prospects, a most basic, critical element of success. No other task in the real estate business can be performed until you have a person who is ready, willing, and able to move. This program will explore the expectations, plan, communication, and rapport building concepts of prospecting in today’s market.

4:00pm-5:00 pm – The Tools Necessary to Evaluate Investment Real Estate – Maurice Hampton

Learn key terminology, methods, and calculations needed to value investment real estate. You’ll have the opportunity to practice your newly acquired skills immediately, and leave this session with the knowledge needed to make informed decisions for you and your clients.

To be submitted for 1 Hour Broker Management CE; No PL.


4:15pm-4:45pm – Creating a Podcast: LIVE Demo! – Abhi Golhar 

Close out your knowledge-filled day discovering how to launch your own podcast, step-by-step, in less than 3 hours. Abhi will demonstrate the key elements to building a great podcast by interviewing a few audience members to help him create a podcast in real-time.

6:00pm-6:45pm – Awards & Installation Reception

6:45pm-8:45pm – Awards & Installation Banquet (Ticketed Event)

Enjoy an evening of celebrating those who have made their mark on the REALTOR® world! At this black-tie optional event, you’ll be able to attend the awards program and see deserving members receive recognition of their hard work. In addition, join us as we watch the 2019 Leadership Team turn over the reins to the 2020 team. This night of entertainment and celebration includes many laughs and great food!

9:00pm-11:00pm – All-Attendee Celebration-Cheers to 100 Years!

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Thursday, September 19th

Orange activities = Continuing Education (CE) 

7:30am-1pm – Registration Desk is Open

8:00am-9:00am – Effective Negotiating for Real Estate Professionals – Cheryl Knowlton

Effective negotiating on behalf of others is the hallmark of the buyer’s and seller’s representatives. This course examines positional bargaining and value negotiating. It also examines unique issues when representing someone in a negotiation and breaking a negotiation impasse.

Approved 1 Hour Broker Management or 1 Hour Real Estate Related CE; No PL.

8:00am-8:30am – One Quick Video Equals Instagram, Facebook, and YouTube Success – Marki Lemons-Ryhal

By 2019, 79% of all content viewed online will be videos. They say a picture is worth a thousand words; if a picture is worth a thousand words, then one video is worth 10,000 words, literally. Turn one video into photos, a podcast, a blog post, several tweets, Facebook status updates, and much, much more for only $5 per video. You will be amazed at how easy the process is.

8:30am-9:00am – Conquering the Complex Customer Journey – Creating Iconic Experiences – Bryan Ennis

Customer expectations are consistently evolving. Today, customers expect seamless, hyper-personalized, digital and on-demand transactions across all their purchases. These rising expectations are greatly impacting even life’s largest purchases – homes and cars. Bryan Ennis, Vice President of Product at CarMax, will share how CarMax is reimagining its customer experience and empowering its salespeople to deliver consistently iconic experiences. Join us as the nation’s largest retailer of used cars shares insights applicable to REALTORS® and the real estate industry.

9:15am-10:15am – Grow Your Business: Invest in Yourself and Your Community – Matt Thornhill

In this session, Matt will share insights about the future of real estate and what you can do to ensure that your practice doesn’t get “blockbustered” by new technologies and options buyers and sellers have today. He’ll share five ways you need to invest in yourself to better meet the needs of your clients. Also, Matt will share the five ways that you can invest in your community so that you sell more houses for more money. Lastly, he will remind you, with greater clarity than you’ve had before, that your biggest point of differentiation is you.

9:15am-10:15am – Intellectual Property – Laura Farley, General Counsel, Virginia REALTORS®Jon Haley, Staff Counsel, Virginia REALTORS®

Intellectual property laws have a big impact on your everyday life as a real estate professional—from photographs to advertising to websites. Come get a primer on how to protect yourself and your business.

Approved 1 Hour Broker Management or 1 Hour Real Estate Related CE; No PL.

10:30am-11:00am – Simple Strategies to Implement Overnight to Increase Your Sales by Using Social Media – Marki Lemons-Ryhal

During this session, learn simple strategies that work for you to connect and engage with clients. Find out how to move your connections to your website. Receive proven tips to get you into the news feeds of your connections. Lastly, uncover the most powerful search features that will provide you with information on your customers’ needs and wants.

10:30am-11:00am – Burn The Hamster Wheel: 10 Strategies For Achieving Life Balance – Cheryl Knowlton

Have you ever felt so overwhelmed that you wanted to stop the world so you could get off? Imagine a world where your life was joyfully in balance. Is such a world possible? Is balance a myth? Come and enjoy this enlightening and fun session to find out how to permanently burn the “hamster wheel” with 10 strategies for creating and sustaining balance in your life.

11:15am-12:15pm – Closing Keynote Speaker – This Would Be Funny If It Wasn’t Happening to Me! How to Navigate the Future with Enthusiasm & Vigor – Judy Urquhart

Sometimes life just gets in the way. Do you ever think, “Why can’t we just do things how we’ve always done them?” or “Why can’t people just leave me alone?” This hilarious and provocative presentation shows real estate professionals how to face stress and buoyantly navigate the future. Through stand-up comedy, audience engagement, and analogy, we will discover how to keep up with changing consumer demands, do more with less, and stay resilient in change.


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