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SHOW DAILY REALTOR SA NF R ANCIS CO SHOW DAILY REALTOR SA NF R ANCIS CO Friday thru Monday, Oct 28-31, 2005 www.REALTOR.org/realtormag ® SUNDAY SHOW EDITION Oct. 30 DAILY RETHE BUSINESS TOOL FOR REAL ESTAALTETE PROFESSIONALS TOTORMAGAZINE SA NF R ANCIS CO DON’T MISS THIS! Dr. Phil to REALTORS®: CRB Day Tapping the Second Home Market Own Your Success 10:00 – 11:30 a.m. Room 301 With his characteristic SHOlaws for achievingW success: The Secret: What Great Leaders “How ya doin’?’” the man First, have vision: Know Know—and Do America knows as “Dr. where you’re going and 1:00 – 2:30 p.m. Phil” addressed thousands move toward it all the time. Room 307 of REALTORS® Saturday Second, have a strategy: and challenged everyone to Write down your definitions Increase Your Profits with Global DAILY think of their lives as a bank for success and keep them Referrals SA NF R ANCIS CO account—if you keep making in focus. Third, take action: RE1:00 – 3:00 p.m. ALTOR Room 200 withdrawals without deposits Behave your way to success. for yourself, sooner or later Fourth, take risks: Don’t The cheers were deafening as the 2005 Good Neighbor Award winners, (from left) SHOW HOURS you’re going to go bankrupt. live in a comfort zone. Fifth, Howard Freeman, Greg Garrett, Carole Sharp, David Forward, and Ouida Spencer, REALTORS® are givers don’t be a lone ranger: Be Sunday accepted their honors at Saturday's General Session. and often put their clients 10:00 a.m. – 5:00 p.m. first. “But the most impor- Monday tant relationship you have 9:00 a.m. – 2:00 p.m. NAR Honors Good in your life is with yourself,” said Dr. Phil McGraw, the TODAY'S BEST IDEAS Neighbor Award Winners keynote speaker at the 2005 “Be sure your training focuses on REALTORS® Conference & achieving measurable results for Handkerchiefs were in high Neighbor Awards program, Expo’s General Session, spon- recruits’ performance.” demand Saturday as 2005 NAR now in its sixth year, is sup- sored by e-PRO . “It’s not Carla Cross, CRB President Al Mansell intro- ported by founding sponsor selfish, because unless you Carla Cross Seminars duced conference attendees to eNeighborhoodsTM Inc. and consider yourself, you’ll end Issaquah, Wash. the fi ve winners of REALTOR® cosponsors Fannie Mae and up emotionally and physi- Learn more at: Magazine’s Good Neighbor LandAmerica® Inc. The pro- cally bankrupt,” he said. Aligning Your Agent gram honors REALTORS® who McGraw is the author of five Awards. Heartwarming video Dr. Phil McGraw may be concerned that Development for Increased clips revealed the winners’ pas- make exceptional contributions No. 1 New York Times best- Profitability sellers on family relation- Americans don't get excited about their sion for making the world a bet- to improve the quality of life in ® 1:00 – 2:30 p.m. lives anymore, but REALTORS proved ter place. their communities. In addition ships and personal growth, Room 304, Moscone Center him wrong with a standing ovation at “All I can say to this group to the crystal trophies they were including Family First, Life Strategies, and Relationship the General Session Saturday. “Digitally recording your sales is thank you,” Mansell said. awarded yesterday, the fi ve win- Rescue. He’s the host of the meetings, then storing them on the “Thank you for inspiring us to ners each receive a $7,500 grant nationally syndicated “Dr. a part of a support nucleus company intranet or on CDs can do more and for showing the for their community cause. The give your entire team a chance to world what a positive differ- winners are: Phil” show and a regular that believes in you. Finally, participate and learn.” ence REALTORS® are making.” David C. Forward, Weichert, columnist for O, The Oprah have passion: Be excited Thousands of REALTORS® REALTORSEALTORS®, Medford, N.J. Magazine. He holds a Ph.D. about what you do every day. ® smsm John Mayfield, ABR , ABRM , CRB attending the General Session Forward founded the in clinical psychology from “One year from today, your Mayfield GMAC Real Estate seconded Mansell’s sentiment, International Children’s Aid North Texas State University. life is going to be better or Farmington, Mo. taking to their feet to welcome Foundation, which supports Over the course of his 30 worse than it is right now. A Learn more at: the fi ve winners to the stage, more than 200 orphans in years’ experience in psychol- huge part of the outcome is 60 Sales Tips to Energize Your where they accepted their Romania. ICAF operates ogy and human relationships, the choices you make today,” Sales Meetings awards. its own orphanage, which a McGraw has developed what concluded McGraw. 3:00 – 4:30 p.m. REALTOR® Magazine’s Good See Good Neighbor on pagepage 35 he considers to be the six See General on pagepage 35 Room 304, Moscone Center Why REALTORS® Love Learn the reasons why top marketing agents love REALTOR.com® at Allan Dalton’s high WIN a PLASMA TV at 3:00pm today. impact session today: “Whenever“Whenever I competecompete forfor a listing,listing, I feelfeel Just enter by visiting booth as if I have no competition when I show 1405 and tell us why you love homeowners how their home will look on Sunday, Oct 30 ® REALTOR.com®. REALTOR.com�����������������. Last���� �year I had a whopping 92 10:00am • REALTOR.com® Marketing transactions….With REALTOR.com® I expect to Don’t forget to Room 134 increase my results again this year.” SystemsSystems forfor IntegratingIntegrating OfflineOffline in California pick-up your and OnlineOnline Marketing FREE State Pin. Susan Fritz Broker In Touch Realty, Inc. Top marketing agents LOVE Showcase Listing Enhancements because it gives consumers what they want most, multiple photos.* Official contest rules and entry forms are available only at our booth. Approx. value of: Plasma TV is $2,500; Trip is $2,200. * 2004 National Association of REALTORS® Profile of Home Buyers and Sellers. 2 REALTOR® Magazine Show Daily SUNDAY EDITION October 30, 2005 www.REALTOR.org/realtormag RE SIDENTIAL TRENDS MARKETING FORUM From Boom to Expansion Sell your service, The boom may be tiring, Lereah. For example, he noted, be even lower when mortgage but the majority of real estate days on market have length- rates are at historic lows,” he notnot yyourselfourself markets remain strong thanks ened and inventories of existing said. He noted that the Offi ce of to sound fundamentals and homes have reached their high- the Controller of the Currency REALTORS® cheat them- which means turning atten- powerful demographic trends, est point since 1988. New-home will soon issue a more stringent selves out of greater earnings tion from themselves to their NAR Chief Economist David inventories have also climbed to set of guidelines to regulate when they rely on antiquated potential clients and custom- Lereah told a packed ballroom almost 500,000 units in early interest-only and other exotic standards of service to defi ne ers. Instead of rattling off a attending Friday’s Economic 2005, according to the U.S. mortgages. their worth, REALTOR.com list of accomplishments that Issues and Residential Business Census Bureau. On a macro level, Lereah President and CEO Allan a prospect may not relate to Trends Forum. Rising interest also pose a expects the overall economy to Dalton told hundreds of or appreciate, he said, practi- Lereah predicted that real possible threat to the market, perform well in 2006. He antic- REALTORS® who attended tioners should focus on con- estate home sales may decline but Lereah feels that the 6.7 ipates a bounce later in the year Friday's Marketing Forum. sumers’ specifi c situation and by 4 percent next year and percent to 6.9 percent rates he as Gulf Coast homeowners and Instead, REALTORS® should goals. “We have to market our home appreciation may fall anticipates by the end of 2006 businesses rebuild. Corporate employ the saleable marketing marketing value, not our des- from the current 12 percent will not stall the market. Only profi ts are the strongest in 15 skills they've acquired while peration for listings.” average to 6 percent in 2006. if rates rise above 7.2 percent years and corporate spending working in real estate. A valuable tool afforded Investors will have to be more will affordability be severely is rising at a near double-digit In an industry where sayings by today’s technology is the selective, but real estate will still impacted, he said. pace. One possible hurdle is ris- such as “listings are the name online marketing proposal, have its second best year ever in A bigger threat may be the ing oil prices. Gross domestic of the game” and “if you don’t a sleeker, more informative 2006, he said. “A few markets proliferation of ARMs and product growth will decline 0.5 list, you don’t last” have become alternative to the standard are fragile; you can’t deny that, interest-only mortgages that are percent for each $10 increase in maxims, it’s easy to see how single-photo, general- but most will have a soft land- fl ourishing in response to high oil prices, Lereah said. sales associates and brokers ized listing presentation. ing,” he said. home prices, said Lereah. He But news of slowdowns are come to depend on brag books Dalton pointed out that the Through September, both new noted that in 2005, 33 percent good, not bad, Lereah told his and self-promotion, he said.