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Professional edge Race to the Fast Track

of the


Indiana University - Kokomo

Kokomo, IN

101 Class Welcome to the 2010 Graduate REALTOR® Institute

201 Class


GRI was a fantastic opportunity for me to learn some of the best marketing techniques in the industry. It helped me understand how to put systems in place to better serve buyers and sellers.  It also gave me new tools to better compete with agents that have many more years of experience.  Recently, it helped me gain listings when competing with other agents by using techniques to overcome objections.



The best thing you can do for your Real Estate Career is earn your GRI designation in Kokomo, IN!

Jeanne Scott 2010 GRI Board of Governors Chair


8 am - Noon 1:15 pm - 5 pm


8 am - 10 am 10:15 am - Noon 1:15 pm - 4 pm

WED, OCT 20 8 am - Noon 1:15 pm - 3 pm 3:15 pm - 5 pm

Business Planning Financing the Real Estate Purchase

Jim Poole Warren Harling

Indiana License Law at Work Tim Reed Understanding Listing Contracts John Kolas The Code of Ethics: Our Promise of Professionalism Jim Bittner

MON, OCT 18 8 am - Noon 1:15 pm - 4 pm

Eating a Frog Green Building

John Hamilton Travis Dunn

Mediation: Let’s Take Charge Indiana Agency Law 1031 Exchange Commercial Forms

Connie Maugans Jeff Slaughter, Esq. Andy Gustafson John Kolas

Stay Out of the IREC Commissioners Office Title Insurance Commercial Real Estate Investment

Pam Fish

TUES, OCT 19 8 am - 10 am 10:15 am - Noon 1:15 pm - 3 pm 3:15 pm - 5 pm

Construction & Builder Co-op Alternatives to Foreclosure RESPA Update

Jud Motsenbocker Roger Rayburn Deborah Grindstaff

Communication in Today’s Marketplace Using PP for your Listing Presentations

Greg Cooper Bob Coffee

Environmental Factors in Real Estate Transactions Negotiating A Great Listing

Bill Beranek John Hamilton

8 am - 10 am 10:15 am - Noon 1:15 pm - 3 pm 3:15 pm - 5 pm

Antitrust Law Understanding Purchase Agreements Fair Housing Act & the REALTOR® Home Inspections

John Kolas Ellen Townsend Jeff Slaughter, Esq. Gil Hendrickson

8 am - 10 am 10:15 pm - Noon 1:15 pm - 4 pm

Architectural Styles Appraising Fundamentals Arbitration: What You Needed to Know But Were Afraid to Ask

Suzanne Stanis Pam Fish Kaye Hirt Eggleston

need more than just motivation and initiative to

Cultural Diversity Home Staging

Dr. Susan Sciame-Giesecke Linda Barnett

you receive in the GRI program.


8 am - Noon 1:15 pm - 4 pm


8 am - Noon 1:15 pm - 5 pm




8 am - Noon 1:15 pm - 4 pm

WED, OCT 20 8 am - 10 am

10:15 am - Noon 1:15 pm - 5 pm

THURS, OCT 21 8 am - 10 am

10 am - Noon 1:15 pm - 4 pm

Tyler Moore Bob Lindgren

Ryan Minick & Steve DeLon Eric Marshall Photo Tech Tips Going Beyond the Technology Greg Cooper USDA/VA/FHA Loans

In today’s competitive business environment you

succeed, you need the advantage of the education

Continuous education seems

to be the key to success in

“ In today’s

any career and that holds true with Real Estate. An excellent source of

education is the GRI

program, and it provides the opportunity for new

friendships that are long

competitive real estate lasting, provides market, GRI provides the education

necessary to put you ahead of the pack.

Valerie Rosenblum Valparaiso

networking and referrals.

Carol King Seymour

I did my GRI back in 1982-83 and 84 but it is still fresh in my memory. It was filled with many national speakers, great topics of discussion and a lot of information to hang on to. I was 5 years into the business in 1982 and found out that I didn’t know it all.  Steve Coverdale Tipton

John Hamilton

Eric Marshall


Travis Dunn 301 - Green Building

This course discusses energy efficiency and green building as it applies to new and existing homes.

Some topics include:

- Water efficiency - Resource efficiency - Energy efficiency - Indoor Air Quality - Energy efficient mortgages - Demonstration of testing equipment (blower door air leakage testing, infra red scanning)

201 - Negotiating a Great Listing

Listings are easy to get if you aren’t concerned about the price, property condition, commission and seller cooperation. Great listings, however, require creative influence strategies to guide motivated sellers to do the right things. Key in the program are the skills necessary to build credibility, package/present one’s services and negotiate the listing at terms that make sense to everyone. Included is a full array of tools, techniques and power language to deal professonally with today’s discerning sellers and win the listing in a competitive environment.

Roger Rayburn

301 - Photo Tech Tips

101 - Alternatives to Foreclosure

Found and creative director of Clique Creative Services.


- Deputy Director of the Affordable Housing Corporation in Marion, IN - Technical Assistance Advisor for the Indiana Foreclosure Prevention Network 301 - Eating a Frog - Indiana State Certified The real estate business is full of dilemmas, challenges and problems. Our success, personally and on behalf of our Pre-Purchase and Foreclosure customers/clients, is typically determined by our ability Prevention Housing Counselor to anticipate and deal with these problems. This program empowers participants with productive problem solving strategies by tackling situations such as - Buyers with Experts, Indecisive Buyers, Buyers Who Shop Agents, Competitive Listing Situations, Bargain Hunting Sellers, Competitive Pricing and many more.

Dr. Susan Sciame-Giesecke 201 - Cultural Diversity

Culture is communication Located in Marion since and communication is culture. From our culture we learn 1987, Eric’s firm offers a wide range of creative how to speak, when to speak, services centered around what to speak and to whom to speak. Thus photography, videography communication and culture and graphic design. are inseparable. As relationships become more complex because of our intercultural interactions, we must improve our communication skills if we want to be successful.

What is the GRI Designation?

The Graduate REALTOR® Institute (GRI) Program is designed to enhance your knowledge of real estate marketing and teach you skills that will set you apart from the competition. Separate yourself from the competition—become a GRI!

Admission to the GRI program is open to all licensees, however, the GRI designation may only be attained by REALTOR® and REALTOR® Associate Members in good standing. What You Get

Tuition includes 30 hours of classroom instruction by outstanding instructors, 16 hours of required Indiana Continuing Education credit for salespersons and brokers, two-hour exam (GRI candidates only), study materials, and coffee breaks. Tuition does not include sleeping accommodations or meals.

Cancellation Policy

All cancellations must be in writing. If written notice is postmarked on or before October 1, 2010, $25 will be retained.


Two scholarships are provided to REALTORS® on an as needed basis. Applications are available online at on the Graduate REALTOR® Institute page under the Education tab or


Courtyard by Marriott Kokomo - 411 Kentucky Drive, Kokomo, IN 46902 - (765) 453-0800 - Use Code RACIG $89 per night (includes full breakfast buffet) - Evening social hour (MON-THURS) Free High Speed Internet access



MEMBERS $399 until October 3, 2010 or $450 after NON-MEMBERS $499 Non-member licensees (CE only) GRI DESIGNEES Audit one GRI section for $250

FAX: (765) 457-0096 MAIL: RACI, 1620 East Hoffer St., Kokomo, IN 46902 - (866) 657-7224 (ph.) E-MAIL: Check payable to RACI REALTORS® wishing to attend classes for CE only may do so at $20 per credit hour with minimum of 8 hours, subject to space availability.

Name: _________________________________________________ NRDS: __________________ RE License #: ___________________ Address: _______________________________________________


Early Bird Fee

After 10/3/10

$399 $399 $399

$450 $450 $450

City: __________________ ST: ____________ Zip: ____________

I am a GRI auditing this class


Mobile Ph: _____________________________

Non-member Licensee (CE only)


E-mail: ________________________________________________ Local Board/Assoc: ______________________________________ Firm Name: _____________________________________________ Firm Address: ___________________________________________ City: ______________________ ST: __________ Zip: __________

Professional edge Firm Ph: _________________________________ Race to the Fast Track

of the


Regular Fee

By 10/3/10

I will require special assistance to fully participate in the GRI.

REGISTRATION will close October 13, 2010. Enclosed is my check for $ _______________. Payable to RACI. Please charge my MC VISA in the amount of $ _______________.


Card Number: _______________________ Exp. Date: _____/_____ Cardholder’s Billing Address: ________________________________ City: _____________________ ST: _____________ Zip: __________ Cardholder’s Signature: ____________________________________ Need signature help? Click here.


The Submit button links directly with e-mail clients, such as Microsoft Outlook, to automatically attach the completed form. If you use Adobe Reader, then you must complete the form, print, scan and e-mail to

2010 Indiana Graduate REALTOR® Institute  

2010 Indiana Graduate REALTOR® Institute Schedule and Registration Form