2016 GNAR Digital Education Catalog by Greater Nashville REALTORS®

PROVIDING

2016

GNAR P R O F E S S I O N A L D E V E LO P M E N T

C O U R S E C ATA L O G P R E & P O S T L I C E N S E E D U C AT I O N F O R R E A L E S TAT E P R O F E S S I O N A L S

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THE BENEFITS OF MEMBERSHIP Connect with other members in the profession throughout the year at a host of meetings and events!

P RCEOSN ID TA B L E O F TE EN NT T ’SS &L E RTETGEI R S T R AT I O N

Dear Fellow Realtor: Welcome to the 2016 Greater Nashville Association of REALTORS official course catalog! With a vibrant real estate market and GNAR’s strategic vision for providing quality professional development, you will find a depth of courses that will help you reach your goals for the year. GNAR works hard to provide the very best professional development experience in the nation by selecting courses that are timely and relevant. Our staff is committed to your comfort and satisfaction. They welcome you to our campus with a smile and a positive attitude while providing amenities such as a light breakfast, snacks and lunch when appropriate. Our instructors are experts in their fields and passionate about their subject matter, and equally as passionate about helping those attending their classes find real value in the training they provide. The quality of instruction, variety of courses and convenient setting make GNAR a favorite course provider for Realtors in Middle Tennessee and beyond. For your convenience, GNAR offers online course registration at www.gnar.org. We also invite you to keep up with your business while on our campus by utilizing our free Wi-Fi service. In 2013 we created a Realtor Lounge specifically for our members and guests on the go. You can surf the net on your own laptop, or use one of our iPads to check e-mail, RealTracs or catch up on your favorite social media outlets. Showing property after class? You can also update your Sentricard while on campus. We are committed to your comfort and connectibility while you are our guest. I invite you to be intentional in 2016 and make professional development a key component to your success strategy. GNAR has created an exciting schedule of learning opportunities that will benefit both you and your clients. Within this catalog you will find descriptions of courses that focus on technology, buyer and seller representation, marketing, staging, negotiating, commercial investment real estate, TAR contracts and much, much more. For those who learn better at their own pace GNAR also offers a wide array of distance learning courses available “on demand” and approved for continuing education credit. I wish you a very successful sales year! Thank you for making GNAR your choice for real estate education in 2016. All the best,

D L O S

Denise Creswell, ABR, CRS 2016 GNAR President

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TA B L E O F C O N T E N T S & R E G I S T R AT I O N

TA B L E O F CO N T E N TS 2 Registration Information 3 TREC Requirements 4 Realtor Ethics Requirement 5 Course Information 6-9 Faculty 10 Registration Form 10 Distance Learning 10 GNAR Education Award 11 Realtor Designations 12-13 Calendar At A Glance 14-27 Professional Development 27-28 ABR Designation 29-30 CCIM Designation 30-31 CRS Designation

DIRECTIONS TO GNAR & HOTEL INFORMATION From I-65 go East on Harding Place (1/3 mile). Go North on Trousdale Drive approximately 1/3 mile to the GNAR office at 4540 Trousdale Drive in Grassmere Office Park. From I-24 (East of Nashville), go West on Harding Place about four miles. Right (North) on Trousdale Drive approximately 1/3 mile to the GNAR office at 4540 Trousdale Drive in Grassmere Office Park.

LOCATION OF CLASSES All classes, unless otherwise noted, are held at GNAR 4540 Trousdale Drive Nashville, TN 37204 PAYMENT All course registrations require payment in full by cash, check or credit card. Online course registrations require credit card payment at the time you enroll. REFUND POLICY FOR POST-LICENSE COURSES A post-license course, unless otherwise noted, may be cancelled without charge three business days prior to class via written, verbal or e-mailed notice. After that, a cancellation/administration fee of 20-percent up to a maximum of $50 will be assessed. No refunds for cancellations received 24 hours or less before class. Note: CCIM courses must be canceled via CCIM, GRI courses must be canceled via the Tennessee Association of Realtors and Staging courses must be canceled via Staged Homes. CHECK WITH TREC OR NAR COUNCILS Information regarding requirements is believed to be correct. We suggest you confirm education requirements with the Tennessee Real Estate Commission and designation requirements with specific National Association of Realtors’ Councils.

FIVE WAYS TO REGISTER FOR CLASSES

GNAR Member Online Registration. Select your class, click on the “GNAR Members Register Online” button and login with your user ID and password.

Online for Members and Non-Members. Go to www.gnar.org then choose the title “Classes” and select Education Resources for GNAR online course registration. G RE AT E R

Fax. Registrations via credit card can be faxed to the GNAR Education Department at 615-256-1353.

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Phone. Registration by credit card can be made by calling 615-254-7516.

GNAR EDUCATION DEPARTMENT 4540 TROUSDALE DRIVE NASHVILLE, TN 37204

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Mail. To register for a course (unless otherwise directed), make a copy of the registration form and mail with either a check or credit card number to:

T E N N E S S E E R E A L E S TAT E C O M M I S S I O N

A F F I L I AT E B R O K E R S PRE-LICENSE A 60-hour Pre-License Principles course and 30-hour Course for New Affiliates must be passed prior to licensure. Applicants must also pass the state licensing exam. GNAR offers both courses in a distance learning format through its online RECampus site. For course information go to the “Classes” page at www.gnar.org and choose Pre-License Education Information. CONTINUING EDUCATION Affiliate Brokers licensed before July 1, 1980, are exempted by TREC from mandatory continuing education. Affiliate Brokers licensed on or after July 1, 1980, are required to complete continuing education (must include TREC CORE and electives equaling 16 hours) in order to renew a 2-year license no later than license expiration.

BROKERS LICENSING To be eligible for the broker’s exam, a broker candidate must meet one of these criteria: •2 4 months actively licensed, if licensed as an Affiliate Broker on or before May 12, 1988; •3 6 months actively licensed, if licensed as an Affiliate Broker after May 12, 1988; •2 4 months actively licensed, if the candidate has a baccalaureate degree with a major in real estate. In addition to experience, broker candidates must have successfully completed one hundred twenty (120) hours of approved real estate education, thirty (30) hours of which must be an Office/Broker Management course taken at a school approved by the Tennessee Real Estate Commission. The Pre-License Principles course and the Course for New Affiliates can be used to meet the 120 hours requirement.

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Broker candidates must submit a completed Broker Examination Application to the Tennessee Real Estate Commission. Commission approval is necessary before the broker candidate may make an examination appointment. After completing a review of education and experience documentation, the Tennessee Real Estate Commission will inform candidates of eligibility for examination. EDUCATION Brokers licensed on or after Jan. 1, 2001, must complete 120-hours of approved post-broker education within three years of issuance of the broker’s license (regardless of hours accrued before the broker’s license was obtained). CONTINUING EDUCATION FOR BROKERS LICENSED BEFORE JAN. 1, 2005 There is no continuing education requirement for brokers licensed before Jan. 1, 2005, once the post-broker education requirement has been met. CONTINUING EDUCATION FOR BROKERS LICENSED ON OR AFTER JAN. 1, 2005 Brokers licensed on or after Jan. 1, 2005, must complete continuing education (must include TREC CORE and electives equaling 16 hours) during the first full two-year licensing period after the three years allotted to complete the 120-hours of post-broker education and all licensing periods thereafter. QUESTIONS? Contact the Tennessee Real Estate Commission at 615-741-2273 or 800-342-4031.

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R E A LT O R E T H I C S R E Q U I R E M E N T

CODE OF ETHICS REQUIRED BY THE NATIONAL ASSOCIATION OF REALTORS The National Association of Realtors requires all members of Realtor Associations to complete an approved Code of Ethics course between Jan. 1, 2013 and Dec. 31, 2016. This “Quadrennial Code of Ethics” requirement is for all Realtors whether or not you are a Broker or an Affiliate Broker. You MUST take this course even if you are “grandfathered” and the state does not require that you take continuing education. Completion of a minimum of 2.5 hours of approved Code of Ethics training is a condition of Realtor association membership. You can’t lose your real estate license if you don’t complete an ethics course. However, association bylaws require that Realtors who do not complete the course by Dec. 31, 2016, be suspended from membership and lose their association rights and privileges. Realtors who complete an approved ethics course at a location other than their local association should send their association a copy of their course completion certificate.

ONLINE EVERYDAY ETHICS IN REAL ESTATE WORLD COURSE WITH CONTINUING ED FEE: $60 Access the online Everyday Ethics course with 6 hours of continuing education credit at www.gnar.org, click on the “Classes” tab then choose Distance Learning. Select the RECampus link.

Note: The Realtor Code of Ethics course is NOT the same course as the Tennessee Real Estate Commission’s TREC CORE course which is required for real estate license renewal by many agents.

ONLINE CODE OF ETHICS: GOOD FOR YOUR CLIENTS AND YOUR BUSINESS COURSE WITH CONTINUING ED FEE: $29 Access the online Code of Ethics: Good for Your Clients course with 3 hours of continuing education credit at www.gnar.org, click on the “Classes” tab then choose Distance Learning. Select The CEShop.

WHO HAS MET THE REQUIREMENT GNAR members who complete the GNAR New Member Orientation on or after Jan. 1, 2013, have met the current Quadrennial Ethics requirement. Realtors who complete GRI 401: Doing the Right Thing and Realtors who complete an association approved Code of Ethics course on or after Jan. 1, 2013, have met the requirement. Realtors should direct questions to their local Realtor association.

PAPER AND PENCIL ETHICS AND REAL ESTATE COURSE WITH CONTINUING ED FEE: $29 Everyday Ethics in Real Estate course meets the NAR Quadrennial Ethics requirement for GNAR members, and is approved by the Tennessee Real Estate Commission for 4 hours of continuing education credit. Purchase at the GNAR Realtor Store.

AVAILABLE ETHICS COURSES ACCEPTED BY GNAR FOR REALTOR ETHICS COURSE COMPLETION

CLASSROOM CODE OF ETHICS COURSE WITH 3 HOURS CONTINUING ED FEE: GNAR Members: $30; All Others: $55 The classroom Code of Ethics course at GNAR meets the NAR Quadrennial Ethics requirement for GNAR members, and is approved by the Tennessee Real Estate Commission for 3 hours of continuing education credit.

FREE ONLINE ETHICS COURSE A free 2.5 hour online Code of Ethics course is available through the National Association of Realtors. This course is for current GNAR members. (New GNAR applicants are required to complete the New Member Orientation in the

GNAR classroom.) Call the GNAR Membership Department for details. There is NO continuing education credit for NAR’s free online course. To access the online course go to www.gnar.org, click on the “Classes” tab then select Education Resources. Choose NAR’s Free Online Code of Ethics link. Select the Quadrennial Ethics Training course for existing Realtors. You will need your nine digit NRDS (National Realtor Database Systems) number, which appears on the address label of your Realtor Magazine. Call 800-874-6500 for technical support.

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Applicants for GNAR membership must attend New Member Orientation in the GNAR classroom within three months of application. The GNAR Orientation program is approved for the following continuing education credit: 3 hours of ethics and 3 hours of risk management. The ethics portion meets the National Association of Realtors requirement that all Realtors complete an approved ethics training between Jan. 1, 2013 and Dec. 31, 2016. Orientation classes are held from 8:30 a.m. - 5 p.m. unless noted as night classes. Day Orientation classes include lunch. Night Orientation is held from 5 - 9 p.m. on two consecutive nights and includes snack dinners. You must attend 100-percent of the class.

O R I E N TAT I O N DAT E S :

January 25, 2016 February 22, 2016 March 21 - 22, 2016 (Night) April 25, 2016 May 23, 2016 June 27, 2016 July 25, 2016 August 29, 2016 September 26, 2016 October 24 - 25, 2016 (Night) November 21, 2016

COURSE FOR NEW AFFILIATE BROKERS The Course for New Affiliate Brokers must be taken prior to licensure. GNAR offers an Internet Course for New Affiliates. Includes: Listings, Agency, Contracts, Fair Housing, Anti-Trust, Laws, Rules and Policies of the Tennessee Real Estate Commission, Property Management, Ethics, Etiquette and Closing.

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OFFICE AND BROKERAGE MANAGEMENT COURSE FOR BROKER CANDIDATES The 30-hour Office and Brokerage Management Course is required for all Affiliate brokers who want to sit for the broker’s exam. The candidate for the broker’s license must successfully complete the Office and Brokerage Management Course prior to sitting for the broker’s exam. All four modules (Theories in Management; Documents, Agreements and Methods of Control; Tennessee License Law, Agency, Fair Housing, Disclosure; Estates and Interests, Tenancies and Brokerage, Finance and Math) must be completed in order to receive course credit. GNAR does not offer this course. Check with the Tennessee Real Estate Commission for course providers. TREC CORE 15/16 COURSE TREC CORE 15/16 is a specific six-hour course required by the Tennessee Real Estate Commission of certain licensees in order to renew a license. Only one TREC CORE course will count for credit in each licensing cycle. GNAR offers the course in the classroom and online. For more information on who is required to complete the TREC CORE course contact the Tennessee Real Estate Commission at 615-741-2273. Agents who must complete continuing education must take the TREC CORE course and elective hours for a total of 16 hours. There are no substitutions for the TREC CORE course. (Note: TREC CORE is not the same as the Code of Ethics course.) SPECIAL NOTE: Affiliate brokers licensed before July 1, 1980, and brokers licensed before Jan. 1, 2005, are not required to take the TREC CORE course.

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INSTRUCTORS

Scott Abernathy, GRI, RMP, has two decades of property management experience. He is past president the Nashville Chapter of the National Association of Residential Property Managers (NARPM). Scott holds the Graduate Realtors Institute (GRI) and Residential Management Professional (RMP) designations. Scott manages more than 200 properties throughout Rutherford County. COURSE: Property Management: Basic Policies and Procedures. Bruce H. Aydt, ABR, ABRM, CRB, GREEN, SFR, SRS, is senior vice-president, general counsel for Prudential Alliance in St. Louis, Missouri. He has been honored as Realtor Educator of the Year by both the National Association of Realtors and the Missouri Association of Realtors. The co-author of the Seller Representative Specialist designation course, Bruce also writes a monthly ethics column for Realtor magazine. He has been in the real estate business as a lawyer and Realtor for more than 25 years. COURSES: Officers and Directors Training; Ethics Dilemmas and Practices.

Dale Carlton Jr., CRS, has worked in real estate since the mid 1990s and has been an attorney since 2001. He was formerly the senior vice president and executive broker at Lindsey & Assoc., Inc., Arkansasâ&#x20AC;&#x2122; largest real estate firm. In 2005 Dale opened Carlton Realty, Inc. and is now the principal broker. During his real estate career, he has brokered more than $3 billion in real estate closings, has personally sold more than $100 million in properties, closed more than 700 transactions, and has owned, co-owned, or managed more than 200 residential and commercial properties. Dale is immediate past president of the Council of Residential Specialists and a Certified CRS instructor. COURSE: CRS 205: Financing Solutions to Close the Deal.

Susan Barnette, ABR, CRS, GRI, e-PRO, HAFA, BPOR, SFR, ITI, is a past Realtor of the Year for her local association and was honored as the 2010 Tennessee Association of Realtors Educator of the Year. She has served as a member of TARâ&#x20AC;&#x2122;s Forms Committee and is a past president of the Tennessee GRI Chapter. COURSE: TAR Forms 102.

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Brian Copeland, CRS, is the Chief of Broker Services at his firm, 2015 Secretary/Treasurer of the Tennessee Association of Realtors and was the 2011 Realtor of the Year for the Greater Nashville Association of Realtors. He has served in numerous committee roles at all levels of the association and regularly teaches and speaks at real estate events around the country. In 2014, he was named one of Inman Newsâ&#x20AC;&#x2122; 100 Most Influential Real Estate Leaders in America. COURSE: Orientation. Barbara Crane, CCIM, has been a CCIM instructor since 2005 and is involved with the development and instruction of the Commercial Real Estate Negotiations (CREN) and other courses. In 2010 she was recognized as the Robert L. Ward Instructor of the Year. Barbara holds a Bachelor of Science degree from Birmingham-Southern College. She studied international business while earning a Master of Arts degree in Public and Private Management from Birmingham-Southern. COURSE: CI 101: Financial Analysis for Commercial Investment Real Estate.

Richard Fulton, CCIM, has 30 years of experience assisting corporations with their commercial real estate needs. He has taught CCIM courses throughout North America and was recognized as CCIM Instructor of the Year in 2005. Richard has previously served as a president of the Greater Nashville Association of Realtors, Commercial Investment Division of the Greater Nashville Association of Realtors, Commercial Investment Division of the Tennessee Association of Realtors, and is also a past chairman of both the Legislation Committee for the National Association of Realtors and the Education Committee of CCIM Institute. COURSE: CI 101: Financial Analysis for Commercial Investment Real Estate. Eric Hillenbrand, CCIM, has specialized in retail real estate since 1991. He is a site selector serving national, regional and local retailers. In addition, he works with developers to identify sites that would attract high quality retailers. He is also active in the retail investment market working with investors to achieve their goals. Eric has a BS degree from Indiana University with a business major with a concentration in marketing. COURSE: CI 102: Market Analysis For Commercial Investment Real Estate.

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Jackie Leavenworth, ABR, CRB, CRS, GRI, SFR, is from Cleveland, Ohio and was licensed in 1984. She quickly became her company’s top producer and was constantly asked to share the secrets of her success. She worked her way up to the prestigious title of Certified CRS Instructor. Jackie’s humorous, comfortable and engaging style will awaken the inner you to strive for behavioral change that will make a difference. COURSE: CRS 121: Win-Win Negotiation Techniques. Robert Morris, ABR, ABRM, CRB, CRS, e-PRO, GRI, LTG, PMN, ITI, teaches all aspects of how to apply technology toward increasing the bottom line for agents. Currently, he is a broker in Murfreesboro, Tenn., where he actively lists and sells real estate. Robert is a Certified CRS Instructor. COURSES: CRS 120: Converting Leads to Closings; e-PRO Technology Certification; Accredited Buyer Representative (ABR); New Home Construction and Buyer Representation; TREC CORE 15/16; Orientation; Code of Ethics.

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Bobbie Noreen, ABRM, CRS, GRI, LTG, PMN, is a managing broker with more than four decades in the real estate business. A recent member of the Tennessee Association of Realtors Forms Committee, Bobbie has also served as President of the Tennessee Women’s Council of Realtors where she was honored as member of the year. COURSE: TREC CORE 15/16. Jeff Pate, ABR, e-PRO, GRI, has practiced real estate full time since 1982. He has a wealth of experience in residential sales, commercial and investment real estate and has taught commercial real estate classes since 2003. He developed, managed, leased and sold a 125,000 square foot retail/ office development, and has generated more than 300 office, retail and industrial leases in his career. COURSES: Commercial Real Estate Basics; Commercial Real Estate Contracts.

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Tim Raybon, ABR, CRS, teaches real estate wealth building and home rehabbing courses. A member of his company’s multi-million dollar sales club, he was named his company’s Rookie of the Year when he launched his sales career. COURSE: Residential Rehab.

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Debbie Reeves is Director of Business Development for the Tennessee Housing Development Agency. She works through Tennessee Realtor Associations to keep agents informed about THDA’s first-time homebuyer programs. She provides information about THDA guidelines and the exceptions to the guidelines, so that agents can determine if an additional avenue is available to help buyers. COURSE: Great Choice Mortgage Program. Bill Schlueter, GRI, ITI, is a graduate of Virginia Commonwealth University, a member of GNAR, past chair of the GNAR Education Committee and a respected real estate broker and instructor. COURSES: Orientation; TREC CORE 15/16; Code of Ethics.

Todd Sholar, JD, graduated with honors from the Cecil C. Humphreys School of Law at Memphis State University (now the University of Memphis) in 1993. He has focused most of his practice in the area of Real Estate Law and Real Estate Brokerage Law. He is a Tennessee Supreme Court Rule 31 Certified Mediator concentrating on real estate. Courses: 2016 TAR Purchase Agreement; Auction Basics. George Wilson, CCIM, started his real estate career with The Beach Company and subsequently was a founding partner of Retail & Investment Property. Some of George’s earlier recognitions include being named a 2005 Charleston Trident Association Commercial Realtor of Distinction and the 2001 Top Producer of the Year for The Beach Company. George is a Certified Commercial Investment Member (CCIM), a CCIM Instructor and a Past President of the South Carolina CCIM State Chapter. He received his bachelor’s degree from Appalachian State University. COURSE: CI 102: Market Analysis For Commercial Investment Real Estate.

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R E G I S T R AT I O N , D I S TA N C E L E A R N I N G , G N A R E D . AWA R D

GNAR CONTINUING EDUCATION COURSE REGISTRATION FORM Course Title Print Name

Course Date

Company Name

R.E. License # Company Address City

State/Zip Telephone

E-Mail I am a member of the

Association of Realtors

Total tuition payment

enclosed.

Charge my credit card:

Check number o Visa

Number

o MasterCard

o Discover

Expiration Date

o American Express

Signature

Mail reservation to: GNAR, 4540 Trousdale Drive, Nashville, TN 37204, or fax to 615-256-1353. GNAR members only electronic registration at www.gnar.org No registration is accepted without payment. All enrollments must be received by 3 p.m. the business day prior to the course. You must be on TIME and PRESENT for the ENTIRE seminar to receive continuing education credit. No credit if you are late. No refunds for no shows or cancellations one business day or less before class. A course may be cancelled by written notice without charge three business days prior to class. A cancellation/administration fee of 20-percent up to a maximum of $50 will be assessed for cancellations two business days before class. Questions? Call 615-254-7516.

DISTANCE LEARNING OPTIONS FOR CONTINUING EDUCATION GNAR has partnered with RECampus, THE CE Shop, Online Learning and NAR’s Center for Realtor Development to provide a wide selection of distance learning courses to aid your professional development, as well as the required pre-license courses. All GNAR courses are approved for continuing education credit by the Tennessee Real Estate Commission. To access an online distance learning course, go to www.gnar.org and click the Classes tab, then select Distance Learning. ONLINE PRE-LICENSE COURSES GNAR has partnered with the RECampus to provide the required pre-license courses, Tennessee Real Estate Principles and the 30-Hour Course for New Affiliates. To access the courses, go to www.gnar.org, choose the Classes tab, then Distance Learning. To access the pre-license courses, choose the Classes tab, then Pre-License Information. For more information, contact the GNAR Education Department at 615-517-7768.

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PAPER AND PENCIL COURSES GNAR offers a selection of “paper and pencil” courses in its Realtor store. Stop by the GNAR office to pick up a course. GNAR EDUCATION ACHIEVEMENT AWARD GNAR members who attend at least 45 hours of post-license real estate education {Pre-license and New Affiliates Course are not eligible} Jan. 1 through Dec. 31, 2016 can qualify for the GNAR Education Achievement Award. Completed courses must be taken through GNAR, or another Realtor organization {national, state or local association} or one of the NAR Institutes, societies or councils. Realtors who earn the award will be recognized at a GNAR event. The name and photo of each award winner also will be published. Deadline to apply for the award is Jan. 15, 2017. Watch for details in GNAR News. In late 2016 an application form will be posted on the Education page of the GNAR website at www.gnar.org

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The National Association of Realtors and its affiliated Institutes, Societies, and Councils provide a wide-range of programs and services that assist members in increasing skills, proficiency, and knowledge. Designations and certifications acknowledging experience and expertise in various real estate sectors are awarded by NAR and each affiliated group upon completion of required courses.

O F F I C I A L N A R - E N D O R S E D D E S I G N AT I O N S ABR: Accredited Buyer Representative, REBAC (Real Estate Buyer’s Agent Council), 800-648-6224, www.REBAC.net

CRE: Counselor of Real Estate, The Counselors of Real Estate, 312-329-8427, www.cre.org GAA: General Accredited Appraiser, National Association of Realtors, 800-874-6500, ext. 8268, www.realtor.org/appraisal

ABRM: Accredited Buyer Representative Manager, (Real Estate Buyer’s Agent Council), 800-648-6224, www.REBAC.net

GRI: Graduate, Realtor Institute, Tennessee Association of Realtors, 615-321-1477, www.tarnet.com

ALC: Accredited Land Consultant, REALTORS Land Institute (RLI), 800-441-LAND (5263), www.RLILand.com

Green Designation: National Association of Realtors sustainable property designation. 800-498-9422, www.GreenREsourceCouncil.org

CCIM: Certified Commercial Investment Member, CCIM Institute, 800-621-7027, www.ccim.com

PMN: Performance Management Network, Women’s Council of Realtors, 800-245-8512, www.WCR.org

CIPS: Certified International Property Specialist, National Association of Realtors, 800-874-6500, ext. 8369, www.realtor.org/international CPM: Certified Property Manager, IREM (Institute of Real Estate Mgt.), 800-837-0706, ext. 4650, www.irem.org CRB: Certified Real Estate Brokerage Mgr., Council of Real Estate Brokerage Mgrs., 800-621-8738, www.CRB.com CRS: Certified Residential Specialist, Council of Residential Specialists, 800-462-8841, www.crs.com

RAA: Residential Accredited Appraiser, National Assoc. of Realtors, 800-874-6500, ext. 8268, www.realtor.org/appraisal SRS: Seller Representative Specialist, SRSCouncil.com or contact SRS at customerservice@srscouncil. com or 800-621-8738. SIOR: Society of Industrial and Office Realtors, 202-449-8200, www.sior.com SRES: Seniors Real Estate Specialist; 800-500-4564, www.seniorsrealestate.com

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OFFICIAL NAR-ENDORSED CERTIFICATIONS At Home with Diversity: National Association of Realtors, 800-874-6500, ext. 8393, www.realtor.org/diversity BPOR: Broker Price Opinion Resource, National Association of Realtors, www.bpor.org CRETS: Certified Real Estate Team Specialist, www.REBInstitute.com or contact the Real Estate Business Institute (REBI) at info@REBInstitute.com or 800-621-8738. e-PRO: National Association of Realtors, www.eProNAR.com, 877-397-3132 RSPS: Resorts and Second Home Property Specialist, 800-874-6500 ext. 8268. www.realtor.org/resorts MRP: Military Relocation Professional, National Association of Realtors, 888-648-8321 or www.militaryrelocationpro.org. SFR: Short Sales and Foreclosures Resource, National Association of Realtors, 877-510-7855, www.realtorsfr.org TRC: Transnational Referral Certification, 800-874-6500

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APRIL

7 THDA Great Choice Mortgage Program 13 2016 TAR Purchase and Sale Contract 14 7 Secrets Program 19 TREC CORE 15/16 20 TAR Forms 102 25 GNAR New Member Orientation

4 e-PRO Technology 7 7 Secrets Program 13 Code of Ethics 14 CRS 121: Win-Win Negotiation 19 Residential Rehab 20 TREC CORE 15/16 25 GNAR New Member Orientation 27 GRI 401: Doing Things The Right Way 28 GRI 402: Staying In Business and Out of Court 29 GRI 403: Working Effectively With Buyers

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4 Property Mgt. Policies & Procedures D 11 7 Secrets Program SOL 17 2016 TAR Purchase and Sale Contract 18 Code of Ethics 22 GNAR New Member Orientation 25 TREC CORE 15/16 27 GNAR Awards of Excellence

2 GNAR Golf Tournament 4-5 ABR Designation Course 11 TREC CORE 15/16 12 7 Secrets Program 23 GNAR New Member Orientation 24 Code of Ethics

MARCH

JUNE

1-2 CRS 205: Financing 3 7 Secrets program 8-9 Accredited Staging Professional 10 Home Stager Designation 15-18 CI 102: Market Analysis for Commercial Investment Real Estate 21-22 GNAR New Member Orientation (Night) 24 2016 TAR Purchase and Sale Contract 30 TREC CORE 15/16

2 Property Mgt. Policies & Procedures 8 TREC CORE 15/16 9 7 Secrets Program 15 Auction Basics 16 Commercial Real Estate Basics 20 CRS 120: Converting Leads to Closings 23 Code of Ethics 27 GNAR New Member Orientation

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7 TREC CORE 15/16 15 Code of Ethics 25 GNAR New Member Orientation 27-28 Accredited Staging Professional 29 Home Stager Designation

3-6 CI 101: Financial Analysis for Commercial Investment Real Estate 11 Middle Tennessee Realtors Convention 12 Code of Ethics 13 New Home Construction & Buyer Rep 17 TREC CORE 15/16 24-25 GNAR New Member Orientation (Night)

AU G U ST

N OV E M B E R

1 Commercial Real Estate Contracts 10 THDA Great Choice Mortgage Programs 11 7 Secrets Program 15 Code of Ethics 17 TREC CORE 15/16 22-23 CCIM Foundations for Success (Commercial Real Estate) 25 Residential Rehab 29 GNAR New Member Orientation

1 Property Mgt. Policies & Procedures 7 Code of Ethics 9 TREC CORE 15/16 10 7 Secrets Program 15-16 Accredited Staging Professional 17 Home Stager Designation 21 GNAR New Member Orientation

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DECEMBER

8 7 Secrets Program 13 Code of Ethics 14 TREC CORE 15/16 20 GRI 404: Working More Effectively With Sellers 21 GRI 405: Mastering Forms and Contracts 22 GRI 406: Tips, Tools and Technologies for Your Business 26 GNAR New Member Orientation

1 THDA Great Choice Mortgage Programs 6 Code of Ethics 8 TREC CORE 15/16 9 GNAR Membership Luncheon 12 Officers and Directors Training 12 Ethics Dilemmas and Practices 14 Code of Ethics 29 Code of Ethics

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JA N UA RY JANUARY 7; NOON - 4 P.M. Great Choice Mortgage Program (TREC 7571) Instructor: Debbie Reeves 4 Hours CE All Students $30 Learn about the Tennessee Housing Development Agency’s (THDA) First Time Homebuyer programs. THDA is a state agency created in 1973 to provide safe, sanitary, decent and affordable housing. Includes criteria for THDA home ownership programs, application process and documentation requirements. Find out how THDA can help veterans get a reduced mortgage interest rate, provide a free six-month interest rate lock while a home is being constructed, help a buyer get funds to pay for closings costs if the seller does not pay, and help a buyer get money to be used as a down payment on an FHA loan. JANUARY 13; 10 A.M. - NOON 2016 TAR Purchase and Sale Contract Instructor: Todd Sholar, JD 2 Hours CE GNAR Members $25; All Others $30 Start the year off strong by reviewing the ins and outs of the 2016 TAR Purchase and Sale Contract along with its ancillary forms. Learn how you can prevent liability for yourself and the public alike. Licensees who understand the TAR contract are less likely to make crucial mistakes in a transaction.

JANUARY 14; 9 – 10 A.M. The Seven Secrets Series No fee. No CE hours. A series of one-hour presentations of value to Realtors. Visit the education page at www.gnar.org for topic details as they develop. RSVP requested.

JANUARY 19; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Bobbie Noreen, ABRM, CRS, GRI, LTG, PMN 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license. JANUARY 20; 9 A.M. - 5 P.M. TAR FORMS 102 (TREC 6690) Instructor: Susan Barnette, ABR, CRS, GRI, ePro, HAFA, BPOR, ITI 7 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Forms, forms, and more forms. Get an in depth review of the TAR Purchase and Sale Agreement along with an overview of the peripheral forms recommended for use throughout the document and transaction. JANUARY 25; 8:30 A.M. - 5 P.M. GNAR New Member Orientation (TREC 2467 and 2490) Instructor: Bill Schlueter, GRI, ITI 6 Hours CE • Lunch Provided For GNAR Applicants Only

F E B R UA RY FEBRUARY 4; 9 A.M. - 3:30 P.M. Property Management: Basic Policies and Procedures (TREC 6995) Instructor: Scott Abernathy, GRI, RMP 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Provides agents with the skill sets required to manage scattered site real property. Includes TREC requirements, Tennessee Landlord Act, Fair Housing, accounting, security deposit escrow accounts, maintenance, building codes, management contracts, leases, risk management and more.

Members register through member log-in at www.gnar.org or call GNAR at 615-254-7516.

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FEBRUARY 11; 9 – 10 A.M. The Seven Secrets Series No fee. No CE hours. A series of one-hour presentations of value to Realtors. Visit the education page at www.gnar.org for topic details as they develop. RSVP requested. Members register through member log-in at www.gnar.org or call GNAR at 615-254-7516. FEBRUARY 17; 10 A.M. - NOON 2016 TAR Purchase and Sale Contract Instructor: Todd Sholar, JD 2 Hours CE GNAR Members $25; All Others $30 Educates licensees on the ins and outs of the 2016 TAR Purchase and Sale Contract along with its ancillary forms thus preventing liability for agents and the public alike. Licensees who understand the TAR contract are less likely to make crucial mistakes in a transaction. FEBRUARY 18; 9 A.M. - NOON Code of Ethics (TREC 2490) Instructor: Bill Schlueter, GRI, ITI 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016. FEBRUARY 22; 8:30 A.M. - 5 P.M. GNAR New Member Orientation (TREC 2467 and 2490) Instructor: Robert Morris, e-PRO, ABR, CRB, CRS, GRI, ITI, LTG, PMN 6 Hours CE • Lunch Provided For GNAR Applicants Only

FEBRUARY 25; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Bill Schlueter, GRI, ITI 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license

MARCH MARCH 1 - 2; 8:30 A.M. - 5 P.M. CRS 205: Financing Solutions to Close the Deal (TREC 5724) Instructor: Dale Carlton, CRS 16 Hours CE / 16 CRS Credits • Lunch Provided GNAR Members $250 early bird registration by Feb. 14, then $300 All Others $300 Every real estate transaction has tax and financial considerations. It is evident in the real estate world today that Realtors can help their customers understand their financial choices regarding the largest purchase many of them will make. The right financial decision can provide peace of mind and save them money, creating customers for life. Financing Solutions to Close the Deal is filled with applications that you can use to become more effective and set you apart from your competition.

MARCH 3; 9 – 10 A.M. The Seven Secrets Series No fee. No CE hours. A series of one-hour presentations of value to Realtors. Visit the education page at www.gnar.org for topic details as they develop. RSVP requested. Members register through member log-in at www.gnar.org or call GNAR at 615-254-7516.

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MARCH 8 - 9; 9 A.M. - 5:30 P.M. 2-Day Accredited Staging Professional Real Estate Designation (For Licensed Agents Only) (TREC 4478) 16 Hours CE • Lunch Provided Call 1-800-392-7161 to Register Licensed Real Estate Agents $295 (Subject to change) First impressions are a big deal in real estate. Learn how to set a home free of clutter, staleness and claustrophobia. Get your ASP Real Estate Agent designation and start selling homes faster and for more money through the power of Staging. You can earn your ASP designation by simply attending this 2-day course. Includes: How to improve your listing presentation; overcoming client objections to Staging; Staging techniques detailed lecture, marketing ideas, slide shows of before and after photos of what can be accomplished in Staging; group discussion, questions, and business planning skills. Day two includes the experience of Staging a home on the market with other class participants. Agents will be able to market Staging to their clients and provide better suggestions of ways to improve the home for showing. ASP designation information and fees at www.stagedhomes.com.

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MARCH 10; 9 A.M. - 5:30 P.M. 3-Day Accredited Staging Professional Home Stager Designation (Includes March 8-9 ASP course.) Course Fee $1,795 Subject to change. (Upgrade from 2-day course for those interested in Staging as a business) Call 1-800-392-7161 to Register If you are interested in charging for your Staging services or building a Home Staging business, you are required to attend the full three-day course to become an ASP Home Stager. Details and ASP Stager designation information available at www.stagedhomes.com

MARCH 15 - 18; 8:30 A.M. – 5:30 P.M. CI 102: Market Analysis for Commercial Investment Real Estate (TREC 1182) Instructors: Eric Hillenbrand, CCIM, and George Wilson, CCIM 39 Hours CE • Lunch Provided All registrations via ccim.com or by calling 800-621-7027. (Go to CCIM.com to confirm date and fees.) You can’t make intelligent real estate decisions without learning about the CCIM Strategic Analysis Model for investors, lenders, developers, brokers and other real estate professionals. Learn how financial analysis and market analysis are two separate, yet completely interrelated components of the strategic analysis process.

•E xamine real-world case studies of comprehensive analyses for each of the four major property types: office, industrial, residential, and retail. Prerequisite: CI 101 - Financial Analysis for Commercial Investment Real Estate. MARCH 21 - 22; 5 - 9 P.M. (NIGHT) GNAR New Member Orientation (TREC 2467 and 2490) Instructor: Bill Schlueter, GRI, ITI 6 Hours CE • Snack Dinner Provided For GNAR Applicants Only MARCH 24; 10 A.M. - NOON 2016 TAR Purchase and Sale Contract Instructor: Todd Sholar, JD 2 Hours CE GNAR Members $25; All Others $30 Educates licensees on the ins and outs of the

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2016 TAR Purchase and Sale Contract along with its ancillary forms thus preventing liability for agents and the public alike. Licensees who understand the TAR contract are less likely to make crucial mistakes in a transaction. MARCH 30; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Bobbie Noreen, ABRM, CRS, GRI, LTG, PMN 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license.

APRIL APRIL 4; 8:30 A.M. - 5 P.M. NAR’s e-PRO Certification Course - Day One (TREC 6585) Instructor: Robert Morris, e-PRO, ABR, CRB, CRS, GRI, ITI, LTG, PMN 8 Hours CE • Lunch Provided GNAR Members $100 All Others $125 NAR’s e-PRO Certification Program teaches you to use cutting-edge technologies and digital initiatives to link up with today’s savvy real estate consumer. Course topics for Day 1 include the changing market, creating an online presence and reputation management. Earn 8 hours of CE credit by completing Day 1 in the classroom. Note: Day 2 is only offered online through NAR’s Realtor University. A separate fee is charged for Day 2 which provides hands-on discovery of business tech tools, such as an e-strategy, micro-blogging and NAR resources. Seven continuing education credits are approved in Tennessee for Day 2. Students will be awarded the e-PRO certification upon completion of both days. Complete e-PRO designation details are at www.eproNAR.com.

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APRIL 7; 9 – 10 A.M. The Seven Secrets Series No fee. No CE hours. A series of one-hour presentations of value to Realtors. Visit the education page at www.gnar.org for topic details as they develop. RSVP requested. Members register through member log-in at www.gnar.org or call GNAR at 615-254-7516. APRIL 13; 9 A.M. - NOON Code of Ethics (TREC 2490) Instructor: Bill Schlueter, GRI, ITI 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016. APRIL 14; 8:30 A.M. – 5 P.M. CRS 121: Win-Win Negotiation Techniques (TREC 7548) Instructor: Jackie Leavenworth, ABR, CRS, CRB, GRI, SFR 8 Hours CE / 8 CRS Credits GNAR Members $110; All Others $135 To successfully represent and satisfy their customers, agents must be effective negotiators. In fact, the most recent NAR Profile of Home Buyers and Sellers reports that 87% of buyers identified negotiation skills as a very important quality for their real estate agents. Since another key element of success is developing and sustaining relationships, agents must consider not only the outcome of a negotiation but also their rapport with the other party. This course provides negotiation strategies that enable you to achieve mutually satisfying results rather than haggling over issues that can derail transactions. Through highly-interactive role playing activities, you will develop and practice scripts that can prepare you to successfully negotiate with all parties in a transaction, including clients, other agents, and service providers.

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After completing this course, you will be able to: •E stablish and maintain rapport with other parties in a negotiation •L earn about other parties needs and identify their interests •E ffectively prepare for negotiations by exploring actionable solutions and creating a game plan •R espond more effectively to issues that commonly arise during your transactions. APRIL 19; 8:30 A.M. - 5 P.M. Residential Rehab (TREC 7115) Instructor: Tim Raybon, ABR, CRS 8 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Learn the basics of becoming a savvy real estate investor. You’ll review financial aspects of rehabbing homes, how to get started, Fair Housing, places to find money for your rehab investment, presenting the potential investment to a financial institution, what you need from the lender, contracts, the ‘who, where and when’ to buy of rehabbing homes, what about partners, due diligence, environmental hazards, building with Green products, financial aspects of selling a rehabbed home, buying and holding rehabbed homes (rentals). APRIL 20; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Robert Morris, ABR, ABRM, CRB, CRS, e-PRO, GRI, LTG, PMN, ITI 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license. APRIL 25; 8:30 A.M. - 5 P.M. GNAR New Member Orientation (TREC 2467 and 2490) Instructor: Bill Schlueter, GRI, ITI 6 Hours CE • Lunch Provided For GNAR Applicants Only

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APRIL 27; 9 A.M. – 4 P.M. GRI 401: Doing the Right Thing: Ethics and Professionalism (TREC 6758) 6 Hours CE • Lunch Provided (Note: register and pay course fee at tarnet.com) Complete Graduate, Realtor Institute (GRI) designation information at tarnet.com on the Education page. GNAR is the host site for this one-day course covering the Code of Ethics and the broader issue of professionalism in practice, addressing the most troubling ethical challenges and concerns that arise in everyday practice, the effective resolution of conflicts when procuring cause, mediation and arbitration. This course also meets the National Association of Realtors Quadrennial Code of Ethics requirement of 3 hours of Ethics every 4 years. APRIL 28; 9 A.M. – 4 P.M. GRI 402: Staying in Business and Out of Court (TREC 6759) 6 Hours CE • Lunch Provided (Note: register and pay course fee at tarnet.com) GNAR is the host site for this one-day Graduate Realtor Institute course that covers common legal pitfalls of all types that are encountered in real estate practice, the most frequent causes of lawsuits, the often misunderstood aspects of agency law, compensation issues in light of federal and state laws and several Real Estate Commission rules and regulations. Includes legal and risk reduction topics. APRIL 29; 9 A.M. – 4 P.M. GRI 403: Working More Effectively With Buyers (TREC 6760) 6 Hours CE • Lunch Provided (Note: register and pay course fee at tarnet.com) GNAR is the host site for this one-day course covering the full range of activities involved in serving buyers more productively and effectively, such as: working with new buyers, counseling them effectively, handling and negotiating offers to purchase, helping buyers secure financing, and guiding them through the home inspection, repairs, and settlement procedures.

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M AY MAY 4 - 5; 8:30 A.M. - 5 P.M. “ABR” Accredited Buyer Representative Designation Course (TREC 7177) Instructor: Robert Morris, ABR, ABRM, CRB, CRS, e-PRO, GRI, LTG, PMN, ITI 16 Hours CE • Lunch Provided GNAR Members $270; All Others $300 Audit $150 (ABR Designees Only) Complete ABR designation information at REBAC.net. The Benchmark of Excellence in Buyer Representation. Covers agency, service delivery, marketing and promotion, negotiation and risk management. Core Accredited Buyer Representative course. NOTE: The ABR designation can be used for 16 credits toward the Certified Residential Specialist designation. MAY 11; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Bill Schlueter, GRI, ITI 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license.

MAY 12; 9 – 10 A.M. The Seven Secrets Series No fee. No CE hours. A series of one-hour presentations of value to Realtors. Visit the education page at www.gnar.org for topic details as they develop. RSVP requested.

MAY 23; 8:30 A.M. - 5 P.M. GNAR New Member Orientation (TREC 2467 and 2490) Instructor: Brian Copeland, CRS, GRI, ABR, e-PRO 6 Hours CE • Lunch Provided For GNAR Applicants Only MAY 24; 9 A.M. - NOON Code of Ethics (TREC 2490) Instructor: Bill Schlueter, GRI, ITI 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016.

JUNE JUNE 2; 9 A.M. - 3:30 P.M. Property Management: Basic Policies and Procedures (TREC 6995) Instructor: Scott Abernathy, GRI, RMP 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Provides agents with the skill sets required to manage scattered site real property. Includes TREC requirements, Tennessee Landlord Act, Fair Housing, accounting, security deposit escrow accounts, maintenance, building codes, management contracts, leases, risk management and more. JUNE 8; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Bill Schlueter, GRI, ITI 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license.

Members register through member log-in at www.gnar.org or call GNAR at 615-254-7516.

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effective systems for converting them into closings, you’re leaving money on the table. This course highlights both traditional and digital approaches to identifying and closing more customers. Instruction and activities cover all aspects of a successful customer interaction experience—attraction, first contact, needs analysis, incubation, conversion, closing, and beyond.

JUNE 9; 9 – 10 A.M. The Seven Secrets Series No fee. No CE hours. A series of one-hour presentations of value to Realtors. Visit the education page at www.gnar.org for topic details as they develop. RSVP requested.

After completing this course, you will be able to: Members register through member log-in at www.gnar.org or call GNAR at 615-254-7516.

•D evelop systems for capturing, converting, and tracking leads

JUNE 15; 10 A.M. - NOON Auction Basics (TREC 4375) Instructor: Todd Sholar, JD 2 Hours CE GNAR Members $25; All Others $30 Review Tennessee Auction Commission regulations and their application to practical situations as well as the auction sale procedure. JUNE 16; 9 A.M. - 1 P.M. Commercial Real Estate Basics (TREC 6113) Instructor: Jeff Pate, ABR, e-PRO, GRI 4 Hours CE GNAR Members $40; All Others $55 Provides residential agents with an exposure to and a basic working knowledge of commercial real estate vocabulary, income stream valuation with the use of simple spreadsheets and expectations from commercial buyers and sellers. Includes risk evaluation and management, diversification, insurance, forms of ownership, due diligence, required rate of return, cash flow, sale proceeds, analysis tools, case studies. JUNE 20; 8:30 A.M. – 5 P.M. CRS 120: Converting Leads to Closings (TREC 7547) Instructor: Robert Morris, ABR, ABRM, CRB, CRS, e-PRO, GRI, LTG, PMN, ITI 8 Hours CE / 8 CRS Credits • Lunch Provided GNAR Members $110; All Others $135 Whether you are a new agent building your business or an established agent keeping your database fresh, maintaining a flow of potential customers is crucial to your success. Attracting leads is key, but if you don’t have

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• I mplement customer-focused campaigns that highlight consistent touches via various channels • I ntegrate technical tools to enhance the efficiency and responsiveness of your lead management •S et priorities for lead conversion and create an action plan for achieving them JUNE 23; 9 A.M. - NOON Code of Ethics (TREC 2490) Instructor: Bill Schlueter, GRI, ITI 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016. JUNE 27; 8:30 A.M. - 5 P.M. GNAR New Member Orientation (TREC 2467 and 2490) Instructor: Robert Morris, ABR, ABRM, CRB, CRS, e-PRO, GRI, LTG, PMN, ITI 6 Hours CE Lunch Provided For GNAR Applicants Only

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J U LY JULY 7; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Bill Schlueter, GRI, ITI 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license. JULY 15; 9 A.M. - NOON Code of Ethics (TREC 2490) Instructor: Bill Schlueter, GRI, ITI 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016. JULY 25; 8:30 A.M. - 5 P.M. GNAR New Member Orientation (TREC 2467 and 2490) Instructor: Bill Schlueter, GRI, ITI 6 Hours CE • Lunch Provided For GNAR Applicants Only JULY 27 - 28; 9 A.M. - 5:30 P.M. 2-Day Accredited Staging Professional Real Estate Designation (For Licensed Agents Only) (TREC 4478) 16 Hours CE • Lunch Provided Call 1-800-392-7161 to Register Course Fee $295 (Subject to change) First impressions are a big deal in real estate. Learn how to set a home free of clutter, staleness and claustrophobia. Get your ASP Real Estate Agent designation and start selling homes faster and for more money through the power of Staging. You can earn your ASP designation by simply attending this 2-day course.

JULY 29; 9 A.M. - 5:30 P.M. 3-Day Accredited Staging Professional Home Stager Designation (Includes July 27-28 ASP course.) Course Fee $1,795 subject to change (upgrade from 2-day for those interested in Staging as a business.) Call 1-800-392-7161 to Register If you are interested in charging for your Staging services or building a Home Staging business, you are required to attend the full three-day course to become an ASP Home Stager. Attend the July 27-28 Accredited Staging Professional course, then receive a full day’s instruction on how to successfully start and operate your own Staging business (day three). Two-day tuition will be deducted for all upgrades. Details and ASP Stager designation information available at stagedhomes.com.

AU G U ST AUGUST 1; 9 A.M. - 1 P.M. Commercial Real Estate: Contracts, Leases and Financing (TREC 6112) Instructor: Jeff Pate, ABR, e-PRO, GRI 4 Hours CE GNAR Members $40; All Others $55 Gives residential agents exposure to negotiation strategies and familiarity with the TAR Commercial Lease and the TAR Commercial Sales Contract. Includes specific leasing objectives relative to property type (retail, office, industrial, multi-family, land) when representing the tenant or the landlord; specific contract objectives when buying or selling; appraisal approaches to market value; financing commercial properties.

Course details, fees and ASP designation information available at stagedhomes.com.

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AUGUST 10; NOON – 4 P.M. THDA Great Choice Mortgage Programs (TREC 7571) Instructor: Debbie Reeves 4 Hours CE All Students $30 Learn about the Tennessee Housing Development Agency’s (THDA) First Time Homebuyer programs. THDA is a state agency created in 1973 to provide safe, sanitary, decent and affordable housing. Includes criteria for THDA home ownership programs, application process and documentation requirements. Find out how THDA can help veterans get a reduced mortgage interest rate, provide a free 6-month interest rate lock while a home is being constructed, help a buyer get funds to pay for closing costs if the seller doesn’t pay, and help a buyer get money to be used as a down payment on an FHA loan.

AUGUST 11; 9 – 10 A.M. The Seven Secrets Series No fee. No CE hours. A series of one-hour presentations of value to Realtors. Visit the education page at www.gnar.org for topic details as they develop. RSVP requested. Members register through member log-in at www.gnar.org or call GNAR at 615-254-7516. AUGUST 15; 9 A.M. - NOON Code of Ethics (TREC 2490) Instructor: Bill Schlueter, GRI, ITI 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016.

AUGUST 17; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Robert Morris, ABR, ABRM, CRB, CRS, e-PRO, GRI, LTG, PMN, ITI 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license. AUGUST 22 - 23; 8:30 A.M. - 5:30 P.M. CCIM Foundations for Success in Commercial Real Estate (TREC 7502) Registration at ccim.com or by calling 800-621-7027. Additional CCIM designation information at CCIM.com Instructor: Bill Moss, CCIM 16 Hours CE • Lunch Provided The CCIM Institute offers commercial real estate practitioners the opportunity to elevate their business practices through focused education and networking. This two-day Foundations for Success classroom case study-driven course provides agents, brokers, students, and allied professionals with an understanding of the skills, resources, and business practices that pave the way for success in commercial real estate. Learn how to analyze leases and investment value, and develop a plan to kick-start your career. Foundations for Success is not just about how the commercial real estate business works, it is about working the business. After completing this highly interactive course, you will be able to: •A ccess and use demographic information as a decision-making tool •D ifferentiate between the needs of the owners and tenants • Develop a personal marketing plan • Develop a property marketing plan • Utilize basic financial analysis tools •S olve investment problems using a financial calculator

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•P erform basic mortgage calculations using compounding and discounting techniques

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•P roject income and expenses for a real estate property • Calculate the yield on a potential investment As part of the course you will also receive the Excel-Based CCIM Financial Calculator, designed to effectively and efficiently provide investment scenarios for you and your clients. AUGUST 25; 8:30 A.M. - 5 P.M. Residential Rehab (TREC 7115) Instructor: Tim Raybon, ABR, CRS 8 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Learn the basics of becoming a savvy real estate investor. You’ll review financial aspects of rehabbing homes, how to get started, Fair Housing, places to find money for your rehab investment, presenting the potential investment to a financial institution, what you need from the lender, contracts, the ‘who, where and when’ to buy of rehabbing homes, what about partners, due diligence, environmental hazards, building with Green products, financial aspects of selling a rehabbed home, buying and holding rehabbed homes (rentals). AUGUST 29; 8:30 A.M. - 5 P.M. GNAR New Member Orientation (TREC 2467 and 2490) Instructor: Bill Schlueter, GRI, ITI 6 Hours CE • Lunch Provided For GNAR Applicants Only

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SEPTEMBER 8; 9 – 10 A.M. The Seven Secrets Series No fee. No CE hours. A series of one-hour presentations of value to Realtors. Visit the education page at www.gnar.org for topic details as they develop. RSVP requested. Members register through member log-in at www.gnar.org or call GNAR at 615-254-7516. SEPTEMBER 13; 9 A.M. - NOON Code of Ethics (TREC 2490) Instructor: Bill Schlueter, GRI, ITI 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016. SEPTEMBER 14; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Bill Schlueter, GRI, ITI 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license.

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SEPTEMBER 20; 9 A.M. – 4 P.M. GRI 404: Working More Effectively With Sellers (TREC 6761) 6 Hours CE • Lunch Provided (Note: confirm course date, register and pay course fee at tarnet.com) GNAR is the host site for this one-day Graduate Realtor Institute course that covers the full range of activities involved in serving sellers more productively and effectively: your listing/ marketing presentation; researching, pricing and marketing the sellers’ property more successfully; communicating with them through the listing period; negotiating on their behalf; and getting them through the home inspection, repairs and closing. SEPTEMBER 21; 9 A.M. – 4 P.M. GRI 405: Mastering Forms and Contracts (TREC 6762) 6 Hours CE • Lunch Provided (Note: confirm course date, register and pay course fee at tarnet.com) GNAR is the host site for this one-day course covering the ins and outs of all of the Tennessee Association of Realtors standard forms (in their current versions) most often needed and used in residential transactions, as well as the most frequent forms-related pitfalls that Realtors encounter in using them. The goal is mastery of - and comfort with - the paperwork, as well as sufficient knowledge to explain various forms to customers and clients. SEPTEMBER 22; 9 A.M. – 4 P.M. GRI 406: Tips, Tools and Technologies For Your Business(TREC 6763) 6 Hours CE • Lunch Provided (Note: confirm course date, register and pay course fee at tarnet.com) GNAR is the host site for this one-day Graduate Realtor Institute course that covers business development and networking strategies, as well as many communications and business tools and technologies that can enhance participants’ professional productivity and services.

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SEPTEMBER 26; 8:30 A.M. - 5 P.M. GNAR New Member Orientation (TREC 2467 and 2490) Instructor: Brian Copeland, CRS, GRI, ABR, e-PRO 6 Hours CE • Lunch Provided For GNAR Applicants Only

O C TO B E R OCTOBER 3 - 6; 8:30 A.M. - 5:30 P.M. CI 101: Financial Analysis for Commercial Investment Real Estate (TREC 622) Instructors: Richard Fulton, CCIM, and Barbara Crane, CCIM 34 Hours CE • Lunch Provided Call 800-621-7027 or go to CCIM.com to register, confirm fees and learn more about the CCIM designation. A CCIM (Certified Commercial Investment Member) is a recognized expert in the commercial and investment real estate industry. The designation helps CCIMs and their clients minimize risk, boost credibility, make informed decisions and close more deals In CI 101 you will learn to apply the CCIM Cash Flow Model to make your investment decisions based on wise investment fundamentals. Some of the concepts you will explore include IRR, NPV, Cap Rate, Capital Accumulation, and the Annual Growth Rate of Capital. This class will also introduce you to two other important tools—the CCIM Strategic Analysis Model, the fundamentals behind the numbers, and the CCIM Dscision-Making Model, a process for analyzing and making real estate decisions. OCTOBER 12; 9 A.M. - NOON Code of Ethics (TREC 2490) Instructor: Robert Morris, ABR, ABRM, CRB, CRS, e-PRO, GRI, LTG, PMN, ITI 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016.

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OCTOBER 13; 8:30 A.M. - 5 P.M. New Home Construction and Buyer Representation (TREC 7353) Instructor: Robert Morris, ABR, ABRM, CRB, CRS, e-PRO, GRI, LTG, PMN, ITI 8 Hours CE • Lunch Provided GNAR Members $100; All Others $125 Revised and updated course. A comprehensive look at the special complexities of working with buyers who are searching for a newly built or yet-to-be built home. Learn where and how to find new home sales business; understand how the development and new-home sales processes work and the type of services the buyer needs.

escrow accounts, maintenance, building codes, management contracts, leases, risk management and more.

Counts as one elective course to be applied towards the ABR designation.

NOVEMBER 9; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Bobbie Noreen, ABRM, CRS, GRI, LTG, PMN 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license.

OCTOBER 17; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Robert Morris, ABR, ABRM, CRB, CRS, e-PRO, GRI, LTG, PMN, ITI 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license. OCTOBER 24 - 25; 5 - 9 P.M. (NIGHT) GNAR New Member Orientation (TREC 2467 and 2490) Instructor: Bill Schlueter, GRI, ITI 6 Hours CE • Snack Dinner Provided For GNAR Applicants Only

N OV E M B E R NOVEMBER 1; 9 A.M. - 3:30 P.M. Property Management: Basic Policies and Procedures (TREC 6995) Instructor: Scott Abernathy, GRI, RMP 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Provides agents with the skill sets required to manage scattered site real property. Includes TREC requirements, Tennessee Landlord Act, Fair Housing, accounting, security deposit

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NOVEMBER 7; 9 A.M. - NOON Code of Ethics (TREC 2490) Instructor: Bill Schlueter, GRI, ITI 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016.

NOVEMBER 10; 9 – 10 A.M. The Seven Secrets Series No fee. No CE hours. A series of one-hour presentations of value to Realtors. Visit the education page at www.gnar.org for topic details as they develop. RSVP requested. Members register through member log-in at www.gnar.org or call GNAR at 615-254-7516.

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NOVEMBER 15 - 16; 9 A.M. - 5:30 P.M. 2-Day Accredited Staging Professional Real Estate Designation (For Licensed Agents Only) (TREC 4478) 16 Hours CE • Lunch Provided Call 1-800-392-7161 to Register Course Fee $295 (Subject to change) First impressions are a big deal in real estate. Learn how to set a home free of clutter, staleness and claustrophobia. Get your ASP Real Estate Agent designation and start selling homes faster and for more money through the power of Staging. You can earn your ASP designation by simply attending this 2-day course. Course details, fees and ASP designation information available at stagedhomes.com. NOVEMBER 17; 9 A.M. - 5:30 P.M. 3-Day Accredited Staging Professional Home Stager Designation (Includes Nov. 15-16 ASP course.) Course Fee $1,795 subject to change (upgrade from 2-day for those interested in Staging as a business.) Call 1-800-392-7161 to Register If you are interested in charging for your Staging services or building a Home Staging business, you are required to attend the full three-day course to become an ASP Home Stager. Attend the Nov. 15-16 Accredited Staging Professional course, then receive a full day’s instruction on how to successfully start and operate your own Staging business (day three). Two-day tuition will be deducted for all upgrades. Details and ASP Stager designation information available at stagedhomes.com. NOVEMBER 21; 8:30 A.M. - 5 P.M. GNAR New Member Orientation (TREC 2467 and 2490) Instructor: Robert Morris, e-PRO, ABR, CRB, CRS, GRI, ITI, LTG, PMN 6 Hours CE • Lunch Provided For GNAR Applicants Only

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DECEMBER DECEMBER 1; NOON - 4 P.M. THDA Great Rate Mortgage Programs (TREC 7571) Instructor: Debbie Reeves 4 Hours CE All Students $30 Learn about the Tennessee Housing Development Agency’s (THDA) First Time Homebuyer programs. THDA is a state agency created in 1973 to provide safe, sanitary, decent and affordable housing. Includes criteria for THDA home ownership programs, application process and documentation requirements. DECEMBER 6; 9 A.M. - NOON Code of Ethics (TREC 2490) Instructor: Bill Schlueter, GRI, ITI 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016. DECEMBER 8; 9 A.M. - 3:30 P.M. TREC CORE 15/16 (TREC 7590) Instructor: Robert Morris, e-PRO, ABR, CRB, CRS, GRI, ITI, LTG, PMN 6 Hours CE • Lunch Provided GNAR Members $60; All Others $75 Addresses legal issues and regulations of the Tennessee Real Estate Commission. Mandatory for licensees who are required to complete continuing education to renew their license. DECEMBER 12; 9 A.M. - NOON Officers and Directors Training for 2017 (TREC 3698) Instructor: Bruce Aydt, ABR, ABRM, CRB, SRS

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DECEMBER 12; 1 - 4 P.M. Ethics Dilemmas and Practices (TREC 3686) Instructor: Bruce Aydt, ABR, ABRM, CRB, SRS 3 Hours CE No Charge. Pre-registration required. Meets the National Association of Realtors mandatory quadrennial ethics training requirement. DECEMBER 14; 9 A.M. - NOON Code of Ethics (TREC 2490) Instructor: Robert Morris, e-PRO, ABR, CRB, CRS, GRI, ITI, LTG, PMN 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016. DECEMBER 29; 9 A.M. – NOON; OR 1 – 4 P.M. Code of Ethics (TREC 2490) Instructor: Bill Schlueter, GRI, ITI 3 Hours CE GNAR Members $30; All Others $55 Meets the National Association of Realtors mandatory quadrennial ethics training requirement that all Realtors complete a minimum of 2.5 hours of Ethics between Jan. 1, 2013 and Dec. 31, 2016.

Accredited Buyer Representative www.REBAC.net 800-648-6224 The Real Estate BUYERS AGENT Council (REBAC) of the National Association of Realtors is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer. The Accredited Buyer Representative (ABR) designation is the benchmark of excellence in buyer representation and is awarded by REBAC to real estate practitioners who meet specified educational and practical experience criteria. To earn and maintain the ABR Designation, you must be a member in good standing with the Real Estate BUYERS AGENT Council and the National Association of Realtors. REBAC Benefits: With new enhancements made each year, REBAC benefits are designed to keep members well informed, and to help their businesses prosper. REBAC keeps you abreast of management and marketing trends in the real estate industry, and on top of current legal and legislative issues. You also profit by being part of a larger network of experienced buyer’s representatives who willingly share practical advice with one another. Take the ABR course and REBAC gives you one year free membership. Thereafter, REBAC membership is $110 annually.

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“ABR” Accredited Buyer Representative Designation Course (TREC 7177) MAY 4 - 5; 8:30 A.M. - 5 P.M. 16 Hours CE • Lunch Provided GNAR Members $270; All Others $300 Audit $150 (ABR Designees Only) The goals of the ABR Designation course are to educate and prepare buyer’s reps to provide the kind of service and fidelity to buyers that sellers have always enjoyed, and to offer methods for building your buyer representation business. After completing this two-day course and passing the exam, you will have achieved ABR Candidate status, a three-year period during which you must fulfill the requirements to earn the ABR Designation. To earn your ABR designation, you must complete both the ABR 2-day designation course plus one approved elective. Visit REBAC.net for a complete list of electives. ABR and elective courses are taught by popular national instructor Robert Morris, ABR, ABRM, CRS, CRS, e-PRO, GRI, LTG, PMN, ITI. DESIGNATION ELECTIVE COURSES HOSTED BY THE GREATER NASHVILLE ASSOCIATION OF REALTORS

APRIL 4; 8:30 A.M. - 5 P.M. NAR’s e-PRO Certification Course Day One (TREC 6585) 8 Hours CE • Lunch Provided GNAR Members $100; All Others $125 ABR elective. e-PRO core course. NAR’s e-PRO Certification Program teaches you to use cutting-edge technologies and digital initiatives to link up with today’s savvy real estate consumer. Course topics for Day 1 include the changing market, creating an online presence and reputation management. Earn 8 hours of CE credit by completing Day 1 in the classroom. Note: Day 2 is only offered online through NAR’s Realtor University. A separate fee is charged for Day 2 which provides hands-on discovery of business tech tools, such as an e-strategy, micro-blogging and NAR resources. Seven hours continuing education in Tennessee for Day 2. Students will be awarded the e-PRO certification upon completion of both days. Complete designation details are at epronar.com. OCTOBER 13; 8:30 A.M. - 5 P.M. New Home Construction and Buyer Representation (TREC 7353) 8 Hours CE • Lunch Provided GNAR Members $100; All Others $125 ABR elective. A comprehensive look at the special complexities of working with buyers who are searching for a newly built or yet-to-be built home. Learn where and how to find new home sales business; understand how the development and new-home sales processes work and the type of services the buyer needs. Additional course details at REBAC.net

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You can’t make intelligent real estate decisions without learning about the CCIM Strategic Analysis Model for investors, lenders, developers, brokers and other real estate professionals. Learn how financial analysis and market analysis are two separate, yet completely interrelated components of the strategic analysis process. CCIM Institute www.ccim.com To register for any CCIM course call: 800-621-7027. Registration and complete designation details at ccim.com Networking. Education. Technology. The CCIM education program is the most comprehensive educational resource in commercial investment real estate. It represents the core knowledge expected of commercial investment real estate practitioners. CCIMs have completed a designation curriculum that covers essential CCIM skill sets including ethics, interest-based negotiation, financial analysis, market analysis, user decision analysis, and investment analysis for commercial investment real estate. A CCIM (Certified Commercial Investment Member) is a recognized expert in the commercial and investment real estate industry. The CCIM lapel pin is earned after successfully completing a designation process that ensures CCIMs are proficient not only in theory, but also in practice. This elite corps of CCIMs includes brokers, leasing professionals, investment counselors, asset managers, appraisers, corporate real estate executives, property managers, developers, institutional investors, commercial lenders, attorneys, bankers, and other allied professionals. MARCH 15 - 18; 8:30 A.M. – 5:30 P.M. (Go to CCIM.com to confirm date and fees) CI 102: Market Analysis for Commercial Investment Real Estate (TREC 1182) All registrations via ccim.com or by calling 800-621-7027. Instructors: Eric Hillenbrand, CCIM, and George Wilson, CCIM 39 Hours CE • Lunch Provided

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Work with four case studies covering each of the major property types: office, industrial, multi-family, and retail. Each case study will build around the CCIM Strategic Analysis Model, which contains four components: Market and Competitive Analysis, Political and Legal Analysis, Location and Site Analysis, and Financial Analysis. After completing this course, you will be able to: •A pply the CCIM Strategic Model to make a “go” or “no-go” investment decision. •U se state-of-the-art geospatial technology for analyses. •E xamine real-world case studies of comprehensive analyses for each of the four major property types: office, industrial, residential, and retail. •P rerequisite: CI 101 - Financial Analysis for Commercial Investment Real Estate AUGUST 22 - 23; 8:30 A.M. - 5:30 P.M. Foundations for Success in Commercial Real Estate (TREC 7502) Registration at ccim.com or by calling 800-621-7027 Instructor: Bill Moss, CCIM 16 Hours CE • Lunch Provided The two-day Foundations for Success in Commercial Real Estate is case study-driven course provides agents, brokers, students, and allied professionals with an understanding of the skills, resources, and business practices that pave the way for success in commercial real estate. Learn how to analyze leases and investment value, and develop a plan to kick-start your career. Foundations for Success is not just about how the commercial real estate business works, it is about working the business. After completing this highly interactive course, you will be able to:

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•A ccess and use demographic information as a decision-making tool

This class will also introduce you to two other important tools—the CCIM Strategic Analysis Model, the fundamentals behind the numbers, and the CCIM Decision-Making Model, a process for analyzing and making real estate decisions.

•D ifferentiate between the needs of the owners and tenants • Develop a personal marketing plan • Develop a property marketing plan

After this course, you will be able to:

• Utilize basic financial analysis tools

Make better investment decisions by using the CCIM Cash Flow Model as a framework for real estate analysis; Apply state-of-the-art real estate analysis tools to quantify investment return; Measure the impact of federal taxation and financial leverage on the cash flow from acquisition, ownership and disposition phases of real estate investment.

•S olve investment problems using a financial calculator •P erform basic mortgage calculations using compounding and discounting techniques •P roject income and expenses for a real estate property • Calculate the yield on a potential investment As part of the course you will also receive the Excel-Based CCIM Financial Calculator, designed to effectively and efficiently provide investment scenarios for you and your clients. OCTOBER 3 – 6; 8:30 A.M. - 5:30 P.M. CI 101: Financial Analysis for Commercial Investment Real Estate (TREC 622) Instructors: Richard Fulton, CCIM, Barbara Crane, CCIM 34 Hours CE • Lunch Provided (Go to CCIM.com to confirm date and fees) For more than 40 years, the CCIM Institute has been building opportunities in commercial real estate through its respected education program. Taught by established practitioners, CCIM Institute’s real-world education is your source for Commercial real estate analysis tools, business-building connections and continuing education credit. CI 101: Financial Analysis for Commercial Investment Real Estate serves as your introduction to the CCIM Cash Flow Model. Learn to apply the CCIM Cash Flow Model to make your investment decisions based on wise investment fundamentals. Some of the concepts you will explore include IRR, NPV, Cap Rate, Capital Accumulation, and the Annual Growth Rate of Capital.

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Certified Residential Specialist (CRS) Designation Council of Residential Specialists www.crs.com 800-462-8841 CRS members who have met certain educational and professional requirements are eligible to apply for the Certified Residential Specialist (CRS) Designation. The CRS Designation signals to consumers and other real estate professionals that you are one of the best of the best. Annually, Certified Residential Specialists earn more than triple the income of the average Realtor and CRSs complete nearly twice as many transactions each year. Out of more than one million Realtors less than three percent are Certified Residential Specialists. That little percentage equals a huge advantage for agents looking to expand their real estate business, differentiate themselves from a million other agents, and put themselves on a proven path to success. All CRS courses are open to all licensees whether you choose to earn the CRS designation or simply want some exceptional training.

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MARCH 1 - 2; 8:30 A.M. - 5 P.M. CRS 205: Financing Solutions to Close the Deal (TREC 5724) Instructor: Dale Carlton, CRS 16 Hours CE / 16 CRS Credits • Lunch Provided GNAR Members $250 early bird registration by Feb. 14, then $300 All Others $300 Every real estate transaction has tax and financial considerations. It is evident in the real estate world today that Realtors can help their customers understand their financial choices regarding the largest purchase many of them will make. The right financial decision can provide peace of mind and save them money, creating customers for life. Financing Solutions to Close the Deal is filled with applications that you can use to become more effective and set you apart from your competition. APRIL 14; 8:30 A.M. - 5 P.M. CRS 121: Win-Win Negotiation Techniques (TREC 7548) Instructor: Jackie Leavenworth, ABR, CRS, CRB, GRI, SFR 8 Hours CE / 8 CRS Credits GNAR Members $110; All Others $135 To successfully represent and satisfy their customers, agents must be effective negotiators. In fact, the most recent NAR Profile of Home Buyers and Sellers reports that 87% of buyers identified negotiation skills as a very important quality for their real estate agents. Since another key element of success is developing and sustaining relationships, agents must consider not only the outcome of a negotiation but also their rapport with the other party. This course provides negotiation strategies that enable you to achieve mutually satisfying results rather than haggling over issues that can derail transactions. Through highly-interactive role playing activities, you will develop and practice scripts that can prepare you to successfully negotiate with all parties in a transaction, including clients, other agents, and service providers.

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JUNE 20; 8:30 A.M. – 5 P.M. CRS 120: Converting Leads to Closings (TREC 7547) Instructor: Robert Morris, ABR, ABRM, CRB, CRS, e-PRO, GRI, LTG, PMN, ITI 8 Hours CE / 8 CRS Credits • Lunch Provided GNAR Members $110; All Others $135 Whether you are a new agent building your business or an established agent keeping your database fresh, maintaining a flow of potential customers is crucial to your success. Attracting leads is key, but if you don’t have effective systems for converting them into closings, you’re leaving money on the table. This course highlights both traditional and digital approaches to identifying and closing more customers. Instruction and activities cover all aspects of a successful customer interaction experience — attraction, first contact, needs analysis, incubation, conversion, closing, and beyond. After completing this course, you will be able to: •D evelop systems for capturing, converting, and tracking leads • I mplement customer-focused campaigns that highlight consistent touches via various channels • I ntegrate technical tools to enhance the efficiency and responsiveness of your lead management •S et priorities for lead conversion and create an action plan for achieving them

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