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March 2012

Achieving Success Through Education

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Table of Contents March 2012 n Issue 2 THE OFFICIAL PUBLICATION OF THE NEW JERSEY APARTMENT ASSOCIATION

F E A T U R E S

12 16

Education Matters

Survey: Supervisors Find NAAEI Designation Programs Worth the Time and Money

Road to Success

How to Get the Most Out of Your Tradeshow Investment

2012 Conference & Expo

Schedule Sponsorship Exhibitors Education Events Registration Forms

Higher Learning

Maintaining a Safe and Healthy Pool for Your Residents

32 I N

5 6 7 8 10 11 37

Tools of the Trade

Boiler Maintenance: A Small Investment that Yields Big Returns All Year Long

E V E R Y

I S S U E Fast Facts Directors & Officers

Presidentâ&#x20AC;&#x2122;s Message

New Members Members in the News Committee Corner Education & Event Calendar

EXECUTIVE DIRECTOR Jean Maddalon jean@njaa.com VP OF GOVERNMENT AFFAIRS Legislative Editor Conor G. Fennessy conor@njaa.com DIRECTOR OF COMMUNICATIONS Editor Christine Haber christine@njaa.com DIRECTOR OF REGULATORY AFFAIRS & RESEARCH Fast Facts Editor Nicholas Kikis nicholas@njaa.com ACCOUNTING & OFFICE MANAGER Eileen Corbett eileen@njaa.com EDUCATION & EVENTS MANAGER Niambi Ivery niambi@njaa.com ADMINISTRATIVE ASSISTANT & RECEPTIONIST Jaclyn Olszewski jaclyn@njaa.com New Jersey Apartment Association - HQ 104 Interchange Plaza, Suite 201 Monroe Township, NJ 08831 Tel: (732) 992-0600 Fax: (609) 860-0060 Legislative Office 172 West State Street, Suite 304 Trenton, NJ 08608 Tel: (609) 393-5200 Fax: (609) 393-5222 www.njaa.com Cover & Table of Contents photo by Brad Hamilton, Brad Hamilton Photography Trademarks, name brands and other copyrighted items used in this publication are the property of the respective owners. AIM Advertising Contact Christine Haber at christine@njaa.com or 732-992-0603 for rates and deadlines.

Top 25 Owner Members by Units

Fast Facts

March 2012

1. 2. 3. 4.

MEMBER Morgan Properties The Kamson Corporation Goldberg Realty Associates Applied Development Co.

PREVIOUS RANK # UNITS King of Prussia, PA 1 11,141 Englewood Cliffs 2 8,710 West Caldwell 3 6,131 Hoboken 4 5,352

5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25.

AvalonBay Communities Bertram Associates Affiliated Management Jersey Central Management Kriegman & Smith Segal & Segal JMG Realty, Inc. Legow Management Co. Home Properties Equity Residential Corsa Management Hekemian & Company The Value Group Fieldstone Properties Pennrose Management Co. The Gershen Group Hilton Realty Salem Management CIS Management, Inc. Kushner Real Estate C.J. Lombardo Company

Iselin Union Livingston Lakewood Roseland Morristown Atlanta, GA Livingston Cranford Secaucus South Orange Hackensack Clifton Parsippany Philadelphia, PA Lawrenceville Princeton Union Lawrenceville Bridgewater Hackensack

5 6 7 8 9 10 11 12 13 14 15 18 19 17 20 22 23 24 NR 25 NR

4,832 4,265 4,164 4,048 3,990 3,722 3,708 3,643 3,578 3,248 2,649 2,398 2,354 2,246 2,231 2,183 2,155 2,096 2,020 1,995 1,828

NJAA property owner members ~ providing the foundation to represent multi-family housing

Directors & Officers 2012 Board of Directors Matt Adler, Adler Residential Michael Barry, Applied Development Company Michael Beirne, The Kamson Corporation Andrew Cohen, Rock Properties Joseph Collins, CALECO Vincent Comperatore, Comperatore Associates, Inc. George Cowden, Multi-Housing Depot by ARI Sue Dâ&#x20AC;&#x2122;Angiolillo Apartment Finder William Diggs, Renaissance Equity, LLC Ann Emerson, Equity Residential Larry Falkow, The APTS Jonathan S. Gershen, The Gershen Group Andrew Goldberg, RestoreCore Michael Goldberg, Goldberg Realty Associates Alan R. Hammer, Esq., Brach Eichler LLC George Jacobs, JK Management, LLC Joseph Kazarnovsky, Fieldstone Properties, LLC Tom Kretsch Segal & Segal Ronald S. Ladell, AvalonBay Communities, Inc. Anthony E. Lauro, Affiliated Management, Inc. David Legow, Legow Management Company Jerome J. Lombardo, C.J. Lombardo Company Scott Machlovitz, Hilton Realty Jim McGrath, PRD Management Michael Oâ&#x20AC;&#x2122;Dea, Hekemian & Company, Inc. Diana Penn, JMG Realty, Inc. Marshall Rosen, Solomon Organization Steve Rudolph AFR Furniture Rentals David Siegel, Coinmach Corporation Jeff Smith, Kriegman & Smith, Inc. Larry Stein, Appliance Brokers, LTD Meg Viezbicke, Apartments.com John Zoetjes, American Architectural Window & Door

NJAA Board Officers

President

1st Vice President

Brent Kohere

Michael Haydinger

Home Properties

First Montgomery Group

2nd Vice President

Vice President

William Dailey

Joseph Spadaccini

CIS Management Inc.

The Kamson Corporation

Vice President

Vice President of Associate Affairs

Jack Linefsky

John Cranmer

Value Companies, Inc.

Archer & Greiner

Secretary

Treasurer

Steve Waters

Lynne Aber

Morgan Propeties

Bertram Associates

Past Presidents Jeff Smith, Kriegman & Smith, Inc. Tom Kretsch, Segal & Segal Jonathan S. Gershen, Esq., The Gershen Group David Legow, Esq., Legow Management Company Peter J. Weidhorn Michael Goldberg, Goldberg Realty Associates Paul Kaliades, Renters Legal Liability Insurance Mark S. Rosen, Esq., Solomon Organization Norman A. Feinstein, Esq., The Hampshire Companies Herbert Brien, Lismarc Management Corp. Donald M. Legow, Esq., Legow Management Company Robert Goldberg, Goldberg Realty Associates Andrew B. Abramson, The Value Group, Inc. Richard Segal, Segal & Segal Sam Herzog, S.A.M. Holding Company Alfred Sanzari, Alfred Sanzari Enterprises (1932-2005)

Executive Director Jean Maddalon NJAA

March 2012 | AIM

President’s Message

Involvement Leads to Knowledge by Brent Kohere Home Properties

t the Annual Meeting in January, I spoke about how getting involved with the Association leads to success. Getting involved also leads to knowledge by taking advantage of the various educational opportunities that are available to you through the Association. There is no time like the present for everyone in our organizations to be better trained and better informed. Employee training, development and education are important for a number of reasons, including retaining talent, improving skills, providing a high level of customer service and increasing job satisfaction. The educational programs that NJAA provides throughout the year, and especially at our Annual Conference in May, play an important role in preparing our staffs to excel in their careers and ensure the satisfaction of our residents. As an Association, it is our responsibility to provide the educational opportunities to fulfill the goals we all share. Improving the “people” side of your business and building a sense of ownership and commitment in your employees is not easy; however it is a key to success. It is a continual process of education and learning for all of us in the industry that will continue to set us apart from the competition. We must maintain our talent pool at all times; earning industry certifications and enhancing skills through training offered by NJAA and NAA is a not only a great AIM | March 2012

way to retain top performers, but to ensure they remain top performers. According to a survey administered by NAA, earning designations gives employees the tools they need to better perform on the job. For a complete list of the National Apartment Association Education Institute’s (NAAEI) designation programs that are available to our industry, see page 12. The best customer service is attained by happy people who embrace innovation, generate new ideas, and help others to improve performance; training is a great way to ensure these goals are met. In this issue, we are pleased to present the full lineup of educational sessions that will be available at this year’s Conference & Expo. By now you are aware that the Conference is scheduled for May 21-23 at the Atlantic City Convention Center. As always, we have a full slate of events scheduled, and the seminars have been chosen to maximize your educational needs. The content for the conference was guided by both the Programs & Education and Convention Committees who met to review proposals from professional speakers and members alike. We will be able to choose from sessions such as Recycling and Sustainability, Leasing: The New SHEconomy, Maintenance for Managers, Hoarding, Never Say No Comment, Time Management and more. Take a look at pages 22 through 25 for the complete schedule. Don’t miss our two keynote speakers,

Garrison Wynn as he presents, “How to Win an Unfair Fight: What the Most Influential People Do Differently” on Tuesday, May 22nd and Jon Stetson’s “The Stetson Experience” on Wednesday, May 23rd. In addition to the educational programs provided at the conference, we offer a number of standalone sessions and NAAEI designation courses throughout the year that will motivate and educate your staff. Most education sessions held at NJAA HQ are free of charge for members, I urge you to get involved and take advantage of these opportunities. Upcoming seminars include: Green & Paperless on April 19, CAMT – Plumbing on April 24 & 25, NALP on June 12 & 13 and Capture and Retain Residents on June 20. For more information take a look at the education calendar on page 37. We are constantly adding and tweaking our educational programs to help our members get involved by providing classes tailored to all aspects of property management. NJAA has scheduled quite a diverse group of classes for our industry. Some of the best programs provided were based on the requests of members. Let us know if you have heard a good speaker, or have a topic in mind for a seminar, we are always on the lookout for new and interesting educational sessions to add to our calendar. n

New Members

Welcome New Members The New Jersey Apartment Association is proud to welcome the following new members. If you know of anyone who might be interested in membership please contact NJAA at 732-992-0600 and help strengthen your Association and the multi-family housing industry.

Owners Ingerman Management Company Mr. Marty Josephs 725 Cuthbert Boulevard Cherry Hill, NJ 08002 Phone: (856) 662-1730 Willingboro Associates LLC Mr. Bill Biles 301 Liberty Way Willingboro, NJ 08046 Phone: (484) 341-8886 Fax: (610) 458-9340 Woodmont Square at Bridgewater Ms. Ronda Layo 100 Bellis Court Bridgewater, NJ 08807 Phone: (610) 869-2412 Fax: (610) 869-2947

Associates Aegis Energy Services, Inc. Mr. Dale Desmarais 55 Jackson Street Holyoke, MA 01040 Phone: (877) 903-5170 Fax: (413) 536-1104 Energy Management/Purchasing /Consulting

Atlantic Floor Covering, Inc. Ms. Roxane Mandel 353C Camer Drive Bensalem, PA 19020 Phone: (215) 886-9430 Fax: (215) 638-1359 Flooring

The New Jersey Cooperator Ms. Joanna DiPaolo 102 Madison Avenue, 5th Floor New York, NY 10016 Phone: (212) 683-5700 Fax: (646) 374-0994 Publications

Bright Alternatives LLC Ms. Leia Sims 179 First Avenue Atlantic Highlands, NJ 07716 Phone: (732) 872-7483 Fax: (7328727493 Energy Management/Purchasing /Consulting

On the Spot Property Maintenance Mr. James Centrella 24 Market Street Saddle Brook, NJ 07663 Phone: (877) 440-7768 Fax: (201) 843-1900 Property Maintenance

East Coast Fire and Water Ms. Maria Ogtong P.O. Box 441 Elmwood Park, NJ 07407 Phone: (201) 300-3520 Fax: (201) 791-3436 Fire & Water Damage Restoration Hubschman & Roman Mr. Richard Hubschman 318 Bergen Boulevard Palisades Park, NJ 07650 Phone: (201) 548-0129 Fax: (201) 947-8753 Real Estate Appraisals/Tax Appeals Lead Tracking Solutions Mr. Chris Lindish 3188 Airway Avenue, Suite L Costa Mesa, CA 92626 Phone: (855) 265-4106 Fax: (866) 209-1298 Property Management Software Mikeâ&#x20AC;&#x2122;s Flooring Companies Mr. Harry Tabrys 154 12th Street Piscataway, NJ 08854 Phone: (732) 733-2074 Fax: (732) 629-7529 Flooring

SatisFacts Mr. Joe Summers 2360 W. Joppa Road, Suite 322 Lutherville, MD 21093 Phone: (866) 655-1490 Resident Retention Star Installations, Inc. Mr. John Nicklin 3420 Route 66 Neptune, NJ 07753 Phone: (732) 643-5788 Fax: (732) 643-9961 Telecommunications TenantSafe Mr. Michael Wenger 310 Second Street Lakewood, NJ 08701 Phone: (732) 942-1331 Fax: (732) 942-1441 Resident Screening Wilson, Elser, Moskowitz, Edelman & Dicker LLP Mr. Gregg Kahn 200 Campus Drive Florham Park, NJ 07932 Phone: (973) 624-0800 Fax: (973) 624-0808 Attorneys

March 2012 | AIM

New Members

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Member News

Member News Jennifer Rosant Joins Acadia Windows & Doors Acadia Windows & Doors is proud to announce Jennifer Rosant has accepted the position of Sales Executive for the New Jersey market. Jennifer will continue to expand and improve all of Acadia’s Multi-Family Housing energy savings window & door sales/ consulting efforts. Over the years Acadia has earned unprecedented integrity, workmanship, safety and humanitarian awards as a result of their commitment to manufacture and provide the best values for the MultiFamily Housing industry. Welcome Jennifer!

Florio Perrucci Steinhardt & Fader Announces the Expansion and Relocation of their South Jersey Office FPSF formed its practice with Governor Florio and Mike Perrucci in 2004 with 7 lawyers. They have grown to 5 offices and over 30 attorneys located throughout NJ and PA. Since opening their South Jersey office in Woodbury, they have expanded by adding attorneys and now a move to larger offices in Cherry Hill. Their new South Jersey office is located at: 1010 Kings Highway South, Building 2, Cherry Hill. Congratulations! Stew Willis has been promoted to Vice President of the Northeast region for the Falcon Group. Mr. Willis has over 20 years of experience with engineering projects and capital reserve analysis almost exclusively 10

for community associations, condos and coops. Mr. Willis has retained a NJ State Special Inspector’s license for EIFS/Stucco, an HHS Building Inspector and Construction Official license, and a Reserve Specialist (RS) designation. Superior Court Judge Robert A. Freedberg Joins Former Governor Florio, and the Founding Partners at Florio Perrucci Steinhardt & Fader, LLC Florio Perrucci Steinhardt & Fader is proud to announce that the Honorable Judge Robert A. Freedberg has joined their firm. Judge Freedberg’s long record of accomplishments will be an invaluable asset to the growth and prestige of the firm. Walters Group Wins Four Fame Awards Walters Group, a residential and commercial builder, has been honored by the Shore Builders Association of Central New Jersey, Inc. (SBACNJ) for their outstanding achievements in sales and marketing over the past year with four FAME (Fabulous Achievement in Marketing Excellence) Awards and five individual achievement awards. The 9th annual ceremony was attended by over 200 members and associates of the Jersey Shore building industry. “It’s an honor for our employees to be recognized for their dedicated and creative marketing efforts,” said Ed Walters, Jr., founder and partner of the Walters Group.

MaGrann Associates Named Leading Green Building Provider Two Years In A Row According to data provided by the U.S. Green Building (USGBC), MaGrann Associates is the leading provider nationwide of LEED™ for Homes certifications with 914 housing units certified in 2011. Despite the continued housing market slump, MaGrann Associates still managed to certify 142 more units than 2010 when they were previously named the leading provider with 772 units. The USGBC defines LEED for Homes as “a green home certification system for assuring homes are designed and built to be energy- and resourceefficient and healthy for occupants.” n

Looking for a Vendor? Be sure to check out the Classified Section at njaa.com. With just one click you will be directed to a list of our vendor members sorted by the services they provide. Vendors: Does your company fall under more than one classified heading? You can purchase additional headings for $50 each, contact Eileen Corbett at eileen@njaa.com for more information.

March 2012 | AIM

Committee Corner

Committee Corner Board of Directors The next Board of Directors meeting will be held on April 26 at the Crowne Plaza in Monroe. NJAA members are welcome to attend board meetings and listen in on discussions focusing on the current state of the Association, legislative efforts and finances. The board meeting will begin at 3pm sharp. Board members and guests will have the opportunity to mingle at a no host bar located within the Crowne Plaza following the meeting. If you plan to attend, please register via the events calendar at njaa.com. Garden State Awards Committee Committee Chair, Matt Adler met with President, Brent Kohere, Past President, Jeff Smith, Board Member, Mike Beirne, Executive Director, Jean Maddalon and Manager of Education and Events Niambi Ivery at the offices of Kriegman & Smith to discuss a new judging process for the 2012 Garden State Awards. The program is being redesigned to better celebrate and honor the great work of our members. The application and nomination process will remain much the same with specific categories members can enter and entries then screened and judged. The judge’s scores will identify not a winner, but honorees who will receive Awards of Excellence. All honorees will be announced in advance, allowing event attendees to be chosen based on who will be honored. At the event, all efforts will be made to make honorees feel special with each of them having a moment on stage. Please note that not all entries will be finalists, and not all finalists will be winners. We will be focusing the attention on the honorees.

AIM | March 2012

Your fellow members at work

Legislative / PAC Committee The NJAA’s Legislative/PAC Committee met on March 1 and reorganized for the 2012-2013 legislative session. Committee Chairman Mike Haydinger, of First Montgomery Group, and also the Chair of NJAA PAC, returns and so does Legislative Co-Chair William Dailey, of CIS Management, Inc. President Brent Kohere laid-out his vision for the Committee and emphasized the need for members to actively participate in on-going policy discussion and assist NJAA government affairs staff with timely responses on key questions. Though the new 215th Legislature is just two months old at the State House, over 4,700 bills have already been introduced and the NJAA is tracking over 800. Plans were announced for the NJAA Government Affairs Breakfast on March 23 at the Sheraton Edison Hotel – Raritan Center. Breakfast begins at 8:30 AM, followed by a panel discussion at 9:00 AM. Group of experts includes Philip J. Morin, III, Esq., of Florio Perrucci Steinhardt & Fader, as well as the NJAA’s own Conor Fennessy, VP – Government Affairs, and Nicholas Kikis, Director of Regulatory Affairs & Research. Panel will cover hot legislative, policy, regulatory and legal issues affecting the multi-family sector. Strategic Planning Committee We are looking to create a strategic plan for the Association to take us forward as a group and ensure we continue to meet the needs of our members. This committee will be a working group at the forefront of the strategic planning process and will be asked to call on members, gather information and provide assistance

and guidance. We are looking for members with experience in the process as well as experience in the industry who are able to commit their time to this endeavor. If you are interested in being considered for a role on the Strategic Planning Committee, please e-mail Jean at jean@njaa.com with some information about yourself and why you would be a good fit for the committee. The candidates will be reviewed by the Executive Committee at the next meeting. Convention Committee The Convention Committee participated via e-mail in the creation of a mobile web app to support the Annual Conference & Expo. Keep an eye out for more details as to when the app will be released and how to obtain it. Charitable Fund Committee The NJAA Charitable Fund created a Fundraising Committee which will be chaired by April Betau of Candlebrook Property Management. The committee will meet shortly to begin discussing and planning the next fundraising activity. n

Take Advantage of NJAA’s Online Job Bank Are you looking to fill a position within your company? Visit the job bank at njaa.com and submit the position online. This is a free service included in your membership.

E d u c a tion Matters

Survey: Supervisors Find NAAEI Designation Programs Worth the Time and Money reprinted from UNITS Magazine

y gaining valuable training, a high percentage of employees with National Apartment Association Education Institute (NAAEI) designations boosted their performances and received a promotion, salary increase or one-time bonus. Supervisors say NAAEI designation programs are not only worth the time and money of sending employees through the classes but also give employees the tools they need to better perform on the job, according to a survey administered by NAA. In order to continue to improve the designation courses and obtain program feedback, NAA conducted a survey in the first quarter of 2011 among 724 supervisors who had sent an employee through one of the NAAEI designate programs. The survey had a 12.3 percent response rate, which is a rate that is well above average for most surveys. When developing the skill standards for each program— Certificate for Apartment Maintenance Technicians (CAMT), Certified Apartment Portfolio Supervisor (CAPS), Certified Apartment Manager (CAM) and National Apartment Leasing Professional (NALP)—NAA brought in subject-matter experts to create the curriculums around the essential skills needed in each area. The results from this survey validate their work by demonstrating that employees return from the classes better equipped to do their jobs. Among the survey highlights: • 98 percent of all respondents either agreed or strongly agreed that the designation courses were a good use of company time and money • 76 percent said that it was not an issue to have their employee out of the office to take the designation course • 86 percent of all supervisors saw an improvement in their employee’s work performance following the completion of their NAAEI designation • 100 percent of those surveyed would enroll employees in designations in the future.

Additionally, the survey provides specific insights related to each designation program. Significant findings are presented below along with comments provided by survey respondents. Certificate for Apartment Maintenance Technicians Seventy-five percent of supervisors reported that their employee(s) who went through the CAMT program received a promotion, salary increase and/or one-time bonus after successful completion of the course. “[The program provides] an absolute 100 percent return [on investment],” one respondent said. “The program also gives the employee much more confidence, to be able to pass such a comprehensive course.” Another commented, “As a company, we want to equip all of our employees to be the best in their field. Obtaining NAA designations shows our commitment to the employee and their commitment to our industry.” Certified Apartment Portfolio Supervisor (CAPS) One supervisor said the course provided employees with improved confidence and helped with retention and financial performance. The course also helped employees who may have been new to the industry better transition into their new careers. “Our CAPS candidate came to our organization with a strong education (MBA) from a non-related industry,” the respondent said. “We needed to find a way to help him get immersed into our business. The CAPS course was part of our overall strategy.” Certified Apartment Manager (CAM) Fifty percent of supervisors reported that their employee(s) who went through the CAM program received a promotion, salary increase and/or one-time bonus after successful completion of the CAM course.

March 2012 | AIM

Education Matters “A professional employee who trained under this program gets to know the core of management, which is problem prevention,” one supervisor said. “This is where the company sees the largest return on investment, since preventing a vacancy, or a large maintenance issue, is the difference between being profitable or going into negative numbers. The course trains the managers to open their eyes and look in all directions.” Another said, “[The course] lays the foundation for our leasing professionals to be promoted to assistant manager. We don’t allow a promotion to assistant [manager] without it. We try not to hire employees in manager’s positions without it.” National Apartment Leasing Professional (NALP) Sixty-seven percent of supervisors reported that their employee(s) who went through the NALP program received a promotion, salary increase and/or one-time bonus after successful completion of the NALP course. “The NALP course is a wonderful program that helps enhance the skills of our associates, as well as prepare them for additional responsibilities that benefit both the associate and the company,” one person said. “I have noticed that after receiving the designation, [the employee’s] role with our company was expanded, and she has been able to use the tools she learned with her NALP designation to help her grow.” Another had this to say about NAAEI’s designation programs: “Priceless! You can’t quantify the benefits a company receives from continued education. NAA’s designations have improved the quality of individual performance across the board.” For more information on the NAA Designation Programs, please contact NJAA HQ at 732-992-0600.

CAMT – Certificate for Apartment Maintenance Technicians The only Apartment Industry program to be accredited by ANSI (American National Standards Institute) Maintenance expenses are the single largest controllable element in any operating budget. The maintenance teams need to be knowledgeable. This program focuses on the needs of the apartment community service team members, as well as those who would like to move into maintenance or those who are new maintenance technicians. Enrollment will enhance your career by demonstrating AIM | March 2012

your commitment to education and higher standards of excellence. Requirements: Must have worked in the apartment industry for at least 12 months, successfully complete the courses and pass the online test. Candidates have two years to complete all requirements. Register Today for CAMT: Basic Appliance I & II (2 Modules) – March 6 & 7 Presented by David Shertzer, Multi-Housing Depot by ARI Plumbing I & II (2 Modules) – April 24 & 25 at RestoreCore, Edison; Presented by Mike Goldberg, RestoreCore Heating, Ventilation & Air Conditioning (HVAC) I & II (2 Modules) – TBD; Presented by TBD Electric I & II (2 Modules) – June 5 & 6 Presented by Mike Goldberg, RestoreCore Interior & Exterior Maintenance I & II (2 Modules) – TBD Presented by TBD Completion of all modules is required for certification. Time: 9am-5pm (breakfast and lunch included) Location: All modules for NJAA’s 2012 CAMT will be held at NJAA Headquarters in Monroe Township, unless otherwise noted. Fees: CAMT Discounted series fee: $800 Member ($200 Savings), $1000 Non-member; CAMT Module fee: $100 Member, $150 Non-Member. Skills Attributed to CAMT Course • 58% - Improved diagnosis of maintenance issues • 58% - More cost effective repair/replace decisions • 67% - Better management of preventive maintenance program • 83% - Improved employees’ morale/confidence NALP – National Apartment Leasing Professional Be the best you can be! This National Apartment Association Education Institute Designation Program is focused on the needs of a leasing professional. It will bring confidence to the recipient because it prepares the candidate for the leasing professional’s roles and responsibilities. Leasing Professionals are the first people prospective residents meet and often their only gauge of the on-site staff. This program is ideal for those who have recently joined the industry and want to learn while acquiring their experience 13

E d u c a tion Matters continued from page 13 Survey: Supervisors Find NAA Designation Programs are Worth the Time and Money or as an in-depth refresher for leasing professionals Requirements: Worked in the apartment industry for six months, complete the six courses, deliver a Market Survey presentation, pass the final exam and fulfill six months experience. Candidates have one year to complete all requirements. Skills Attributed to NALP Course • 81% - Improved closing ratio • 77% - Improved employee morale/confidence • 54% - Improved ability to overcome objections • 54% - Improved resident retention Register Today for NALP: Presented by Marla Posey, Morgan Properties Date: June 12-13, 2012 Time: 9am- 5pm (Breakfast at 8:30am, Lunch provided) Location: NJAA Headquarters, Monroe Township Fees: $375/Member $475/Non-member

CAM – Certified Apartment Manager Earn the prestigious National Apartment Association Education Institute Designation which is the most sought after in our industry. This designation increases your knowledge, effectiveness and professionalism, and is recognized across the country as a symbol of excellence. Get it done in seven days! Requirements: Must have worked in the apartment industry for at least 12 months, successfully complete the eight course modules as well as complete a Community Analysis Project, and meet the exam requirements. Candidates have two years to complete all requirements. Skills Attributed to CAM Course • 75% - Enhanced ability to analyze the property’s finances • 60% - Enhanced property reporting skills • 55% - Improved marketing plan and marketing strategies • 55% - Improved employee morale/confidence

CAPS – Certified Apartment Portfolio Supervisor Competition is fierce in the multi-housing industry. A National Apartment Association Education Institute Designation earned through a Supervisor program offers enhanced opportunities for the multi-site supervisor. Build your success through knowledge and professionalism. Enroll now in the elite NAAEI CAPS program. Get it done in five days! Requirements: Must have worked as a multi-site supervisor for 24 months or must be a CAM designate in good standing with 24 months of experience, complete the five course modules, and meet examination requirements. Candidates have two years to complete all requirements. Skills Attributed to CAPS Course • 57% - Improved financial management skills • 57% - Improved risk management skills • 57% - Improved management portfolio • 43% - Enhanced leadership ability

CAS – Certified Apartment Supplier Suppliers are important liaisons to the multifamily housing industry, and are vitally important to the success of every community. CAS is designed as an opportunity for suppliers to hear the everyday challenges faced by the apartment manager and affords them the opportunity to interface with industry professionals who are seeking the CAM designation. Requirements: You must have worked in the apartment industry for at least 12 months, successfully complete the four required courses from the CAM class and meet the examination requirements. Candidate have two years to complete all requirements. n

March 2012 | AIM

Congratulations

Insurance For Condominiums, Apartment Buildings, and Commercial Buildings

Congratulations to the 2012 AIT Instructors! At the end of February we hosted the National Apartment Association Education Instituteâ&#x20AC;&#x2122;s Advanced Instructor Training Practicum (AIT) at NJAA HQ and it was a great success. Congratulations to the 23 students who completed the course: Jane Ashwood-Benitez, Morgan Properties Karen Baglieri, The Kamson Corp. Angie Baker, Delaware County Fire Angela Billings, Morgan Porperties Robert M Carson, III, CPM, Continental Management Patricia Daly, Corsa Mgmt. Corp. Stephen Ferrara, Standard Elevator Andrew Goldberg, RestoreCore Gregory-Ann Goldrick, Satisfacts.com Laurel Hillocks, Morgan Properties Heather Kamasa, Acadia Windows & Doors Donna Keegan, Altman Mgmt. Co. Susan Lenzo, Home Properties Christy Metz, Scully Company Andrew Mills, Sequoia RE Mgmt. Melissa Morris, The Dolben Co. Brandon Negron, NALP, CAPS, Signature Property Group Patrick Nugent, Greystar Marla Posey, Morgan Properties Brenda Richard, Kriegman & Smith

Jacobson, Goldfarb & Scott, Inc. is proud to be one of New Jerseyâ&#x20AC;&#x2122;s top insurance providers since 1919. Products include: Property â&#x20AC;˘ General Liability â&#x20AC;˘ Umbrella â&#x20AC;˘ Flood Directors & Officers â&#x20AC;˘ Equipment Breakdown â&#x20AC;˘ Professional Environmental Liability â&#x20AC;˘ Workersâ&#x20AC;&#x2122; Comp.

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Weâ&#x20AC;&#x2122;d like to thank our course instructors Doug Chasick, CallSource, Susan Weston, The Susan Weston Company and Richard George, NOI Coach. Thank you also to NAAEIâ&#x20AC;&#x2122;s Lesley Packel, Manager of Customer Relations and our lunch sponsor CallSource Multi-Family Division. n AIM | March 2012

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R o a d to Success

How to Get the Most Out of Your Tradeshow Investment by Andrew Botieri Total Peak Performance

ver the years I have spoken at dozens of industry tradeshows across the country. At these events I’ll walk the floor speaking with vendors at their booths. While many say they get good traffic and leads from the show, several will say they didn’t land many quality leads. In fact these same companies will tell the associations they won’t be back next year because “it” didn’t work. While observing the “low lead” booths it becomes apparent why they aren’t getting quality leads. Their tradeshow didn’t work because THEY and their teams didn’t work their booths. With the upcoming NJAA Conference and Expo I thought it would good a good time to list some of the items you’ll want to consider before arriving in Atlantic City:

During Show: • Answer this question: “why should they come into your booth?” • Build rapport/ask lots of questions/listen versus pitching • Set after-show appointments; bring your day timer • Shop competitors • Stagger floor hours • Take advantage of “Show Only” special incentives. Post Tradeshow: • Team de-brief-the good, the bad and the ugly • Place email addresses into database/CardScan • Strategy meeting for business card follow-up • Send thank you and followup incentives to prospects So if you implement the above, then keep reading:

Here are the top reasons why your booth investment won’t generate the leads you want: • You feel forced to go • You don’t feel comfortable working a booth • You have no plan

Top Reason’s why your investment will payoff: • You’ll make new business contacts & strengthen relationships with old ones • You’ll plant the seed for photo by Brad Hamilton, Brad Hamilton Photography future business Before Show Checklist Prep: • You’ll set yourself apart from the competition • What’s your Theme/Booth strategy/order giveaways? • What’s your current and prospect clients’ game plan? TPPTip: Use the above article as a checklist as you • Establish attire and demeanor guidelines approach the NJAA Conference in May! See you there • What will you do to make yourself memorable? and don’t forget to stop by my sessions on Tuesday and • Identify/attend useful seminars Wednesday. n • Send written invitations to clients/prospects for dinner/ drinks Andrew Botieri, National Speaker/Industry Trainer & Publisher of the New England Apartment Finder, can be reached at andrew@andrewbotieri.com 16

March 2012 | AIM

Join Us for the 23rd Annual NJAA Conference & Expo May 21 - 23, 2012 :: Atlantic City Convention Center The NJAA Annual Conference & Expo is the ultimate industry showcase for New Jersey’s multifamily housing professionals to connect and learn how to navigate today’s rapidly changing marketplace for success. This year’s show will give you access to: - More than 1,300 New Jersey apartment industry professionals ready to learn, network, and build partnerships - A packed show floor loaded with the latest products and services - A conference program filled with the latest information on the topics concerning you and your team such as, hoarding, leasing, maintenance for managers, managing your reputation, recycling, sustainability and more! - More networking than ever—from the golf outing to show floor to the After Hours Party Don’t miss out on your opportunity to stock your business toolkit with the invaluable opportunities the NJAA Conference & Expo offers—visit njaa.com/annual-conference-and-expo-2012 today to view the latest show information and register!

Thank You to Our Signature Sponsors

22nd ANNUAL NJAA CONFERENCE & EXPO / MAY 23-25 / ATLANTIC CITY KEYNOTE SPEAKER / CONFERENCE SCHEDULE

NJAA is pleased to announce our 2012 Keynote Speakers: Garrison Wynn How to Win an Unfair Fight: What The Most Influential People Do Differently Tuesday, May 22 from 9:15am – 10:30am

Jon Stetson The Stetson Experience Wednesday, May 23 from 9:45am – 10:45am

Want to be the exclusive sponsor of this keynote session? See page 19 for more information on how to sign up!

CONFERENCE SCHEDULE

President’s Reception Sponsor

(All events to take place at Atlantic City Convention Center unless otherwise noted) Monday, May 21 8:30am 11:00am-3:00pm 11:00am-9:00pm 5:30pm-7:00pm 5:30pm-7:00pm 7:00pm-9:00pm

Golf Outing - Ballamor Golf Course (separate reg form required) Registration Open Exhibitor Set-up Satellite Registration Diamond Reception - Borgata Hotel (by invitation only) President’s Reception - Borgata Hotel (ticketed event)

Tuesday, May 22 7:00am-5:00pm 7:30am-9:00am 9:15am-10:30am 10:30am-2:45pm 12:00pm-1:30pm 2:45pm-3:45pm 4:00pm-5:00pm 9:00pm-1:00am

Registration Open Networking Breakfast Keynote Address & Legislative Awards Expo Floor Open Networking Lunch (on the Expo floor) Educational Sessions Educational Sessions After Hours Party (MIXX at the Borgata) (ticketed event)

Wednesday, May 23 7:30am-1:00pm 7:30am-8:30am 8:30am-9:30am 9:45am-10:45am 10:45am-1:30pm 12:00pm-1:30pm 1:30pm-2:30pm

Registration Open Grab and Go Breakfast (outside of Education Sessions) Education Sessions Keynote Address Expo Floor Open Networking Lunch (on the Expo floor) Educational Sessions

To register, see the registration form on page 27 or visit njaa.com/annual-conference-and-expo-2012.

Lunch Sponsors

Breakfast Sponsors

Education Coffee Break Sponsors

23rd ANNUAL NJAA CONFERENCE & EXPO / MAY 21-23 / ATLANTIC CITY SPONSORSHIPS & HOTEL INFORMATION

Put Your Best Brand Forward at the NJAA Expo! The NJAA Conference & Expo offers a range of invaluable opportunities—to fit all budgets—that will get your company on the business radars of more than 1,300 apartment industry professionals, including (following sponsorships available as of March 6, 2012): Keynote Speaker Sponsorships Recharge Station & Lounge Sponsorships Signature Sponsorships Breakfast Sponsorships After Hours Reception Sponsorships Education Coffee Break Sponsorships President’s Reception Sponsorships Charitable Fund Golf Outing Hole Sponsorships Opportunities are selling out! To learn more, visit njaa.com/annual-conference-and-expo-2012, or contact Niambi Ivery at (732) 992-0606 or niambi@njaa.com.

Thank You to Our Signature Sponsors

How to Reserve Your Room for the 2012 NJAA Conference & Expo The Borgata Hotel & Casino is offering a $119.00 room rate for Conference attendees. You can reserve your hotel rooms by contacting the hotel at (866) 692-6742 and referencing the NJAA group code GNJAA12. The Borgata is located one mile from the Expo, shuttle buses will be provided to and from this hotel at scheduled times. Hotel discounted rates at the Borgata hotel will only be available until April 20, 2012 or until sold out. After this date, you will receive the rack rate for rooms reserved. If you have questions regarding the NJAA Conference & Expo, please contact NJAA headquarters at events@njaa.com or at (732) 992-0600. Please note that the Borgata Hotel and Casino is the official hotel of the 2012 NJAA Conference and Expo. All other hotel properties and third-party reservation agencies are not endorsed by the NJAA and the NJAA Conference and Expo.

Hotel Room Key Sponsor

Badge Lanyard Sponsor

23rd ANNUAL NJAA CONFERENCE & EXPO / May 21-23 / ATLANTIC CITY EXHIBITOR INFORMATION

More Than 1,300 Prospects Await You at the NJAA Expo

From owners to maintenance technicians, New Jersey’s apartment professionals know that the NJAA Expo floor will bring them the latest solutions and products they need for their business. The show floor is filling up fast—don’t miss out on the opportunity to meet a range of more than 1,300 apartment industry decision makers under one roof! NJAA Expo Floor as of March 6, 2012

Seating Area

Ferguson Enterprises

Yardi Technologies Systems, Inc. Venturi

135

235

232

133

223

222 Planned Companies

121

Liberty Elevator

220

221

119

218

219 Spin Cycle

M. Miller Arrow & Son Steel, Inc.

117

322

217

216

325 323

National Tenant Network

Wilmar

320

321

SEBCO Laundry Services

Advanced Gutter Pavement Master, LLC

Sign-ARama

327

432

428

Suburban Morris Water

426 424

319

318

317

316

Carfaro Inc.

429

Lead Tracking Solutions

427

Rent Payment

528 526

Butler Engineering

425 UGI Energy

524

422

423

Young Energy Adjustment Squared

420

421

Jewel Electric Supply

Restore Core

418 416

531

Kipcon

AppFolio

735

734

522

Apartment Guide

633

529 Worldwide Wholesale Flooring

527

626

Berkadia

Mortgage

525

733

732

624

629

728

627

726

625

724

Supreme Hercules Metro Corp. Corp

622

623

620

621

For Rent Media Solutions

518

519

Appliance Brokers

Acadia Windows & Doors

832 Belfor USA

830

Corbett

Feinstein CallSource Raiss Kelin & Booker

Insurent

731

730

Equipment Marketers

Aaron & Co.

516

631

Down to Executive Credit Earth Mgmt Landscaping

521

NWP Services

628

Commercial

523

520

630 Mike’s Floor Coverings

835

Goodman Bader MFG Company

632

419

417

635

IREM

530

Elias B. Sax Macy Cohen Fromm

Gebroe Hammer

533

RWC Windows, Doors & More

430

634

Woodruff

532

Entech MaGrann Digital Associates Controls

Rent.com

123

120

324

329

535

2012

Property Solutions

JAHMA Energy US

Karl’s Appliances A&S Boiler

534

Aldo Design

Bath Fitter

722

619

828

727

826

725

824

723

822

721

720

719

718

829 827

823 Fowler Route Co.

821

820

RealPage

819

818

AFR Furniture Rental

617

Roto Rooter

825

Oil Tank Martin Services Greenbaum

Verizon Enhanced Communities

517

729

Amco Kenneth Pest Jaffe Advertising Services

Lewis J. Rapaport Chester Flooring Assoc.

618

Exterminating

800 AISLE

122 HighTech Landscapes

Green Tech Waldor Energy Schulman

700 AISLE

JGS Insurance

225

331

330

326

Investors CALECO Bank

435

Seating Area

637

600 AISLE

224

125

227

333

332

328

537

500 AISLE

226

127

229

434

Food Area

Central Wholesalers

437

Professional On-Site. com Carpet Co.

400 AISLE

124

Rentals .com

335

334

300 AISLE

126

228

129

231

200 AISLE

128

230

131

100 AISLE

Landscape Maint Services

233

Avco Supply

TrashPro

Delaware County Fire Restoration

Seating Area

Food Area

Multi-Housing Depot by ARI

337

237 134

Seating Area

Food Area

P. Cooper Roofing

717

817

Entrance to Keynote & Breakfast City Fire Archer Equipment & Greiner

Brickman Manhattan Group Welding

Falcon Engineering

103

202

Sherwin Williams

101

306

Rifkin Western Pest Services & Rosen

205

American Carpet South

203

304 Valet Waste

Onorati Chute Master Construction Environmental

307

302

406

General MSB Resources Plumbing Supply

305

404

Integrated Business Move.com Solutions

303

HD Supply

408

402

Kislak Company

301

201

Indatus

409

510

LEW Corp.

Eastern Contractor Services

JEM Appliance

Bargold Storage

407 405

Emlin Group

403

506 504

SureDeposit

502

Coinmach

401

ENTRANCE

Premium Booth Available

Booth Unavailable

Standard Booth Available

Seating/Food Areas

Levy, Ehrlich & Petriello

The Home Depot

511

Handy Trac Systems

508

Mitchell Supreme Fuel Oil

509

LexisNexis

507

608

Property Owners Assoc.

606

Champion Lawns by Utility Yorkshire

505

604

CB Richard CMQ Floor Ellis Coverings

503

602

ServPro of NJ

501

Window & Door

711

611

Regal Bank

609

Window City

607

Screening Reports

605

NAA

708 706 704

Lundt Legacy Combustion Energy Systems

603

702

Frankford Umbrellas

601

709

808

707

806

705

804

Tenant Safe

703

A-L Services

802

CORT Furniture Rental

701

RESTROOMS

Column/ Fire Equipment

All unl

American Architectural

All booths are 10’ x 10’ unless otherwise noted. All aisles are 10’ unless otherwise noted. Floor plan and expo floor hours subject to change

800 AISLE

Withum Smith & Brown

207

411

BH Security

Meridian Capital Group

700 AISLE

100

204

105

National Marcus & Restoration Millichap Services

309

410

Finder

600 AISLE

Mohawk Industries

206

107

Columbia Mac-Gray Bank

308

HESS

Warehouse

500 AISLE

102

Axiom

Pilera Software

Direct Supplies Apartment

400 AISLE

Aegis Energy

Wilson, Elser & Moskowitz

209

311

310

300 AISLE

104

208

109

200 AISLE

106

Design East

Conservice

100 AISLE

108

211

210

111 PC Richard

Apartments. CoreLogic com SafeRent

All oth

Floo floo cha

EXHIBITOR LIST as of 3/6/12 428 519 517 219 102 717 802 635 820 711 203 510 529 311 420 516 310 216 434 206 832 504 722 830 545 408 425 534 521 429 503 637 505 406 211 602 401 105 208 828 410 701 209 411 332 523 506 509 317 403 520 323

A & S Boiler Aaron & Company Acadia Advanced Pavement Technologies Aegis Energy Services AFR Furniture Rental A-L Services Aldo Design Group AMCO Pest Services American Architectural Windows & Doors American Carpet South Apartment Finder Apartment Guide Apartments.com AppFolio Appliance Brokers Ltd. Archer & Greiner Arrow Steel Inc. AVCO Supply Inc. Axiom Communications Bader Company Bargold Storage Systems, LLC Bath Saver Commercial LLC Belfor USA Berkadia Commercial Mortgage BH Security Butler Engineering Associates CALECO CallSource Carfaro Inc. CB Richard Ellis Central Wholesalers Inc Champion Utility Sub-Metering Chute Master Environmental City Fire Equiptment Co. CMQ Floor Covering Coinmach Columbia Bank ConService Corbett Exterminators CoreLogic SafeRent CORT Furniture Rental Design East Direct Supplies Warehouse Delaware County Fire Restoration Down to Earth Landscaping Eastern Contractor Services Ehrlich, Petriello, Gudin & Plaza Elias B Cohen Emlin Group, ltd. Energy Squared LLC EnTech Digital Controls

623 622 202 620 237 618 821 601 532 316 404 733 435 318 508 201 720 309 120 409 417 303 435 531 718 533 405 419 123 430 721 522 301 128 604 427 603 407 619 507 221 702 117 204 422 210 306 818 511 625 611 100 402

Equipment Marketers Executive Credit Management Falcon Engineering Feinstein, Raiss, Kelin & Booker Ferguson Enterprises For Rent Media Solutions Fowler Route Company Frankford Umbrellas G5 Gebroe Hammer General Plumbing Supply Goodman MFG. GreenTech Engery Services Gutter Master LLC Handy Trac Systems HD Supply Hercules Corporation HESS High Tech Landscaping Indatus Insurent Integrated Business Solutions Investors Bank IREM New Jersey J. Rapaport Flooring JAHMA JEM Appliance Jewel Electric Supply Co. JGS Insurance Karl’s Appliances Kenneth Jaffe Advertising Kipcon, Inc. Kislak Landscape Maintenance Services Lawns By Yorkshire Lead Tracking Solutions Legacy Energy LEW Corporation Lewis Chester Associates, Inc LexisNexis Liberty Elevator Corporation Lundt Combustion Systems M. Miller and Son Mac- gray MaGrann Associates Manhattan Welding Company Marcus & Millichap Martin Greenbaum Meridian Capital Group Mike’s Flooring Companies Mitchell Supreme Fuel Oil Mohawk industries Move.com

305 437 708 207 320 518 719 307 432 817 108 308 220 333 606 734 819 608 322 226 528 418 304 829 530 416 605 319 501 101 218 217 426 621 502 703 111 609 335 423 302 235 617 634 205 321 107 607 103 632 527 334 421

MSB Resources Multi-Housing Depot by ARI NAA National Restoration National Tenant Network NWP Services Corporation Oil Tank Services Onorati Construction Co. Inc. On-Site.com P. Cooper Roofing PC Richard Pilera Software, LLC Planned Companies Professional Carpet Company Property Owners Association Property Solutions RealPage, Inc Regal Bank Rent.com Rentals.com RentPayment, Inc. RestoreCore Rifkin Rosen Roto-Rooter RWC Windows, Doors & More Sax Macy Screening Reports Inc. SEBCO Laundry Services SERVPRO of New Jersey Sherwin Williams Sign-a-Rama of Cherry Hill Spin Cycle Suburban Morris Water Conditioning Supreme Metro Corp SureDeposit TenantSafe The Brickman Group The Home Depot Trash Pro UGI Energy Services, Inc. Valet Waste Venturi Technologies Verizon Enhanced Communities Waldor Schulman Western Pest Services WILMAR Wilson, Elser, & Moskowitz Window City Withum Smith & Brown Pc Woodruff Energy US, LLC Worldwide Wholesale Flooring Yardi Systems Inc Young Adjustment Company

23rd ANNUAL NJAA CONFERENCE & EXPO / MAY 21-23 / ATLANTIC CITY EDUCATION

T U E S D AY , M AY 2 2

SESSION KEY :: Who should attend? O - Owner PM - Property Manager L - Leasing Agent M - Maintenance A - Affordable OS - Office Staff

9:15 am to 10:30 am Keynote Address - How to Win an Unfair Fight: What the Most Influential People Do Differently [ALL] Garrison Wynn, Wynn Solutions This entertaining (that means funny) research-based keynote reveals how top performers harness the power of their advantages, even when the odds are not in their favor. Business relationship expert and Amazon.com bestselling author Garrison Wynn delivers a high-impact program that answers two monumental questions: How do you get people to do what you want them to do? And how can you get better results from the difficult people you encounter along the way? With an emphasis on what you can actually walk out of the session with and achieve tomorrow; this program shows you how to weather the perfect storm while still looking really good in a raincoat!

2:45 pm to 3:45 pm Never Say No Comment: How to Protect Your Reputation and Shine in the Media Spotlight [O, PM, A] Karen Friedman, Karen Friedman Enterprises Imagine a TV camera, microphone or print reporter recording your every word. You blank out, say the wrong thing or maybe you don’t understand what the media really wants. Whether you’re live at five, quoted in a newspaper or appear on You Tube, how your organization manages and delivers media messages often drives public perception. In this eye opening session, international communications coach and best-selling author Karen Friedman will show you how to confidently turn negatives into positives and maximize results during the toughest of times. Learn how to think like a reporter to anticipate questions and help them help you tell your story, condense complicated information into bite-sized nuggets that are easily quoted and understood, the do’s and don’ts of effective interviews to minimize mistakes and maximize results, and how to control information even when you can’t comment. Online Concerns - Ensuring your website is ADA Compliant [O, PM, A] & Managing Your Online Reputation Paul Jay Cohen & Jenel Marraccini, Cohen & Willwerth and Eric Barbour, G5 Websites of private entities that offer public accommodations (which include apartments) are covered by the Americans with Disabilities Act (ADA) and must be fully accessible to individuals with disabilities. This course will examine the standards and guidelines to help you understand what is required to comply with the ADA laws and make sure your site is compliant. Today, ratings and reviews can be shared and distributed to the masses within seconds. Most properties would see this as a liability, but for those who know how to manage the resident experience it’s an opportunity to grow business in a powerful way. In this session you will learn to manage your online reputation and digital experience in a way that ultimately results in increased occupancy and revenue, while converting prospects into leads and leads into residents. Time Isn’t On Your Side [PM, L, OS, A] Andrew Botieri, Total Peak Performance Do you know how much time we waste every day? The numbers will amaze you. Putting our lives into perspective, assessing what is and isn’t important is an on-going battle. In this session, learn five “time saving” tips to increase productivity and other proven time management techniques. Through simple goal setting exercises you’ll put a plan of action together to help you prioritize your “out of control” life. It’s all about balance. There is a direct correlation between managing our time and our stress level, learn to identify the causes of stress and reduce that stress at work and at home. If you’re not managing your time, you’re not managing your life! Hands On Maintenance Tips & Tricks [M] Mark Cukro, Service Team Training This seminar is for all technicians but technicians with experience will benefit the most. We will go over a few tips and tricks that will save time diagnosing components in appliances and a few HVAC tips that are sure to save time in the field. We will also show you a quick way to diagnose a refrigerator that you are sure to appreciate and put to work immediately. (you won’t even have to turn one screw)

23rd ANNUAL NJAA CONFERENCE & EXPO / MAY 21-23 / ATLANTIC CITY EDUCATION Thank You to Our Education Sponsors

4:00 pm to 5:00 pm Legislative Update 2012: Latest News & Rumors from Trenton and Washington [O, PM, A] Conor G. Fennessy and Nicholas Kikis, NJAA and Cindy Chetti, National Multi Housing Council (NMHC) (invited) When it comes to multi-family rental housing policy, there is always breaking news from Trenton and Washington that impacts your business. With a Republican governor and a Democratic legislature, is divided State government working or are we seeing more roadblocks? What about news from Washington? What issues are moving on Capitol Hill? What policy initiatives from the Obama administration will impact multifamily housing? Learn about the hottest policy and political news that might affect you, your residents, your employees, and your bottom line.

Maintenance For Managers: Improve the Service Department and Run It Like a Business [PM, M, A] Mark Cukro, Service Team Training This seminar is recommended for all Service Team members at all experience levels and anyone that want to learn better ways to run a service department. In this session you will learn new ways to improve the overall quality of your service department, how to manage a service team more effectively, and how to deliver better service to your residents. We will give you the tools to build a team that performs at higher standards, discuss how to implement new ideas successfully as well as gain buy in from everyone on the team. You will also learn the most common mistakes Leaders and Service Managers make and how to avoid them. The new techniques you will learn are proven ways to motivate team members and we’ll even discuss how to really get the shops organized and why it is so important to the success of an organization.

Leasing: The New SHEconomy: (Selling to women) [L, PM] Lisa Trosien, The Apartment Expert If you ‘THINK PINK’ when marketing to women, you’re way off. You should be thinking ‘GREEN’ as in ecofriendly. Women not only make more decisions, they have more jobs, as 80% of the millions of lost jobs were held by men in male dominated industries. Do you have what it takes to market to the NEW majority? In this session you’ll learn how to: craft advertising campaigns that appeal to women’s values, ‘work’ social media (where women are the fastest growing group), speak in terms that relate to women, understand how to sell more effectively to women than ever before, create models that ‘speak’ to women, and craft collateral materials that resonate with women prospects

Being the Best vs. Being Consistently Chosen [ALL] Garrison Wynn, Wynn Solutions Success is more than being good at what you do; it’s about being consistently chosen to do it. Garrison Wynn helps people to understand why their products, services or management styles or those of their competitors are selected. People don’t necessarily choose what’s best; they choose what they are most comfortable with, whether it’s the best or not. We’ve all heard the importance of best practices and customer service, but why are some people so good at attracting and retaining customers with minimal effort, while others struggle? This interactive research-based (surveyed hundreds of successful multifamily housing properties across the country) session shows how behavior drives customer perception and simple repeatable service processes create a culture of loyalty.

23rd ANNUAL NJAA CONFERENCE & EXPO / MAY 21-23 / ATLANTIC CITY CONFERENCE PROGRAM & EDUCATION

W E D N E S D AY , M AY 2 3

8:30 am to 9:30 am Recycling and Sustainability [O, PM, M, A] Panel TBD This panel will discuss recycling and sustainability as it pertains to the multi-family housing industry. The panel will discuss how to implement a recycling and sustainability program at your property, some of the challenges properties face and how to overcome them.”

Satisfaction Vs. Loyalty [O, PM, A, OS] Michael Mendillo, Wentworth Management This session will discuss the significant difference between satisfaction and loyalty with both clients and internal associate – and what is required to create loyalty within your client-base and workforce.

What Am I Saying? The Power of First Impressions, Body Language, and Dress For Success [PM, L, M, OS] Andrew Botieri, Total Peak Performance To ensure your success in property management you must go beyond just simple communication. The power of communication lies in not so much what you say verbally but what you say in your non-verbal communication. In this session we’ll explore how to create a powerful first impression with your prospects, residents and your own team. You’ll learn how to interpret your prospects body language during a tour and how to get them back on track and learn how you can use your body language to your advantage during the leasing process. We’ll also share the 5 tips to dressing for success. Whether you’re leasing apartments, leading an onsite team or providing customer service to your residents learn the powerful tools of communication to help achieve your property goals.

JAHMA – REAC Inspection Preparation Part 1 [A, M] David Buchwalter, NAHP-e, Adv. RAM Preparing for your REAC inspection can be a challenge. A technical understanding of the REAC definitions is not enough. We will be discussing proven techniques and strategies to help maximize your scores.

9:45 am to 10:45 am Keynote Address :: The Stetson Experience [ALL] Jon Stetson America’s master mentalist—mind reading has never been this much fun! The Stetson experience is intelligent, interactive and sophisticated fun. Along with hundreds of corporate performances, Jon has performed for three U.S. Presidents, The King of Sweden, The Royal Family of Monaco, and has appeared on countless major television networks. Injecting uproarious comedy into each show, Jon creates a hilarious and unique performance that never fails to blow the audience away. By combining the art of mystery with the science of psychology, the power of intuition, the predictability of human nature and a disarming sense of humor, Jon creates the impression that anything is possible. It’s a show packed with audience participation where thoughts are revealed, minds are read, reality bends and imagination is stretched to the outer limit. He knows what you’re thinking…no, really, he does.

23rd ANNUAL NJAA CONFERENCE & EXPO / MAY 21-23 / ATLANTIC CITY CONFERENCE PROGRAM & EDUCATION

1:30 pm to 2:30 pm How To Fund Retrofits [O, PM] Pat Bunn, MaGrann Associates With many grant programs expiring, multifamily energy efficiency improvement programs will move from grants to program-subsidized financing. Without grants, participants will have to ask, “Is the program worth the investment?” This places added importance on the accuracy of audits’ projected costs and savings. Property owners will have to decide how to address soft costs. Will these costs make loans prohibitively expensive? Will programs cover or discount these costs, or will soft costs need to be covered by energy savings. Will the list of recommended improvements change dramatically when all soft costs are absorbed into the overall cost-effectiveness calculations? How will replacement of aged equipment be factored in, once property owners are absorbing all costs? Because program participants will need to decide “How good a deal is this?” programs will need to ask “What motivates owners to take this loan?” Will programs buy down the cost of financing? Will they cover the soft costs of the project?

Understanding and Dealing With Hoarding [O, PM, L, M] Deborah M. Gershen Gennello, CPM, The Gershen Group and Bruce E. Gudin, Esq., Ehrlich, Petriello, Gudin & Plaza Explore the problems caused by hoarding for your operations and your residents. Our experts will provide ideas on policies to catch the issue early, as well as discuss the resources available to you and your residents, they will also explore your legal options and obligations. After the presentation there will be an open forum for questions and answers.

Leasing: Closing is a Process, Not An Event [L, PM] Lisa Trosien, The Apartment Expert One of the reasons Leasing Professionals fail to close is that they treat ‘the close’ like an event – putting tremendous pressure upon themselves! When Leasing Pros learn to treat the close as an ‘event’, the pressure goes away and the close becomes the obvious outcome to a well-planned leasing presentation. In this session you’ll learn how to: open with the close, set yourself up for success, use psychology and body language to help you close your prospects, and create memory points in your model/leasing office/tour path to create greater impact in your presentation.

JAHMA – REAC Inspection Preparation Part 2 [A, M] David Buchwalter, NAHP-e, Adv. RAM Preparing for your REAC inspection can be a challenge. A technical understanding of the REAC definitions is not enough. We will be discussing proven techniques and strategies to help maximize your scores.

23rd ANNUAL NJAA CONFERENCE & EXPO / MAY 21-23 / ATLANTIC CITY GOLF OUTING & AFTER HOURS PARTY

Kick Off Your Expo Experience by Hitting the Links and Networking with Fellow NJAA Members at the NJAA Charitable Fund Golf Outing* Monday, May 21 - Shotgun at 9am Ballamor Golf Club – 6171 English Creek Avenue – Egg Harbor Township, NJ Registration fees: $700 per foursome / $175 per golfer To register, visit njaa.com/annual-conference-and-expo-2012 or contact Niambi Ivery at niambi@njaa.com or (732) 992-0606. Sponsored by 11 Charitable Fund Hole Sponsorships remain at $150 per hole; contact Niambi Ivery to sign up.

Thank You to Hole Sponsors: Griffin Alexander, P.C., Hess Corporation, Standard Elevator, Segal & Segal, Delaware County Fire Restoration, Acadia Windows & Doors, BELFOR USA (as of 3/6/12) * Your registration and/or sponsorship less the cost of goods and services received is considered tax- deductible to the fullest extent of the law, please consult a tax expert. NJAA Charitable Fund tax id: 22-3593491. You will receive a letter for your taxes prior to the event.

Join us for the After Hours Party at MIXX at the Borgata Tuesday, May 22 from 9pm to 1am

Join hundreds of fellow attendees and unwind in an evening of fun, music, and networking at the After Hours Party, to be held at MIXX nightclub at the Borgata.

sponsored by

Fees $700 per foursome $175 per golfer $175 hole sponsorship

Company ___________________________________ Company ___________________________________ Company ___________________________________ Company ___________________________________

GROUP CONTACT PERSON Information regarding the outing will be emailed to the contact person below. Name ______________________________________ Email Address_______________________________________ Cell Phone (day of event) ______________________________________ PAYMENT INFORMATION

Payment must be received by May 7

Please make checks payable to NJAA Charitable Fund or authorize Credit Card payment as:

Visa

MasterCard

American Express

Card Number ________________________________________ Security Code ________________ Exp ___________ Cardholder Name _____________________________________ Company __________________________________ Address ________________________________ City ______________________ State _________ Zip ____________ Phone ______________________________________________ E-mail _____________________________________ Signature ___________________________________________ Date ____________ TOTAL AMOUNT $_________ Please note: As this is a charitable event, all registration fees are non-refundable but changes to players can be made at any time. Would you like to sponsor the NJAA Expo Charitable Fund Golf Outing? Sponsorship Opportunities are available, please contact Niambi Ivery at 732-992-0606 for more information. Fax your completed registration form to (609) 860-0060. A limited number of singles are available. You will receive a confirmation via e-mail within 24 hours.

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NJAA is conveniently located right off the Turnpike at exit 8A making it easily accessible to all areas of the state. Our rooms are well equipped to meet your technology needs and our staff will help make your meeting run smoothly. We also offer breakfast and lunch options, at significant discounts from hotel or conference center rates. Our education room holds up to 40 attendees classroom style and up to 50 lecture style. Our Board Conference room will supply you with privacy and can hold 10 participants in a comfortable setting. As a member of NJAA, rental fees are $250 for the education room and $150 for the Conference room. Rental fees for nonmembers are $400 and $300 respectively. Please contact us at 732-992-0600 to reserve your meeting room today! AIM | March 2012

For more information contact Patti Patriarca, SVP patricia.patriarca@providentnj.com 732.726.5516 Equal Opportunity Lender Equal Housing Lender Member FDIC

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On-Premises Storage from Bargold Finally, an improvement to your property that actually makes money. Bargold Storage Systems builds the highest quality storage units in New Jersey. We manage unit rental, from maintenance to billing, and give you a share of the monthly income. Best of all, our service is free. You get an amenity that adds value to your property.

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(212)BARGOLD / (212)227-4653 29

Higher Learning

Maintaining a Safe and Healthy Pool for Your Residents by Mark Vanderhoof HD Supply

our sparkling clear blue pool contains thousands of gallons of water, and while it looks beautiful and clean from afar, looks can be deceptive. It is possible for some swimmers to introduce fungi, viruses, bacteria and parasites into the water. These additives, known as recreational water illnesses, fall into two categories: fecal and non-fecal. They can spread from person to person through contact with, breathing or swallowing contaminated water, but most can be destroyed within an hour if the pool has proper circulation and filtration and if the chemicals are at proper levels.

of water testing, heating and air circulation, microbiology, pool management, public health and safety, as well as state and local codes. Many health departments recognize that a well-trained pool and spa operator who has received certification is less likely to have problems with their facility than an untrained operator. In addition to health departments, facility owners and managers recognize that having properly trained and knowledgeable employees working at their facilities means fewer issues involving water chemistry, equipment failures, accidents or liability issues.

In May 2010 the CDC released a report* that listed the following Apartment and condominium pool closures violations from 2008 thru 2009:

More and more property owners and management companies throughout the country are requiring their maintenance staff be trained and certified before being allowed to service pools or spas. In some cases it has been reported that in order for a technician to hold their position they must receive proper training. High insurance and liability costs are a major reason for this pressure.

• • • • • • • •

32,818 Serious Violations 100,173 Chemical Violations 32,095 Circulation and Filtration Violations 32,234 Pool Log Violations 28,657 Chemical Test Kit Violations 7,980 Pool License Violations 6,553 Training Violations 240,510 Pool Closures in one year

New Jersey is one of only twenty states to require persons maintaining public or semi-public recreational water facilities to have a certified operator on site during the hours of operation. The National Swimming Pool Foundation (NSPF) Certified Pool Operator (CPO) program is designed to help property owners and management companies assure their customers health and safety while operators properly maintain the owner’s investment. The comprehensive NSPF program has been in use since 1965 and is the most recognized certification program in the world. The course covers procedures for dealing with bodily fluids that have entered the pool, keeping records 30

Paul Rhodes, National Maintenance Instructor for the National Apartment Association Education Institute noted that, “in addition to the benefit of maintaining a healthy pool for swimmers, a balanced pool can result in a decrease in spending for both capital and operating expenses.” Pool and spa operators face many challenges when it comes to maintaining their facilities. Good educational programs, such as the Certified Pool Operator course, are in place to help operators and owners maintain good quality and services to their residents and stay in compliance. n Mark Vanderhoof is the Lead Training Specialist for HD Supply Customer Training. *CDC Morbidity and Mortality Report May 2010; pg.582 March 2012 | AIM

NJAA 2008 Color Ad-AIM.qxp:Layout 1

3/11/09

1:52 PM

Page 1

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The Commercial Laundry Specialists

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Serving apartment communities since 1952 * Commissions - Sales - Service

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Contact Jennifer L. Alexander, Esq. 415 Route 10, Suites 6-8 Randolph, NJ 07869 Tel: (973) 366-1188 Fax: (973) 366-4848

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Tools of the Trade

Boiler Maintenance: A Small Investment That Yields Big Returns All Year Long By Gary Frank American Boiler Company

here are substantial benefits to implementing a routine maintenance schedule for your boiler plant and related systems. These benefits include improved operating efficiency, reduced downtime, longer life for the equipment, and the increased likelihood that a small mechanical problem is detected before serious damage is done to the heating plant. As all building owners know, commercial boilers and related boiler control systems are a major infrastructure investment that consumes costly energy resources throughout the year. Their proper maintenance is critical not only to the safety of tenants and maintenance personnel, but also key to managing costs and the bottom line. The boiler room is not the place to cut corners. As the end of the heating season approaches, building owners and their maintenance staff should schedule a visit from a professional boiler technician to perform a few simple tasks before the boilers are turned off during the summer, or limited to only domestic hot water heating. This visit at the end of the heating season, however, is just one part of what is required for the proper maintenance of a commercial boiler. The year round maintenance and inspection of the boiler plant should involve the following: • A preventative maintenance program that provides for three scheduled visits from a qualified boiler technician. There should be one visit at the start of the heating season, one visit in the middle and one visit at the end. • An annual boiler cleaning and service during the offseason. • An annual inspection The preventative maintenance program is designed to catch problems before they become critical, and identify

equipment that needs to be replaced in the off-season so that the projects can be properly planned and budgeted. Each preventative maintenance visit should involve an inspection of the boiler as well as pumps, valves, and other interconnected systems. Because the heating system consists of numerous interconnected pieces of equipment, it is not uncommon for boilers to be damaged by malfunctioning equipment somewhere else in the heating loop. During the preventative maintenance visit, your boiler company should be looking for leaks, signs of corrosion, the accumulation of soot, and other evidence of wear and tear. Leaks coming from the boiler can result in excess make-up water entering the heating loop. This can contribute to corrosion and the build-up of scale, which will shorten the life of the boiler and reduce boiler efficiency. Soot around the boiler is evidence of flue gases escaping into the boiler room – a hazardous situation that should be addressed immediately. For steam boilers, the integrity of the pressure vessel itself should be inspected to guard against a potentially serious breach. Pressure controls and low water cut off devices are also critical components to check as they can prevent a runaway boiler, a dangerous condition that will likely result in significant damage. Separate from a preventative maintenance visit, the annual boiler cleaning and service should be scheduled early in the off-season. The annual cleaning and service involves cleaning both the fire-side and the water-side of the boiler, checking boiler controls, tuning the burner, and performing a combustion analysis. continued on page 34 March 2012 | AIM

S a ve t h e D a t e SAVE THE DATE NJAA Government Affairs Breakfast - March 23, Sheraton Edison Hotel Be sure to mark Friday, March 23 on your calendars for an NJAA-member only Government Affairs Breakfast, to be held at the Sheraton Edison Hotel, Raritan Center. Hear the latest legislative, political, regulatory and legal news from the State House. Panel includes Philip J. Morin III, Esq., Partner - Florio, Perrucci, Steinhardt & Fader, LLC.; Conor Fennessy, NJAA’s VP - Government Affairs, and Nicholas Kikis, NJAA’s Director of Regulatory Affairs & Research.

Serving The Real Estate Community Real Estate Transactions Corporate Law Landlord Tenant Matters Commercial Litigation Real Estate Tax Appeals Housing Discrimination Matters Rent Control Applications Municipal Court Matters Personal Injury Cases Family and Matrimonial Law

Keep an eye out for more details. To register for the event send an email to jaclyn@njaa.com.

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AIM | March 2012

Tools of the Trade Boiler Maintenance: A Small Investment That Yields Big Returns All Year Long continued from page 32 The Bureau of Boiler and Pressure Vessel Compliance requires that all commercial boilers be inspected annually. This inspection can be performed by a state inspector or by an insurance company that employs licensed boiler inspectors. It is advisable that the annual inspection take place at the same time as the annual cleaning and service because the inspector may require an internal inspection of the boiler. If the boiler has already been shut down and opened up for a cleaning, the internal inspection is just a brief interruption to the annual cleaning process, and does not require a separate visit from your boiler maintenance company.

The one obvious takeaway from all of these observations and recommendations is that you do not want an inspector to show up on a cold winter day to look at a poorly maintained boiler. Inspectors are obligated to “red tag” and shut down any boiler that cannot be operated safely. The cost of regular boiler maintenance and cleaning are far less expensive than an unscheduled failure or shut down of your boiler in the middle of the heating season. Your boilers can have a long, productive life if properly maintained. Now is a good time to review your plans for boiler maintenance to ensure that your boilers are operating safely and efficiently. n

Fire tube and water tube boilers almost always require an internal inspection. Cast iron sectional boilers, on the other hand, may require an internal inspection at the inspector’s discretion. If the inspector sees signs that the boiler is not adequately maintained (e.g., there’s soot around the boiler, visible corrosion, or leaks) an internal inspection is more likely. If the boiler is not opened for cleaning, the inspector may remove the inspection plugs, or the low water cut off for internal viewing.

American Boiler Company is a mechanical contracting firm specializing in the installation and maintenance of commercial and industrial boilers. The company also installs combined heat and power (CHP) systems and other energy saving technologies. To learn more about American Boiler Company, visit www.americanboilercompany.com, or call (973) 923-1999.

CAMT Electric Training Presented by Mike Goldberg, RestoreCore June 5 & 6 at NJAA HQ 104 Interchange Plaza, Suite 201 Monroe Township, NJ 08831 Member price: $800/series or $100/module For more information, or to register contact events@njaa.com or 732-992-0600 34

March 2012 | AIM

2012

NJAA DIAMOND SPONSORS

ELIAS B. COHEN & ASSOCIATES INSURANCE AGENTS n BROKERS n CONSULTANTS

Thank You

Ad Directory

Advertisers Please take a look at the following members who support NJAA with their advertisement in this issue of AIM.

29 9

Bargold Storage Systems Drexel

Falcon Engineering

Feinstein, Raiss, Kelin & Booker

Fowler Companies

Griffin Alexander, P.C.

Jacobson, Goldfarb & Scott

2012 NAA Education Conference & Exposition Register & Reserve Housing Today! The 2012 NAA Education Conference & Exposition is the largest event in the multifamily housing industry. More than 5,500 of your colleagues will gather in Boston June 28-30 to network and learn about the latest trends that will keep them on the cutting edge and at the top of the career ladder.

NAA - National Lease Program

Oritani Bank

You won’t get this kind of highquality professional development anywhere else. Star athletes Mia Hamm and Nomar Garciaparra will team up for the Friday General Session and brand wizard, Bert Jacobs, co-founder of Life is good®, will head a Thought Leader session and show you how optimism can help grow your sales. You’ll also get practical take-home tactics from the more than 40 breakout sessions and the chance to explore cutting edge products and services from more than 325 suppliers on the trade show floor.

Back Cover

P.C. Richard & Son

The Provident Bank

Kipcon

Manhattan Welding Company, Inc.

Mitchell Supreme

March 2012 | AIM

2012 Education and Event Calendar MAR C H

JUNE

6-7 CAMT Basic Appliance $800/series by David Shertzer, Multi-Housing Depot

5-6 CAMT Electric $800/series by Mike Goldberg, RestoreCore

$100/module

8 FREE

Socializing Your Community - Social Media by Apartments.com

NALP 12-13 National Apartment Leasing Professional $375/member by Marla Posey

20 FREE

Maintenance Mania NJ Convention & Expo Center, Edison

23 FREE

Government Affairs Breakfast Sheraton Edison Hotel, Raritan Center

APR I L N

Fair Housing Basics by Chris Hanlon, Esq., Hanlon Niemann, P.C.

19 FREE

Green & Paperless Your Competitive Advantage by AppFolio

5 FREE

24-25 CAMT Plumbing $800/series by Mike Goldberg, RestoreCore $100/module

$100/module

Board of Directors Meeting Crowne Plaza, Monroe Township

SEPTEMBER 12 FREE

Interactive Multifamily Marketing by Apartments.com

19-21 $995

CAM Slam (Certified Apartment Manager

OCTOBER 3

Board of Directors Meeting Crestmont Country Club, West Orange

9th Annual NJAA PAC Reception Crestmont Country Club, West Orange

16-18 $995

MAY 21

21-23

Annual Convention Golf Outing Ballamor Golf Course, Egg Harbor Township 23rd Annual Conference & Expo Atlantic City Convention Center & Borgata Hotel

Unless otherwise noted, all sessions are held at NJAA Headquarters. For more information and non-member rates contact us at 732-992-0600 or visit the Events Calendar at njaa.com.

Capture and Retain Residents through Popular New Media Channels by Apartments.com

CAM Slam (Certified Apartment Manager)

Garden State Awards Hyatt Regency, New Brunswick

Share Your Expertise with NJAA Members Now Accepting Education Proposals for 2012! Do you or your company have knowledge on a particular topic or subject that would be of interest to fellow NJAA members? If so, now is the time to submit your presentation proposal. All proposals will be considered, provided they include subject title, speaker name(s), program length and brief program outline. If interested, complete and submit a Proposal Request. If available, include handouts, PowerPoint and other session materials intended for class use. Please call Niambi Ivery directly at (732) 992-0606 for more information.

Designated Striver? Enhance your professional growth in the apartment industry by becoming a National Apartment Leasing Professional (NALP) and take your career to the next level. NALP training helps you lease apartments, satisfy your residents and increase your resident retention. The National Apartment Association Education Institute (NAAEI) offers this nationally-recognized designation to apartment industry professionals who have at least six months of experience and who are looking to advance their career in apartment management. NALP training covers: • Keys to Success in Leasing • Leasing and the Internet • Leasing Demonstration and Resolving Objections • Legal Aspects • Rental Policies and Procedures • Telephone Presentations • The Leasing Interview and Qualifying Residents

You’re already a Success. Become a Certified Success. Learn more about how you can earn your designation. Visit www.naahq.org or www.ApartmentCareerHQ.org

A designation for apartment leasing professionals.

Institutelearning │ 4300 Wilson Blvd., Suite 400, Arlington, VA 22203 Students will NAA enjoy Education 2 days of fast-paced with AIT Instructor Marla Posey of Morgan Properties at NJAA 703/248-9570 │ 703/248-8370 HQ (104 Interchange Plaza, Suite 201, Monroe Twp, NJ).FAX $375 │foreducation@naahq.org members; $475 for non-members (continental breakfast and lunch included). For more information and registration contact events@njaa.com or 732-992-0600. Students must complete all sessions to receive certification. Market Survey Presentations are scheduled for September 20, 2012 at NJAA HQ.

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