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2017 AEI will be held March 17-20 at the Sheraton Denver Downtown Hotel

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Friday, March 17th

CEO Program featuring the Disney Institute — $300; pre-registration required

8:00 a.m. – 4:30 p.m.

Note: Attendance is limited to the first 125 attendees who have either five years REALTOR® association management experience and/or who hold the RCE or CAE designation.

Sponsored by: The Wisconsin REALTORS® Association

RCE Exam:


8:00 a.m. – 11:45 a.m.

RCE CAE Plus Exam:

8:00 a.m. – 9:45 a.m.

Certified Professional Standards Administration Program -- $35

8:00 a.m. – 5:00 p.m.

REALTOR® Party Immersion Day Training

8:00 a.m. – 3:00 p.m.

e-PRO Day 1 -- $75 (includes lunch)

8:30 a.m. – 4:30 p.m.

Pre-registration required during the AEI online registration process that opens December 7, 2016.

CIPS Global Programs for Associations -- $75

8:30 a.m. – 12:30 p.m.

CMLS Best Practices

9:00 a.m. – 4:00 p.m.

Commercial Membership By Design -- $75

1:00 p.m. – 4:30 p.m.

Pre-registration required during the AEI online registration process that opens December 7, 2016.

Realtors Property Resource® - Exclusive Association Resources

3:00 p.m. – 4:00 p.m.

AE Institute Welcome Lounge

4:00 p.m. – 6:00 p.m.

Sponsored by: The Colorado Association of REALTORS® and the Denver Metro Association of REALTORS®

AE Young Professional Network (YPN) Meet Up

5:30 p.m. – 7:30 p.m.

Attend this session and be a part of the AEC’s Young Professional AE Network. Network with other YPNers and share how you can make a difference in your association and in the industry.

Saturday, March 18th – RCE Apparel Day

RCE Overview and ADF Workshop  

7:15 a.m. – 8:00 a.m.

Need help filling out the RCE Applicant Data Form (ADF)? Come to this nuts and bolts work session and walk through the ADF. Learn about the RCE designation process, including how to maximize your ADF points.

Opening Session

8:00 a.m. – 9:30 a.m.

The Opening Session is the official kick-off to the 2017 AE Institute. Come and meet the 2017 AEI team, and leave exhilarated by a keynote address Joe Moglia, an executive leadership speaker who honed his message of the four-pillars of success through his own trials as a business leader and football coach. You’ll also hear from 2017 NAR President Bill Brown, who’ll offer some special remarks.

Build Bridges with Brokers

9:45 a.m. – 10:45 a.m.

Adorna Carroll, ABR, CIPS, CRB, e-PRO, GRI, SRS, SFR, President, Dynamic Directions, Inc. Newington, CT

Customer service in tomorrow’s association requires a different type of effort from today’s CEOs. Building and cultivating relationships with brokers / owners, managers, and team leaders is essential to engage folks in strategic initiatives, business planning, and professional development programs. Email, phone calls, and texts are fine for follow up, but you may miss the mark if there isn’t a personal relationship. Let Adorna show you a different approach to ensure that those relationships start to prosper.

What Members Really Want

9:45 a.m. – 10:45 a.m.

Leigh Brown, ABR, CIPS, CRS, e-PRO, SFR, SRES, Broker/Owner, RE/MAX Executive Realty, Charlotte, NC

Why do some associations grow while others remain stagnant? Why do some associations have flourishing committees, new leadership and excitement, while others recycle the same old, same old? Leigh will dispense some ideas to help you create the “it” factor for your volunteer leaders and members so they feel vested and the association thrives.  

What Will the Industry Look Like in the Next 10 Years?

9:45 a.m. – 10:45 a.m.

Steve Murray, President, REAL Trends, Castle Rock, CO

REAL Trends President Steve Murray will share his thoughts on where our industry will be in 10 years. He’ll examine what is and isn’t working today, what needs to change, and the role REALTOR® associations and MLSs will play over the next decade. Steve will bring food for thought based in his book Game Changers: The Unfounded Fears and Future Prosperity of the Residential Real Estate Industry.

Can You Hear Me Now? Three Essential Communication Skills Effective Leaders Must Master

11:00 a.m. – 12:00 p.m.

Terry Watson, ABR, ABRM, AHWD, e-PRO, GREEN, GRI, PMN, SRES, President, Easify, Inc., IL

Whether you are an AE or a presidential candidate, messaging and communication are critical if you want to move the needle in your organization. Poor communication is repeatedly cited as the leading factor in the failure of large and small change efforts. Ironically, a few simple tweaks can provide enormous results. This presentation will give you tools to effectively connect with others so you are heard and understood.

Build Your Community Brand

11:00 a.m. – 12:00 p.m.

Clint Skutchan, RCE, e-PRO, CEO, Fort Collins Board of REALTORS®, CO

Find out how to leverage advocacy and education efforts to build a community brand for your association that will improve the REALTOR® image amongst consumers, and position your association to become a key influencer. Determine which of your key programs and services hold value in the community, and then put your community branding efforts on the fast track.

Embracing MLS Consolidation and Living to Tell

11:00 a.m. – 12:00 p.m.

Facilitator: Kevin McQueen, President, Focus Forward Consulting, Inc., Denver, CO

Panelists: David Bennett, RCE, CAE, CEO, Pinellas Suncoast Association of REALTORS®, FL; Carrie Kendall, RCE, Executive Officer, Indiana Regional MLS/Lafayette Regional Association of REALTORS®, IN; Anne Marie Matteo, Esq., RCE CAE, CEO, Suburban West REALTORS® Association, PA

You have choices about the future of your MLS, and that future may mean consolidation. Understand why MLS consolidation is not a death sentence. Hear from your peers about the impact of regionalization and take away best practices that can help you prepare to consolidate. Leave with clarity on your options and a strategy to architect your next steps.

The Power and Pitfalls of Distance Education

11:00 a.m. – 12:00 p.m.

Roger Turcotte, CBR, CDEI, DREI, GRI, Owner, Roger Turcotte and Co., LLC, Contoocook, NH

Ask five people what “distance education” means and you might get five different answers. In distance education, one size does not fit all. Get comfortable with the basic concepts of distance learning and the difference between classroom training and distance training. Receive tips and techniques on how to assess your current distance program (if you have one), and how to implement a program if you currently do classroom-based training.

Grab-and-Go Lunch

12:15 p.m. – 12:45 p.m.

Grab a sandwich and a drink and head to a networking roundtable, catch up with friends, or explore the city. Take some time to do what you need to get the most out of this Institute.  

Networking Roundtables

12:15 p.m. – 1:15 p.m.

Take some time to share tried and true solutions while learning new ones at these networking roundtables. These roundtables will help connect you to the REALTOR® association management world and the real estate industry, to help you do your job better.

NAR Dues and Policies and Dues Remittance Procedures

12:15 p.m. – 1:15 p.m.

John Pierpoint, Senior Vice President / Chief Financial Officer, NAR; Patty Garcia, Managing Director, Dues Compliance, NAR

Attend this session and get the answers to your questions about the NAR dues remittance and collection process. Some of the specific topics covered include dues definitions in NAR’s Bylaws, local association staff responsibilities with respect to NAR’s dues reconciliation and remittance process, Consumer Advertising Campaign assessments, Institute Affiliate member dues, and the NAR delinquency / collection process.

Dancing with a Cactus: Dealing with Difficult People

1:30 p.m. – 2:30 p.m.

Kevin McNulty, Founder, Humadyn – Life Skills Institute, Murfreesboro, TN

Dealing with some folks is like dancing with a cactus: no matter how you approach them you almost always get hurt. What if you could move beyond “just tolerating them”? What if you could implement real strategies and techniques to handle a toxic team member or cranky customer? Learn what drives difficult people and some solid strategies so you can “dance” with them.

Build, Lead, and Grow Your Team

1:30 p.m. – 2:30 p.m.

Marc Cunningham, President, Grace Property Management & Real Estate, Thornton, CO

A team’s success is the leader’s responsibility. Your ability to effectively lead your team is not based on your personality or your charisma. It is based on you bringing three things to your team every day: energy, clarity, and accountability. Whether you have 1 or 100 employees, effective leadership and management is as simple as engaging 10 specific behaviors. Join Marc to learn how.

Platforms, Portals, and Publishers, Oh My!

1:30 p.m. – 2:30 p.m.

Facilitator: Bill Lublin, Managing Member, Social Media Marketing Institute, Huntingdon Valley, PA

Panelists: Anne Marie DeCatsye, CEO, Charlotte Regional REALTOR® Association, NC; Rebecca Jensen, President/CEO, MRED, Lisle, IL; Alex Lange, President and CEO, Upstream, Dallas, TX; Gene Millman, ABR, AHWD, CRS, GRI, Broker, Millman West Real Estate, Hockessin, DE

Some call them disruptors, others call them progress and the new way. What are AMP, Upstream, RETS, API, and more? Attend this session for an invigorating discussion on these current industry initiatives and how they impact members, and the association and MLS infrastructure.

NAR Policy 101

1:30 p.m. – 2:30 p.m.

Rodney Gansho, RCE, Managing Director, Member Policy, NAR

Policy is just one of the many facets of a REALTOR® association executive’s job. Is it possible to know everything about policy? Probably not. But with the tools available to you from NAR, you’ll be well on your way to managing policy issues at your association. Learn about NAR’s policy review process, Code of Ethics training, online resources, and other “need-to-know” information to understand this key component of REALTOR® association management.

Innovative Customer Service for Associations

3:00 p.m. – 4:00 p.m.

Juanita McDowell, e-PRO, President, InMotion Consulting, Atlanta, GA

Discover how to enhance your service sense and build teamwork as you take customer service to new levels in your organization. This session delivers new and cutting edge research that can be used to improve customer relations from top to bottom, along with the tools to help you measure your success.

Create a Winning Education Program

3:00 p.m. – 4:00 p.m.

Dwayne Carte, RCE, ABR, AHWD, BPOR, CIPS, e-PRO, GREEN, MRP, RSPS, SFR, SRES, SRS, Director of Commercial and Global, Greater Tampa Association of REALTORS®, FL

The education program of the past doesn’t work with today’s REALTOR®. Education directors and CEOs need to think more like business owners rather than association staff. Programs, along with instructor compensation, have to change. Through the use of a case study, watch how one association turned things around in 12 months and how you can create a marketing strategy for your education program.

Spokesperson Training for AEs

3:00 p.m. – 4:00 p.m.

Peter Mosca, CCFA, e-PRO, GREEN, SFR, SRES, Global Director PR & Executive Communications, Century 21, Howell, NJ

Despite your efforts to prepare your volunteer leaders to talk with the media, there will be times when you will need to step up and leverage the opportunity to voice REALTOR® messages to key external and internal audiences. If you want more confidence and competence when presenting those messages, this session is for you.

Advocacy: Three Ways to Act

3:00 p.m. – 4:00 p.m.

Facilitator: Susie Helm, RCE, Vice President, Advocacy Operations & Communications, NAR

Panelists: Brandon Alderete, Political Affairs Director, Texas Association of REALTORS®; Kipp Cooper, RCE, CEO, Kansas City Regional Association of REALTORS®, KS; Elizabeth Hancock Greenfield, Vice President, Government Affairs and Member Services, Richmond Association of REALTORS® / CVR MLS, VA

Do members react to association advocacy messages and “Calls for Action”? Do they understand the issues and are they inspired to respond when needed? Gain tips and tools to prompt members to act on community outreach needs and “Calls for Action” when you need them to act. And learn how to ensure your message reaches members and elected officials in a timely and effective manner. Pick up ideas on programs that comply with Core Standards and how your association can engage in “act” activities.

New AE Networking Reception

4:00 p.m. – 5:00 p.m.

What a great way to build on your relationship with other AEs who are also just starting out in the business and are new to the Institute. Come network with a group whose faces will become familiar to you by the end of the Institute.

RCE Designee “Early Access Pass” to Icebreaker Reception

4:00 p.m. – 5:00 p.m.

A special opportunity for RCE designees to network and renew friendships before the rest of the Institute registrants arrive at the Icebreaker. Canadian Real Estate Association CRAE designees are also invited to this special pre-Icebreaker reception.

Icebreaker Reception

5:00 p.m. – 6:00 p.m.

Join your friends and colleagues for this special Institute welcome reception where you can renew old friendships and create new ones in a relaxed environment.

Sunday, March 19th – AEI Apparel Day

REALTOR® Party Breakfast

7:45 a.m. – 9:15 a.m.

As a REALTOR® association executive, you know that politics plays an important role in your members’ profession. Come enjoy breakfast and sharpen your political insights with a special keynote address by Douglas Brinkley, a history professor at Rice University and CNN presidential historian.

Sponsored by: REALTOR® Party

The Data Driven Campaign – Going to the Next Level

9:30 a.m. – 10:30 a.m.

Facilitator: Steve Francks, RCE, CAE, CEO, Washington Association of REALTORS®

Panelists: Gerry Allen, Managing Director, Campaign Services, NAR; Joe Goode, American Strategies, Washington, DC; Drew Brighton, Co-Founder and Partner, TargetSmart, Washington, DC

Data is crucial to win campaigns. Learn how to use data in targeted member and consumer messages, and when to use social media to deliver the right message to the right people. Understand the methods of polling and how associations use it to engage in successful campaigns. Pick up ideas on programs that comply with Core Standards and how your association can engage in “vote” activities.  

How to Be Small and Mighty with Core Standards

9:30 a.m. – 10:30 a.m.

Facilitator: Alice Martin, RCE, GRI, AHWD, CEO, Martin Consulting Solutions, Chicago, IL

Panelists: Maranda DeSanto, RCE, CEO, Duluth Area Association of REALTORS®, MN; Carol Lawhon, CEO, Tehachapi Area Association of REALTORS®, CA; Gail Pyszka, CEO, Illini Valley Association of REALTORS®, IL; Denise Schultz, RCE, CEO, Lakes Area REALTORS® Association, WI

If your association is small, you may worry that it can’t meet Core Standards due to limited staff and volunteers. Find out how small associations do it and do it well. Take a look at some successful approaches to bring members value and how you can do the very same thing. Learn how to stretch your resources and motivate members to get involved.

Anatomy of a Consumer Outreach Program

9:30 a.m. – 10:30 a.m.

Facilitator: Nobu Hata, Director, Member Engagement, NAR

Panelists: TJ Doyle, Director, Executive and Digital Communications, NAR; David Greer, Vice President, Consumer and Media Communications, NAR; Sara Wiskerchen, Managing Director, Media Communications, NAR

Learn how you can nail down the consumer outreach Core Standards requirement. Get end-to-end, A-Z tips on a sustainable consumer campaign process. From message genesis and social media, to leadership amplification and member buy-in, you will take away future-proof consumer outreach skills that you can immediately put to use.

PCI, PII, Data Security – What Does It All Mean for Associations?

9:30 a.m. – 10:30 a.m.

Chris DeRosa, RCE, CAE, IOM, Managing Director, Financial Information Systems, NAR; Lena Singer, Managing Director, Business Applications, NAR

Learn definitions to the data security buzz words we hear every day – PCI, PII, password/ passphrase, spoofing, spear phishing, internet of things, etc. You’ll hear about the data breaches in the news and how they happened, the areas most vulnerable in handling member data, and the technological as well as human steps to take to keep your data safe from attack.

AEs are from Mars and Volunteers are from Venus

10:45 a.m. – 11:45 a.m.

Evan Fuchs, ABR, CRS, GRI, RSPS, SRS, e-PRO, Designated Broker, Trainer, Bullhead City, AZ

The relationship between staff and volunteer leaders can sometimes be tricky, but there are some simple steps you can take to better collaborate with members and leaders. Listen to proven communication, leadership, and team building strategies that can help both parties work better together to understand and serve member needs. Walk away with five action steps to ensure your team’s success.

Two Heads Are Better Than One

10:45 a.m. – 11:45 a.m.

Ginger Downs, RCE, CAE, CIPS, CEO, Chicago Association of REALTORS®, IL

AEs are always looking for ways to enhance customer service to members. Discover how collaborating with other organizations can help you address the needs of specific membership niches, and help increase their satisfaction with the association. Then learn how to communicate those successes to your members.

Serve Members with Market Data

10:45 a.m. – 11:45 a.m.

Lawrence Yun, Chief Economist, NAR; Jonathan Smoke, Chief Economist, realtor.com®

A duo of economists will converse about market inventory, the use of market statistical data to engage members, and the resources available to you through both NAR and realtor.com®. See how information at your fingertips can help you understand current trends driving the housing market, and how you can deliver market trends information to members.

I’m a New AE, Now What?

10:45 a.m. – 11:45 a.m.

Cindy Butts, RCE, CAE, CEO, Connecticut Association of REALTORS®

The first year on the job can be a series of surprises, combined with the necessity of learning, managing, and navigating a wide range of activities and personalities. And it can be overwhelming, to say the least. Find out what you should look for, common mistakes made the first year, and resources available to you.

NAR Update Lunch

12:00 p.m. – 1:45 p.m.

Join NAR CEO Dale Stinton, RCE, CAE, for an update on NAR issues. Ask the questions you need answers to in this open forum with your peers and national counterpart.

Sponsored by: NAR Office of the CEO

Succession Planning Success

2:00 p.m. – 3:00 p.m.

Christine Todd, RCE, CAE, CIPS, Association Consultant, Dynamic Directions Inc., Gloucester, MA

An increase in retirees, job promotions, and unplanned departures are all opportunities for you to teach your board of directors about succession planning. When any of those situations occur, it is incumbent upon the board to act quickly and with certainty to ensure a smooth transition and continue service to the members. Let a colleague who made this journey give you tips and resources to create a succession plan blueprint.

Economic Development: Relevance Beyond the MLS

2:00 p.m. – 3:00 p.m.

Steve Bois, CEO, Rockford Area REALTORS®, IL

Many associations are searching for ways to remain relevant beyond the MLS. Economic development engagement allows associations to position themselves as community leaders for prosperity, quality of life, and economic vitality. It also allows them to help their market economy thrive while strengthening the REALTOR® brand. Learn how to get started, regardless of your association size or capital.

Show Me the Money – Unique RPAC Fundraising Ideas

2:00 p.m. – 3:00 p.m.

Facilitator: Travis Kessler, RCE, CAE, CEO, Texas Association of REALTORS®

Panelists: Drew Brighton, Co-Founder and Partner, TargetSmart, Washington, DC; Ginger Downs, RCE, CAE, CIPS, CEO, Chicago Association of REALTORS®, IL; Nancy Glaesemann, Association Executive, Western Magic Valley REALTORS®, ID; Jennifer Zeller, Executive Officer, Midwestern Ohio Association of REALTORS®

Immerse yourself in successful best-practice fundraisers, and learn how to build engagement plans to target different audiences. Small associations will share their tips on how to get your event off the ground and increase member involvement. Walk away with ideas to get the biggest bang for your buck in your fundraising. Get a glimpse of future RPAC fundraising tools and how to use your member data to send customized targeted messages to members to increase RPAC participation. Pick up ideas on programs that comply with Core Standards and how your association can engage in “invest” activities.

NRDS and E-Commerce

2:00 p.m. – 3:00 p.m.

Chris DeRosa, RCE, CAE, IOM, Managing Director, Financial Information Systems, NAR

Come learn what you need to do to maintain members’ NRDS data, and learn the importance of how NRDS data interacts with the local, state, and national associations, as well as other systems such as realtor.com®, the Action Center, mailing lists, and more. Bring your questions and Chris will supply the answers.

Networking Roundtables

3:15 p.m. – 4:15 p.m.

Take some time to share tried and true solutions while learning new ones at these networking roundtables. These roundtables will help connect you to the REALTOR® association management world and the real estate industry, to help you do your job better.

Workshop: Be the Front Line for Your Members

3:15 p.m. – 4:15 p.m.

Andrew Scoulas, Information and Project Specialist, NAR; Hathaway Hester, Information and Digitization Specialist, NAR

When your members feel valued, they will value their organization. Learn how you can increase member satisfaction through exemplary customer service. Whether you are implementing your association’s first customer service program or need some fresh tools to enhance your arsenal, gain practical ideas for successful customer service that you can implement immediately and on any budget.

Workshop: Consumer Advocacy Outreach – The Next Peak of Advocacy

3:15 p.m. – 4:15 p.m.

Coleman Bass, Communications Manager, TargetSmart; Erin Murphy, Senior Representative, Consumer Advocacy Outreach, NAR

Cut through the chatter and learn how to engage consumers in your state and local advocacy efforts. Discover how your association can contribute content to the HomeownershipMatters.REALTOR website and give consumers in your community a voice on public policy issues affecting homeownership.

RPAC Major Investor Reception

4:30 p.m. – 5:30 p.m.

This special reception is for RPAC major investors.

Monday, March 20th

Power Skills for Success: How Top AEs Perform at Higher Levels

7:30 a.m. – 2:00 p.m.

Facilitator: Jerry Matthews, Advisor, Windermere, FL

Highly successful AEs are more than competent. They have intangible skills that set them apart and allow them to excel. Learn these unique capabilities revealed by the successful AEs themselves. No theory – just real-world experience, delivered in a fast-paced session facilitated by Jerry Matthews and featuring 10 successful AE presenters, including NAR CEO Dale Stinton.