You know that the annual AAR Winter Conference is coming up, right?  Yes, I’m serious and, yes, I know how busy you are and I know that you have probably been meaning to “try to find the time.” Well, guess what, the time is now. As in, get your ticket and get yourself to Prescott this week.

Why?

Because you want, need and like to hang out with some of the best minds in the business.

You understand the power of knowledge.

You want to hear what’s hot, what’s happening and what’s new in our eve- changing industry.

I’ll admit, I was never a big fan of real estate conferences until just a few years ago. Heck, last year’s AAR conference was my very first one, and I am entering my 19th year selling real estate. If I was to start over, I’d have 18 of these suckers under my belt by now. Why?  Because I had a great time last year, I learned some valuable information, and built upon some great connections and relationships with some awesome people in our business.

The schedule of events for the conference shows that there is a tremendous number of great topics about many aspects of our business.

There will even be some RE BarCamp style sessions and some geeks on hand to help with technology questions ranging from BlackBerry to WordPress. ( I couldn’t think of anything that started with A or Z. ) Heck, there will even be a “Tweet Up” where we can just sit and talk to each other and learn in a fun and informal setting. What’s a Tweet Up?  It is kind of like a happy hour arraigned via Twitter. You have heard of Twitter, right?  People talk in 140 characters or less and use funny things called hash tags. If you know what Twitter is and know how to follow a hash tag, keep your eye on #aarwc. If you think I just started talking in a different language, please find me at one of the RE BarCamp sessions on Thursday, I’d love to explain.

Need more proof that this is a can’t miss event? The video below will show you how a business can be transformed by attending just one conference.

I can assure you that there is something for anyone in the real estate business at the AAR Winter Conference. Remember, this business is constantly evolving. There is no need to rely on the traditional media to keep us informed about market conditions or the benefits of recent industry changes. They tend to be a few months behind. Take control of your business, be an asset to yourself and to your clients. Learn from industry leaders.

Hey, don’t put it off any more. I hope to meet you in Prescott at #aarwc.

I have always loved a good oxymoron…I had always thought that jumbo shrimp was my favorite.  One of those things you snicker at under your breath with your twisted sense of humor.  Then came short sales…ahhh the new twist in oxymoron.  Even as I sit here I giggle.  I just closed the longest escrow of my career, a whopping 18 months and yes, it was a “short sale”. 

There were so many “learning moments” during this process.  I learned about HAFA, which by the way after the first round of submission to the bank the first decided we qualified for HAFA and we got to resubmit, again and again.  By the way, did you know HAFA has been updated?  The AAR Winter Conference is actually bringing in a HAFA instructor to one of our break out sessions.  There are new things that are going on, new rules and requirements.  Even better this next week at the end of Prescott Winter Conference AAR has brought in HAFA instructor to educate our members on what is new and receive a HAFA certification. You can sign up for Fridays class at HAFA Certification  (You can use promotional code APAAR004 for a reduced fee of $99).

If short sales weren’t complicated enough, add on MARS.  In case you have been on another planet, MARS is Mortgage Assistance Relief Service courtesy of the Federal Trade Commission (FTC).  Thankfully Michelle Lind, AAR’s in-house legal counsel has been working diligently with Commissioner Judy Lowe, NAR & the FTC to get as much information to us as possible.  The required MARS disclosure documents have been updated. Check with your broker, as your company may already have them specific for your company. If not, generic documents are available at MARS Roadmap & Disclosures.

There were so many things that occurred during my 18 month “short sale”.  And now look at what has come out in the last few weeks: MARS, HAFA update and that little thing called the new residential purchase contract.  My short sale…well it looks like a “jumbo shrimp” in comparison.  This is a moving target and more information will be shared at the Winter Conference.  So many great speakers like Michelle Lind, Commissioner Judy Lowe. I hope to see you there, I’ll save you a seat, I’ll be the one with shrimp cocktail.

I can’t believe AAR’s Winter Conference is next week! Time flies. Hopefully you’re signed up and plan on attending. I’ll be there Thursday, doing the up (from Phoenix) and back thing – can’t stay the night. I’m not writing to share my schedule though. I’m writing because as close as we are to the conference, I’m surprised the buzz about “Hot Topic” predictions just took a 180 degree turn. New forms and contracts seem so simple now that the MARS disclosure questions have begun.

At yesterday’s Tempe office meeting Jim Sexton, Designated Broker of John Hall & Associates, went through the 4 new MARS disclosure forms for short sale listing agents. Wow. (Stay tuned for the cover story of this month’s AZ REALTOR® Magazine for additional info.)

Given the amount of discussion that took place at our meeting, coupled with the stunned looks on the faces of our agents, my bet is Jim, Michelle Lind, and Commissioner Lowe will address more questions and comments regarding MARS than they will about the forms.

See you next Thursday.

I had a long career in technology and had the privilege of doing lots of wonderful and exciting things.

For the last 10 years, I have been a real estate broker. I manage, mentor, support and supervise around 60 REALTORS® on a day-to-day basis. With my background, the agents I attract to my company tend to be the more experienced with technology or the more technically inquisitive.

From my perspective, the typical REALTOR®  today is confronted with too much technology.

I feel for them. The typical REALTOR® does not have a technical background or training. While trying to manage their day-to-day business, stay on top of their listings and escrows, keep in touch with their sphere and also grow their sphere and business, they feel pressured to keep up with the latest in technology that they see and hear about everyday. I am telling you, for most agents, it is just too much. So many end up wasting time and money on tools and software that they don’t use–or certainly do not get a good return on.

We all know the world is moving very fast. Consumers are becoming more and more sophisticated, and hence becoming more demanding. No question about it, REALTORS® must keep up to prosper. REALTORS®  today must have basic computer skills, such as knowing how to use email, websites, word processing and their MLS. They must also possess basic digital photography and video skills, meaning the ability to quickly and efficiently email photos (via Picasa Web Albums, for example) and videos (via YouTube or Vimeo)  to clients. That is a lot right there.

Beyond these basics, I work with my agents on three additional areas of technology–what I would consider key technologies that are important for REALTORS® to stay competitive, work efficiently and keep pace with the world we live in. We work on mastering these three areas before moving on to ANYTHING else.

These three areas are:

1. Move to the Cloud – Have one set of data (meaning email, contacts, calendar and docs) and be able to access this from ANYWHERE, meaning from any computer (anywhere in the world), your iPad or your smartphone (preferably Android or iPhone).

One set of DATA, in the CLOUD, always in SYNC, accessible from ANYWHERE.

The good news: compared with just a couple of years ago, today this is easy and inexpensive. (See Google Apps, preferably with your private domain.)

2. Lead-Generating Website and Software for Managing Leads – Have a clean, professional-looking website (or a blog for those inclined) whose primary focus is to generate leads. Keep it simple and focus on properties, not you. Use your own domain name and promote that domain name everywhere (on every email signature, flyer, postcard, etc.).

Then, make sure all your prospects, clients and sphere are in some type of software program – could just be a spreadsheet (in the cloud) or preferably one of the many web-based real estate CRM (Customer Relationship Management) systems out there. Just be sure you are using SOMETHING. This will help you keep track of, keep in touch with and manage all your prospects, clients and your sphere.

Real  estate has NEVER seen anything like the Internet for generating leads. You need to be using the Internet to gain new leads, manage those leads and keep in touch with your sphere.

3. Master the Digital Transaction Path – Conduct all of your transactions digitally, mastering the path from zipForm® to digital signatures to contract execution to online Transaction Management. AAR is making this easy for you. All these services are provided by AAR as a member benefit. It’s time! Time to phase out fax and paper. No more waiting. Do it now. You will be glad you did.

Then, honestly, forget everything else (for now). Don’t worry about it. Relax. Focus on these three areas. These technologies will help your business and produce a good ROI for the time you invest in them. You will then be equipped to work smarter not harder, keep up with your clients and prospects, and have the time to do everything else you need to do to run your business. Maybe even have some time left over!

Now for all of you asking, “What about ___________?” [Fill in your favorite tool or the latest technology being promoted this month, such as  Twitter, Facebook, LinkedIn, Zillow, Trulia, blogging, WordPress, SEO, Adwords, YouTube, videos, QR codes and Microsoft tags.] We can address those areas and more in future posts. But for now, my advice for the 95% of you just trying to keep up, grow your business and make your life easier, PLEASE just focus on the three items above.

Once those are implemented and you feel proficient with them, then look at additional technologies, social networks, websites and tools, and (carefully) assess if they can be utilized (with good ROI) to further assist your business and productivity.

At the end of the day, all this technology should WORK FOR YOU–and not the other way around.

Respectfully yours,

– Ed

[Ed will be doing a session on cloud computing at the AAR Winter Conference on March 10th in Prescott. Stay tuned for more details.]

If you attended the 2010 Arizona Association of REALTORS® Winter Conference, you probably caught one of Evo Terra‘s sessions–Digitally Expose Yourself during general session, the Technology Tools breakout or SEO 201 during the mini RE BarCamp. Otherwise, I hope you were attending one of the other outstanding sessions that were being held at the conference.

However, if you missed the sessions or the conference–or if you attended but want to brush up on what you heard–this is the video for you. Just press play and enjoy.

Interview with Evo Terra from D. Patrick Lewis on Vimeo.

NOTE: Audio from Evo’s general session talk (“Digitally Expose Yourself”) and breakout (“Agent 2.0: Technology Tools”) will be available shortly. We will link to the audio files from this page when they are live.

This year’s annual AAR Winter Conference in Prescott was a great place to network with people and to learn a lot of really great industry-related information.

One of the many cool announcements to come from the conference was the fact that our friends at the Phoenix Association of REALTORS® (PAR) will be making space available for RETT.

What the heck is RETT? The term is Real Estate Tech Tank, and it was recently thought up by a handful of real estate “geeks.” Here’s one of the first articles written about RETT: “#RETT Opens its Doors to Anyone & Everyone.” A tech tank is a place where people can come together in a “co-working” environment where people are free to come and go as they please. The idea has taken off here in the Valley and has started to gain steam in other parts of the country, as well.

Of course, when you have something new and unconventional, people often wonder if it will work. If you fall into that camp, see this blog post by mortgage commentator Justin McHood:  #RETT: 10 Reasons RETT Works. Or WILL Work.

In the video below, I talk with PAR CEO Diane Scherer and PAR President Kerry Melcher about bringing RETT to central Phoenix. They have graciously offered up space at the PAR office in conference room 121. PAR is located at 5033 N. 19th Ave, right by the Camelback & 19th Avenue light rail station. Beginning Monday, March 15, 2010 at 10:00am, RETT adds another collaboration location!

Learn more and follow updates about RETT on Facebook and Twitter:
http://www.facebook.com/RealEstateTechTank
http://twitter.com/RETechTank

I love going to conferences and classes and listening to the wisdom and ideas of movers and shakers! Sometimes it seems I have so many good ideas, I don’t know where to start in implementing them. When I speak or teach classes, I hand out a sheet called “Ah-has to Action” to help people capture the actionable items they could take from the presentation. Here is my advice to make it work instead of making it more overload. I call it Joeann’s Rule of 3:

• Review your notes or list and pick the top three items that, if implemented, would give you the biggest return on money or time invested.
• Put a “by when” date on those three and put them into your calendar.
• Determine if any of the things on the list can be done by someone else (your virtual assistant, techie, husband!).

Once those three are implemented, go back and pick the next three. By prioritizing and reviewing, say weekly, you will be taking small, consistent steps to raise the bar in how you are doing business. It fits well with the KISS (Keep It Simple, Sweetheart!) principle that reduces stress and increases productivity! It is also very wise to choose the items that you are most passionate about since the things we do with enthusiasm have a way of making a positive impact.

For everyone who is at this year’s AAR Winter Conference, you can get an “Ah-ha to Action” sheet from me–or just start your own list to work from of all the good ideas you get here. I am moderating two panels: “Killer Listing Presentations” and “Road Warrior: Run Your Business as a Mobile Office.” The panelists are going to share LOTS of GREAT ideas! We’re looking forward to giving you the information you need for success. Then, it is up to YOU!

A Regional Caucus at AAR's Leadership Conference - Fall 2009

Do you plan on attending your Regional Caucus at Winter Conference? If your answer is no (or you are on the fence) and you’re open to a little friendly persuasion, read on.

First, some quick background: Arizona has more than 100,000 square miles of land, so it makes good sense to divide our state association into regions. Each of these five regions has a Regional Vice President (RVP) who is responsible for developing and maintaining effective communication and cooperation among the local associations and AAR.

Twice a year – once at Winter Conference in the spring and again at Leadership Conference in the fall – each region gets together to discuss issues affecting their business. These meetings are called Regional Caucuses and are usually facilitated by the RVP.

Sidebar: I realize that the word “caucus” does not exactly conjure up images of conga lines and champagne fountains. However, these meetings are good for your business. Here’s why:

Communication with Your State Association

When I was Region 1 RVP a few years ago, I learned that AAR leadership truly wants to hear from its members! We have a tremendous resource in AAR, ready to support us or take action on our behalf, but how are they to know what support or action we need without proper communication? This is where the Regional Caucus comes in.

The RVP also typically shares any updates from the Executive Committee and other agenda items for the upcoming Board of Directors meeting.

Strengthening Relationships Within Your Region

A few years ago several of the local associations in Region 1 joined together to form a regional MLS – no small task.

Although the topic had been discussed numerous times in the past, those talks always fell apart in the early stages before most members had even voiced their opinions.

This time around there was a rapport and level of trust among key players from each association that got the talks past the previous hurdles and into the hands of the membership for a vote.

Where did those relationships start? At the Regional Caucuses, naturally.

Networking and Referrals

Looking for a less lofty reason to attend your Regional Caucus? One that can directly impact your bottom line?

There are nearby cities within your region that are so close that you probably get fairly regular inquiries from prospective clients in those areas, yet just far enough away to be outside your service area. You need agents in these territories that will take good care of your referral clients, and what better way to find them than to spend an hour or so with them on Friday?

If you’re making the trip to Prescott this week and plan on staying the night on Thursday, I hope you’ll carve 90 minutes out of your schedule to attend your Regional Caucus on Friday from 9:00 am to 10:30 am. See your meeting packet for room locations.

Photo by Flickr user David Masters | CC BY-SA 2.0

All signed up and just waiting to head to Prescott?  Great, well before you pack the last things into your bag, here are a few things you most definitely will want:

- Business Cards: Yes, we are in real estate, and that probably sounds like a no-duh type of statement, but bring lots.  There will be over 300 REALTORS® and affiliates from around the state.  This is a great opportunity to meet someone from the White Mountains or  in Rio Rico.  You never know when you may need a great agent to refer to or they may need one where you live.

-Notepad: You will want to take notes.  We’ve got great classes and breakouts each day. There is a ton of information, but remember, don’t be on overload. Look for one to three things–the “a-ha!” moments–that will make a difference in your day-to-day business.  Believe me, you will find more than three.

-Sweater or Jacket: We live in Arizona. The temperature in Phoenix is 15-20 degrees warmer than Prescott. Plus the conference rooms sometimes are chilly or warm depending on your natural internal temperature. “Dress in layers” is always adviseable.  And no, I am not your mother.

-Aspirin/Tylenol: Well, there’s some networking that takes place after hours, including Wednesday night at the Raven Cafe (a fantastic  local place for our Tweetup).  If you stay up too late making new friends, two of these in the AM never hurt.

When you get to Prescott, plan your strategy of which breakouts to go to, drink lots of water and make sure you check out our mini RE BarCamp breakouts on Thursday afternoon.  Want to know what it is or what topics are being discussed?  You will have to see it to believe it.  If you are looking for a technological shot in the arm, you won’t want to miss it.

See you Wednesday night at the welcome reception hosted by Region 3 REALTORS®. It’s going to be a great time!