COMMERCIAL SESSIONS

Berkshire Hathaway HomeServices is proud to share this year’s event with our Commercial Real Estate (CRE) professionals. As part of a Full Registration Package, Commercial brokers and sales professionals are invited to participate in all Sales Convention activities. We’ve designed a format that will give you Commercial-focused sessions that are targeted specifically for you and your business.

All Commercial General Sessions are for All Audiences and Monday’s Breakout Sessions are designed for all three different levels of Commercial Real Estate professionals. Agents may choose to attend either type of agent session, but all Brokers/Owners/Office Manager sessions are open only to affiliates with that specific designation.

  • Brokers/Owners/Office Managers
  • Experienced Sales Professionals Sessions
  • Entry Level CRE/Resimercial Sales Professionals Sessions

To help determine which course is the right one for you, see the intended “Audience” in the course description.

COMMERCIAL GENERAL SESSIONS

OPENING GENERAL SESSION

2016 Recap and a Look Forward

Gino Blefari will open the session and will accentuate the importance of commercial real estate brokerage services in his plan to grow the network and articulate his vision for and commitment to CRE brokerage services moving forward.

Mike Fields will recap progress that’s been made to date and lay out the network’s plan to become “the best and most highly respected commercial real estate services brand in the US and the world.”

Presenters: Gino Blefari & Michael W. Fields
Time: Monday 1:00 PM – 2:00 PM
Location: 121 B, 100 Level
Audience: All Audiences

CLOSING GENERAL SESSION

CRE Marketing Update — Where We’ve Been, Where We’re Going & How to Get There

This session will be a higher level discussion of the CRE market conditions around the country and in the various specialty groups. We’ll look at the most active markets and property types in the recent past and work to predict trends going forward and how to use technology to capture business.


Using Commercial REsource & Other Technology Tools

Commercial REsource has had many upgrades and enhancements over the past year and it’s likely that you’re not using all of the tools to maximum benefit. This session will give you an overview of Commercial REsource and show you how some of your peers are using things like the automated .PDF flyers, the Digital Offering memorandum, the Share Tab and the Due Diligence Documents Vault to be more professional, more efficient and make more money. Additionally, we’ll look at a network wide CRM Solution and other various technology tools.

Facilitator: Michael W. Fields
Presenters:
– Matt Carter, Berkshire Hathaway HomeServices C. Dan Joyner Realty
– Shea C. Dittrich
Time: Tuesday 1:00 PM – 3:30 PM
Location: 121 B, 100 Level
Audience: All Audiences

BREAKOUT SESSIONS

BREAKOUT SESSION ONE

How to Take Your CRE Career to the Next Level

In this program agents will learn to formulate or re-formulate their personal success plan. They will learn to systematize daily and weekly action plans to work proactively towards greater success.  They will learn to use their time more effectively with specific results in mind.  The focus will be on what it takes to be a consistent, strong producer, by creating meaningful, achievable goals, and creating the action plans that achieve those goals.

Instructor: Bob McComb
Time: Monday 2:15 PM – 3:15 PM
Location: 121 B, 100 Level
Audience: Experienced Sales Professionals


Recruiting, Coaching & Retaining New & Top Level Experienced CRE Professionals — Roundtable Discussion

This will be a roundtable conversation for Brokers/Owners/Office Managers that will focus on best practices for recruiting, coaching and retaining top level CRE professionals.

Moderator: Richard Ferro, Berkshire Hathaway HomeServices Blake REALTORS®
Time: Monday 2:15 PM – 3:15 PM
Location: 121 C, 100 Level
Audience: Brokers/Owners/Office Managers


Setting the Stage — Why Everyone Needs to Prospect Daily

Before we talk about HOW to prospect, we’ll need to teach you WHY it’s vital to the success of your CRE business. This session will give you the hard truth about why you need to be prospecting daily and the motivation to actually do it.

Instructor: Michael W. Fields
Time: Monday 2:15 PM – 3:15 PM
Location: 121 A, 100 Level
Audience: Entry Level CRE/Resimercial Sales Professionals

BREAKOUT SESSION TWO

Corporate Real Estate Executives Panel Discussion

Hear from several CRE executives from around the country and focus on what they look for in a brokerage services company and how best to present properties to them.

Facilitator: Matt Carter, Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®, Commercial Division
Panelists:
– Karen Hamilton, American Dairy Queen — West
– Linda St. Peter, Berkshire Hathaway HomeServices New England Properties
Time: Monday 3:15 PM – 4:15 PM
Location: 121 B, 100 Level
Audience: Experienced Sales Professionals


Presentations Collateral Benchmarking – Recruiting, PR, Buyer, Seller, Landlord & Tenant Rep, Management

Bring your newest and best collateral material with you and be ready to share it with your peers and see what other high level CRE affiliates are doing. The best ideas will be incorporated into the system and made available to all.

Instructor: Robb Sercu, Berkshire Hathaway HomeServices Florida Properties Group
Time: Monday 3:15 PM – 4:15 PM
Location: 121 C, 100 Level
Audience: Brokers/Owners/Office Managers


What to Say, Developing Your Professional & Effective Opening Statements

Okay, now you know you need to prospect on a daily basis, but your efforts to this point have never been very successful. It’s likely that it’s due to what you’re saying (and not saying) in those first few seconds.

This session will help you understand and craft your Opening Statements for many different situations.

Instructor: Michael W. Fields
Time: Monday 3:15 PM – 4:15 PM
Location: 121 A, 100 Level
Audience: Entry Level CRE/Resimercial Sales Professionals

BREAKOUT SESSION THREE

Behavior Modification & Planning for Effective, Consistent Prospecting

You know why you need to prospect and you now know what to say. So how do you get yourself to actually go do it on a consistent basis? This session will give you the tools that will get you into the field and the daily, weekly, monthly and quarterly steps needed to get you prospecting on a consistent basis.

Instructor: Michael W. Fields
Time: Monday 4:30 PM – 5:30 PM
Location: 121 A, 100 Level
Audience: Entry Level CRE/Resimercial Sales Professionals


How to Really Make a Profit with CRE Agents, Finally

Commercial real estate brokerage owners and managers will learn simple, straightforward strategies for increasing profitability with their commercial real estate agents. The program includes methods for increasing personal motivation, utilizing social and structural motivators, and motivational interviewing techniques. They will also learn methods for working with agents at every level of production.

Instructor: Bob McComb
Time: Monday 4:30 PM – 5:30 PM
Location: 121 C, 100 Level
Audience: Brokers/Owners/Office Managers


Open Data: What Is It & How Can It Help My Business?

This session will discuss why Commercial real estate’s marketing data has been hidden behind paywalls for decades and what the implications are of the emergence of truly open platforms and how will they transform our industry.

Presenter: Michael Westgate
Time: Monday 4:30 PM – 5:30 PM
Location: 121 B, 100 Level
Audience: Experienced Sales Professionals

SPEAKERS

Michael W. Fields

Michael W. Fields,  a graduate of the U.S. Merchant Marine Academy is a 30 year seasoned commercial real estate professional experienced in the development and implementation of short and long range strategic plans for real estate portfolios. Mike was formerly the managing partner in the Southeast Region for one of the world’s largest brokerage firms and is presently the managing director for ORION Commercial Services, LLC, the company that powers the commercial technology platforms for the Berkshire Hathaway HomeServices. In July of 2015, Mike began working as the Special Assistant to Gino Blefari, CEO of HSF Affiliates, LLC to build the commercial brand and help achieve his goal of making Berkshire Hathaway HomeServices “the best and most respected commercial Real estate services brand in the US and worldwide.”  Opening and Closing General Sessions; Setting the Stage — Why Everyone Needs to Prospect Daily; What to Say, Developing Your Professional & Effective Opening Statements; Behavior Modification & Planning for Effective, Consistent Prospecting

Shea C. Dittrich

Shea Dittrich is the Regional Director of CoStar Group in Atlanta, GA.  Shea has been with CoStar Group since 2008 in both a sales and management capacity.  Prior to his time at CoStar, Shea owned and operated a residential and commercial real estate company located in Bentonville, Arkansas while also teaching numerous commercial real estate courses for continuing education around the state of Arkansas. CRE Marketing Update —Where we’ve Been, Where We’re Going & How to Get There

Bob McComb

Bob McComb offers his 17 years commercial property brokerage education and experience in the San Francisco Bay Area to brokerage companies with his Top Dogs Commercial Real Estate Training Company. How to Take Your CRE Career to the Next Level; How to Really Make a Profit with CRE Agents, Finally

Michael Westgate

Michael Westgate is VP of Marketing at RealMassive. His immediate focus is to shape and guide RealMassive’s marketing operations across brand development, sales, and technology platforms, ultimately helping CRE professionals achieve long term revenue growth through RealMassive’s uniquely-open data marketplace. Previously, Westgate led marketing for W2O Group, a network of digital marketing services agencies supporting Fortune 500 marketers with customer insights, actionable strategy, and ROMI analytics. In addition to managing the firm’s marketing strategy and campaigns, he supported top tech and entertainment. Prior to W2O Group, Michael spent nearly four years at Microsoft in Windows product marketing and SMB audience marketing roles. Open Data: What Is It & How Can It Help My Business?

NETWORKING EVENTS

Networking and Awards Recognition Reception

Commercial Top Five Sales Professional, Team and Company award-winners will be recognized during the Monday evening Commercial reception. Check in at the desk just outside your meeting location. By Invitation Only.

Recognition: Commercial Real Estate Awards Recognition Reception
Time: Monday 6:00 PM — 7:30 PM
Location: Sheraton Encanto AB, Second Level