1. Welcome New Members!

2. Welcome by President Robert Sullivan

3. Welcome to the REALTOR® Family! Three-Way Agreement NATIONAL ASSOCIATION - NAR VIRGINIA ASSOCIATION - VAR VIRGINIA PENINSULA - VPAR

4. NATIONAL ASSOCIATION OF REALTORS®

5. Information at Your Fingertips REALTOR.com™ REALTOR.org ™ Median Home Prices Today’s REALTOR® and Today’s REALTOR® Online Information Central - 1-800-874-6500

6. 1.2 Million Members Legislative Strength –FHA Reform –Tax Credit Changes –Small Business Health Insurance –Mortgage Interest Deduction –Research

7. Virginia Association of REALTORS®

8. Political Representation  Bill drafting and review  lobbying  monitoring real estate-related government regulations

9. Legal Liability  Legal Action Fund  Legal Hotline

10. Communications and Information  Commonwealth Magazine  VAREALTOR®.com VAREALTOR®.com

11. Virginia Peninsula Association of REALTORS® (VPAR) The mission of the Virginia Peninsula Association of REALTORS® is to provide members with the education and resources that will enable them to conduct business ethically, professionally, and successfully. We will promote the value of REALTORS® while serving our communities by being the leading advocate of the real estate industry, home ownership, private property rights and real property issues.

12. Education We are not what we know, but what we are willing to learn. - Mary Catherine Bateson Further your business success  Risk Management Courses/Night Court/Contract Writing  REALTOR® Enrichment Series  Lunch and Learn  General Membership Meetings  Post License Success Series

13. Communications  REALTOR® Update  Free subscription to Hampton Roads Magazine – discounts to clients  Agent E-News  Member Service Center  Staff Counseling

14. Technology  On-Site Technical Support  FREE Telephone Technical Support  Forms On-line - ZipForms  vpar.com vpar.com  Keybox System

15. Professionalism  Code of Ethics Enforcement  Arbitration  Mediation

16. Public Policy  Economic Development  Legislative Monitoring and Lobbying  Involvement on Councils and Boards  RPAC RPAC  We help Protect Private Property Rights

17. Pathways to Professionalism Above and Beyond the Code of Ethics What makes you the ultimate professional!

18. While the Code of Ethics and Standards of Practice of the National Association establishes objective, enforceable ethical standards governing the professional conduct of REALTORS®, it does not address issues of courtesy or etiquette. Because of this NAR has developed Professional courtesies for use by REALTORS® on a voluntary basis

19. Respect for the Public Follow the “Golden Rule” – Do unto others as you would have them do unto you. Respond promptly to inquiries and requests for information. Schedule appointments and showings as far in advance as possible. Call if you are delayed or must cancel an appointment or showing If a prospective buyer decides not to view an occupied home, promptly explain the situation to the listing broker or the occupant.

20. Respect for the Public, continued.. Communicate with all parties in a timely fashion. When entering a property, ensure that unexpected situations, such as pets, are handled appropriately. Leave your business card. Never criticize property in the presence of the occupant. Inform occupants that you are leaving after showings.

21. Respect for the Public, continued.. When showing an occupied home, always ring the doorbell or knock – and announce yourself loudly – before entering. Knock and announce yourself loudly before entering any closed room. Present a professional appearance at all times; dress appropriately and drive a clean car. If occupants are home during showings, ask their permission before using the telephone or bathroom.

22. Respect for the Public, continued.. Encourage the clients of other brokers to direct questions to their agent or representative. Communicate clearly; don’t use jargon or slang that may not be readily understood (CMA, PMI, POA). Be aware of and respect cultural differences. Show courtesy and respect to everyone. Be aware of – and meet – all deadlines.

23. Respect for the Public, continued.. Promise only what you can deliver – and keep your promises. Identify your REALTOR® and your professional status in contacts with the public. Do not tell people what you think – tell them what you know.

24. Respect for Property Be responsible for everyone you allow to enter listed property. Never allow buyers to enter listed property unaccompanied. When showing property, keep all members of the group together. Never allow unaccompanied access to property without permission. Enter property only with permission even if you have a lockbox key or combination.

25. Respect for Property, continued.. When the occupant is absent, leave the property as you found it (lights, heating, cooling, drapes, etc.). If you think something is amiss (e.g. vandalism) contact listing broker immediately. Be considerate of the seller’s property. Do not allow anyone to eat, drink, smoke, dispose of trash, use bathing or sleeping facilities, or bring pets. Leave the house as you found it unless instructed otherwise. Use sidewalks; if weather is bad, take off shoes and boots inside property.

26. Respect for Peers Identify your REALTOR® and professional status in all contacts with other REALTORS®. Respond to other agents’ calls, faxes, and e- mails promptly and courteously. Be aware that large electronic files with attachments or lengthy faxes may be a burden on recipients. Notify the listing broker if there appears to be inaccurate information on the listing.

27. Respect for Peers continued.. Share important information about a property, including the presence of pets; security systems, and whether sellers will be present during the showing. Show courtesy, trust and respect to other real estate professionals. Avoid the inappropriate use of endearments or other denigrating language. Do not prospect at other REALTORS® open houses or similar events.

28. Respect for Peers continued.. Return keys promptly Carefully replace keys in the lockbox after showings. To be successful in the business, mutual respect is essential. Real estate is a reputation business. What you do today may affect your reputation – and business – for years to come.

29. Professional Courtesies Discussion Share your experiences!

30. Practice Real Estate Safely

31. Mom and son burglars hit open houses (BERKELEY, Calif.) – Police in the San Francisco Bay area are looking for a mother and son team of burglars who have recently hit open houses. Police said the man and a woman he addresses as his mother enter open houses, then separate – leaving the real estate agent to follow one or the other, usually the woman. Home owners and agents have reported missing purses, wallets and other identification papers. Police say they have identified the male burglar as Paul McClung, 30, based on photos in police records. The woman has not been identified. In some cases McClung has been known to show a police badge on his belt.

32. 2006 – Long Island, New York Maria Garcia was preparing a foreclosed house for a showing when she made the mistake of her life. She was alone at the house in Brentwood, when Donny Ray Bates, a paroled convict with a history of mental illness, approached her. He later told police he'd asked whether she could look at his house because he was considering selling it.

33. Garcia, a salesperson with ERA-- Quality Homes, Brentwood, walked to Bates' home. And in a matter of minutes, she was dead. Bates beat her, then slit her throat with a knife. Her only mistake was that she was anxious to make a deal," says Laurie Bloom, communications and marketing manager of the Long Island Board of REALTORS®. Instead of telling him to come to her office and make an appointment, she went with a stranger to a strange house. "Everyone who heard about it said, 'I probably would've done the same thing,' " Bloom says.

34. How Do You Protect Yourself?  Pre-qualify  Request Identification  Never meet someone at the property for the first time  Open Houses  Trust Your Instincts  Develop Emergency Procedures

35. What makes a REALTOR® Succeed?  Quick Responder  Compassion/Passion/Honesty  Attention to Detail  Being a sponge  Excellent Communication Skills

36.  Consulting others before you leap  Willing to say I don’t know, but I will find out  Be on Time

37. You Can Soar! Best Wishes for a successful career!