1. Professional edge
Race to the Fast Track of the
2 010
Graduate
R E A L T O R®
INSTITUTE October 18 - 21, 2010 Indiana University - Kokomo Kokomo, IN

2. 101 Class
Welcome to the 2010 Graduate REALTOR® Institute
GRI was a fantastic opportunity for me to learn some of the
best marketing techniques in the industry. It helped me
201 Class understand how to put systems in place to better serve
buyers and sellers.
It also gave me new tools to better compete with agents
that have many more years of experience. Recently, it
helped me gain listings when competing with other agents
by using techniques to overcome objections.
301
Jeanne Scott
Graduates 2010 GRI
The best thing you can do for your Real Estate Career is Board of Governors
earn your GRI designation in Kokomo, IN! Chair
2009

3. MON, OCT 18 MON, OCT 18
8 am - Noon Business Planning Jim Poole 8 am - Noon Eating a Frog John Hamilton
1:15 pm - 5 pm Financing the Real Estate Purchase Warren Harling 1:15 pm - 4 pm Green Building Travis Dunn
TUES, OCT 19 TUES, OCT 19
8 am - 10 am Indiana License Law at Work Tim Reed 8 am - 10 am Mediation: Let’s Take Charge
10:15 am - Noon Understanding Listing Contracts John Kolas Connie Maugans
1:15 pm - 4 pm The Code of Ethics: Our Promise of Professionalism Jim Bittner 10:15 am - Noon Indiana Agency Law Jeff Slaughter, Esq.
1:15 pm - 3 pm 1031 Exchange Andy Gustafson
WED, OCT 20 3:15 pm - 5 pm Commercial Forms Jeff Abrams, Esq.
8 am - Noon Construction & Builder Co-op Jud Motsenbocker
1:15 pm - 3 pm Alternatives to Foreclosure Roger Rayburn WED, OCT 20
3:15 pm - 5 pm RESPA Update Deborah Grindstaff 8 am - 10 am Stay Out of the IREC Pam Fish
THURS, OCT 21 Commissioners Office
10:15 am - Noon Title Insurance Tyler Moore
8 am - Noon Communication in Today’s Marketplace Greg Cooper 1:15 pm - 5 pm Commercial Real Estate Bob Lindgren
1:15 pm - 4 pm Using PP for your Listing Presentations Bob Coffee Investment
MON, OCT 18 THURS, OCT 21
8 am - Noon Environmental Factors in Real Estate Transactions Bill Beranek 8 am - 10 am USDA/VA/FHA Loans Ryan Minick &
1:15 pm - 5 pm Negotiating A Great Listing John Hamilton Steve DeLon
10 am - Noon Photo Tech Tips Eric Marshall
TUES, OCT 19 1:15 pm - 4 pm Going Beyond the Technology Greg Cooper
8 am - 10 am Antitrust Law John Kolas
10:15 am - Noon Understanding Purchase Agreements Ellen Townsend
1:15 pm - 3 pm Fair Housing Act & the REALTOR® Jeff Slaughter, Esq.
3:15 pm - 5 pm Home Inspections Gil Hendrickson In today’s competitive business environment you
WED, OCT 20
8 am - 10 am Architectural Styles Suzanne Stanis need more than just motivation and initiative to
10:15 pm - Noon Appraising Fundamentals Pam Fish
1:15 pm - 4 pm Arbitration: What You Needed to Know But Were Kaye Hirt Eggleston
Afraid to Ask succeed, you need the advantage of the education
THURS, OCT 21
8 am - Noon Cultural Diversity Dr. Susan Sciame-Giesecke
1:15 pm - 4 pm Home Staging Linda Barnett you receive in the GRI program.

4. Continuous education seems
“
to be the key to success in
“
any career and that holds
true with Real Estate. An
excellent source of
education is the GRI
program, and it provides
In today’s the opportunity for new
friendships that are long
competitive real estate lasting, provides I did my GRI back in 1982-83 and 84 but
it is still fresh in my memory. It was filled
networking and referrals.
with many national speakers, great topics
market, GRI provides
of discussion and a lot of information to
Carol King
hang on to. I was 5 years into the business
the education Seymour
in 1982 and found out that I didn’t know
it all.
necessary to put you Steve Coverdale
Tipton
ahead of the pack.
Valerie Rosenblum
Valparaiso

5. John Hamilton
GRI, RMM, ABR & DREI Eric Marshall
Dr. Susan
Travis Dunn 201 - Negotiating a Great Listing 301 - Photo Sciame-Giesecke
Listings are easy to get if you aren’t concerned about the Roger Rayburn
price, property condition, commission and seller Tech Tips
301 - Green cooperation. Great listings, however, require creative 201 - Cultural
Building influence strategies to guide motivated sellers to do the 101 - Alternatives Found and creative Diversity
This course discusses right things. Key in the program are the skills necessary
to Foreclosure director of Clique
energy efficiency and green to build credibility, package/present one’s services and Creative Services.
negotiate the listing at terms that make sense to everyone. Experience: Culture is communication
building as it applies to new
- Deputy Director of the
and existing homes. Included is a full array of tools, techniques and power Located in Marion since and communication is culture.
language to deal professonally with today’s discerning Affordable Housing From our culture we learn
1987, Eric’s firm offers a
Corporation in Marion, IN
Some topics include: sellers and win the listing in a competitive environment. wide range of creative how to speak, when to speak,
- Technical Assistance Advisor
- Water efficiency services centered around what to speak and to whom
for the Indiana Foreclosure to speak. Thus
- Resource efficiency photography, videography
- Energy efficiency 301 - Eating a Frog Prevention Network
and graphic design. communication and culture
The real estate business is full of dilemmas, challenges and - Indiana State Certified are inseparable. As
- Indoor Air Quality
- Energy efficient problems. Our success, personally and on behalf of our Pre-Purchase and Foreclosure relationships become more
mortgages customers/clients, is typically determined by our ability Prevention Housing Counselor complex because of our
- Demonstration of testing to anticipate and deal with these problems. This program intercultural interactions, we
equipment (blower door empowers participants with productive problem solving must improve our
air leakage testing, infra strategies by tackling situations such as - Buyers with communication skills if we
red scanning) Experts, Indecisive Buyers, Buyers Who Shop Agents, want to be successful.
Competitive Listing Situations, Bargain Hunting Sellers,
Competitive Pricing and many more.

6. What is the GRI Designation?
The Graduate REALTOR® Institute (GRI) Program is designed to enhance your knowledge of real estate marketing and teach you skills that will set you
apart from the competition. Separate yourself from the competition—become a GRI!
Admission to the GRI program is open to all licensees, however, the GRI
designation may only be attained by REALTOR® and REALTOR® Associate
Members in good standing.
What You Get
Tuition includes 30 hours of classroom instruction by outstanding instructors, 16 hours of required Indiana
Continuing Education credit for salespersons and brokers, two-hour exam (GRI candidates only), study
materials, and coffee breaks. Tuition does not include sleeping accommodations or meals.
Cancellation Policy
All cancellations must be in writing. If written notice is postmarked on or before October 1, 2010, $25
will be retained.
Scholarships
Two scholarships are provided to REALTORS® on an as needed basis. Applications are available online at
www.indianarealtors.com on the Graduate REALTOR® Institute page under the Education tab or www.raci.org.
Accommodations
Courtyard by Marriott Kokomo - 411 Kentucky Drive, Kokomo, IN 46902 - (765) 453-0800 - Use Code RACIG
$89 per night (includes full breakfast buffet) - Evening social hour (MON-THURS)
Free High Speed Internet access

7. REGISTRATION FEES:
FAX: (765) 457-0096
RETURN TO RACI:
MEMBERS
$399 until October 3, 2010 or $450 after MAIL: RACI, 1620 East Hoffer St., Kokomo, IN 46902 - (866) 657-7224 (ph.)
E-MAIL: pam@raci.org
NON-MEMBERS Check payable to RACI
$499 Non-member licensees (CE only) REALTORS® wishing to attend classes for CE only may do so at $20 per credit hour
with minimum of 8 hours, subject to space availability.
GRI DESIGNEES
Audit one GRI section for $250
Name: _________________________________________________ GRI COURSE SELECTION (Check One)
Early Bird Fee Regular Fee
NRDS: __________________ RE License #: ___________________ REALTOR®/REALTOR® Associate By 10/3/10 After 10/3/10
GRI 101 $399 $450
Address: _______________________________________________ GRI 201 $399 $450
GRI 301 $399 $450
City: __________________ ST: ____________ Zip: ____________ I am a GRI auditing this class $250
Mobile Ph: _____________________________ Non-member Licensee (CE only) $499
E-mail: ________________________________________________
Local Board/Assoc: ______________________________________
h I will require special assistance to fully participate in the GRI.
REGISTRATION will close October 13, 2010.
Firm Name: _____________________________________________
Enclosed is my check for $ _______________. Payable to RACI.
Firm Address: ___________________________________________
Please charge my MC VISA DISCOVERY
City: ______________________ ST: __________ Zip: __________
in the amount of $ _______________.
Professional edge
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Card Number: _______________________ Exp. Date: _____/_____
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