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REBNY: experienced members teach.

REBNY: Experienced members teach

The saying goes that "Experience is the best teacher." That's why all professions encourage their most accomplished and experienced practitioners to serve as educators, too. The Real Estate Board has always honored this tradition. REBNY's wide range of continuing education courses, master seminars and members luncheons feature some of the industry's most talented and successful members. These men and women discuss their operating principles and the projects that have been milestones in their careers. Audiences always come away more informed and, often, inspired as well.

The core of REBNY's curriculum is its array of continuing education courses. These sessions count toward the 45 hours of instruction that brokers and salesperson must complete satisfactorily every four years to maintain their licenses. In recent years these courses have included sessions on such topics as joint ventures, asset management for pension funds, brokerage law, commercial leases, neighborhood revitalization, property appraisal, acquisitions and residential brokerage. All continuing education course have been taught by ranking industry specialists.

The Real Estate Board offers its members the opportunity to explore such subjects in greater detail through its series of master seminars. On these occasions, the lecturers focus on a particular aspect of real estate practice. In doing so they frequently use such techniques as "play-acting" various roles in a transaction to demonstrate negotiating skills, or presenting case histories to illustrate their points.

This approach is especially well-suited to teaching professionals how to deal with situations encountered during a transaction. For example, in April, REBNY offered a master seminar titled "The Art of Negotiation in Leasing New York City Real Estate." The topics included assembling the professional team required to close the transaction, the impact of a property's physical characteristics on a prospective tenant's decision, and the distinct responsibilities of attorneys and brokers in a transaction. The panelists--two real estate lawyers, a broker and the representative of a major property owner--played the roles they would in a typical leasing negotiation.

Of course, gifted lecturers can make effective use of case histories and training exerecises. A February master seminar titled "The Deal Begins When the Customer Says |No"' presented trainers who work with executives from all kinds of businesses on enhancing certain abilities. These specialists discussed canvassing, or how to get an appointment with a qualified decision maker; improving one's selling style; handling a customer's objections without becoming defensive; and breaking out of a selling slump. Although these capabilities can be put to good use in any occupation, they are of special benefit to both commercial and residential real estate brokers and salespersons.

Master seminars with more general topics invite the broadest possible industry audience. This past November, REBNY assembled a panel consisting of an appraiser, a developer, a real estate asset manager, a researcher, and a consultant and a banker who discussed ways of identifying and profiting from opportunities in the upcoming real estate recovery. All real estate practitioners want the answers to the questions this panel tried to address. How will demographic trends affect the market? How do specialists from different sectors of the real estate business see the market's prospects? Will mortgage funds remain in short supply? The panel's answers had the weight of authority.

The Real Estate Board's members luncheons also give REBNY members a chance to hear experts from both public and private sectors discuss issues of importance to the industry. In the past year, the luncheon speakers addressed such matters as Manhattan's changing retail environment and the effect of national chains and internationally oriented merchandisers on this market sector; and the implications of a court case affirming asbestos contamination brokers and salespersons to practice in the State of Florida where so many New Yorkers have homes and/or commercial interests. as the basis for lowering an assessment.

Of course, in continuing education courses, as well as at master seminars and members luncheons, members of the audience are invited to ask questions of panelists and teachers, and to present their own views on the day's topic.

Much the education program's success goes to the Education and Careers Committee chaired by Melvyn Bisgyer and the General Meetings Committee chaired by James D. Kuhn. The staff work for these programs is overseen by Muriel Cohen, REBNY's vice president for education. All inquiries about registration and upcoming course, seminars and lunches should be directed to Mrs. Cohen's office at (212)532-3100.

The Real Estate Board urges its members to enhance their professionalism by taking full advantage of these valuable programs.

Steven Spinola President Real Estate Board of New York (REBNY)
COPYRIGHT 1991 Hagedorn Publication
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Copyright 1991, Gale Group. All rights reserved. Gale Group is a Thomson Corporation Company.

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Title Annotation:Special Supplement: Career Enhancement; Real Estate Board of New York
Author:Spinola, Steven
Publication:Real Estate Weekly
Date:Aug 14, 1991
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