View the 2017 Agenda Below
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June 9, 2017
Schedule at a Glance
8:00 AM Registration, Continental Breakfast & Networking
8:30 AM – 9:25 AM General Session Presentations
9:30 AM – 10:15 AM Concurrent Sessions
10:15 AM – 10:30 AM Coffee break with Exhibitors
10:30 AM – 11:15 AM Concurrent Sessions
11:15 AM – 12:00 PM Concurrent Sessions
12:00 PM Lunch
1:00 PM – 2:00 PM General Session Presentations
2:00 PM Conclusion
8:00 a.m. Registration opens
8:30 – 8 :55 a.m. Mortgage Lending and Regulatory Landscape
Presented by Ben Giumarra, Director, Spillane Consulting Associates, Inc.
What’s the future of the CFPB? How will the political climate impact the existing regulatory burden? With states legalizing marijuana use, what happens when an employee of a marijuana dispensary applies for a mortgage loan? Is there anything significant lurking in the upcoming (300-page) update to the TILA-RESPA disclosure rules. The big picture for HMDA 2018 and what this data will allow us to do. Framework for what I would call an “operational assessment” for tackling a project to revamp a mortgage lender’s processes (in terms of technology, efficiency, compliance, secondary, and more).
9:00 – 9:25 a.m. Housing Supply Constraints and Housing prices: A Long Term View
Presented by Albert Saiz, Director, Center for Real Estate, MIT
We will be exploring the supply side of housing: construction costs, natural constraints, land use policies, local regulations, and their impact on housing prices, affordability, and the volatility of the housing cycle, with some implications for mortgage underwriting.
9:30 – 10:15 a.m. Concurrent Sessions (choose from one of two)
Protecting yourself, Your Company and Your Customers From Cyber Fraud
Presented by Michael P. Krone, Esq., Vice President and Chief Operating Officer, Kriss Law / Atlantic Closing & Escrow LLC
The session will delve into the challenges lenders and MLO’s confront in dealing with cyber fraud perpetrated against them and those they work with in the mortgage transaction. We will discuss current schemes that we are seeing in the thousands of transactions we handle, how to identify weak points, especially with those you communicate with, and ways to deal with them.
Understanding and Using Public Sector “Big Data” at the Micro Level
Presented by Kevin Bartlett, Senior Data Specialist, The Warren Group
Today’s real estate and mortgage environments are constantly changing – pushing more companies to look for new and inventive ways to research and analyze new market trends. Join us for a 45-minute presentation as we share our expertise in drilling down into Big Data and identifying the information you need to help drive new business. Our session will provide you with a new perspective on mining actionable market intelligence, ideas for protecting your existing portfolio with better retention and the opportunity to realign your marketing initiatives and product plans to reach year-end goals.
10:15 – 10:30 a.m. Coffee break with exhibitors
10:30 – 11:15 a.m. Concurrent Sessions (choose from one of two)
The Art of the Modern Referral: Trends and tips for maximizing today’s client relationship
Presented by Eric Stevens, Sales & Marketing Director, QuickSilva
Referrals are the lifeline for most salespeople. The ability to ask for and receive referrals are a major driver on their financial success. Then why are most salespeople not getting more referrals? Quite possibly they haven’t updated their approach with changes in the marketplace.
In this program participants will learn how to substantially improve and increase the client referrals they receive. We’ll look at how technology has changed getting referrals as well as some longtime approaches that are still highly effective.
These proven techniques and approaches will show salespeople how they can create a second and third sale even before the first one is made. They’ll also learn how to leverage past clients in highly effective ways.
Body Language Tips To Help You Sell
Presented by Juliet Gil, Owner and Lead Investigator, Nonverbally Speaking LLC
Nonverbal Communication entitles at least 60% of our communication, don’t leave out the majority of your communication skills! Increase Influence levels by portraying higher levels of charisma, leadership and presence.
* Power Body Language
* Building Trust
* Engagement Nonverbal
* How to use nonverbal to improve presence
* How body language can help build relationships
* The nonverbal science of connection and engagement
* Increase sales success through perceptiveness and purposeful nonverbal messages
11:15 – 12:00 p.m. Concurrent Sessions (choose from one of two)
Where Do We Stand? The NAR’s Official Take on the Consumer Financial Protection Bureau
Presented by Michael Lord, Attorney, The Law Offices of Sonja B. Selami and Anthony Lamacchia, REALTOR®, Broker/Owner of Lamacchia Realty
Due to new regulations and the current Presidential administration, the Consumer Financial Protection Bureau is a major topic of discussion throughout the mortgage and real estate industries.
Since its inception in 2011, the CFPB has executed various regulations including mortgage rule implementation, resources for compliance, quick reference charts, supervision and examination materials, and a line for feedback. While the aim of the CFPB is to protect borrowers, many mortgage professionals feel it creates unnecessary roadblocks.
This session will cover the National Association of Realtor’s official position regarding the CFPB – particularly as it relates to the organizational structure and focus. Also, hear a market update from the perspective of Realtors in the trenches.
Michael Lord Anthony Lamacchia
Loan Advisor Suite: More Loans, More Efficiently
Presented by Kathleen Caswell, CMB, AMP, Past Chair Massachusetts MBA, Account Executive, Freddie Mac
Freddie Mac is using big data and advanced analytics in Loan Advisor Suite to create powerful tools that can save time and money for you and your borrowers. We’re automating the underwriting process – from qualification through appraisals to closing, helping you write more loans and expand homeownership.
Join Kathleen Caswell, CMB, AMP to learn more about Freddie Mac Loan Advisor Suite and how these products will help you do more loans.
12:00 – 1:00 p.m. Lunch with Top Loan Originators and Top Loan Originator Results
Hear from some of Massachusetts’ top loan originators during this interactive panel hosted by Tim Warren, CEO of The Warren Group. Our highly successful panelists will cover a range of topics related to navigating today’s complex real estate and mortgage market. We will cover strategies and techniques for marketing, networking, technology, team building, creating partnerships, negotiating and more. Our panelists were specifically selected from a variety of institutions who rank in the top 10% within their category. Join us as they discuss best practices for reaching your goals and offer a few takeaways for outperforming your direct competitors.
Panelists include Vikas Selhi, Vice President – Loan Origination, Leader Bank, Jonathan White, President, Blue Door Mortgage and Peter Wheeler Fickeisen, Director of Business Development / Senior Loan Originator, Luxury Mortgage Corp. Moderated by Timothy Warren, CEO, The Warren Group
1:00 – 1:30 p.m. Solving the Housing Inventory Crisis
Presented by Paul Yorkis, President, MAR
Even with rising home prices, buyer demand for homes in Massachusetts continues to remain very strong. Yet despite the buyer activity, inventory remains at a record low. 2017 MAR President Paul Yorkis will discuss the causes of this crisis, what is holding production back and what can be done to make sure there are enough homes to buy to meet current and future demand.
1:30 – 2:00 p.m. The US and Regional Economies: Where Are We? Where Are We Headed—Important Considerations for Real Estate Professionals
Presented by Greg Bird, Economist, The New Hampshire Center for Public Policy Studies
2:00 p.m. Conclusion