Which Seminar Should I Take First?
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Editor’s Note: This article first appeared in the July, 1972, issue of the Real Estate News Observer.
Which seminar should I take first? … is a question frequently asked among practitioners who want to take advantage of the practical real estate courses offered under the Richard R. Reno Educational Foundation.
It is difficult to suggest a specific format since each student’s background in terms of education and practical experience is different, but here are some general guidelines that should fit the majority of practitioners.
For the student who wants to pursue an organized educational program, the following sequence of courses is suggested:
“MODERN REAL ESTATE EXCHANGING AND COUNSELING”
(6 days) Richard R. Reno, S.E.C.
This is the “granddaddy of exchange courses” which describes the reasons why exchanging is so important today and the unique “way of life” that many exchangors find so appealing. This has been the beginning for many brokers in creative real estate. The course explains the reasons for specialization in real estate and how to become a more effective professional. Mr. Reno explains and demonstrates the basic formulas used in modern exchanging. He emphasizes the psychology of handling people vs. property and shows the techniques used in problem solving. This course is a necessary educational prerequisite in many local exchange groups, as it covers drafting exchange agreements, presenting the offer, and closing the transaction.
“THE ART OF REAL ESTATE COUNSELING”
(6 days) C. Charles Chatham, S.E.C.
An “in depth approach” to professional “client management and control” through counseling. This course has also been referred to as “how to be a true professional in the real estate industry by the manner in which you handle clients and conduct your business.” The seminar shows the practitioner how to find out what the client’s “real problems and motivation are.” Participants go home with a new attitude toward real estate and their clients. Students who take the Reno course first should not wait over three months to take the counseling course, or vice versa.
“CREATIVE FINANCING”
(1 day) James Misko, S.E.C., CCIM
A compilation of 23 financing techniques and variations developed by the instructor over a period of years, NONE of which requires cash. Take it any time, no prerequisites.
“INTRODUCTION TO EXCHANGING”
(1 or 2 days) Wally Walker, S.E.C.
Mr. Walker (a former Real Estate Commissioner of Idaho) stresses the development of an open mind toward exchanging. He discusses forms, terminology and basic “how to go about it.” Misko and Walker have offered these classes together. Excellent for the beginner. No prerequisites recommended.
“THE BRIDGE BETWEEN PROPERTY AND PEOPLE”
(3 days) William R. Broadbent, S.E.C., CCIM
Originally developed to present a practical middle ground between the “all people and motivation” vs. the “all numbers approach to real estate.” This course has proven valuable to students at all levels. Emphasis is on listing homework, transaction feasibility, basic property and management analysis, and the “relative benefits” concept. The compatibility of creative solutions to real estate problems, good business practice and exchanging are thoroughly explained. Mr. Reno’s course and NIREB’s CID II are desirable, though not mandatory prerequisites.
“BROKER ESTATE BUILDING”
(3 days) Clifford P. Weaver, S.E.C., CCIM
This seminar demonstrates many techniques and formulas for the broker to use in building his estate, creating a greater net worth, and building lasting financial security. Brokers will welcome the office administration procedures and time management techniques which Mr. Weaver has derived from some of America’s most successful brokers. Most practitioners will want to take some basic courses first to build an income stream of fees earned from clients before taking this course.
“CREATIVITY IN EXCHANGING”
(3 days) Robert W. Steele, S.E.C.
An accumulation of more than 100 techniques for solving real estate problems plus a wonderful approach to brainstorming called “idea tracking.” Recommended prerequisites: The Reno course for basic exchange philosophy; and Chatham’s, “Art of Real Estate Counseling,” so that you know how to determine the real problem and gain client control before “giving away” all these fancy solutions.
Taking Steele’s course without Reno and Chatham’s is like buying a car, but not having a valid driver’s license. The Broadbent course would also be useful prior to taking the Steele course.
“NEW TAX LAWS AND TAX TECHNIQUES”
(4 days) Considine and Considine, C.P.A.’s
Advanced tax concepts involving individuals, partnerships and corporations that the progressive broker must be aware of. Teaches many creative tax techniques for real estate. Presumes the student has a basic understanding of real estate investment and taxation information normally taught in CID II. Reno, Broadbent and CID II courses are recommended prerequisites.
Donald Straub, John Berven and Warren Harding are also faculty members of The Reno Educational Foundation. For maximum effectiveness, a student should allow some time between each of these courses so that he can practice and experiment with the concepts and techniques he has learned. Many of these concepts are “different” from the way real estate is normally handled. No instructor is suggesting that any student attempt to emulate the teacher. Each broker is a distinct individual and must adopt the ideas, formulas and concepts that fit his personality and his operation.
Attorneys Malcolm Misuraca, and Clay Clement, of Santa Rosa are developing a special seminar for real estate brokers and salesmen on pitfalls in real estate brokerage, how to develop a more professional brokerage and legal concepts and ideas for practitioners.
Completion of the Reno Foundation courses over a two-year period may be about right for the average student. This will allow time for practice, production and personal growth in terms of knowledge, skills and attitudes between courses.
Rome wasn’t built in a day and professionals are not developed overnight. Attorneys spend about seven years in school and doctors about eight or nine years and the good ones continue their education throughout a lifetime just to keep up with new developments, methods and concepts.
Regardless of this suggested sequence of courses it is important that the practitioner take one or more of these courses to upgrade his proficiency in the business.
Due to the unique concepts and formulas taught, some people will not absorb a seminar the first time around. Many students have benefited by repeating a seminar a second or third time. Instructors in the Reno Foundation courses are constantly striving to keep up with the many changes in the real estate industry and are continually experimenting with new methods to keep their seminars current with the best in practical, creative brokerage techniques that can be shared with their students.
