The Power of Persuasion: Improving Your Personal Influence B308 - B309 | Leasing

What makes prospects say “Yes?” Although price and location definitely factor into their decision, to consistently perform in a competitive market, today's leasing professionals must master the art of persuasive selling to keep their properties fully occupied. Therefore, it becomes paramount to refine one’s ability to ethically persuade a customer through tried-andtrue methods such as reciprocity, rejection-retreat, the consistency principle and more.

Speakers: Lisa Trosien | President, ApartmentExpert.com

Growing Your Own: Lessons in Organic Talent Development B401/402 | Leadership/Professional Development

A lack of available talent, "39 percent of executives say they are “barely able” or “unable” to find talent, according to Deloitte—coupled with rising employee turnover has created a brave new world of talent acquisition and development. In light of current trends, cultivating an organically rich environment for talent development becomes paramount as the War for Talent heats up, evidenced by higher measures of resident satisfaction, employee tenure and organizational performance.

Speakers: Virginia Love | Vice President, Leasing and Marketing, Waterton Virginia Means, SHRM-SCP, SPHR | Senior Vice President of Human Resources, Post Properties Jennifer Staciokas | Senior Vice President, Marketing and Training, Pinnacle Debbie Phillips, PhD, CPM® | Principal, The Quadrillion

Advanced Turnaround Strategies: Cures for Under-performing Properties B406 | Operations

Turning around a troubled or under-performing property ranks among the greatest property management challenges, and, while there is no one-size-fits-all re-positioning strategy, there do exist time-honored techniques for maximizing time and investment dollars. Re-positioning is more than just renovation: Other facets to address include changing operations, identifying potential value in an asset, increasing a community’s emotional appeal and delivering the amenities and service residents want—on any budget.

Speakers: Doug Linneman | Vice President, KENCO Residential Brent Sobol | President, Legacy Community Housing Corporation Dan Lieberman | President, Milestone Properties, Inc.

Marketing Maneuvers: Data in the Driver's Seat B407 | Marketing (Social Media, online reputation management, etc.)

Smart marketing requires good data and an ability to look beyond generic strategies. For example, lead attribution and cost-per-lease can leverage additional, accessible business intelligence to refine methods and target the right type of leads while gaining efficiency and cutting costs. Identify, understand and fix site problems to maximize revenue by bringing together a complete picture of spend and returns, revenue management and intelligence insights.

Speakers: Diana E. Norbury, CPM | Vice President of Multifamily Operations, Pillar Properties Candace Weaver, CAS | Director of Marketing, Bell Partners, Inc. Dharmendra Sawh | Industry Principal, Revenue Management, Yardi

Opening Doors: The Key to Understanding Permanent Supportive Housing B405 | Affordable Housing

Chronic homelessness is an oft-neglected, difficult-to-address issue, but there are industry professionals focused on the long-term solutions. It’s not just those in need—the community atlarge benefits when affordable housing is combined with supportive services to create permanent supportive housing—a leading intervention for reducing chronic homelessness in our communities.

Speakers: Michael D. Clark, HCCP | Principal and Owner, Alpha-Barnes Real Estate Services, LLC Tom Gallagher | Principal, E&G Group Jacquie Hoffman, MDiv, President NPH Board of Directors 2017 | Regional Vice President of Property Operations, Mercy Housing Lori Trainer, CAM, CAPS | Vice President, Southern Affordable Services, Inc.

Independent Rental Owners: Six Effective Ways to Maximize Income B303 | Independent Rental Owners

Formulating a winning strategy to maximize ROI doesn’t require reinventing the wheel: IROs shouldn’t miss these quick, inexpensive, easy and efficient ways to increase both rent and ancillary income. From effective upgrades to services your residents are willing to pay more for in the current market, experienced and seasoned industry veterans are prepared to share.

Speakers: Victoria Cowart, CPM | Vice President of Property Management, Darby Development Co., Inc. Julia Emerson, MBA, MSc | Director, Hillcroft Group LLC Karla Ross | Owner, At Home Properties Steve Ross | Vice President, Bob Ross Realty Jerry Winograd | President, Judwin Realty Group Mark Hurley, CAPS | President, Highland Commercial Properties, Inc

Supplier Skills: Road Warrior Wins B304 | Supplier Skills

If airports, hotels and rental cars are part of your daily routine, then you are a road warrior! Staying in touch and maintaining productivity on the road can be tough, but it doesn’t have to be. Ahead are the tools and strategies to foster a more productive, better manager of time – and maybe even bring a little fun to your weekly journeys.

Speakers: Russ Webb | Vice President, Atlanta & Georgia Apartment Associations

Ditching the Clipboards: Facilities Management in the Digital Age B305 | Maintenance for Operations Managers Regional Property/Maintenance Managers

So long paper and pencil! With new tools and software available from an increasing number of service partners, facilities management is jumping headfirst into the digital age. Modernize your community and it’s processes by implementing technology to achieve top-tier customer service, better maintain your property and improve staff efficiency.

Speakers: Terry Danner, CPM | Chief Executive Officer, SightPlan Chase Harrington | Chief Operating Officer, Entrata Matthew Kelly | Vice President of Facilities and Project Management, Campus Apartments Raymond van Beveren | SVP, Construction and Facilities Services, Pinnacle

Return on Energy: Every Drop Counts -- Water Conservation in Your Community B302 | Return On Energy

Owners and managers take note: Residents are becoming increasingly savvy about monthly expenses – including water costs – as water prices increase nationwide amid an ever more complicated state regulatory landscape. Create a water conservation program that engages both residents and the maintenance staff with best practices that yield big results.

Speakers: Dennis Carapezza | Senior Vice President, Global Sales, H2O Degree Scott Wilkerson, CPA, CGMA | Chief Investment Officer, Ginkgo Residential LLC Michael Zatz | Manager, ENERGY STAR Commercial Buildings, U.S. Environmental Protection Agency Marc Treitler, BA, JD, MBA | Partner, General Counsel, Conservice Utility Management and Billing Ahead of the Curve: Exceeding Expecations with Innovative Communities B308 - B309 | Industry Trends

No matter the age of your community, there are always opportunities to update and/or create things that attract today's apartment resident. Whether you’re in the process of designing new apartments, adding value to an existing portfolio or just looking to add a little spice to your community, turn to these budget-friendly ideas and resources for amenities and updates to stay competitive in your market.

Speakers: Sanford P. Steinberg, AIA, CGP | Pricipal Architect, Steinberg Design Collaborative Kate Good | Principal, SVP of Development and Operations, Professional Speaker and Apartment All Star, Hunington Residential, KateGood.com & Apartment All Stars Work-Life Balance: Can You Really Have It All? B401/402 | Leadership/Professional Development

They’re not just an urban legend: Accomplished leaders who managed and grew their careers amid changing work environments actually exist. Successful industry veterans are prepared to help you establish work-life balance while finding a voice in the boardroom, learning to be a proactive net-worker while creating and mentoring teams.

Speakers: Joann Blaylock | President, Live LMC Pat Hutchison, CPM, CAPS | President, Mission Rock Residential Julie Smith | Chief Administration Officer, Bozutto Management Company Christina Steeg | SVP Marketing/Training, Simpson Property Group- Simpson Housing

Apartment e-Commerce: Traditional Methods for Online Leasing B406 | Marketing (Social Media, online reputation management, etc.) Applying tried-and-true sales and customer service techniques to the virtual leasing arena – website, email, social and more – generates greater synergy between online and offline marketing and allows for a consistent message that methodically moves prospective residents through the apartment shopping process. Get armed with best practices for getting both virtual and real-world sales offices converting leads and achieve smarter, more effective ways to communicate with residents at every stage of their apartment search.

Speakers: Christopher N. Beckwith, NALP | Vice President of Marketing, The Franklin Johnston Group Eric Clark | Director of Marketing, Greystar Madeline Coite, NALP | Digital Marketing Manager, WC Smith Mike Whaling | President, 30 Lines

Ancillary Income: The Good, The Bad, and The Ugly B407 | Operations

Fees: As customers, we can’t stand them and as operators, we relabel them “ancillary income.” Regardless of perspective, there are good and bad fees that can make a significant difference in sustaining rent revenue and growing NOI. Owners and operators could potentially be losing $1.2 million annually by waiving late fees. In light of research finding that fees were only charged 19.4 percent of the time a rent check bounced, this underscores the need even further to stay on the positive side of the fine line between positive fees that boost NOI and negative fees that can erode a resident base.

Speakers: Kellie Hughes | Vice President, Operations, Mill Creek Residential Gunti J. Weissenberger | President and CEO, The Westover Companies Chase Harrington | Chief Operating Officer, Entrata

Dealings with HUD: Successfully Navigating Muddy Waters B405 | Affordable Housing

HUD's constant releases of memos and opinions can certainly muddy the waters, exacerbated by the ever present confusion of the implications of disparate impact. Secure protection from

unwanted lawsuits with criminal history guidance, expert clarification of recent HUD rulings, including special protections for survivors of domestic violence, and other uncertainty surrounding the government agency.

Speakers: Greg Brown | Senior Vice President of Government Affairs, National Apartment Association John McDermott, PLLC | General Counsel, National Apartment Association Jeanne McGlynn Delgado | Vice President, Government Affairs, American Seniors Housing Association Lori Trainer, CAM, CAPS | Vice President, Southern Affordable Services, Inc.

Hedged Bets and Unnecessary Risk: Independent Rental Owners' Roundtable B303 | Independent Rental Owners

Small business owners can sometimes struggle to fully understand the various ways financing can positively affect the bottom line and how insurance can effectively mitigate risk. Thankfully, small owners are armed with inside knowledge on a variety of financing options and methods for effective investment protection through proper insurance coverage.

Speakers: John Boriack, CAM, IROP | CEO, Veritas Equity Management Lonnie Derden | Owner, Enterprise Risk Control Linda Hall Morris, ARM | Owner/President, Cambridge Management Group John Ridgway, CPM | Owner, Celtic Realty Advisors, LLC

Supplier Skills: Maximizing Selling Moments B304 | Supplier Skills

Advances in technology have completely changed the sales process, and close examination reveals the extent to which certain “human” skills have fallen by the wayside. The path to success first requires professionals to get reacquainted with the key skills to enable effective communication with decision-makers who are smarter, do not want to be sold, listen less and lack focus. Advancing the selling process in this brave new world requires practical skills, techniques and a fresh perspective.

Speakers: David Szen | Principal Consultant, Symmetrics Group Seeking Professional Help: Maintenance Wanted! B305 | Maintenance for Supervisors

The increasing amount of resident interactions being conducted online and on-the-go places responsibility for a hefty number of resident retention duties on positions in which many

communities experience a high turnover rate: The maintenance department. Decrease technician turnover by exploring common challenges and better understanding the methods to effectively qualify candidates to ensure an ideal fit for the community.

Speakers: Paul Rhodes, CAMT, CAPS, NSPFI | National Maintenance and Safety Instructor, NAAEI Raymond van Beveren | SVP, Construction and Facilities Services, Pinnacle

Return On Energy: Sustainable Case Studies for Catching Up B302 | Return On Energy

Grasp a sound business case for sustainability by examining financial savings yielded by differed and future maintenance strategies. Get started fast with plans to catch up the lowhanging fruit and develop future strategies for attending to an overall change in energyefficiency culture.

Speakers: Martin Levkus | Regional Director, Yardi Energy, Yardi Systems, Inc. Tom Turnbull, LEED GA | Senior Engineer, JDM Associates Erin Hatcher, LEED | Sustainability Manager/Development Associate, AMLI

Body Language Confidential B308 - B309 | Leadership/Professional Development

Secrets are hiding in plain sight, and tactics for discerning the hidden meaning in body language can help apartment professionals get to “Yes!” more often during interviews, leasing and negotiations. Laugh, learn and win prizes in this gameshow-style event. The grand prize: Walk away with the skill set required to read body language, get people to like you and buy into your ideas, understand the hidden message in a handshake and strategies for lie detection.

Speakers: Traci Brown | Body Language Expert & Keynote Speaker, Traci Brown, Inc

Carving a Competitive Edge with New Trends and Design B401/402 | Industry Trends

Making capital investments to your communities is all the more easy and profitable when you have your finger on the pulse of current design trends. Maximize your return on investment by understanding what appeals most to demographic segments like Baby Boomers or Millennials, and tailor your upgrades to entice new residents and increase retention rates. Carve a competitive edge in your market with quick and inexpensive updates that quickly modernize a space and fit a wide range of budgets.

Speakers: Liz Ballard | Manager, Trends and Design, The Home Depot Sarah H. Fishburne | Director of Trend & Design, The Home Depot

Everyone Can Be a Geek: Tech Tips, Tools, and Tricks B406 | Technology

Technology tools are great… when they work! With so many gadgets, apps and online resources available, how does one determine which tools make life easier and more productive? Familiarize yourself with the apps that help streamline workflow and discover some tech tools you never knew existed.

Speakers: Russ Webb | Vice President, Atlanta & Georgia Apartment Associations

You Had Me at Hello! Extraordinary Employee Onboarding and Engagement B407 | Human Resources

What if your new hires fell head-over-heels in love with your company before their first interview? Think how much easier life would be – and how much more profitable your organization could be – if you could close the revolving door on employee churn. Up for examination are winning ideas for recruitment, orientation and on-boarding from within and outside the industry to pump up the passion in your newest team members – so they stick around.

Speakers: Tammy Chivers Baker | Customer Experience Sales Strategist, Ellis Partners in Management Solutions Kara M. Rice | Owner, Experiment Learning & Talent Development Lori Snider | Director, Education & Team Experience, RedPeak

Affordable Housing: Key Federal Legislative-Regulatory Issues to Keep You Up at Night B405 | Affordable Housing

The world of affordable apartment housing is not only highly regulated by three federal agencies, but also highly dependent on the ability of Congress to pass timely and sufficient annual funding bills. There is no better time than the present to get a handle on the real-world

effects of key current federal legislative and regulatory issues facing providers of affordable apartment housing participating in HUD, rural housing and Housing Credit programs.

Speakers: Kristina Cook, CAE | Executive Director, National Affordable Housing Management Association (NAHMA) Larry Keys | Director of Government Affairs, National Affordable Housing Management Association (NAHMA)

Fair Housing Concerns for Independent Rental Owners B303 | Independent Rental Owners

Calling all independent rental owners: Prepare for a deep dive into trending fair housing issues affecting the industry, including reasonable accommodation requests for emotional support animals, occupancy standards and criminal record screening. Come for the networking with peers on all the issues and stay for an extensive presentation of all the resources NAA has to help face any challenge.

Speakers: Mark Hurley, CAPS | President, Highland Commercial Properties, Inc. Lauren Kelly | Director, National Lease Program, National Apartment Association Nicole Upano | Manager, Government Affairs, National Apartment Association

On Your Best Behavior: User Behavior Testing and Optimized Website Conversion B304 | Marketing (Social Media, online reputation management, etc.)

Web traffic conversions depend on a great user experience, which itself depends on access to and an understanding of actual user behavior. Go well beyond Google Analytics into new technologies for knowing exactly what prospective customers do on websites and what to do about it. From heat mapping to mouse clicks and time analytics, learn from insightful web visit recordings and firsthand examples from leading apartment management companies to discover how to optimize websites for both improving customer experience and driving more leads and leases.

Speakers: Alex McGhee | Digital Marketing Manager, Pinnacle Kelley Shannon, MBA, CPA | Vice President, Consumer Marketing, The Bozzuto Group Tudor Manole | Project Manager, Development, Yardi Systems

Round and Round with HVAC B305 | Maintenance for Operations Managers Regional Property/Maintenance Managers

An owner, an air conditioning equipment manufacturer, a refrigerant supplier and a maintenance technician sit down at a table. While this sounds like the beginning of a joke that could go bad, it turns out it is one of the most-needed operations discussions today: Recent regulatory changes have left many owners and managers at a loss regarding decision-making for HVAC equipment, including the ever-present question of repair or replace?

Speakers: Brandon Franks | Director, National Accounts, Goodman Manufacturing Company, L.P. David Jolley, CAMT | National Director of Maintenance and Purchasing, Pinnacle Renae L. Turnbaugh | Multifamily National Account Manager, United Technologies - Carrier Paul Rhodes, CAMT, CAPS, NSPFI | National Maintenance and Safety Instructor, NAAEI

Revenue Optimization: The Five Archetypes Of Pricing B302 | Technology

Are you a “Balanced Pricer” or an “Occupancy Defender?” These are just two of the five archetypal personas seeking to optimize revenue regardless of market. As new developments come to market, shifting the supply and demand curve, a comprehensive study of pricing reveals five archetypal strategies for preparing for and managing changes to demand. Best practices reveal how to handle pricing in a softening market, proving once again revenue management isn’t a one-size-fits-all strategy.

Speakers: Daniel Amaral | Sr. Director, Revenue Management, Irvine Company Apartment Communities Donna Summers, CPM | Senior Vice President, Gables Residential Zhen yu Ou | Director of Revenue Management, GID/Windsor Warren J. Davis | Senior Vice President, Revenue Management, Mid-America Apartment Communities Apartment All-Stars Leasing Spectacular B312 - B314 | Leasing

The Apartment All-Stars return for another unparalleled overview of the best leasing techniques, fresh ideas and innovative strategies to use to remain competitive in the most challenging market conditions. Year after year, the energy, attitude and education leave you motivated to get back to the office and break all leasing records!

Speakers: Toni Blake, Industry Legend | President and National Speaker, TotallyToni.com Jackie Ramstedt, CAM, CAPS, CAS | Principal, National Speaker, Performance Coach, CMO Chief Motivational Officer, Ramstedt Enterprises, Inc. Lisa Trosien | President, ApartmentExpert.com

It's in the Pause: Emotional Intelligence in Action B308 - B309 | Leadership/Professional Development

Anyone who’s ever been the subject of a loudly lobbed criticism by a resident or client knows what an emotional reaction is; however, many probably don’t realize Emotional Intelligence (a.k.a. your “EQ”)—awareness and management of your emotions and the emotions of others— and leadership style help you to effectively handle this common interaction. Personal and social competence skills help guide teams to better results, enhance communication and lead to higher productivity. As a leader, you must be aware of the team culture you are creating. Learn to develop your "pause" and discover how your EQ makes you a stronger, more effective leader.

Speakers: Valerie M. Sargent, Level I and II TalentSmart Emotional Intelligence Certified Trainer | National Speaker, President, Yvette Poole & Associates CEOs on CSR B401/402 | Executive

Two of the core issues for Corporate Social Responsibility (CSR) today focus on homelessness and hunger in America. In 2015, more than 575,000 people experienced homelessness, and sadly, the number of people suffering from lack of food is much, much larger. For example, twenty-one million children in the U.S. alone receive free or reduced-price lunch. Gain a practical execution strategy from authentic, transparent CEOs to take back to your community to create sustainable public-private partnerships.

Speakers: Rick Graf | President and CEO, Pinnacle Mitch Harrison | President and Chief Executive Officer, First Communities Chuck V. Sheldon, CCIM, CPM®, MBA | President / Qualifying Broker, T and C Management, LLC Debbie Phillips, PhD, CPM® | Principal, The Quadrillion

The New Apartment Marketing: From Cost Center to Revenue Producer B406 | Marketing (Social Media, online reputation management, etc.)

With operations and asset management in the driver’s seat, most apartment firms have traditionally viewed marketing as a cost center, a necessary expense to make communities look appealing and to increase traffic. That said, today’s advanced apartment professionals are transforming marketing into a revenue-producing machine through cutting-edge technology that delivers real, measurable revenue.

Speakers:

Ryan Perez, MBA, CAM | Vice President of Marketing, CF Real Estate Services Nicole Salmieri | Vice President of Marketing, WinnCompanies Beth Tuttle | National Vice President of Marketing, Lennar Multifamily Jennifer Anderson | Director, B2B Marketing, RentPath

Prospects and Online Reviews: May the Force Be with You B407 | Marketing (Social Media, online reputation management, etc.)

Recent, leading-edge research seeks to understand how prospective residents navigate the online apartment search, what information influences them and how you can leverage that insight. Because research consistently indicates that a significant number of prospects turn to ratings and reviews at the beginning of their apartment search, understanding the mechanics of how these websites function as well as best practices for using them is critical to guide a prospective resident to your community, and, ultimately, drive lease-ups. Speakers: Kathy Hernandez, MBA, PMP | Director of Strategic Marketing, Camden Property Trust Ian Mattingly, CPM | President, LumaCorp Inc. Jackie Rhone, CPM, CAPS | Executive Director of Real Estate, AMO, Greystar Real Estate Partners Joseph Batdorf | President, J Turner Research

You Don't Have to Be Smart to Use Business Intelligence B405 | Industry Trends

Business intelligence is for everyone, whether you have 5,000 units or 50,000. The world today is all about measurement, with everyone trying to understand where we are, where we’re going and what we’re doing next. The problem? Too much data translates to difficulty in identifying a place to begin. Being able to recognize actionable data helps drive improvement, leading to execution of objectives, improve efficiency, increase effectiveness and revolutionize your business.

Speakers: Keith Dunkin | President, Yield Star, RealPage, Inc. Marcellus Mosley | SVP, Director of Operations, CWS Capital Partners LLC

What the What? How to Approach Emotional Support Animal Requests B303 | Legal Issues (Fair Housing, Utility Regulatory Requirements, Risk Management, ADA, etc.)

Reasonable accommodation requests for assistance animals—including emotional support animals—are a leading regulatory cause for concern. Because they affect an owner’s ability to

assess pet deposits and fees, have bearing on the application of rules and policies concerning a resident’s animal and expose owners to possible fair housing complaints, it is of primary importance to learn about the theory of the law as well as its practical applications. Explore the tools available in the NAA member toolkit to help owners navigate this complicated issue, including answers to frequently asked questions, scripts to help owners communicate with residents more effectively and HUD-approved sample forms.

Speakers: Kirk Cullimore | Attorney/Owner, The Law Offices of Kirk A. Cullimore Nicole Upano | Manager, Government Affairs, National Apartment Association Katie Wrenn, CAPS | Regional Training and Marketing Director, Milestone Management

MHPI-BAH and Profitability: The Fourth Decade and Beyond B304 | Industry Trends

During the past 30 years, the Military Housing Privatization Initiative (MHPI) has experienced great changes related to resources, partnerships and customer/resident needs and expectations. The ever-changing environment reinforces the need for adapting and evolving projects and practices, especially in relation to the declining resources of the Basic Allowance for Housing (BAH). Discover how all branches of service project MHPI as the program moves into its fourth decade and how private partners can get ahead of the curve.

Speakers: Michael J. Beach, P. E. | Chief, Housing Management Division, Air Force Civil Engineer Center, Air Force Robert Harris, FAIA, LEED-AP | Director, Special Venture Acquisition, NAVFAC HQ, Asset Management Scott Chamberlain | Chief of the Capital Ventures Directorate and Special Assistant for Housing in the Office of the Deputy Assistant Secretary of the Army for Installations, Housing and Partnerships, U.S. Army Douglas A. Jones, CPM | Executive Vice President, Winn Residential Military Housing Services Measure Twice, Improve Your Maintenance Program and the Bottom Line! B305 | Maintenance for Supervisors

Leasing teams are graded using secret-shopper scores, but what about grading the maintenance staff? As studies reveal that quality of maintenance and fast work-order response times are primary factors in leasing and renewal decisions and that maintenance teams increasingly represent their communities to the residents, greater importance is placed on mastering methods for “measuring” maintenance operations. Engage the front-line team, shape the future of your entire onsite operations and uncover practicable ways maintenance metrics can translate to increased bottom lines.

Speakers: Mary Gwyn, CPM | Chief Innovator, Apartment Dynamics Paul Rhodes, CAMT, CAPS, NSPFI | National Maintenance and Safety Instructor, NAAEI

Return On Energy: Green Certifications for Your Business and Community B302 | Return On Energy

There are many building certifications, from LEED to Energy Star to the Green Building Standard, but what’s the difference? Professionals whose portfolios contain communities bestowed with sustainability certifications outline strategies for identifying the option best suited for property and budget.

Speakers: Lisa M. Stephens, LEED-Green Associate | President, Saigebrook Development Peter Zadoretzky, LEED Green Associate | Director of Sustainability, Bozzuto Management Company Kelly Vickers, LEED Green Associate, GGP | Vice President of Corporate Social Responsibility, Alliance Residential Company Deep Dive: NAAEI Presents: Executive Presence -- Being Perceived as a Leader - Part "A" B308 – B309 | Leadership/Professional Development Executive Presence is the ability to inspire and motivate those around you and to empower followers to deliver their very best to achieve organizational results. Learn how to unleash and project your inner attitudes of confidence, enthusiasm, and professionalism. The first hour of this deep dive shows you how to:    

Identify key personal traits to reinforce your professionalism Change internal attitudes that project negativity Close the gap between perceived image, projected image & actual image Discover whether or not your external image is congruent with your inner self

Andre P. O'Brien | Executive Trainer and Coach, Dale Carnegie

Deep Dive: Finance Fundamentals - Part "A" B401/402 | Leadership/Professional Development While understanding financial statements, producing owners reports, and measuring property performance are challenging to most, your career advancement depends on your ability to master these skills. This first hour of our deep dive will cover key performance metrics that will help you focus on what’s important to an investor and what drives property performance. This first hour of the deep dive will teach you to:

• • • •

Determine which performance metrics are the most important for maximizing property performance Identify the components of those metrics on a financial statement Calculate each of those performance metrics Understand how to utilize those metrics to drive results

Alexandra Jackiw, CPM, CAPS | President, Milhaus Management, LLC

Speed Round: Sorry, What? Effectively Leading in the Age of Distraction B406 | Leadership/Professional Development

Gadgets, emails and likes, oh my! Today’s ever-present state of distraction has become deeply ingrained in every aspect of life, but the question remains: “What are we doing about it?” Leaders want to be seen as focused, in control and successful, but what are they afraid of? Being respected? Or even (gasp!) productive? Discover what occurs physiologically and psychologically when we are overstimulated and distracted and gain new strategies to move away from feeling “crazy unproductive” to becoming a “be here now” engaged leader.

Speakers: Amy Kosnikowski Dilisio | National Speaker, Vice President of Education & Business Development, Sprout Marketing Valerie M. Sargent, Level I and II TalentSmart Emotional Intelligence Certified Trainer | National Speaker, President, Yvette Poole & Associates Marcie Williams, CAM, CAPS, CPM | President, RKW Residential

Speed Round: Lease-Ups Lessons: From Sandbox to Outside the Box B407 | Leasing

Leasing up a newly constructed apartment community is like raising a child: By the time they enter adulthood (the community is leased-up), all the things that should have been done differently along the way become clear. Hindsight notwithstanding, discover all the trials and triumphs experienced by industry veterans for three key lease-up components: Construction, onsite and oversight management.

Speakers: Todd E. Hignite, NALP, CAM, CAPS | Director of Operations, Hearth Home Communities, LLC Kimberly Hurd, CAPS, CAM, NALP | Vice President of Operations, Intrepid Capital Leah Brewer, NALP, CAM | The Leasing Queen, Full House Marketing, Inc.

Women in Leadership: Climbing the Ladder of Success (Heels Optional) B405 | Leadership/Professional Development

Back by popular demand, the discussion on women in leadership continues. Examine how women overcome obstacles (including those they place in front of themselves!) and navigate life’s awkward situations confronting women in the workplace with this all-new power panel. Better grasp the communication differences that exist between men and women and explore the dynamics of work-life blend for all. Gentlemen are certainly welcome!

Speakers: Cindy Clare, CPM | President, Kettler Management Jackie Rhone, CPM, CAPS | Executive Director of Real Estate, AMO, Greystar Real Estate Partners Christine D. Richards, CPM | Chief Operating Officer and Executive Vice President, EdR Kelly D. Quattlebaum | Director of International Marketing, MRI Software

Total Disruption: Meet the Companies Affecting the Industry B303| Industry Trends Technology is changing the world, and it is certainly changing real estate. Stay on the cuttingedge with select technology companies that are disrupting all facets of the apartment business, and prepare for the trends and implications of the changing face of real estate. Enjoy a select group of innovative start-ups who are set to demo their wares, illustrating how to leverage technological breakthroughs in day-to-day operations. Speakers: Constance Freedman | Managing Partner, Moderne Ventures Jennifer Staciokas | Senior Vice President, Marketing and Training, Pinnacle

Military Housing Marketing Roundtable: “Heads Together” Solution Seeking B304 | Marketing (Social Media, online reputation management, etc.) As the Military Housing Privatization Initiative (MHPI) adapts to reductions in the Basic Allowance for Housing (BAH) and diminishing numbers of uniformed service members, private providers increasingly must compete against housing options outside the military gates. The customer has changed: What was once a military family with a bias towards on-base housing now can be a single or married resident and range in occupation from active-duty to nonaffiliated civilians. Share information, strategies and solutions with peers during facilitated group discussions to ensure marketing campaigns adapt and evolve to keep MHPI projects profitable.

Speakers: Cindy Gersch | Vice President, Corporate Communications, Hunt Military Communities Ashley Gorski Poole | National Marketing Manager, Lincoln Military Housing Kristin Miller | Director of Marketing and Leasing, WinnResidential Military Housing Services Kirstin Rich | Senior Vice President, WinnResidential Military Housing Services

It's Automatic! Creating Value within the Digital Customer Experience B305 | Leasing

Can the leasing process become a fully digital experience? It’s time to learn from other industries about how technologies create competitive advantage, improve staff performance and the customer experience, and directly impact the bottom line. In addition to showcasing examples of how technology is changing, business is conducted when automation tools are utilized to create customer value. Innovations to be detailed include those that occur across the resident life-cycle, including search, online applications and lease signing, automated rent payments and renewal tools.

Speakers: Art Lieb, CAPS | Managing Partner, Provence Real Estate Chris LoSapio | Director of Asset Management, Federal Capital Partners Jason Whittington | Vice President, Business Solutions, Gene B. Glick Company Richard A. Levitan | President, Neighborhood Pay Services / NPS Rent Assurance

Change Doesn't Kill, But Transitions Might B302 | Executive

Apartment community acquisition and disposition is at an all-time high. It is accompanied by frequent company merger announcements leaving executives to quickly create change management plans, telling frustrated employees, "It is what it is; Get on board and be flexible." While change and transition are used interchangeably, they actually mean very different things. Discover what really occurs during mergers and acquisitions and better understand the reasoning behind defining change as something that happens to you while transition is what you experience. Finally, grasp the stages of transitioning properties, what works and what doesn't and develop the skills necessary to live in an industry full of change and transition.

Speakers: Stephanie Hovis, CAPS | Senior Director Real Estate, Greystar Kate Irving, NALP | Director of Marketing, Northwood Ravin David Woodward | Chief Executive Officer, CompassRock Real Estate Pat A. Patterson, NC Real Estate Broker | New Business Development, CoStar Group

Deep Dive: NAAEI Presents: Executive Presence -- Being Perceived as a Leader - Part "B" B308 – B309 | Leadership/Professional Development

Executive Presence is the ability to inspire and motivate those around you and to empower followers to deliver their very best to achieve organizational results. Learn how to unleash and project your inner attitudes of confidence, enthusiasm, and professionalism. The second hour of this deep dive shows you how to:

   

Develop flexibility in your communication style Communicate more effectively through active listening skills Present yourself in a powerful way to move others to action Deal assertively and diplomatically with difficult people

Andre P. O'Brien | Executive Trainer and Coach, Dale Carnegie

Deep Dive: Finance Fundamentals - Part "B" B401/402 | Leadership/Professional Development In addition to identifying and utilizing performance metrics to drive financial results on a property, management professionals must focus on increasing the value of the assets they manage. This second half of our deep dive will cover property valuation and how the property manager can increase the value of a multifamily asset. In this second deep dive you will be taught to: • • • • •

Understand key financial terminology Identify the benefits of leverage Calculate key investment benchmarks Evaluate properties using income capitalization Explain the relationship between Cap Rate and Value

Alexandra Jackiw, CPM, CAPS | President, Milhaus Management, LLC

Speed Round: Conflict Management as a Strategic Advantage B406 | Leadership/Professional Development

Studies show that 60 to 80 percent of organizational problems stem from conflict in work relationships. Everyone faces conflict, almost on a daily basis, and it can occur at work, home or at play. Most people fear conflict, and yet it is a normal part of any healthy relationship. Defy the common myth that conflict is inherently bad and should be minimized or avoided at all costs and get a handle on how properly managed conflict leads to greater innovation, better decisions, enhanced performance and improved cohesion within a team. All you need is a safe and productive framework for dealing with dispute.

Speakers: Ron Gjerde, JD | Vice President, Content Services, IREM

Speed Round: Get Ready for a Costly Lawsuit: The Top Five HR Mistakes B407 | Human Resources

There are five common human resources mistakes that can jeopardize you and your business. Whether you’re a property manager or C-suite executive, it is critical to understand how to reduce your exposure to lawsuits. Explore workable, step-by-step HR management strategies

and discover how to navigate the challenges ranging from discrimination and wrongful termination to harassment and employee paperwork.

Speakers: Nicole Tackett | Vice President, Lever1 Hungry? Time to Find Your Seat at the Table B405 | Leadership/Professional Development

Finding your seat at the table and professionally branding yourself is crucial for any role in the industry. Whether you just landed your dream job or are waiting for your next promotion, how do you take yourself to that next level and stand out as a leader in your company? Leverage three top RPM Career Ambassadors and become a branding rock star by learning the methods of personal promotion, how to find a seat at the table as an emerging leader, ways to network and become involved with your company, and tactics for staying hungry for further career growth and development.

Speakers: Stephanie Anderson, CAM, CAPS | Regional Property Manager, Drucker and Falk Jeremy Lawson, NALP | Reputation Manager, Fogelman Management Group Kimberly R. O'Keefe, CAM, NALP, C3P | Property Manager, The Dolben Company Debbie Phillips, PhD, CPM® | Principal, The Quadrillion

Cybersecurity for CEOs: The Game Has Changed B303 | Executive

Are you exposed? Cybercrime is a growing concern for the apartment industry, and organization leaders are advised to learn cybercrime management best practices in several areas, including advanced persistent threats, threat intelligence, phishing and unified threat management to prevent your company from making tomorrow’s front page.

Speakers: Chad Hunt | Supervisory Special Agent (SSA), FBI Jeremy Rasmussen | Director of Cybersecurity, Abacode Frank Santini, Attorney | Attorney, Trenam Law Vj Viswanathan | Cybersecurity Executive, Consultant Michael W. Reese, CFI, CISSP, CHFI, POST, CFEI | Chief Information Officer, USA Properties Fund Inventing the Perfect Proactive Manager(s) for Today's Changing Apartment Industry B304 | Operations

Apartment management has rapidly evolved into a highly complex sector: Change is constant, technology platforms rule the day and owners have high expectations for results. It's easy for

potential leaders to get lost: The regional manager position continues to transform and the property manager's desk is overflowing with tasks. The move from a reactive manager to a proactive driver not only uncovers the standards of performance that truly define success in property management, but it inspires your team leaders to be bold and dynamic too.

Speakers: Steve Matre, CPA, CPM, PHR, ARM | Director - Education and Human Resources, Banner Property Management, LLC Melissa Morris, SPHR | Human Resources Director, The Dolben Company

Bracing for Impact: The Economists Speak B305 | Executive

Economists point to job creation, incomes, home sales, demographics, interest rates and politics as factors that help shape the apartment market. Included in life’s great questions are where the jobs are going and what type are most meaningful in relation to apartment demand? How much is the single-family sales market affecting the apartment sector? Should we worry about the oldest Millennials starting to buy homes? Are Baby Boomers really renting apartments? Will limited income growth seen nationally eventually limit rent growth potential? How much will apartment construction be impacted by increased regulatory attention on construction lending and on the apartment industry overall?

Speakers: Jeff W. Adler | Vice President, Yardi Matrix Svenja Gudell, PhD | Chief Economist, Zillow Suzanne Mulvee, CFA | Director of Research and Senior Real Estate Strategist, CoStar Group Jay Parsons | Vice President, MPF Research/YieldStar, RealPage, Inc Paula Munger | Director Industry Research & Analysis, National Apartment Association