Friday, March 16
Saturday, March 17
Sunday, March 18
Monday, March 19
Tuesday, March 20

TRACK SESSION KEY:
AF = Association of the Future
BIS = Best in Show
BYBM = Better You, Better Members
GSR = Getting the Structure Right

Friday, March 16

Certified Professional Standards Administration Program
8:00 a.m. - 5:00 p.m.
Richard Haggerty, Deputy CEO,Westchester Putnam Association of REALTORS®, NY; Cliff Niersbach, RCE, Vice President, Board Policy and Programs, NAR; Patrick Reilly, RCE, Vice President, Member Services, New York State Association of REALTORS®

RCE Exams
RCE Exam - 8:00 a.m. - 11:45 a.m.
RCE CAE+5 Exam - 8:00 a.m. - 9:45 a.m.
Candidates for the REALTOR® association Certified Executive (RCE) designation can take the exam while attending the 2012 AE Institute. Information about exam reservations will be sent to qualified designation candidates.

RCE Study Session ($99 - includes continental breakfast and lunch)
8:30 a.m. - 4:30 p.m.
Back by popular demand! Join fellow RCE designation candidates and work together to prepare for the RCE designation exam. This day-long study session will put you in your comfort zone and help confirm all that you know so you're ready to sit for the exam. Pre-registration required during the AEI online registration process that opens December 7, 2011.

University of Chicago Strategies in Nonprofit Management Certificate Program - Leadership in Changing Times (core course)
8:30 a.m. - 4:00 p.m.
Julia Fabris McBride, PCC, Director of Coaching & Alumni Engagement, Kansas Leadership Center,Wichita, KS

e-PRO Course ($75 - includes lunch)
8:30 a.m. - 4:30 p.m.
Amy Chorew, CEO, The Tech Byte, Southington, CT; Bill Lublin, CRB, CRS, GRI, e-PRO, CEO, Social Media Marketing Institute, Huntington Valley, PA

AE Institute Welcome Lounge
4:00 p.m. - 6:00 p.m.
Stop by for some refreshments and information about Louisville, and meet the 2012 AE Institute Advisory Subcommittee.
Sponsored by: Kentucky Association of REALTORS® and Greater
Louisville Association of REALTORS®, KY

RCE Designee Reception (for RCE designees only)
Friday, March 16, 5:00 p.m. - 6:00 p.m.

Saturday, March 17

AE Institute Orientation
7:45 a.m. - 8:15 a.m.
Hear an overview of the Institute curriculum and how to select the right Institute sessions for you. The orientation is a great opportunity to meet your peers.

Opening Session
8:30 a.m. - 10:00 a.m.

Race for Relevance: Five Radical Changes for Associations AF
10:30 a.m. - 12:00 p.m.
Harrison Coerver, President, Harrison Coerver & Associates, Inc., Boca Grande, FL
Based on ASAE's best-selling book, Race for Relevance: Five Radical Changes for Associations, this thought-provoking session challenges conventional association wisdom and presents revolutionary changes to the traditional association operating model. Easier said than done, right? Leave this session with step-by-step implementation approaches, tools and ideas to revolutionize how you do business. Through the use of case studies, this session will encourage you to think differently about how you govern and manage your association.

How Good Bosses Become Great Managers BIS
10:30 a.m. - 12:00 p.m.
Karel Murray, CSP, DREI, ABR, CRB, CRS, GRI, e-PRO, President, Our Branch, Inc.,Waterloo, IA
Doughnuts aren't enough. It's time to take a hard look at how efficiently you hire, retain, and motivate staff. Find out how to effectively encourage and direct your workforce, implement support systems for new hires, and continue to hold every individual accountable. It begins when you coach employees with the motivation style that is most relevant to them; evaluate new employee support and retention systems; and use accountability measures to enable employees to feel vested in all they do for the association.

Demonstrate Your Association's Worth BYBM
10:30 a.m. - 12:00 p.m.
Pam Ermen, CRS, GRI, President, Real Estate Guidance, Virginia Beach, VA
Every dollar counts in today's association. Discover the top four principals of financial longevity so that your association stays on solid ground regardless of which way the market shifts. Assess areas where association finances can increase by either cutting costs or increasing revenue-based opportunities, and determine which "sacred cows" don't contribute to members' profitability. You have the power to help your association emerge as an industry leader and vital partner with your members.

The Power of Ideas - Creativity Tools to Inspire and Transform Organizations GSR
10:30 a.m. - 12:00 p.m.
Allison Linney, President, Allison Partners, Charlottesville, VA
A leader's success is dependent upon many things, among them the quality and diversity of ideas that allow the leader to make informed decisions that transform organizations. Explore how creativity, innovation and effective problem-solving can transfer your association. Learn how to present your ideas to staff and volunteer leaders, and how to make things happen when your association is stuck in a rut.

"Taste of AEI" Sponsor Walk-Around Lunch
12:15 p.m. - 1:45 p.m.
The AE Institute's sponsoring vendors will host lunch in the various hospitality rooms. Participants can enjoy their lunch while learning about different products available to them and their members.

I'm a New AE - Now What?
12:45 p.m. - 1:45 p.m.
Cindy Butts, RCE, CAE, CEO, Maine Association of REALTORS®

State CEO Meeting
1:00 p.m. - 3:30 p.m.
An opportunity for state association executives to discuss issues and share insights. Attendance is limited to state CEOs only.

Five Emerging Trends and How to Leverage Them AF
2:00 p.m. - 3:30 p.m.
Todd Carpenter, Director of Digital Engagement, NAR; Ginger Wilcox, GRI, CSM, e-PRO, Head of Industry Training, Trulia, San Francisco, CA
The real estate industry is in the midst of a technical revolution. Mobile, social, open source and cloud platforms are empowering both agents and consumers to disrupt the status quo. Is your association at the forefront of the revolution? Are you just keeping up? Or are you falling behind? This session will cover emerging trends and how to leverage them, such as the association's role in online networks (Quora, Trulia, etc.); how associations can help agents leverage real estate review sites (such as Zillow); and how members can realize huge savings through web publishing.

Take a CNN Approach to Your Digital Communications BIS
2:00 p.m. - 3:30 p.m.
Brian Copeland, CRS, Broker, Village Real Estate, Nashville, TN
This session will show you how to approach your website and other digital communications as news sources that can help build membership value economically and effectively. Learn how to shift your mindset into "news" and away from "information" and overcome writer's block.With the help of best practices, this course will demystify the process of creating newsworthy content in a fresh and interesting way, whether you have a dedicated information technology (IT) staff person or not.

Member Value Is the Key to Everyone's Success BYBM
2:00 p.m. - 3:30 p.m.
Melynn Sight, President, nSight Marketing, Inc., Leawood, KS
Do you really know what it's like to be a REALTOR® on a day-to-day basis?When you see the world through your members' eyes, you can begin to connect with what is most important to them. Use this perspective to create your association promise and build programs around high-value member benefits. Believe you have something unique to offer and tap into and communicate that uniqueness to them. Target your audience to discover what really matters to them; ask questions that will uncover benefit gems; deliver communications that are to the point. Demonstrate that success comes with being a member of your association.

Restructuring Governance: Is It Really Possible? GSR
2:00 p.m. - 3:30 p.m.
Mary Byers, CAE, President, Mary Byers, Inc., Chatham, IL
Is your association governance structure holding you back? Would a new way of doing things create new possibilities for your future? Take a look at what's realistic and what's not when it comes to governance restructure. Learn to identify helpful questions and potential obstacles when evaluating your current structure. Follow a case study that takes you through nine steps to help you embrace this new system.

Icebreaker Reception
4:00 p.m. - 6:00 p.m.
Join your friends and colleagues for this special reception where there will be a generous array of good food, good music, and good company at this official Institute welcome gala. The AE Institute Live Auction will take place during the Icebreaker Reception.

Sunday, March 18

NAR AE Forum
8:30 a.m. - 10:00 a.m.
Join your peers for this open forum where you'll hear updates and participate in discussions about the issues impacting your associations and your members.

Cultivate Commercial Practitioners AF
10:15 a.m. - 11:15 a.m.
Facilitator: Ginger Downs, RCE, CAE, CEO, Chicago Association of REALTORS®, IL
Panelists: Melanie Blakeney, RCE, EVP, Memphis Area Association of REALTORS®, TN; Emily Line, Commercial Development & Outreach Manager, NAR; Cindy Chandler, CCIM, CRE, REALTOR®, Chandler Group, Charlotte, NC: Rob Broome, Governmental Affairs Director, Atlanta Board of REALTORS®/Atlanta Commercial Board of REALTORS®, GA
This informative session will help you develop a business model to serve commercial practitioners. Learn how to identify their current and future needs; how to engage them in association activities; and how to address advocacy issues affecting them. Hear commercial practitioners talk about their expectations, and how your association can forge a future plan with them and cultivate this growing member segment. Learn how to grab their attention so that they want to invest in your association, and glean their insights into future foreign
investment opportunities.

Transform Downturns into Doorways BIS
10:15 a.m. - 11:15 p.m.
George Fleming, Founder and Owner, InsightAction, Asheville, NC
REALTOR® association executives are facing a serious reality: If you don't innovate, you may not have an organization within five years from now. It's shocking, yet true. As Amazon CEO Jeff Bezos, said, "What's dangerous is not to evolve." This timely program will ignite your inner leader, shift your focus to face hurdles, and guide you toward becoming an innovative organization that thrives on change and challenge.

Building My REALTOR® Party: What We Know and What We Need to Know BYBM
10:15 a.m. - 11:15 a.m.
Facilitator: Bill Malkasian, Vice President, Political Strategic Planning, NAR
Panelists: TBA
The REALTOR® Party Initiative was launched in 2011 with expected implementation in 2012. Learn more about the implementation phase of this initiative and come prepared with questions on how to make the program work better for you. Join this candid forum designed for staff at all levels of the organization to learn from each other how to deliver the best product for our members.

Effective Committees/Work Groups - Seven Keys to Success GSR
10:15 a.m. - 11:15 a.m.
Roger Turcotte, CDEI, GRI, President, Roger Turcotte & Co.
REALTORS® won't volunteer to serve on committees or assist the association if the meetings are a waste of time. This solution-based program addresses the importance of defining the work that needs to be done before a committee or work group is formed. In addition to explaining the key components required to develop high-performing committees/work groups, Roger will present his Seven Keys to Success that AEs can use to lead
meaningful committees and work groups.

REALTOR® Party Luncheon
11:30 a.m. - 1:30 p.m.
Sponsored by: RPAC

Sheriff Woody or Buzz Lightyear? Go Beyond Leadership's Agenda to Meet Member Needs AF
1:15 p.m. - 2:45 p.m.
Rick Harris, ABR, CIPS, CRS, SRS, GRI, Owner, Rick Harris Real Estate Seminars, Ashland, OR
REALTOR® associations need to stay relevant to the "member on the street." They must reach beyond leadership's perception of the issues and ask the tough questions. Do we provide what members really need, not just what we believe they need? How can we target programs and services to meet those needs? Compare typical REALTOR® leader perceptions about today's real estate industry with those of the "member on the street." Identify key industry sectors and membership issues that associations must address for successful strategic planning. Demonstrate the tangible benefits of "broad spectrum participation" and identify specific steps to improve member loyalty.

Young Pros and Old Pros: Intergenerational Integration BIS
1:15 p.m. - 2:45 p.m.
Facilitators: Bill Lublin, CRB, CRS, GRI, e-PRO, CEO, Social Media Marketing Institute, Huntington Valley, PA; Ginger Wilcox, GRI, CSM,e-PRO, Head of Industry Training, Trulia, San Francisco, CA
Panelists: Chris Carrillo, CEO, Multiple Listing Service Inc., Wauwatosa,WI; Brian Copeland, CRS, Broker, Village Real Estate, Nashville, TN; Nobu Hata, e-PRO, Edina Realty, Inc., Minneapolis, MN; Jessica Kern, Marketing Communications Manager, Chicago Association of REALTORS®, IL
Are you struggling to build camaraderie between established members and your Young Professionals Network (YPN) chapter? Having trouble getting traction for a YPN initiative? Let some of the most celebrated YPN representatives from around the country coach you how to establish a successful YPN chapter, and how to integrate existing YPN members into your leadership structure. Enjoy and participate in this frank discussion on ways to achieve intergenerational integration, and place your pool of future leaders in line with your association goals and objectives.

What to Do When Shift Hits the Fan BYBM
1:15 p.m. - 2:45 p.m.
Tom Gillett, ABR GRI, SRS, President, The Tom Gillett Company, Inc., Snellville, GA
As your market shifts, so must a business. Statistics are a great predictor of the past, but we will live in the future. This session offers ideas to help shape your association's future and turn challenges into opportunities. Learn the core principles upon which to build a sound association foundation; how to identify keys to maintain a loyal membership; and how to analyze your current structure and prepare an action plan so your association can reemerge stronger than ever.

Key Elements of a Sound Board/AE Relationship GSR
1:15 p.m. - 2:45 p.m.
Bill Charney, CEO, Charney Associates, Denver, CO
Understand the difference between governance and management and how to optimize the effectiveness of boards of directors and staffs. Learn how to help your board think strategically, focus on purpose rather than operations, and how mutual accountability is enhanced with a combination of role clarity and AE/CEO empowerment. Explore the benefit of group authority as opposed to individual member entitlement, which can hamper association productivity.

NAR Policy and Dues Procedures
3:00 p.m. - 4:00 p.m.
John Pierpoint, Vice President Finance and Comptroller, NAR

State AEC Chair/Vice Chair Session
3:00 p.m. - 4:00 p.m.
A gathering for state AEC chairs and vice chairs to share ideas and learn more about NAR resources at their disposal.

NRDS and E-commerce
4:00 p.m. - 5:00 p.m.
Chris DeRosa, RCE, CAE, Managing Director, Finance, NAR

Models Planning Tool "Train the Trainer" Session
4:00 p.m. - 5:00 p.m.
An opportunity for AEs to learn how to facilitate a REALTOR® Association Models Planning Tool training session.

Monday, March 19

Mind: Blown! - Technologies of the Future AF
8:30 a.m. - 10:00 a.m.
Maddie Grant, CAE, Chief Social Media Strategist, SocialFish, LLC, Washington, DC
Drawing from innovative experiments in such varied industries as science and engineering, advertising and marketing, and architecture, as well as the green movement and social collaboration, Maddie Grant will showcase technologies we've barely dreamed of that may one day become reality. She'll use video examples to present how creative people are pushing the boundaries of what's possible. Get inspired to extrapolate how these technologies could change the future of your association.

Speed Sharing: The Best Ideas in 90 Minutes BIS
8:30 a.m. - 10:00 a.m.
Move from table to table during this fun, interactive speed-learning session where knowledgeable topic experts will provide tips and tricks, and session participants will have an opportunity to share their success (and/or scary) stories.
Topics/Speakers:
• Fundraise Effectively for RPAC - Overcoming the Objection, "I Gave in My Dues Increase." (Gerry Allen, RCE, CAE,Campaign Services Managing Director, Community and Political Affairs, NAR)
• Recruit and Maintain Members in a No REALTOR® Environment (Rebecca Grossman, RCE, CEO, Scottsdale Area Association of REALTORS®, AZ)
• Create a Regional Dialogue to Tackle Ethical Dilemmas Generated by Market- Short Sales and Foreclosures (Jeanette Newton, RCE, CEO, Dulles Area Association of REALTORS®, VA)
• Provide Member Education in a Competitive Market Saturated with Real Estate Schools (Jill Landsman, Vice President, Communications & Media Relations, Northern Virginia Association of REALTORS®)
• Attract Members to Your Events (Barbara Matthopoulos, Senior Director of Communications & Media Relations, Chicago Association of REALTORS®, IL)
• Eliminate Paper, Office Machines and Other Expensive Bits of Overhead (Nick Kremydas, Esq., RCE, CEO, South Carolina Association of REALTORS®)

Success Signals: Body Language in Business Workshop BYBM
8:30 a.m. - 10:00 a.m.
Patti Wood, CSP, Communications Dynamics, Decatur, GA
If you want to sharpen your eyesight and your hearing, learn to read body language. Body language can create positive first impressions, as well as help you know what members may think but won't say. It can help gain others' attention and establish rapport easily and quickly. It can help you know what to do when someone isn't listening to you, and to know what others want and can expect from you. Learn to read body language through experience, practice and discussion. And become aware of hundreds of communications that you previously overlooked.

Make Your Strategic Plan Objectives Come True GSR
8:30 a.m. - 10:00 a.m.
Alice Martin, RCE, CAE, GRI, Consultant, Martin Consulting Solutions, Chicago, IL
Does your association know how to reach the goals in its strategic plan? Attend this session to learn about other associations' 2012 planning priorities. Then, through the use of sample checklists and planning templates, start drafting your own goals, along with accompanying objectives and tactics. Take away ideas and tools to help you and your leadership reach common goals.

How to Make Government Affairs Work: Tales from a 36-Year Veteran AE AF
10:15 a.m. - 11:15 a.m.
Bill Malkasian, Vice President, Political Strategic Planning, NAR
Like it or not, part of your job involves working with government and developing its relationship with your members and association.Whether you have a government affairs director (GAD) or not, this session will help you think strategically as a manager so you can run a successful government affairs program at your association. Learn about the resources available to you at all levels of the organization to help you in your efforts.

The Strategy of Being Relevant BIS
10:15 a.m. - 11:15 a.m.
Tom Gillett, ABR, GRI, SRS, President, The Tom Gillett Company, Inc., Snellville, GA
For associations to survive, member benefits must be measured by what members need, not necessarily by what they want. As an association member, Tom Gillett knows the importance of selling benefits and not features. He understands that while AEs are central to the process of selling the association's value, they must first provide and sell the value of themselves. Tom will share insights to help you articulate your relevance so that you can be a stellar leader and manager.

Sometimes It Takes an Expert to Take Out the Trash™ BYBM
10:15 a.m. - 11:15 a.m.
Barbara Hemphill, Organizational Expert, Hemphill & Associates, Inc., Raleigh, NC
Your ability to accomplish any task or goal is directly related to your ability to find what you need when you need it. This presentation offers practical techniques that have been tried and tested for more than 30 years in offices around the world to create a "Productive Environment™." This is an intentional setting where everyone can accomplish their work and enjoy their lives.

Relevance, Stability and Constant Course Correction GSR
10:15 a.m. - 11:15 a.m.
Rod McIntyre, PhD, Vice President, Program Development, Kansas Association of REALTORS®
The volume and rate of change that organizations face can threaten stability and member satisfaction. Understanding the psychology of change is often the difference between opportunity and frustration. Learn to introduce change to members so it does not incite a negative reaction; identify and activate powerful resources to keep the association relevant; and bring your well-supported goals to life.

NAR Update Lunch
11:30 a.m. - 1:00 p.m.
Join NAR CEO Dale Stinton, RCE, CAE, for an update on NAR issues. Ask the questions you need answers to in this open forum with your peers and your national counterpart.

Go Google and Save Your Association $50,000 a Year AF
1:15 p.m. - 2:15 p.m.
Nick Kremydas, Esq., RCE, CEO, South Carolina Association of REALTORS®
Technology enables you to thrive in this economy and provide stronger services despite declining membership and budget cuts. As such, it should be an integral part of your strategic plan. Google allows you to incorporate cutting-edge technology into your association operations without incurring the heavy-duty costs that often accompany such moves. "Going Google" will save your association thousands of dollars. Plus, it safely integrates "cloud computing" into your association and engages your members without investing any extra time.

What the Best AEs Have Going for Them BIS
1:15 p.m. - 2:15 p.m.
Leonard Pfeiffer, Managing Director, Leonard Pfeiffer & Company, Washington, DC
Discover your most sought-after attributes and uncover your weaknesses in this eye-opening and career-building session. Then learn how to match those skills and practices to become a truly effective AE. Gain an understanding of the pathways that can lead to career success, or career apathy. Leonard Pfeiffer knows what associations and boards of directors want in an AE. He has more than 20 years' experience recruiting senior staff and he helped develop NAR's CEO search strategy.

Develop a Strategic Planning Process for Government Affairs Services in Your Local Association BYBM
1:15 p.m. - 2:15 p.m.
My REALTOR® Party Consultant Team
This session will take you through the process of creating a specific strategic plan for your government affairs programming. There are many basic components to a successful government affairs program. Consultants will share a process they've used with local associations around the country. Your take-away will be to understand the model and apply it locally or regionally.

Politics and Social Media 101 GSR
1:15 p.m. - 2:15 p.m.
Amy Chorew, CEO, The Tech Byte, Southington, CT
Learn how to engage members and the local community in real estate dialogues with some user-friendly tools and strategies. Discover which tools will reach your members and the public most effectively. Learn how to adapt your media to the audience and how to turn initial contacts into substantial relationships.

AE Institute General Session
2:30 p.m. - 3:30 p.m.

NAR Policy 101
3:45 p.m. - 4:45 p.m.
Rodney Gansho, RCE, Manager, Policy Information, Board Policy & Programs, NAR

Young Professional Network/New AE Speed Dating Session
3:45 p.m. - 5:00 p.m.

RPAC Major Donors Reception
4:00 p.m. - 5:00 p.m.
By invitation only. This reception honors RPAC Major Donors and their guest.

Tuesday, March 20

$82 Billion Your members Don't Have....Yet AF
8:30 a.m. - 9:30 a.m.
Oscar Gonzales, CEO, Gonzales Group/Huntsville Board of REALTORS®, Sugar Land, TX
Nearly 240,000 REALTORS® know a trade secret that earns them as much as $50,000 more per year: The global real estate market has gone local.More than 85 of the country's leading associations have created Global Business Councils so their members can earn their share of the $82 billion in annual U.S. property sales to international and immigrant buyers. See how low-cost councils are becoming the leading resource for members seeking to reach cash buyers. Learn how to interpret demographic data on members and the homebuyers they serve; how to understand four culturally focused factors shaping the industry; and how to use the "next generation business model canvas" for product and service assessment.

"Dumb" Ideas Can Work BIS
8:30 a.m. - 9:30 a.m.
Albert Suguitan, RCE, CAE, GRI, President and COO, Greater Gateway Association of REALTORS®, Glen Carbon, IL
Association executives must constantly challenge themselves to develop new ideas and reshape existing ones. Failure is an important part of the process. Learn how bad ideas can become the best ideas you've ever had, and why ideas do or don't succeed in the first place. Once you make a failed idea work, you no longer have to fear failure.

Develop a Culture of Feedback and Candor BYBM
8:30 a.m. - 9:30 a.m.
Aleen Bayard, Principal, MarketZing, Chicago, IL
Honest communication is the glue that holds an organization together.Whether it's politics or politeness, the inability to offer candid input impacts the culture of your association. This session will teach you how to deliver effective feedback, especially when delivering bad news; appreciate and practice the various levels of listening; and implement a personal protocol to highlight and address professional blind spots. Become more adept at delivering candid feedback and in turn, more effective at responding to and acting upon feedback you receive.

Transition to an Enabling, Effective, Energizing Governance Culture GSR
8:30 a.m. - 9:30 a.m.
Gabriel Eckert, CAE, Executive Director, Building Owners and Managers of Atlanta, GA
It's simple. If your association is successful, then you are successful. Learn to align leadership, committees and staff with your strategic goals so that you all share a common destiny. Gabriel will share with you an innovative strategic governance model that allows you to lead your association to focus intensely on its goals, while ensuring you have staff/leadership buy-in throughout the entire process.

Legal Update with Laurie Janik
9:45 a.m. - 10:45 a.m.
Join NAR General Counsel Laurie Janik, as she updates Institute attendees on the latest legal cases facing REALTOR® associations, and other legal issues that could have an impact
on your members and your associations.

AE Institute Closing Ceremony
10:45 a.m. - 11:00 a.m.