In a world of negotiations, those who are skilled at the 'art of the deal' are the ones whose incomes grow, businesses thrive, and clients return.  

Mike Shenkman conducts a dynamic class where attendees discover how to replace the fear of negotiating with confidence gained from mastering proven techniques that streamline the path to a successful close.

• Secure Client's 'wants' and Maximize Commissions: How to negotiate price, terms, repairs, and contingencies.
• Write Offers That Get Noticed: Structure offers that stand out in a competitive market.
• Navigate High-Stakes Scenarios: Learn techniques used by top-producing agents to handle multiple offers, aggressive counteroffers, and those 'difficult' transactions.
• Sharpen Your Communication: Improve your communication style to facilitate smarter client decisions during the high-pressure offer process.

As real estate professionals, we know that consumer trust is the foundation of every successful transaction. Ensuring that clients understand exactly how their real estate professionals are compensated is central to protecting their interests and reinforcing that trust.

What is Changing?

C.A.R. has finalized revisions to standard forms to provide a standardized method for disclosing both the receipt and payment of referral fees. Because several forms were already undergoing revisions, this was the ideal time to incorporate these important modifications.

Agents should prepare for changes in the following documents:

• BRBC and RLA Forms: These forms will now include specific references to referral fees.
• New Disclosure Mechanics: The updates are designed to make it easier for REALTORS® to make appropriate disclosures, ensuring consumers are fully aware of all sources of compensation.
  
  

Why You Need to Attend the Training

When clients understand whether and how referral fees are involved, they are empowered to make informed decisions and ask the right questions. As an agent, your ability to explain these forms clearly is essential to your professionalism.

To ensure you are fully informed and prepared for when these forms go live, C.A.R. is offering a suite of educational resources and town halls. These sessions will focus on the practical application of the forms so you can continue to serve your clients with the highest level of transparency.

Upcoming Town Hall Schedule

It is strongly encourage you register for one of the following sessions to review these changes and receive additional guidance:

• Thursday, Dec. 4: 3:30 p.m. – 4:30 p.m. | Register here
• Thursday, Dec. 11: 1:30 p.m. – 2:30 p.m. | Register here
• Tuesday, Dec. 16: 9:00 a.m. – 10:00 a.m. | Register here
  

Resources

Forms Preview: Click here for the forms release with this week’s revisions.  (C.A.R. log-in required) 

By staying ahead of these changes, we demonstrate that transparency and consumer trust remain at the core of our mission. We look forward to seeing you at an upcoming town hall.

In the real estate marketplace, enabling a listing to stand apart from others is a marketing must! Today’s buyers aren’t just looking for a home - they are buying into a lifestyle with a vision of what their next chapter could look like.

Find out how to energize real estate listings in San Diego from top experts in photography, drone videography, and social media marketing. Attendees will be empowered to market not only the property, but also the lifestyle that truly defines it.

A light lunch will be provided at both sessions.

Tuesday, July 29th 11:30 - 1:00 PSAR El Cajon

Wednesday, July 30th 11:30 - 1:00  PSAR Chula Vista

This workshop brings together four experts who deliver practical tools for describing the story behind and the promise of a listing to prospective homebuyers.

Elizabeth Ireland of Elizabeth Ireland Photography will share how strong listing photos can tell a home’s story and create an emotional pull for buyers.

Karen Buelterman from Bridge To Your Front Door will highlight how drone and neighborhood videos can showcase the lifestyle surrounding a property.

Amanda Renzi from Renzi Social Co will show how to turn visual content into real visibility through social media and digital platforms.

Bess Ouahidi from Yellow Rose Home Staging will share visual storytelling for real estate and transform properties into spaces that buyers can emotionally connect with.

The Community Home Buyer Fair 2025 is a FREE event for the public focused on empowering first-time buyers with the knowledge, tools, and support to navigate today’s housing market.

In this singular event, attendees can obtain the knowledge to:

• Understand the Home Buying Process
• Discover Grants and Assistance Programs
• Build Financial Literacy for Homeownership

Whether potential buyers are just beginning to explore options or ready to make a move, this fair is the perfect place to connect with real estate professionals, lenders, and community resources, all in one location.

REALTORS® are encouraged to invite clients and prospects to take part in this educational experience.

Saturday, June 21st
10:00 am - 4:00 pm
875 Hotel Cir S, San Diego, CA 92108

Open to the General Public (FREE*)
*REALTORS® Pay $20 | REALTORS® will receive training kits

Light snacks will be served at the event.

For more information, contact education@psar.org.

 

______________________________________________

PSAR's mission is to empower real estate professionals.

Since 1928, the Pacific Southwest Association of REALTORS® has played a significant role in shaping the history, growth & development of the Real Estate industry in San Diego County.

The PSAR Leadership Academy offers a transformative opportunity for REALTORS® seeking to elevate their leadership skills and make a lasting impact. This program develops leaders from all backgrounds, equipping participants with the tools to grow personally, professionally, and civically.

• Leadership Growth: Cultivate your ability to lead with integrity, service, and commitment.

• Community Engagement: Learn the importance of real estate advocacy to protect the private property rights of your clients.

• Association Impact: Gain a deeper appreciation of the value of REALTOR® membership at the local, state, and national levels.

• Future-Focused Learning: Acquire knowledge that will equip you to impact the growth, direction, and priorities of the REALTOR® organization going forward.

Program Content & Session Dates

Attendance Policy: To graduate from the PSAR Leadership Academy you must attend all sessions. A single absence will result in forfeiting your spot in, and graduation from,  the program.

NOTE: Applications are accepted through February 14.

Key Dates (to be confirmed)

• January 15: Announce at Committees and Cocktails Event

• February 14: Application Deadline

• February 18 - 20: Candidate Interviews

• February 26: Final Selection Announced

Program Highlights (session topics subject to change)

• March 11: 5 pm - 7 pm: Hosted Ice Breaker Evening Reception. Offsite Restaurant 

• March 12: 10 am - 1 pm: Orientation & Kick-Off. (Hosted Lunch, Clairemont Office)

• April 9: 10 am - 1 pm:  Governance & Academy Service Project (Hosted Lunch, Clairemont Office)

• April 29:  May 1: Attend Legislative Day in Sacramento (Flight, Hotel, & Some Meals hosted by PSAR)

• May 23: 8:30 am - 10:30 am: Attend PSAR's Board of Directors Meeting (Hosted Lunch Chula Vista)

• June 11: 10 am  - 1 pm: Consistency & Commitment to Service (Hosted Lunch Clairemont, Office)

• August 13: 10 am - 1 pm: Closing & Strategic Leadership (Hosted Lunch, Clairemont Office)

• November 7: 5 pm - 10 pm: Graduation at Installation Dinner Event, Ticketed Event (Prado)

Why Apply?

• Learn the art and science of effective leadership

• Engage with PSAR leadership on multiple levels

• Become a key representative of PSAR at industry events.

• Network with current influential leaders

• Contribute to the success of  a meaningful community service project

Apply Here:

Questions?
Contact: Yvonne Cromer, PSAR 2025 President at  psarpresident@gmail.com

Friday, June 23rd,  3:00 pm - 5:00 pm
PSAR South Service Center
(FREE - PSAR members ONLY)

(If you have trouble with the RSVP call 619-421-7811)

Celebrate your PSAR membership - RSVP by June 22nd! Eat, drink, and connect with one another. Space is limited.

Agenda

Networking, Refreshments: Hors D'oeuvre, Wine, and Beer Served

Association Update

Meet the 2024-2025 candidates for PSAR Board positions.

Discover the secrets of success from a panel of highly successful PSAR REALTORS^®

in the current challenging market. The session will be facilitated by Steven Sladek, PSAR REALTOR^® of the Year. Don't miss this opportunity to learn from the best!

Expert Speaker Panel

Anthony Manzon, Lisa Ruiz, Lisa Miller-Carnation

Bonus!  Get a FREE professional headshot or new marketing photos from professional photographer Don Anderson.  Dress for success!

___________________________________

PSAR's mission is to empower real estate professionals.

Since 1928, the Pacific Southwest Association of REALTORS® has played a significant role in shaping the history, growth & development of the Real Estate industry in San Diego Count