The session focuses on the foundation of outstanding coaching, teamwork, and organizational momentum including:

• Igniting "E" Power in your team - Energy, Enthusiasm, and Eagerness
• Being fully present, the key to true connection
• Thriving on change

Brian Biro is one of the nation's foremost speakers and teachers of Leadership, Possibility Thinking, and Team Building. A major client who has had Brian back to speak several times offered perhaps the most on-target introduction about Brian's impact when he said "Brian Biro has the energy of a ten-year-old, the enthusiasm of a twenty-year-old, and the wisdom of a seventy-year-old."

The author of internationally acclaimed Beyond Success!, The Joyful Spirit!, and Through the Eyes of a Coach, Brian was rated #1 from more than 40 Speakers at four consecutive INC. Magazine International Conferences. Brian has been featured on Good Morning America, CNN's Business Unusual, and the Fox News Network.

CLOSING SESSION
"BUILDING A BRIDGE... GETTING OVER IT!"
In Australia, there are often signs outside pubs or bars in the early evening that read "Attitude Adjustment Hour" which means that from 5:30 pm - 6:30 pm drinks are half price. Consider this session your ultimate attitude adjustment. Amanda Gore will help you improve your energy, enthusiasm, communication and relationships, reduce stress levels, and make you laugh.

Attend this session where you will learn useful and practical skills to have more fun at work and at home. Discover how to bust stress in your life, and how to deal with difficult people. Learn to adjust your attitude and that of others. Learn to be a better leader and not to take life so seriously, while managing to do more!

Amanda Gore is one of Australia's most popular professional speakers. She holds a degree in physiotherapy, a major in psychology and is a master practitioner of neurolinguistics. Author of three books, several audio and video learning programs, and a frequent radio and TV presenter, Amanda also has a regular newspaper column.

The Closing General Session also will feature the presentation of all seminar prizes and the Grand Prize "Getaway Package of Your Choice."

SESSION II-A
Part II
"BEYOND SUCCESS: BUILDING A BETTER TOMORROW"
10:40 am-12:00 pm

Building on the Opening Session presentation, Brian Biro will take a more in depth look at being a leader and breaking through barriers. Using hands-on demonstrations, you will learn how to shatter your personal barriers and to become a more enthusiastic and motivated team leader. You will gain practical knowledge and leave this session with dozens of ideas to implement immediately. You can make a genuine difference!

Brian Biro's biography listed Opening Session.

SESSION II-B
"UNDERSTANDING MONEY MANAGEMENT FOR MAINTENANCE"
10:40 am-12:00 pm

Far too often the maintenance budget is viewed as a hindrance. Nothing could be further from the truth. The budget is an opportunity to develop financial growth on your property as well as build fiscal responsibility. We view the budget as a negative limitation because we don't fully understand how it can work in our favor when purchasing for our property.

In this session you will be introduced to purchasing techniques that will allow your dollars to grow, such as:

• How to get your vendors and suppliers to fight for your business
• Building loyalty and the benefits that come with it
• Buying for less without spending hours price shopping
• The trick to avoiding hidden costs
• Inventory - have what you need and need what you have
• Ways to improve your spending by improving your customer service

Bill Nye is recognized nationally as a results-oriented speaker, trainer and business consultant. A former maintenance supervisor, property manager and regional manager, Bill is the owner and founder of Capital Consulting. His involvement in the multi-family housing industry includes serving as a CAM, CAPS and NALP instructor for several associations as well as a facilitator for many of his own seminars. He has spoken at the National Apartment Association Education Expo and the Multi-Housing World Conference.

SESSION II-C
"NEGOTIATING VENDOR CONTRACTS"
10:40 am-12:00 pm

This session will cover the negotiation of contracts between property managers/owners and vendors. Speaker Richard Kempf will concentrate on areas of specific concern to proper-ty managers as they try to build long term beneficial relationships with vendors. He will tailor his talk to specific areas or topics under this general heading at the request of attendees. Should you have specific areas of concern or interest that you would like to have addressed in this session you may e-mail him at rak@ancel.net. Please make your requests or suggestions for specific areas of discussion under this general topic on or before November 1, 2001.

Richard Kempf is an attorney practicing commercial law with the Indianapolis law firm of Ancel & Dunlap, LLP. He has extensive experience in negotiating commercial contracts and litigating commercial disputes, and has represented both apartment owners and vendors throughout his 14 year legal career. He is an honors graduate of the Indiana University School of Law -Indianapolis. He received his undergraduate degree at Indiana University in Bloomington and his masters degree from Ball State University.

SESSION III-A
MAINTENANCE ROUNDTABLE "EASIER, FASTER, AND BETTER SERVICE"
2:00 pm-3:20 pm

What is customer service? We all want a quick response to a request with dependable results. Think fast food and online purchasing. Place an order. Get what you want.

Now, think about service requests. Residents make a request. Residents expect to get what they want. Sound too simple? It's not. It's customer service. A maintenance team leaves a lasting impression on residents. Their response to a maintenance request and the quality of service they provide can be the reason a resident renews a lease or moves.

Join in this session, as panelists present their personal experiences and knowledge of the effect maintenance staff must have for a community to provide quality customer service. Session attendees will be invited to ask questions and share insights.

Bill Nye's biography listed session 11-B.

Keith Shertzer, Maintenance Supervisor at Sand Creek Woods, JC Hart Company, has I I years of experience. In recognition of his excellent service and experience Keith was honored as the AAI 1999 CAMT of the Year. He currently volunteers as instructor of the CAM "Maintenance for Managers" class.

Terry Prentkowski is the President of Keyhole Renovation, a company specializing in the renovation of single family homes in historic districts of Indianapolis. While working for Lowe's Home Improvement, Terry served on the AAI Education Committee's Maintenance Taskforce developing the 2001 EdOps PLUS Maintenance program.

Moderator Dennis Funkhouser is the Regional Director for M.A. Management. Dennis has been in the apartment industry for more than twenty years. Prior to joining M.A. Management in 1995, he held the position of General Manager with Lawn Ranger, LLC, Vice-President of Property and Asset Management for Revel Companies, and Vice-President & General Manager of the Sexton Companies. Dennis has been active in the Association chairing several committees including Seminars, membership and the 1993 Annual Convention. He has served on the AAI Board of Directors since 1993, and currently is the Vice President. He is a Certified Apartment Association instructor and a Real Estate Broker.

SESSION III-B
"JUMPSTART YOUR MARKETING EFFORTS"
2:00 pm-3:20 pm

Take a moment to look at your property as if you are seeing it for the first time. How does it compare with other properties in the area? How do you compete if your property is not the newest, or does not have the most amenities? Can you have great marketing presence without spending a fortune? This session will answer those questions and more.

Advertising effectiveness is crucial to consumer perception and making the most of your dollars. We will look at all types of media with particular attention to print ads and billboards, and discuss tips on making sure consumers read your advertisements and respond to them.

Repositioning is the wave as markets bulge with new product. The company that invests dollars in a way that consumers buy into its new position beat the competition. We will evaluate pictures of actual renovations and discuss how your community can benefit from these stories.

Tracey Hopkins started her career as a leasing consultant at the age of seventeen. Within three months she was promoted to manager and proceeded to manage properties throughout Texas. At the age of 21 she was promoted to multi-site supervisor. One year later she decided marketing was her calling. Tracey joined Walden Residential Properties, Inc.. As Walden grew into the third largest REIT so did Tracey's responsibilities as she was then named Vice President of Marketing. In 1997 Tracey joined Archon Residential as Vice President over National Marketing. Tracey opened her own company, Jumpstart Marketing, in 2000. In addition to marketing, leasing and customer service presentations, she works as a consultant for marketing and management coaching.

SESSION III-C
"MOLD: WHAT YOU DON'T SEE COULD HURT YOU"
2:00 pm-3:20 pm

Mold is quickly becoming a crisis across the country with the potential to have a devastating affect on our industry. If you aren't already concerned, you should be. In this session, learn what steps you must take to minimize the chance that you community and your residents' health will be compromised, and how to deal with mold if it is already present. You will be given practical guidance on issues ranging from maintenance and operations to insurance and legal issues. All multi-family property owners and managers should add this session to their "must attend" list.

Eileen Lee is Vice President of Environment with principal responsibility for environmental issues for the National Multi Housing Council/National Apartment Association Joint Legislative Staff. Before joining the Council, Eileen was affiliated with Royer & Babyak where she provided legislative consulting services to industrial clients in the areas of health and environment. During her eight-year tenure working with Congress, Eileen served as Staff Director of the Environment Subcommittee of the Committee on Science, Space and Technology of the U.S. House of Representatives. This Subcommittee had legislative and oversight authority for the research and development portfolios of the U.S. Environ-mental Protection Agency, the U.S. Department of Energy and the U.S. Department of Commerce. Eileen came to Capitol Hill as a Congressional Science fellow after completing her fellowship in vaccine development for the National Research Council. She holds a Bachelor of Science and Masters of Science degrees from Villanova University and received her PhD in microbiology from the Catholic University.

SESSION III-D
"THE POWER OF CHOICE!"
2:00 pm-3:20 pm

In this session, Mr. Per will share his amazing Guinness World Record breaking stories and ideas on how you can use The Power of Choice to achieve your greatest success. Learn how to make more right decisions than wrong because the wisdom you use today to make good decisions comes from your experiences yesterday. Per will present one lucky session attendee with a Guinness book autographed by three world record holders. It might be you!

Per has been called, "An ordinary guy with an extraordinary message. " He is also the author of My Brain is Sweating!, an encyclopedia for self development. Per's passion is uplifting, viewpoint refreshing, presentation unique and energy contagious. With a real life delivery he shares his message with amazing examples and analogies he draws from unique life experiences that have included goat farming, sleeping in igloos and promoting comedy clubs.

SESSION IV-A
"FOCUSED FOLLOW UP: GATEWAY TO SUCCESS"
9:00 am-10:20 am

Learn how to effectively and creatively follow-up with your customer. This seminar will explore creative follow-up ideas to make your community stand out and be memorable. We will explore the types of follow-up that get noticed. You will learn effective phone follow-up sample phone scripts, and how to set up a follow up action plan. Discover what unusual follow up notes will be opened every time and practically guarantee that the customer will respond to your phone call.

Melinda Brody has made a career of "talking and shopping" for almost 2 decades. President of her seminar and training firm located in Orlando, Florida, she travels all over North America speaking on the topic of selling. Her company has evaluated more than 5,000 sales representatives, giving her a unique insight into the sales process. Melinda also has written numerous articles for the housing industry, and is a MIRM (Member of the Institute of Residential Marketing).

SESSION IV-B
"MOTIVATING GENERATION X AND Y"
9:00 am-10:20 am

Have you noticed that the workforce is changing? Called Generation X and Y by sociologists and the media, the new workforce is unique in wants and needs. So is the way we can motivate them. Learn how to reach, keep and energize your new team with some straightforward, low-cost and no cost strategies.

Dee Hansford is an entrepreneur, former Disney leader, corporate change agent and a noted authority on recognition and communication. Her work in the private and public sector has garnered national press for its measurable bottom-line impact. In her role as manager of Disney's Cost Recognition department, Dee and her team gathered input from over 1,000 cast members to design and implement Walt Disney World's first global recognition program, Partners In Excellence, which debuted in 1996.

SESSION IV-C
"HOW COMMUNICATION AFFECTS THE SALES PROCESS"
9:00 am-10:20 am

Does communication style affect the sales process? Come learn valuable techniques to more effectively present your community, persuade your future resident and prolong your business relationships.

Holly Schaber is a Regional Education Director for Equity Residential. Her experience in this industry encompasses a background of leasing, on-site management, marketing and training. In her current position she facilitates classes and conferences. She also acts as a performance consultant for her region. Her goal is to provide motivating and challenging settings in which people can grow

SESSION V-A
"FAIR HOUSING PRESENTED BY AMERICA'S LEADING EXPERT"
10:40 am-12:00 pm
Session repeats 1:40 pm-2:50 pm

Even if you think you know everything there is to know about fair housing, don't miss this session. America's #1 fair housing expert will give us the hot answers to cutting edge questions that even the courts could not resolve until recently.

Here are just a few examples from real court cases to be presented in this session:

• Do you have to evict a good tenant in order to accommodate a handicapped one?
• When will the 2-persons per bedroom rule NOT work?
• Sexual harassment recently cost a landlord over $500,000. Could it happen to you?
• What does the Supreme Court have to say about your policies and liability?
• How are property management companies using the Fair Housing Act to their advantage?

Avery Friedman is Chief Counsel of The Fair Housing Council, a public interest firm. He has taught at nearly two dozen law schools including Stanford, Berkeley, Duke, University of Michigan, Wisconsin, Tulane and the University of Texas. The Wall Street Journal calls Avery a "walking reference source" on civil rights law and he has been recognized in TIME, The New York Times and USA Today as a nationally distinguished civil rights lawyer and law professor.

SESSION V-B
"WHAT TODAY'S ECONOMY MEANS FOR YOU"
10:40 am-12:00 pm

This session will provide an overview of the Lending Environment. Based on the speaker's first hand experience, this presentation will include a discussion on lenders which involves the different types of agencies: FHA, Fannie Mae, and Freddie Mac as well as other lending institutions. The second part of the presentation will cover types of financing and determining which programs work best, as refinancing, acquisitions and rehabilitation.

Mike Petrie is President of P/R Mortgage & Investment Corporation. He started his career in financial services at Merchants National Bank & Loan Administration. He began his mortgage banking career with Merchants Mortgage Corporation as a Commercial Loan Originator and rose to Executive Vice President in charge of the Commercial Real Estate division. Mike started P/R Mortgage & Investment Corporation in 1990.

SESSION V-C
"THE ROI OF RECOGNITION"
10:40 am-12:00 pm

Recognition is more than a temporary good feeling. Providing recognition is an investment in individuals and in your company. Learn how successful organizations such as Disney, CalPERS, Southwest Airlines and others harness the power of positive reinforcement to meet and exceed their business objectives. See what kind of bottom line results you can expect, too.

Dee Hansford is an entrepreneur, former Disney leader, corporate change agent and a noted authority on recognition and communication. Her work in the private and public sector has garnered national press for its measurable bottom-line impact. In her role as manager of Disney's Cast Recognition department, Dee and her team gathered input from over 1,000 csst members to design and implement Walt Disney World's first global recognition program, Partners In Excellence, which debuted in 1996.

SESSION VI-A
"FAIR HOUSING PRESENTED BY AMERICA'S LEADING EXPERT"
1:40 pm-2:50 pm
Repeat of 10:40 am-12:00 pm session

Even if you think you know everything there is to know about fair housing, don't miss this session. America's #1 fair housing expert will give us the hot answers to cutting edge questions that even the courts could not resolve until recently.

Here are just a few examples from real court cases to be presented in this session:

• Do you have to evict a good tenant in order to accommodate a handicapped one?
• When will the 2-persons per bedroom rule NOT work?
• Sexual harassment recently cost a landlord over $500,000. Could it happen to you?
• What does the Supreme Court have to say about your policies and liability?
• How are property management companies using the Fair Housing Act to their advantage?

Avery Friedman bio listed Session V-A

SESSION VI-B
"CREATING COMMITMENT: CLOSING WITH CONFIDENCE"
1:40 pm-2:50 pm

This seminar will take you through the selling process with an emphasis on asking for the sale in a non-pushy manner. The presentation includes the selling process leading up to the close, building rapport, discovering needs, demonstrating customized benefits, handling objections and trial closing. Learn the one secret closing word that will increase sales every time.

Melinda Brady bio listed Session IV-A.

SESSION VI-C
"CONFIDENCE. IT'S ALL ABOUT CONTROL!"
1:40 pm-2:50 pm

Would you like to know how to influence your friends and co-workers to be more confident? In this program, you will learn why your level of confidence changes and most importantly, how to increase it in others. In this session you will hear ideas on how you can be more confident. You will learn how you can coach confidence in co-workers, family members and friends. You will leave with practical ideas that you can use every day to increase the confidence of everyone you meet.

Mr. Per's bio listed Session III-D.

© Copyright 2001 Apartment Association of Indiana, Inc.  All rights reserved.
9202 N. Meridian St., #250 - Indianapolis, IN 46260
Phone: (317) 816-8900 - Fax: (317) 816-8911 - E-Mail: aai@iaaonline.net