Washington Chapter | Rural Sales Analysis and Verification Seminar

Day 1

Homegrown Seminar

1. Tomato production in the Columbia Basin
2. Tomato farm tour
3. Economic/Social/AG trends of Eastern Washington
4. Hay export industry overview/economics
5. Hay facility tour

Day 2

Rural Sales Analysis and Verification*

The development of a reliable market database includes the discovery, verification, analysis, and archiving of real estate sales. The objective of this seminar is to focus primarily on the verification process. The class participant’s past experience in these four steps is likely varied, but complete sales analysis is not possible without in-depth sales verification.

Learning Goals:

1. Demonstrate the need for organization and rehearsal of the verification process including whether there is a need for cash equivalency analysis.
2. Illustrate the attributes and limitations of sales verification with the three traditional parties to a transaction.
3. Explore face-to-face, telephone, and several alternatives to traditional verbal sales verification.
4. Explore different behavior / personality styles and their impact / relationship to the sales verification approach.
5. Identify, prepare, and rehearse responses to key objections most often encountered by appraisers when verifying sales.
6. Create and practice a logical sequence of questions to help overcome the sensitivity of the person being interviewed.
7. Explore the components and merit of a well-designed sale sheet.

Key Topics:
1. Sales Verification Details

2. Appraisal Industry & Government Rules-Regulations
3. Reasons For Sales Verification / Methods / Priorities
4. Behavior /Personality Styles
5. Sales Verification Process
6. Sales Allocation & Cash Equivalency
7. Sales Verification Examples

Important Note:

Insight & Consulting Talent Optimization Consultant Jill Berg will present Predictive Index material via Zoom as part of this seminar. The students will be provided a link and take the Predictive Index assessment prior to the start of class. PI results will provide the student with self-awareness of their own behavior / personality style. During the seminar, the student will develop an awareness of how their style impacts others. The student will also learn listening skills, improve open ended question skills, and understand the differences between soft / medium/ hard questions. Registration needs to be completed PRIOR for this to occur. Late registrants will not receive their PI results.

A laptop will be required during the course. All seminar materials will be provided digitally.

*This will be offered for in-person and online.

Registration will close September 15^th. There will be no refunds offered with cancellation one week prior to the offering.

Registration Fee – this will cover both days!

$275 members/$350 non-members

Hotel

Best Western Lakefront in Moses Lake

3000 Marina Drive Moses Lake, WA. 98837

Room Rate: $116.99 per night

https://www.bestwestern.com/en_US/book/hotel-rooms.48045.html?groupId=W99LK5D6

Questions

Jim McCullough | 509-750-6878 | jim@agri-com.net

Registration

Katelyn Johnson | 303-692-1224 | kjohnson@asfmra.org