Awarded by the NAA Education Institute to help Contract Auctioneers learn successful practices to treat the work they do as a business. This two-day course covers marketing, sales, professionalism, and money management including the tax and insurance implications of working for yourself. To achieve the CAS designation, attendees must pass the prerequisite exam or hold another NAA Designation, complete the course in its entirety, and submit four evaluations from a contract auction. Learn more

SUNDAY, DEC. 1 - MONDAY, DEC. 2  |  8 A.M. - 5 P.M.
INSTRUCTORS: Peter Gehres, CAI, CAS, CES ; Dustin Rogers, CAI, CAS

A professional designation awarded by the NAA Education Institute to help professional auctioneers understand today’s marketing, both technology-based and traditional. To attain the AMM designation, auctioneer-scholars are required to complete 24 classroom hours, complete a custom auction summary report based on knowledge from the designation course, and 24 hours of continuing education every three years. Learn more

SUNDAY, DEC. 1 - TUESDAY, DEC. 3  |  8 A.M. - 5 P.M.
INSTRUCTORS: Robert Mayo, CAI, AARE, AMM, GPPA ; John Schultz, AMM

The professional designation awarded by the NAA Education Institute to qualified property appraisers who meet the educational and experiential requirements of the Institute and who adhere to a strict code of ethics and standards of practice. In order to be designated with the GPPA, auctioneer-scholars are required to complete 35 classroom hours, a detailed written appraisal report and proof of at least two affidavits of appraisals. This designation also requires 24 hours of continuing education every three years. Learn more

SUNDAY, DEC. 1 - THURSDAY, DEC. 5  |  8 A.M. - 5 P.M.
INSTRUCTORS: Tim Luke, CAI, BAS, MPPA; Rich Schur, CAI, AMM, BAS, MPPA

A professional designation awarded by the NAA Education Institute designed to teach professional auctioneers the planning techniques that create successful benefit auctions. BAS auctioneers learn marketing skills and create a business strategy to build their clientele and profits. In order to be designated with the BAS, auctioneer-scholars are required to complete 21 classroom hours, a detailed written auction summary report, proof of at least six benefit auctions and 24 hours of continuing education every three years. Learn more

MONDAY, DEC. 2 - WEDNESDAY, DEC. 4  |  8 A.M. - 5 P.M.
INSTRUCTORS: Trisha Brauer, CAI, BAS ; Scott Robertson, CAI, BAS

The professional designation awarded by the NAA Education Institute to qualified real estate auctioneers who meet the educational and experiential requirements of the Institute and who adhere to a strict code of ethics and standards of practice. In order to be designated with the AARE, auctioneer-scholars are required to complete 32 classroom hours, a detailed written auction summary report, proof of at least 10 real estate auctions, and 24 hours of continuing education every three years. Learn more

THURSDAY, DEC. 5 - SATURDAY, DEC. 7  |  8 A.M. - 5 P.M.  
INSTRUCTORS: Mike Brandly, CAI, AARE, CAS ; Braden McCurdy, CAI, AARE, AMM

Preparing for the New Economy
Market is driven by economics. To maintain or generate real estate success, auction professionals must prepare for the next transition. What are the marketplace trends and new products? How do we change our process to fit the new buyers and sellers? How can you successfully compete in strategic markets? What does the new economy expect of the auction community? Join these discussions and more during the real estate workshop and set yourself up for ongoing real estate auction success.

WEDNESDAY, DEC. 4  |  8 A.M. - 5 P.M.
INSTRUCTORS: TBA

Register for the Real Estate Workshop

Interpersonal communication is the process by which people exchange information, feelings, and meaning through verbal and non-verbal messages. The class will provide participants an opportunity to enhance their interpersonal communications skills with techniques and opportunities for insight and self-awareness through educational, situational and practical exercises. Proper use and knowledge of these skills will positively affect your negotiations with clients, presentation skills, auctioneering and competition strategies.

THURSDAY, DEC. 5 - FRIDAY, DEC. 6  |  8 A.M. - 5 P.M.
INSTRUCTOR: Tim Luke, CAI, BAS, MPPA

Effectively “selling” your auction involves more than just being a good salesperson. This two-day class will help you develop an effective sales strategy and learn how to execute that strategy for increased success. You will learn key skills in identifying target markets, setting sales goals, prospecting, overcoming objections, closing the deal, selling the process, re-selling the client and more. Understanding the psychology of selling with an emphasis on auction selling skills will increase your ability to sell successfully in various situations.

Upon completing this class, you will be able to:

1. Develop a sales strategy for a more effective business
2. Describe the character traits of a professional salesperson
3. Identify the role advertising plays in successful selling
4. Identify the sales approaches most beneficial to auction professionals
5. Explore effective presentation methods to get the deal
6. Apply various methods for overcoming objections and closing the sale
7. Execute a sales demonstration utilizing the “advantage wedge” methodology
8. Implement techniques for selling the event and your continuing services

The Uniform Standards of Professional Appraisal Practice (USPAP) is the generally recognized ethical and performance standards for the appraisal profession in the United States. USPAP is updated every two years so that appraisers have the information they need to deliver unbiased and thoughtful opinions of value. To become a personal property appraiser in the United States, appraisers must take the 15-Hour National USPAP Course (or its equivalent). This is also a requirement to earn your GPPA designation.

FRIDAY, DEC. 6 - SATURDAY, DEC. 7  |  8 A.M. - 5 P.M.
INSTRUCTOR: Rich Schur, CAI, AMM, BAS, MPPA

The Uniform Standards of Professional Appraisal Practice (USPAP) is the generally recognized ethical and performance standards for the appraisal profession in the United States. USPAP is updated every two years so that appraisers have the information they need to deliver unbiased and thoughtful opinions of value. Personal property appraisers must take the 7-Hour National USPAP Update Course (or its equivalent) once every two calendar years. This is also a requirement to maintain your GPPA or MPPA designation.

SATURDAY, DEC. 7  |  8 A.M. - 5 P.M.
INSTRUCTOR: Tim Luke, CAI, BAS, MPPA