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ANNUAL CONFERENCE & EXPO28th ANNUAL CONFERENCE & EXPO2017 DETAILED SCHEDULEIt’s time to level-up your career. The New Jersey Apartment AssociationConference & Expo features two days of education sessions strategically planned toeducate, motivate, and inspire the audience. This year, the Expo is packed with evenmore opportunities for attendees to network with leaders and gain valuable insightthrough a variety of educational seminars.LEARNING AREASTo help facilitate your professional development, please refer to the below color-codedlegend. Keep in mind that attendees are not restricted to their Learning Area. Rather,these symbols should be used as a guide to enhance your learning MarketingL&SMTNMGRGENLeasing & SalesMaintenanceProperty ManagersGeneralDESDESIGNATIONS SRUWLRQ RI WKH & 07 DQG WKH HQWLUH 1 /3 WUDLQLQJ LV R HUHG DW RXU QQXDO &RQIHUHQFH & Expo. These nationally-recognized designation classes allow you to advance yourcareer and learn about the multifamily housing industry. CAMT classes held at theConference are only portions of the entire training series. If you would like to completethe full designation, classes will be held again in Fall 2017.Please note: Pre-registration is required for designation courses.MONDAY, MAY 22, 2017TUESDAY, MAY 23, 2017DES9:00 AM TO 5:00 PMNational Apartment Leasing Professional (NALP)8:00 AM TO 4:00 PMRegistration OpenSusan Lenzo, Home LeasingRoom 314, Atlantic City Convention CenterAtlantic City Convention Center, Hall ANALP provides the necessary skills to help leasingprofessionals become top producers. Course topicsinclude: application of Fair Housing laws; managingobjections and the move-in process; securingand processing lease renewals; and conducting amarket survey.3:00 PM TO 7:00 PMExhibitor Set-up and RegistrationAll registration fees must be paid in full at timeof registration. Any outstanding and onsiteregistrations, as well as any outstanding boothor sponsorship payments, must be paid in full toreceive your badge.8:00 AM TO 10:30 AMExhibitor Set-upAtlantic City Convention Center, Hall BAtlantic City Convention Center, Halls A & BAIM - Apartment Industry Magazine NJAA 19
MAY/JUNE 2017DES9:00 AM TO 5:00 PMDesignation Courses (NALP, CAMT)Atlantic City Convention Center, 3rd FloorNational Apartment Leasing Professional (NALP)Susan Lenzo, Home LeasingRoom 314, Atlantic City Convention CenterCertificate for Apartment Maintenance Technician(CAMT): Heating, Ventilation, and Air ConditioningDan Gordon, AVCO Supply, Inc.Room 315, Atlantic City Convention CenterThe CAMT program is designed as an introductionfor new maintenance professionals or as arefresher course for industry veterans. Thetechnical, hands-on curriculum provides theNQRZOHGJH DQG WRROV QHFHVVDU\ WR UXQ DQ H HFWLYH maintenance program and advance your career.12:00 PM TO 1:30 PMOpening General Session: Apartment OwnersRoundtableAtlantic City Convention Center, Hall AHear from an all-star panel of multifamilypowerhouses on the most pressing issues facingthe industry in New Jersey. This session willprovide valuable insight on the current state of themarket, changing industry trends, and how ourVWDWHȇV SROLWLFDO FOLPDWH D HFWV WKRVH ZKR RSHUDWH own, and develop multifamily apartments in NewJersey. Whether your interest lies in market rate orD RUGDEOH KRXVLQJ WKH WRSLFV GLVFXVVHG DUH VXUH WR educate, inform, and entertain.Our panelists include:12:00 PM TO 1:30 PMLunch will be provided in Hall A from 12:00 PM to1:30 PM during the Opening General Session.Shuttle buses will beprovided to and fromthe main entrance of theBorgata Hotel and theAtlantic City ConventionCenter, Doors 1 & 2, on thefollowing dates and times:Tuesday, May 23rd7:30AM–5:30PMWednesday, May 24th7:30AM – 5:45PM20 AIM - Apartment Industry Magazine NJAABrad Ingerman,President/CEOIngerman ManagementCompanyStephen Waters,Senior Vice PresidentMorgan PropertiesEric Witmondt,&KLHI ([HFXWLYH 2ɝFHU Woodmont PropertiesModerated by:'DYLG %URJDQ ([HFXWLYH 'LUHFWRUNew Jersey ApartmentAssociationOWNERS ROUNDTABLE COFFEE BREAK SPONSORS:Attorneys at LawFeinsteinƔRaissƔKelin& Booker, L.L.C.
ANNUAL CONFERENCE & EXPO1:30 PM TO 4:00 PMExpo Floor Open6:30 PM TO 7:30 PMDiamond, Signature & Keynote Sponsor ReceptionAtlantic City Convention Center, Hall B*Invitation only eventBorgata Hotel Casino & Spa, Salon A – Events CenterCapture the fun at NJAA’s 28th Annual Conferenceand Expo by heading to City Fire’s photo booth,#618!SPONSORED BY:*This is an invitation only event for OwnerMembers registered for the conference, as wellas our Diamond, Signature and Keynote SponsorsONLY. Business attire required for admittance.THANK YOU TO OUR DIAMOND SPONSORS:3:50 PMBorgata Giveaway DrawingsAtlantic City Convention Center, Hall BAttendees and exhibitors will be given a chanceto win Borgata-sponsored giveaways on Tuesday,0D\ UG :LQQHU PXVW EH SUHVHQW WR ZLQ DQG PXVW FODLP SUL]H ZLWKLQ WKUHH PLQXWHV RI announcement or the next winner will be called.SPONSORED BY:5; American Architectural Window & Door;Appliance Brokers Limited; Apartments.com;Archer & Greiner, P.C.; Belfor Property Restoration;Brach Eichler, LLC; Central Wholesalers, Inc.; CityFire Equipment Company, Inc.; Cohen, Willwerth &Marraccini, LLC; Comcast; CSC ServiceWorks; DirectEnergy Business; Elias B. Cohen & Associates;Falcon Fuel Services; Goldberg Realty Associates;HD Supply Facilities Maintenance; Horizon BlueCross Blue Shield of NJ; Insurent Lease Guaranty;The Kislak Company, Inc.; LAN Associates; LegacyEnergy Group, LLC; Marcus & Millichap; MeetAC;0XOWL RXVLQJ 'HSRW E\ 5Ζ 3 &RRSHU 5RRȴQJ ΖQF P.C. Richard & Son; RentPath; RestoreCore; Sax LLP;and Western Pest ServicesTHANK YOU TO OUR SIGNATURE SPONSORS:4:00 PMExpo Floor ClosesMember FDIC6:30 PM TO 9:30 PMRegistrationBorgata Hotel Casino & Spa, Events CenterRegistration must be paid in full to receive yourbadge. Any outstanding or onsite registrationsmust be paid in full before entry is granted.THANK YOU TO OUR KEYNOTE SPONSOR:Planned CompaniesJanitorialMaintenanceSecurityConciergeAIM - Apartment Industry Magazine NJAA 21
MAY/JUNE 20177:30 PM TO 9:30 PMPresident’s ReceptionDES9:00 AM TO 5:00 PMDesignation Courses (NALP, CAMT)Ticketed EventBorgata Hotel Casino & Spa, Salon D – Events CenterAtlantic City Convention Center, 3rd FloorNALP Designation CourseBusiness attire required. Please check yourbadge on-site to see if your registration includesadmittance to the President’s Reception. A ticket isrequired for admittance.THANK YOU TO OUR PRESIDENT’S RECEPTIONSPONSOR:Susan Lenzo, Home LeasingRoom 314CAMT Designation Course: HVACDan Gordon, AVCO Supply, Inc.Room 3159:00 AM TO 11:15 AMEducation SessionsAtlantic City Convention Center, 3rd Floor9:30 PMSocial Round-UpTHANK YOU TO OUR EDUCATION SPONSORS:Borgata Hotel Casino & Spa, B-BarJoin us immediately following the President’sReception for our Social Round-Up at the B-Barwhere the networking can continue! NJAA is notresponsible for any costs accrued by attendees atthe Social Round-Up.WEDNESDAY, MAY 24, 2017 7:30 AM TO 4:30 PMRegistration OpenAtlantic City Convention Center, Hall A7:45 AM TO 8:45 AMBreakfastAtlantic City Convention Center, Rooms 201 and 202BBREAKFAST SPONSORED BY:) &'5 )0 %1057.6#065 Since 1979Since 197922 AIM - Apartment Industry Magazine NJAA
ANNUAL CONFERENCE & EXPO130 Ferry Avenue ō Suite BCamden NJ 08104-HWWLQJ ō 79 ,QVSHFWLRQ :HW :HOO &OHDQLQJ 'UDLQ &OHDQLQJ ō 3OXPELQJ *HRUJH %ULPILHOG ƒ 1- 0DVWHU 3OXPEHU /LFHQVH ZZZ URRW KUV FRP RXU ORFDO 3OXPELQJ 6HZHU &RPSDQ\ IRU WKH SDVW \HDUV AIM - Apartment Industry Magazine NJAA 23
MAY/JUNE 20179:00 AM TO 10:00 AMEducation SessionsWomen in Leadership: If IKnew Then What I KnowNowAtlantic City Convention Center, 3rd FloorLEADPitfalls andOpportunities: HowMultifamily Owners andDevelopers Can StayAhead of EnvironmentalIssuesOPERLEGLaura Bretzger, City FireEquipment Company; RobinFlagler, AION Management;Diana Penn, JMG Realty,ΖQF 6Hȴ 6LOYHUVWHLQ &3 Wilkin and Guttenplan, P.C.;Moderated by: Lynne Aber,LPZ BertramRoom 322GENRay Cantor, Esq.,NJ Department ofEnvironmental Protection;Steven Ramiza, LANAssociates; Dennis Toft,Esq., Chiesa, Shahinian &Giantomasi PC; Moderatedby: Brian Hague,MWW GroupRoom 317Join us for a one-hour discussion on the keyenvironmental matters impacting the multifamilyindustry. Whether it is dealing with environmentalissues at the maintenance stage or learning how toprotect yourself and your residents, the panelistswill provide insight on how to proactively deal withenvironmental matters.7KLV FRXUVH R HUV RQH FRQWLQXLQJ HGXFDWLRQ FUHGLW for NJ Real Estate Licensees and one (1) ContinuingLegal Education credit.FOLLOW THE 28THANNUAL CONFERENCE &EXPO ON SOCIAL MEDIA!GENThis panel will feature fourwomen discussing theirsuccessful roles in themultifamily industry andthe hurdles they overcamein their career. Moderatedby NJAA’sPresident, Lynne Aber, this conversationwill explore how women build leadership skills andOHYHUDJH WKHP IRU VXFFHVV LQ GL HUHQW ZD\V Effective Service OperationsMTNMGRMark Cukro, Plus One ConsultingRoom 301Recommended for bothmaintenance technicians andproperty managers, this engagingsession will help you learn newways to improve the overall qualityof your service department. We will discuss newways to motivate team members, how to get shopsorganized, and other elements that are so crucial tothe success of a maintenance team.Creating Closing Confidence#NJAA2017MKTL&SMGRLisa Trosien, Apartment ExpertRoom 304/HDUQ KRZ WR ERRVW \RXU FRQȴGHQFH with customers and potentialresidents! This session will explorehow multifamily housing professionals can becomemore successful by believing in themselves, seeingthe value in their product, and focusing on thepositive aspects about their community.24 AIM - Apartment Industry Magazine NJAA
ANNUAL CONFERENCE & EXPO10:15 AM TO 11:15 AMEducation SessionsOvercoming ObjectionsL&SAtlantic City Convention Center, 3rd FloorDanielle Walker, Ellis, Partners inManagement SolutionsRoom 321Objections can feel like rejection,but it usually means the prospect isinterested. Fielding objections is an opportunity foryou to get to know your prospect better, identifytheir needs, and help solve their problems. Joinus for a spirited discussion on the most popularobjections and examples of how you can overcomethem.Creating a Brand IdentityMKTTime Management for MultifamilyGENMTNMark Cukro, Plus One ConsultingRoom 301If you want to reduce the amountof work piling up on your desk,then this session is for you. Join usfor new tips on how to get more completed in lesstime, how to be more productive, and understandhow much time should be devoted to completingservice tasks such as: HVAC repairs; replacements;and more.MGRMarla Posey, Spark MultifamilyConsultingRoom 305:H ZLOO H[SORUH WKH VSHFLȴF VWHSV to creating your company’s brandidentity and why it is a vital piece to a thrivingbusiness. During this session, we will review thequestions you must answer to determine whatstory you want your brand to portray, how tocreate your story, and how to implement your plan.Taking on the Bullies inYour BuildingOPERLEGMaintenance and EquipmentIssues after R-22 RefrigerantMTNBrian Goldojarb, HD SupplyRoom 307Join us for a discussion onmaintenance-related issues raisedby converting residential-grade ACequipment from traditional R-22 “Freon” refrigerantto the newer refrigerants, such as R-410A and MO 'L HUHQFHV LQ HTXLSPHQW RSHUDWLRQ KDQGOLQJ documentation requirements, and servicing will beaddressed.MGRDodi Gershen and MarkAlper, The Gershen GroupRoom 318This session will focus on bullying in residentialKRXVLQJ DQG WKH H HFWLYH DSSURDFKHV \RX VKRXOG take if your property and residents are beingbullied. We will also discuss the Fair Housing Actand the repercussions you may face if a housingmanager or owner fails to end the harassment.Trending Legal IssuesLEGOPERTracey Goldstein, Esq., Feinstein,Raiss, Kelin & Booker, L.L.C.Room 320Stay up-to-date on the newestlandlord-tenant laws impacting ourindustry, including new Fair Housing regulations,what to do when a tenant dies, and issuespertaining to smoking.AIM - Apartment Industry Magazine NJAA 25
MAY/JUNE 2017Creating Closing ConfidenceMKTL&STaking on the Bullies inYour BuildingMGROPERLisa Trosien, Apartment ExpertRoom 304/HDUQ KRZ WR ERRVW \RXU FRQȴGHQFH with customers and potentialresidents! This session will explorehow multifamily housing professionals can becomemore successful by believing in themselves, seeingthe value in their product, and focusing on thepositive aspects about their community.Overcoming ObjectionsL&SDanielle Walker, Ellis, Partners inManagement SolutionsRoom 321Objections can feel like rejection,but it usually means the prospect isinterested. Fielding objections is an opportunity foryou to get to know your prospect better, identifytheir needs, and help solve their problems. Joinus for a spirited discussion on the most popularobjections and examples of how you can overcomethem.LEGMGRDodi Gershen and MarkAlper, The Gershen GroupRoom 318This session will focus on bullying in residentialKRXVLQJ DQG WKH H HFWLYH DSSURDFKHV \RX VKRXOG take if your property and residents are beingbullied. We will also discuss the Fair Housing Actand the repercussions you may face if a housingmanager or owner fails to end the harassment.11:30 AM TO 1:00 PMKeynote Presentation – Doug LippCandid. Passionate. Relevant.GENAtlantic City Convention Center,Hall AKEYNOTE SPONSORED BY:Planned ating a Brand IdentityMKTMGRMarla Posey, Spark MultifamilyConsultingRoom 305:H ZLOO H[SORUH WKH VSHFLȴF VWHSV to creating your company’s brandidentity and why it is a vital piece to a thrivingbusiness. During this session, we will review thequestions you must answer to determine whatstory you want your brand to portray, how tocreate your story, and how to implement your plan.Doug Lipp is on a crusade to help organizationsstrengthen their corporate culture, boost businessperformance, and unapologetically, have fun whiledoing it. Through riveting examples and powerful,relevant stories about innovation, service, valueand leadership, Doug pulls back the curtain andreveals the behaviors, tools, and attitudes thatare representative of cultural excellence. Join thisformer Disney Executive, and walk away with ablueprint for creating and perpetuating a culture ofVLJQLȴFDQFH XQLTXH WR \RXU RUJDQL]DWLRQ 1:00 PM TO 4:30 PMExpo Floor OpenAtlantic City Convention Center, Hall B26 AIM - Apartment Industry Magazine NJAA
ANNUAL CONFERENCE & EXPO1:00 PM TO 2:00 PMNetworking LunchAtlantic City Convention Center, Hall BLUNCH SPONSORED BY:THANK YOU TO OUR SPONSORS:EXHIBITOR PRIZE DRAWINGS0DQ\ H[KLELWRUV ZLOO EH UDɞLQJ SUL]HV GXULQJ WKH Expo. Winners will be announced each day andwill be posted at the NJAA booth. You must pick upyour prize at the company’s booth. Forms for NJAAto call winners will be placed at all booths.4:20 PM50/50 Raffle Drawing (Must be present to win)NJAA Booth (center of Expo Floor)Proceeds to support the NJAA Charitable Fund.Kosher Lunch provided at Booth #501SPONSORED BY:3:30 PM TO 4:30 PMCocktail Reception with ExhibitorsExpo Floor, Hall B4:25 PMExhibitor Drawing for a COMPLIMENTARY BOOTHfor our 2018 ConferenceNJAA Booth (center of Expo Floor)Exhibitors have a chance to win a free 10’ x 10’booth for next year’s show. Exhibiting Companymust be present to win.4:30 PM 5,000 Grand Prize Drawing (Must be present towin)NJAA Booth (center of Expo Floor)Attendees from Owner Member companies will begiven a chance to win 5,000 cash on Wednesday,May 24th on the Expo Floor during the CocktailReception with Exhibitors!4:30 PMExpo Floor ClosesAtlantic City Convention Center, Hall B4:30 PM TO 8:00 PMExhibitor Breakdown (Optional)Atlantic City Convention Center, Hall B#NJAA2017AIM - Apartment Industry Magazine NJAA 27
MAY/JUNE 2017REGAL BANK PRESENTSMULTI-FAMILYLENDINGTHAT WORKS 3,500,00030-unit building East Rutherford 3,850,00044-unit building Union City 4,650,00070-unit building Maple Shade 6,825,00071-unit building KeyportFOR YOUFlexible terms Fast approval Low interest ratesLivingston, Roseland, Florham Park,Millburn, West Orange, Summit, Somerset,Springfield & SomervilleEqual Housing LenderEqual Opportunity LenderOf PRPROPEPROPROPEROPER Dryer VentMaintenanceSAFETYKeep families safe by maintaining your property and their homes.Ensure residents are safe! Fire marshals and leading appliancemanufacturers recommend dryer vents be cleaned by aprofessional annually.ENERGY EFFICIENTSave money! Clean vents result in 18 to 24 a month in savings.Lower energy bills mean lower costs for everyone!CODE COMPLIANTReduce liability by using proper dryer vent materials. Protect yourresidents and your business. Assure all vent material is codecompliant and meets safety standards.DRYERS LAST LONGERExtend the life of your dryers! Minimize replacement costs withclean, well-maintained dryer vents.regalbanknj.comOf IMIMPROPIMPRIMPPROPEROOPERPER Dryer VentMaintenanceNOT SAFE Q HVWLPDWHG ¿UHV DUH FDXVHG E\ FORWKHV GU\HUV DQQXDOO\ Don’t be a statistic!* U.S. Fire Administration National Fire Incident Reporting System. (NFIRS) 2012.COSTLYClogged vents can result in excess energy costs of 18 to 24a month. Who wants to pay more?NON-CODE COMPLIANTUsing non-compliant materials could cost you more than yourbusiness. Why risk lives?EXPENSIVE AND TIMELY TO REPLACE DRYERSReplacing dryers often are pricey for you and inconvenient for yourresidents! Why spend additional time and money because ofpoor maintenance?To Benefit from PROPER dryer vent maintenance CALL28 AIM - Apartment Industry Magazine NJAAMember FDIC844 -NO2-FIRE(844 - 662 - 3473)
ANNUAL CONFERENCE & EXPOTHURSDAY, MAY 25, 20179:00 PM TO 1:00 AMAfter-Hours Cocktail Reception8:00 AM TO 9:00 AMBreakfastBorgata Hotel Casino & Spa, Premier NightclubCelebrate and network the night away with us atthe popular After-Hours Party! Enjoy a quiet, lowkey cocktail reception followed by dancing. Rubelbows with hundreds of your fellow attendees foran evening of fun, music and networking.The Water Club at the Borgata, Waves A & B8:00 AM TO 12:00 PMExhibitor Breakdown (Mandatory)Atlantic City Convention Center, Hall BNetworking and Cocktails:9:00 PM to 10:30 PM9:00 AM TO 10:00 AMBreakfast Keynote PresentationCocktails and Dancing:10:30 PM to 1:00 AMThe Water Club at the Borgata, Tides A, B & CLike You, Like MeSPONSORED BY:GENL&SLisa Trosien, Apartment ExpertTides A, B & C, The Water Club Gather your friends and capture your memoriesin the After-Hours Party photo booth!Likable people are successful, closemore sales, and make people wantto stay in their apartments longer.Even if you don’t think you are as likable as youcould be, this class will teach you ways to increaseyour likability factor. You’ll discover ways to connectwith residents and prospects on a better, moreproductive level.THANK YOU TO OUR THURSDAY KEYNOTESPONSOR:SPONSORED BY:clean&polish#NJAA2017Building SolutionsAIM - Apartment Industry Magazine NJAA 29
MAY/JUNE 201710:05 AM TO 11:05 AMEducation Sessions11:10 AM TO 12:10 PMClosing Keynote PresentationThe Water Club at the Borgata, Luna & Aqua A & BThe Water Club at the Borgata, Tides A, B & CSeeing What Your Customers SeeGENCrazy Busy vs. Productive:Effective Leadership in aDysfunctional WorldL&SBill Nye, Berger Rental CommunitiesLuna A & B, The Water ClubEvery time we have an encounterwith our residents and customers,we are delivering an experience.But what kind of experience is this? This seminarwill teach you how to see customer service throughthe eyes of your customer by building a vision thatmatters, improving teamwork, and looking at vitalsigns.Live, Grow, ThriveGENGENLEADAmy Kosnikowski Dilisio,Sprout MarketingTides A, B & C, The Water ClubAre you too busy? Want to get back to improvedSURGXFWLYLW\ WKURXJK HQJDJHPHQW DQG ȴOO \RXU WLPH with meaningful purpose? This session will help youtake ownership of your role, shift the focus to yourtop priorities and create boundaries, and discoverthe steps to overcoming the biggest barriers of notgetting your job done.LEADMark Cukro, Plus One ConsultingAqua A & B, The Water ClubThis engaging and insightful sessionis about dealing with challenges inthe multifamily industry and howto not only overcome them, butKRZ WR ȴQG WKH XQLTXH OHVVRQ LQ HDFK H[SHULHQFH and use it to grow beyond your expectations.Attendees will learn how to positively embracechange, become more innovative, and improveyour outlook on life and work.12:30 PMHotel CheckoutSAVE THE DATE FOR THE 2018CONFERENCE AND EXPO!MAY 22-24, 2018THANK YOU TO OUR ADDITIONAL 28TH ANNUAL CONFERENCE & EXPO SPONSORS:MAGNETIC HOTEL ROOM KEY SPONSOR:“FOLLOW ME” EXPO FLOOR DECAL SPONSORS:BADGE LANYARD SPONSOR:TUESDAY SNACK SPONSOR:30 AIM - Apartment Industry Magazine NJAA
AIM - Apartment Industry Magazine NJAA 19 28th ANNUAL CONFERENCE & EXPO 2017 DETAILED SCHEDULE MONDAY, MAY 22, 2017 9:00 AM TO 5:00 PM National Apartment Leasing Professional (NALP) Susan Lenzo, Home Leasing Room 314, Atlantic City Convention Center NALP provides the necessary skills to help leasing professionals become top producers. Course .
