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June 23, 2020

  

9:00a – 12:00p
Kachina 6

Board Meeting

 

1:30p – 2:45p
Kachina 3-4

Opening General Session | Every Job Is A Sales Job: How to Use the Art of Selling to Win at Work!

Cindy McGovern, The 1st Lady of Sales

 

Top rated speaker, best-selling author and consultant Dr. Cindy is on a mission to empower people and companies to get what they want … through sales!

 

Yep, “sales,” that icky word that makes people cringe. Let’s take the “ick” factor out of sales and open your eyes to the wide array of “selling” opportunities all around you every day–even the unofficial sales that you may never have considered to be sales at all. Every Job Is a Sales Job reminds you that you have the tools you need to be successful at sales and that you have had them your whole life. By embracing your inner salesperson, you will have the ability to transform your company, your career, and your life. I will seamlessly walk you through how to do exactly that by sharing my simple, five-step formula based on the best practices of today’s leading salespeople:

·       Plan: Determine exactly what it is you want and set a clear path for getting it.

·       Look for Opportunities: Train yourself to recognize opportunities for success when they present themselves.

·       Establish Trust: Communicate effectively with those who can help you.

·       Ask for What You Want: Move past the fear of rejection and make your “ask” in just the right way.

·       Follow Up: Stay in touch (even if the answer is “no”) and ask for referrals, references, and introductions.

Once you embrace the fact that you’re a salesperson, you’ll see doors opening everywhere. Using this proven formula, you can harness what you are already doing—making sales every day without even knowing it!  I will teach you how to identify and make these unexpected sales with intention. In the process, you will impress your bosses, make yourself more valuable to your clients, and get more of what you want.

There’s no reason to simply settle for what’s offered. Every Job Is a Sales Job will change the way you see your career, yourself, and the people you interact with every day, so you can start getting what you want and deserve—starting today.

 

Conference attendees will receive a complimentary
signed copy of her Wall Street Journal's best-selling

Every Job Is A Sales Job

 

 

3:00p – 5:15p

Breakouts

 

3:00p – 4:00p

 

Kachina 1

Data Sharing, Privacy, Security and Access for Affiliated Businesses 

California and a number of other states have started to implement strict privacy laws that impact the way companies access, classify, manage, retain and share the information they obtain from their customers. No companies are more affected than settlement service providers - particularly those that in the regular course of business rely on their ability to gather, retain and share customer information. What must you do to comply with the new laws? How will these changes affect the work you do and how you do it? Listen to senior internal and external counsel deeply experienced in advising regulated and unregulated companies talk about how they are guiding clients through a changing landscape in the areas of privacy and data sharing and security.

 

·       Tim Kemp, Shareholder, Greenberg Traurig LLP 

·       Jeff Howeth, Former General Counsel, North American Title Group 

·       Speaker TBA

 

Kachina 2

Social Media – Staying Compliant while Staying Connected
Social media remains a critical engagement channel, which will only continue to grow in importance. The dramatic increase in the use of mobile devices and the ubiquitous use of social media across all consumer groups presents significant opportunities for the real estate settlement service industry. This session will discuss the primary legal requirements and potential legal pitfalls in incorporating social media into your marketing strategies, including the impact of RESPA and the newly effective California Consumer Privacy Act. The session will also offer practical guidance on how companies can safely reach out through specific social media platforms, such as Facebook, Twitter, LinkedIn, and Instagram.

 

·       Rich Andreano, Esq., Partner, Ballard Spahr, LLP

·       Kim Phan, Esq., Partner, Ballard Spahr, LLP

 

Kachina 5

The Life of A Mortgage Loan - A Playbook 

This presentation is presented in a highly visual and educational format. We will take the attendees through the entire life of a mortgage loan, from homeowners buying a home, through closing, post closing and what happens after the loan has closed and is sold on the secondary market. This is intended to educate all parties on the importance they play in the ENTIRE life of the mortgage. Discussions include secondary market explanation and understanding, GSE's, Title Insurance policies, recordings and some of the hurdles different parties have to overcome in order to continue pushing the loan through all parties towards completion. 

 

·       Linda Aparo, National Director of Sales and Business Development, require Real Estate Solutions

·       Brenda Clem, Chief Product Strategist, LoanLogics, Inc.

 

 

4:15p – 5:15p

 

Kachina 1

Know your Narrative: Why RESPA Compliance Also Needs a Compliant "Story" 

The PHH Case told us that RESPA's exceptions mean what they say, but sometimes compliant structures can be undone by what is really happening at the ground level. Learn about the importance of narrative in supporting your RESPA compliant relationships and how training your salespeople about that narrative may be as important as the legal agreements you enter into. 

 

·       Brian Levy, Esq., Of Counsel, Katten Temple

·       Loretta Salzano, Esq., Partner, Frazen & Salzano

 

 

Kachina 2

WOW Customer Service Please

We’ve all been recipients of good and bad customer service and most of us are happy to share these experiences with others.  This program not only provides the presenter and the audience with this opportunity but takes it a step further by identifying ways they can learn from personal experiences and as a result, create ways to improve the experience for their customers. This deep dive into creating WOW customer service experiences also examines how personal and professional development directly correlate with the type of experience you are able to deliver to your customers.

 

·       Jenny Isgett, Vice President, Old Republic National Title

 

 

 

Kachina 5

Expose Your Strategy to Grow Your Business

These Title Alliance executives will explain why you should ignore what you've been told and openly share your strategies and expectations to grow business, increase revenue and attract the most ambitious and fearless people to your team.

 

Jim Campbell, CEO, will also provide tools to help you craft your vision and set goals with clearly defined expectations that will not only educate and inspire employees, but empower them to drive home results.

 

Lindsay Smith, Chief Strategy Officer, will also discuss strategies that helped Title Alliance's rapid growth to 60-cities in 11-states. She will teach the audience how to break down their company's vision to determine what tools, incentives and support is needed to ensure they achieve goals.

 

·       Lindsay Smith, Chief Strategy Officer, Title Alliance, Ltd.

·       Jim Campbell, Chief Executive Officer, Title Alliance, Ltd.

 

 

5:30p – 7:30p
Kachina Patio

Welcome Reception 

 

 

June 24, 2020

 

7:15a – 8:15a

Top of the Rock

Breakfast

 

8:30a – 12:00p

Breakouts

 

8:30a – 9:30a

 

Kachina 1

Let's Talk About Everything Except Title [How the past 30+ Yrs of Real Estate affect the Consumer & Title Today] 

This session steps out of the title industry to tell the colorful (and often unknown) story of the past 30+ years of the overall Real Estate Industry - and what that could mean for the title industry today.

With a similar format to your favorite NPR show or late night tv with Jimmy Fallon, Marvin Stone & Bill Svoboda will feature special guests & interviews with some of the most impactful names outside of this industry to tell the story, create a dialog and spark new ideas to take your business to the next level. 

 

·       Marvin Stone, Senior Vice President, Stewart Title

·       Bill Svoboda, Entrepreneur, CloseSimple

 

 

Kachina 2

New Developments and Do’s and Don’ts Regarding Lead Generation, Co-op Advertising, and ASAs

Lead Generation is growing and becoming ubiquitous.  Yet there are important RESPA and privacy compliance considerations that participants should be aware of and observing.  At the same time, lead generation programs Entrepreneur are sometimes mixed with various types of advertising agreements which, depending on the precise formula, could be problematic.  Come hear all this and more from industry experts Jen Keas and Jay Varon

 

·       Jay Varon, Esq., Partner, Foley & Lardner, LLP and

  • Jen Keas, Esq., Partner, Foley & Lardner, LLP

·                  

 

Kachina 5

eNotary and eClosings: CyberSecurity and Privacy Concerns 

An overview of the impact of regulatory requirements and laws specific to GLBA, CCPA, GDPR, etc. and discussion of cybersecurity threats and concerns.

There is little information available on how these things apply to eclosing and enotary services and data - it is a topic that will become more and more critical as the industry continues to digitize mortgage services. 

 

  • ·  Kim Smathers, Head of Information Security & Compliance, Snapdocs

 

 

9:45a – 10:45a

 

Kachina 1

Vendor Management for Stronger Partnerships 

This session will discuss the importance of creating genuine relationships with industry partners by changing your approach to be more authentic in who you are and more vulnerable about what you want in order to build lasting trust.

Jim will discuss the importance of finding the right partners, knowing which ones will help you grow together and how to avoid bad partnerships.

Once you have good partners in place, you need to keep them focused and motivated. Lindsay will discuss how to motivate teams by finding shared values, identifying what makes your partners unique and using that knowledge to build deeper relationships. 

 

·       Lindsay Smith, Chief Strategy Officer, Title Alliance, Ltd.

·       Jim Campbell, Chief Executive Officer, Title Alliance, Ltd.

 

 

Kachina 2

Match Making In the Title Industry: Finding The Perfect Acquisition for Your Company

The title industry is poised to see one of the greatest generational turnovers of agency ownership in its history. Many Baby Boomer-era title agency owners seek to develop succession plans and to monetize the value of their agencies. In many states, the average age of the title insurance professional is in the mid-50s, with owners' average age being even older. Over the next several years, this transition of current agency owners creates a unique opportunity for agencies and would-be affiliated settlement services business, such as brokerages and mortgage lenders, to acquire title and settlement agencies, and develop the vertical service integration. This presentation will explore how title agencies can use this transitional opportunity to expand their current footprint and gain market share in existing markets. We will also discuss how brokerage and mortgage companies who want to develop an affiliated business model can locate, value and acquire an existing title agency and build affiliate referrals on the foundation built by the selling ownership group.

 

·       Marcus Hunt, Co-Founder, South Oak Title

·       Patrick Smith, Founder & CEO, Title Success Solutions

·       Brett Story, Partner, Turk & Co 

·       Howard Turk, Co-Founder & President, Turk & Co

 

 

Kachina 5

Regulatory Compliance for Home Builders 

As participants in affiliated business arrangements, home builders certainly must comply with the same laws as other settlement service providers. However, unlike other settlement service providers, the primary business of home builders is unregulated. Hear from senior attorneys who are deeply experienced in helping home builders - as both participants in affiliated business arrangements and owners of regulated businesses - analyze and measure regulatory risk. They will discuss some of the unique business considerations home builders must factor in as they balance potential risks and rewards in a constantly shifting regulatory environment. 

 

·       Tim Kemp, Shareholder, Greenberg Traurig LLP 

·       Jeff Howeth, Former General Counsel, North American Title Group 

·       Speaker TBA

 

 

11:00a – 12:00p

Kachina 1

All Things Digital Marketing and Relationship Based To Enhance The Purchase Decision Or A Call To Action On Any Project Or Outcome

The RaMotional approach everyone should know and use in any capacity of their professional career.

With over 15 years in the industry as an executive marketer I am happy to share some success stories and key learnings that most industries are not clear on. Case studies and more! 

 

·       Gissell Malfitano, Marketing & Digital Strategist, AmTrust Title Group 

 

Kachina 2

Cyber Risk: The Intersection with Vendor Management & How to Effectively Navigate the Risk of New Products and Technology 

As the industry continues to see new technology that changes the way we interact with our clients creating automated and seamless business processes, your Company’s cyber risk is likely increasing. Identifying opportunities to create an effective and cohesive risk management process is critical for regulators, investors, agencies, and business partnerships. During this session, our panel will focus on the cyber risk environment within the industry, emerging technologies, and how to mitigate your cyber risk through your vendor risk management process. The session will aim to provide practical advice on navigating the regulatory and legal landscape, and offer a case study. 

 

·       Amanda Tucker, Chief Risk & Compliance Officer, Atlantic Bay

·       Melissa Goode, Director Rick & Compliance & Corporate Counsel, Atlantic Bay 

·       Jessica Swink, Digital Presence Manager, Atlantic Bay 

 


Kachina 5

Navigating Section 8 and Section 9 of RESPA 

This session will cover the basic requirements of Section 8 and Section 9 as we most often see these issues arise in today's real estate, mortgage and title insurance businesses. That would include topics such as advertising arrangements, affiliated business arrangements, and new fintech/iBuyer programs where the investors are the title holders of properties. 

 

·       Holly Spencer Bunting, Partner, Mayer Brown

·       Phil Schulman, Partner, Mayer Brown



12:15p – 1:30p

Kachina 3-4

Luncheon

 

1:45p – 4:00p

Breakouts

 

1:45p – 2:45p

 

Kachina 1

Winning the Race Toward Efficiency, Security, and Cross-Collaboration with the Real Estate Cloud

In the past few years, “the cloud” has touched nearly every industry. Now, it’s real estate’s turn to take advantage of the benefits of cloud-based technology. From increasing efficiency in collaboration to providing scalability and flexibility, cloud-based technologies in real estate have the opportunity to transform the industry.

One of the biggest challenges in real estate is the clunky, disconnected nature of having a dozen or so parties involved in a transaction with multiple, siloed technologies. Whether it’s the real estate agent’s system or the loan origination system or the title system, these unconnected point solutions make for an inefficient way to do business.

The solution? Cloud-based technologies coupled with partnerships offer a connected path forward for real estate. In this session, Max Lamb, Head of Partnerships and Integrations at Qualia, will discuss how everyone from the title company to the lender to the real estate agent can leverage cloud-based technologies to forge stronger relationships, build better business outcomes, and ultimately gain a competitive advantage.  

 

·       Max Lamb, Head of Partnerships and Integrations, Qualia 

 

 

Kachina 2

Top Down AfBA Compliance Demands: The Impact of Principal and Client Compliance Demands on AfBAs and Other Recent Developments

Hear from three of the industry’s leading compliance experts and RESPA attorneys on the rapidly changing terrain of AfBA compliance demands originating from sources other than the government and the practical ramifications for your AfBA.  The panel will address the following:

1.     The new “regulators.” It’s not just government agencies demanding compliance anymore. What are underwriters and lenders requiring of their third-party vendors, and how are the leading AfBAs coming into “compliance” with these demands?

 

2.     To Tweet or not to Tweet. One of the most surprising areas being “regulated” by lenders and underwriters is social media. The panel will discuss the requirements and restrictions lenders are now placing on vendor social media practices.

 

3.     Fraud takes its toll. Multiple courts have ruled that RESPA’s one-year statute of limitations only begins to be measured after a fraud or breach has been discovered. Our panel will discuss the impact of this development, include Somerville v. West Town Bank & Trust, USDC for Dist of MD) and what it means for your business. 

 

·       Francis “Trip” Riley, Partner, Saul, Ewing, Arnstein & Lehr

·       Chuck Cain, Executive Vice President, WFG National Title.

·       Marx Sterbcow, Partner, Sterbcow Law Group

 

Kachina 5

Notable Class Action Developments That Should Guide Your Programs and Litigation Defenses
With CFPB enforcement in the RESPA arena waning, private class actions are making a comeback. Moreover, there are important developments occurring with respect to the procedural side of class actions, including continued developments with respect to reliance on the statute of limitations, class action stacking, class action settlements, and class certification criteria and procedures. These issues may vary across different areas of the country.  Learning about these developments and considering them as you develop your business programs and alliances should be on the top of your To-Do list.  Jay Varon and Jen Keas will be presenting.

·       Jay Varon, Esq., Partner, Foley & Lardner, LLP

·       Jen Keas, Esq., Partner, Foley & Lardner, LLP

 

 

3:00p – 4:00p

 

Kachina 1 

It Will Never Happen To Me- | But Are You Ready For It When It Does

On July 5 2019 at 1245am, the main office of Brady & Kosofsky (which housed our servers, phone systems, accounting department and closing rooms), was gutted by a fire which started after a lightning strike. The fire was extinguished by 330am. All original data on our on premises servers was lost in the fire. The firm was able to conduct business by normal open of business. By lunchtime the Firm was operating at almost 80% capacity. The office was a total loss, however no data was lost, no documentation was lost, and very little business was interrupted. Take a unique look into the Policies and Procedures which drove this miraculous recovery, Take a look at the original Business Continuation Plan which was use, and the resulting plan which has emerged since the fire. 

 

·       Jaime A Kosofsky, Partner, Brady & Kosofsky

 

Kachina 2 

I Just Got Subpoenaed for RESPA Related Information. Now What? 

Whether you are settlement service provider or a vendor to the industry, lawsuits, investigations and enforcement actions produce subpoenas for all kinds of information you normally would not share. This includes CFPB CID’s, state and federal regulator investigations as well as private litigation. All of these can demand information that may be difficult to gather, confidential, proprietary or highly sensitive. Proper response requires a careful review and knowledge of what you are sending as well as foresight as how the information may be used. In this panel you will hear from attorneys and clients focused on RESPA sensitive relationships about the processes they undertake to negotiate the scope of information requested, anticipate compliance questions and to mitigate time, risk and cost in responding. 

 

·       Brian Levy, Of Counsel, Katten Temple

·       Nancy Temple, Partner, Katten Temple

·       Mark Meyer, Founder & CEO, MLINC Solutions

 

 

Kachina 5

Discovering the Ibuyer

An in depth review of the ibuyer model and the legal issues surrounding the process.

 

·       Tonia C Sellers, Managing Partner, Weissman Law

·       Ashley Cook, Chief Executive Officer, ZOCCAM

 

 

4:15p – 5:15p

Kachina 3-4

Closing General Session

     

 

Economic Perspectives and The Real Estate Industry

Patrick F Stone, Executive Chairman | Founder, WFG National Title Insurance Company

 

 

 

 

 

 

 

 

 

 


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