Where Do Tomorrow’s Real Estate Transactions Come From?
Invite Gary Nusca, CCIM, CIPS, REALTOR®, Broker to speak to your real estate conference, company, brokerage, association, board, chapter or professional organization.
Who Should Invite Gary to Speak?
This presentation can be adapted for:
✔ Real Estate Conference Organizers
✔ Real Estate Boards & Associations
✔ Brokerage Owners & Managers
✔ Commercial Real Estate Organizations
✔ Franchise Organizations & Corporate Training Departments
✔ Sales Meetings & Professional Development Programs
✔ CCIM, CIPS and Other Professional Real Estate Groups
✔ In-Person Conferences, Seminars, Workshops & Webinars
Real Estate Is an Information Business
Every real estate transaction begins with information.
Someone is thinking about selling.
Someone has a buyer.
Someone needs industrial space.
Someone is looking for land.
An investor wants an apartment building.
A business owner may be considering retirement.
A property owner says, “I might sell for the right price.”
A buyer tells a REALTOR®, “If you hear of anything, call me.”
MLS® Is Essential — But It Is Not the Only Way Business Begins
MLS® is one of the greatest and most important services ever created for the real estate profession, and it will continue to be.
But before many properties ever become listings, there are conversations, relationships, buyer requirements, seller possibilities, referrals, confidential situations and pieces of information circulating throughout the marketplace.
The professional who learns how to recognize and properly network that information has another powerful way to generate real estate business.
The Information Advantage
We are living in the Information Age, yet valuable real estate information is still lost every day.
It remains inside conversations, mobile phones, emails, notebooks, office meetings, databases, social media, buyer inquiries, seller discussions, networking events and relationships between real estate professionals.
The opportunity is not simply having information.
The opportunity is knowing what to do with it.
Information → Connection → Conversation → Appointment → Transaction
What Your Audience Will Learn
1. Recognize Business Before It Becomes a Listing
Learn to recognize buying, selling, leasing, investment and business opportunities that arise naturally during everyday conversations.
2. Ask Better Questions
The right question at the right moment can uncover a future buyer, seller, listing, referral or transaction.
3. Understand Haves & Wants Networking
Commercial real estate professionals have networked Haves and Wants for generations. Technology now allows this information to be communicated locally, nationally and globally within seconds.
4. Use Buyer Wants to Generate Business
Instead of always starting with “What is for sale?”, successful networking also asks “Who wants to buy?”
5. Turn Information Into Connections
Recognize the opportunity, make the connection, qualify the parties, protect confidential information, obtain appropriate agreements and move toward a listing, showing, referral, sale or lease.
6. Combine MLS® With Professional Networking
MLS® and information networking are not competitors. Used properly, one can help create opportunities for the other.
7. Use Technology Without Losing the Human Connection
Databases, websites, email, mobile devices, social media and artificial intelligence can dramatically increase the speed of communication — but people still do business with people.
Every Real Estate Broker and Salesperson Can Network
But doing it properly is the key.
Gary teaches real estate professionals how to recognize valuable information, communicate it properly, make meaningful connections and turn those connections into opportunities to serve clients and generate business.
More Than $1 Billion in Reported Transactions
Gary founded ICIWorld.com as an Internet-based real estate information and networking service in 1994.
Over more than three decades, members have reported connections that contributed to more than $1 billion in completed real estate transactions that we know about.
Members are not required to report their transactions, so these are simply successes that have been voluntarily shared with us.
Members have reported earning:
Tens of Thousands of Dollars
Hundreds of Thousands of Dollars
And in Cases We Know About — More Than $1 Million
There is a repeatable skill behind successful networking.
And that skill can be taught.
Meet Gary Nusca, CCIM, CIPS
REALTOR® • Broker • Speaker • Coach • Mentor • Educator
Gary Nusca has been involved in real estate since the 1970s and has been a real estate broker since 1974.
He is the Founder and Manager of the ICIWorld Association of Real Estate Brokers and Salespeople and has operated ICIWorld.com as a global real estate Information Listing Service on the Internet since 1994.
His experience includes commercial and investment real estate, brokerage ownership and management, professional sales training, technology, Internet marketing, information networking, seminars, webinars and presentations to real estate professionals.
✔ CCIM — Certified Commercial Investment Member
✔ CIPS — Certified International Property Specialist
✔ REALTOR® and Real Estate Broker
✔ Real Estate Experience Dating Back to the 1970s
✔ Founder of ICIWorld.com on the Internet in 1994
✔ Real Estate Brokerage & Management Experience
✔ Professional Sales Training Background
✔ Seminar & Webinar Presenter
✔ Speaker and Educator for Real Estate Professionals
✔ Decades of Experience With Internet-Based Real Estate Networking
Education First
The purpose of the presentation is to teach a professional business-development skill:
How to Recognize and Professionally Network Real Estate Information
Everyone in the audience already has a network.
Everyone hears information.
Everyone encounters buyers, sellers, investors, tenants, property owners, business owners and other real estate professionals.
The question is: Are they recognizing everything that information could be worth?
Suggested Presentation Titles
🎤 Where Do Tomorrow’s Real Estate Transactions Come From?
How Information Becomes Connections, Listings, Referrals & Commissions
🎤 The Information Advantage
How REALTORS® Can Discover More Business Beyond the Traditional Listing Search
🎤 One Connection Can Change Your Business
Networking Real Estate Haves & Wants in the Information Age
🎤 MLS® Is Essential — But It Is Not the Only Way Business Begins
Discovering Opportunities That Exist Before the Listing
🎤 What Do You Know — and Who Needs to Know It?
Turning Everyday Real Estate Information Into Business
Flexible Presentation Formats
🎤 Keynote / Main Stage Presentation
A fast-moving, motivational and educational presentation built around the biggest ideas and real-world experiences.
📚 45–60 Minute Educational Session
More detailed instruction with practical concepts brokers and salespeople can begin applying immediately.
🤝 Interactive Workshop
Participants identify their own Haves, Wants, buyer requirements, seller possibilities and networking opportunities.
💻 Webinar / Virtual Presentation
Ideal for associations, brokerage organizations and geographically dispersed audiences.
👥 Panel Discussion
Gary can participate in discussions involving prospecting, technology, AI, commercial real estate, referrals, networking, information services and the future of the profession.
Choose the Format That Best Fits Your Organization
Organizations may choose a completely independent educational presentation or an ICIWorld-supported presentation with no speaker fee.
Independent Educational Presentation
This version is designed as a strictly educational presentation.
Gary teaches the principles, methods, questions, techniques and strategies behind professional real estate information networking without presenting ICIWorld as a service attendees are being asked to join.
The presentation can focus entirely on:
✔ Recognizing opportunities before they become listings
✔ Haves and Wants networking principles
✔ Buyer and seller information
✔ Prospecting and relationship building
✔ Referrals and professional cooperation
✔ Turning information into appointments and transactions
✔ MLS® plus additional methods of generating business
✔ Technology, databases, the Internet and AI
ICIWorld-Supported Educational Presentation
If the organization permits Gary to include ICIWorld as part of the presentation, there is no speaking fee.
The session remains educational, but Gary can also demonstrate how the principles being taught have been put into practice through ICIWorld.
The presentation may include:
✔ How ICIWorld Haves and Wants networking works
✔ Real examples of information being turned into connections
✔ How brokers and salespeople can place and search information
✔ How ICIWorld complements MLS® rather than replacing it
✔ Examples from reported member success stories
✔ How attendees can access ICIWorld
✔ Membership benefits and services
✔ Information on how brokers and salespeople may join
Either option can be customized for the audience, organization and amount of time available.
A Subject Large Enough for a Book
After more than five decades in real estate and more than three decades building an Internet-based real estate information and networking service, the lessons include success stories, mistakes, changing technology, sales techniques, human relationships, referrals, confidential opportunities, Haves and Wants, MLS®, the Internet, social media and now artificial intelligence.
But the fundamental lesson remains remarkably simple:
AND
Real Estate Is a People Business.
One Idea Can Lead to One Connection
One connection can lead to a relationship.
And one relationship can lead to transactions for years.
Give your audience another way to think about generating real estate business.
Invite Gary Nusca, CCIM to Speak
If you organize a real estate conference, manage a brokerage, direct a real estate association or board, or are responsible for professional development, we would be pleased to discuss a presentation for your organization.
In Person • Online • Seminar • Webinar • Keynote • Workshop • Panel
Gary Nusca, CCIM, CIPS, REALTOR®, Broker
Founder & Manager
ICIWorld Association of Real Estate Brokers and Salespeople
Know someone organizing a real estate conference, meeting or training program?
Send them this page:
ICIWorld.com/speaker