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Course Details

Wednesday morning sessions

Robert Bailey: The Theory of Sales part I

This course provides the background understanding on the ways business is transacted and the importance of sales in the business. With that understanding, an explanation of the sales processes and the terms used in sales will be done, using numerous examples.  A key part of integrating this newfound knowledge into the business involves developing a credible “Mission Statement” as well as your business’s “Value Proposition.” How to determine if a customer is a prospect or a suspect will be covered. The importance of differentiating yourself from the competition even when it appears that you and your competitor appear to be offering the same thing will be also discussed.  Profit (and margins) can be calculated in various ways. Full knowledge of what is reflected in the profitability number must be understood to properly assess the health and future of the business.  Issues that can occur from improperly developed profitability numbers will be presented.

Learning Objectives:
•    Develop context by understanding the importance of businesses
•    Acknowledge that sales are a part of business
•    Understand “The 7 Stages of the Sales Cycle”
•    Discover the three Ingredients to being successful in sales
•    Learn the Importance of your most valuable asset
•    Tips on how to learn the sales process
•    Cover the definitions of sales terms

Milton Denny: Important Boundary Corners of the State of Alabama

All states have a story about how its state boundaries were determined. But few have the complex situation that comprised the state of Alabama. From being part of Georgia, then the Mississippi Territory, before becoming its own Territory, then a state of its own. Throw in being part of England, Spain and France and you have a great story. Some boundaries are on water, some old Indian treaties, some by agreement between state leaders, and some being a latitudes or Meridians.

Spend some time with Milton Denny as he spins this tale of the history of the great State of Alabama. Learn the status of the current corners and the effort of the Alabama Society of Professional Land Surveyors working to perpetuate this Alabama history. This work gives ASPLS meaning.

Wednesday lunch session

Details coming soon


Wednesday afternoon sessions

Robert Bailey: The Theory of Sales part II

In this course we will get into some role-playing involving sales situations and how-to greet customers professionally. It will also include how to recognize the sales opportunities by getting into using the 7 steps of the sales cycle.  There will be a detailed presentation and examples of the steps: how to prepare for the sales call, the most critical skill that leads to sales success, handling sales objections, asking for the order, the perils of discounting and how to close more sales. The course will conclude with the habits and attributes of great salesmen. 

Learning Objectives:
•    Learn what your most valuable asset is and how to manage it
•    Deepen your understanding of sales through coverage of “The 7 Stages of the Sales Cycle”
•    Learn what return on investment (ROI) is and how to deal with it
•    Understand the importance of greeting customers professionally and how important it is to your sales and business activities

Jacob Pierce: New Geomatics Reference Network

The Geomatics Reference Network™ (GRN™) is a cloud-based platform and repository for all types of historical and modern geomatics data. Map content inside the GRN™ is sourced from contributions along with publicly available data from the geomatics and engineering communities.

The primary mission of the GRN is to store and disseminate geomatics information to professionals for better decision making and following in the footsteps of our predecessors. The GRN currently has over 5,000 real-world located property corners and right of way monuments, along with the ability to contribute historical maps and other documents. The GRN is a private, secure, browser-based mapping application with national content, but local solutions for the surveying community.

Thursday morning sessions

Gary Kent: ALTA Surveys

This program will be a review of the upcoming new 2021 Minimum Standard Detail Requirements for ALTA/NSPS Land Title Surveys. The process of revising the Standards will be explained and each of the many revisions/modifications to the 2016 Standards will be put into context and explained. An explanation of the purpose for and application of ALTA/NSPS Land Title Surveys will also be provided, particularly in the context of the 2021 revisions. In addition, the program will answer a wide variety of Frequently Asked Questions with the goal of helping professional surveyors provide a more complete survey with fewer problems on all sides.

Learning Objectives

Upon completing this course, attendees will be able to:
a.    Explain the purpose for and application of ALTA/NSPS Land Title Surveys
b.    Outline the process of, and considerations accounted for, in revising the 2016 ALTA/NSPS Standards
c.    Identify the modifications to the 2016 standards that resulting in the 2021 standards
d.    Explain the answers to a wide variety of Frequently Asked Questions relating to ALTA/NSPS Land Title Surveys

Milton Denny: Learn how to Proof an Original GLO Corner in Alabama

The old timers knew how to proof or sometimes called proving a corner meant. Much of this skill has been lost to many modern surveyors that think the correct location is found in their computer or in the GPS equipment. Let Milton walk you through the office and field steps necessary to locate or proof a field corner. We all know the pin farm dilemma that has come about because surveyors understand very little about rules of evidences.

Start with copies of field notes and section corner plats. Try to find any corner recovery cards or records. These could be from BLM (GLO), Forest Service, CCC, WPA or county courthouse. Also from any old surveys or private surveyors notes. Study the material carefully. Then to the field to recover the corners. Computers and GPS are survey tools not determining evidence.

Thursday lunch session

Membership Meeting

More details coming soon

Thursday afternoon session

Thomas Brooks: Standards of Practice

More details coming soon

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