. . . FOR REAL ESTATE LICENSEES
NEW Policy Matters! Designing Your Office Policy Manual An office policy and procedures manual can be the most dynamic document you have in your broker arsenal. Real estate licensees affiliated with a brokerage look to management for guidance in determining how they will respond to specific real estate situations that may or may not be covered by real estate law. Reduce your vicarious liability for licensee performance and build a firm foundation for your company mission and vision by attending this vital course on building your office policies.
Multiple Offers: Keeping It Legal, Ethical, and Sane This course will discuss the legal and ethical issues of multiple offers, as well as the agent’s fiduciary duties to clients. The REALTOR® Code of Ethics, as well as state law will be discussed, compared and contrasted. 3 – 4 hrs
Hybrid Appraisals–Safe or Sorry? We’ll explore hybrid appraisal models being used by some appraisal management companies in which another person, such as a real estate licensee, collects data and takes photos about a property. This information is then passed on to a certified real estate appraiser who performs a desk-top appraisal using the information provided by the third party. We will explore USPAP compliance, E & O insurance coverage, and if this is just a simpler way to do more appraisals or something with inherent risk.
7 Construction Facts Appraisers Wish You Knew Don’t miss this fast moving session covering the facts and about construction every real estate licensee should know. Rich with photographs and specific strategies regarding new and old construction, you’ll learn to how to identify key red flags affecting value and functionality. 1.5 – 3 hours
Anatomy of a House When you sell a house, what are you selling? Every agent should know and understand the anatomy of a house. In this class, we define and discuss the parts of the building envelope; the systems within a house and how they function; what agents should look for when listing homes and what is typically found in various types of residential construction. 2-4 hrs
NEW Navigating Cooperation with Competition The real estate business is uniquely cooperative and competitive. To succeed in real estate, agents need to know how to cooperate, compromise and – above all – remain professional. Agents owe duties to their clients, customers, and to all consumers. We will review the NAR Code of Ethics and the requirements for presentation of offers, disclosures and notices to consumers and other agents. 3 – 4 hrs
Advertising, Social Media and the Agent Family room? Mother-in-law suite? Can you say those things in an ad? What does the REALTOR® Code of Ethics have to say about advertising? Is a Tweet an advertisement? Advertising and the Agent explores requirements for advertising according to HUD guidelines, which includes Fair Housing, as well as Article 12 in the Code of Ethics. Is a tweet an ad? What about Facebook? If you don’t know, you need to find out! Advertising and the Agent can be adapted to contain state specific material. 2 – 4 hours
10 Do’s and Don’ts for Working with Appraisers What should you do (or not do) as an agent, when working with an appraiser? What is the appraiser doing, and why? The relationship between appraisers and agents should be professional and one of mutual respect. Good appraisers value input and information from agents; good agents understand that appraisers have a framework they must work within to produce “credible results.” In this fast-paced class, we talk about the issues surrounding appraisers, agents, and the resulting friction on both sides: both the “deal-killers” and “trying to influence me” situations. 1.5 – 3 hours
Fair Housing in a Diverse World This course covers the real life dilemmas agents find themselves in, with respect to diversity among buyers and sellers, and the requirements of Fair Housing. We will review national, state, and if applicable, local fair housing laws, as well as the changes to Article 10 in the REALTOR® Code of Ethics. We will discuss the necessity of agents providing equal access to all clients, as well as respecting the diversity of clients. 2 – 4 hours
Green Trends What’s the current buzz on Green? Find out what’s trending and how to identify new materials, methods and techniques in building. This course covers new construction and retrofitting, greening the MLS, adjusting for green features, and understanding what motivates buyers. 2.5 – 4 hours
Procuring Cause, or Who’s Commission is it Anyway? Two of the most misunderstood components of Professional Standards are requests for arbitration and how arbitration panels conduct a hearing. Agents often believe that they are “entitled” to a commission based on the first showing of the property, the existence of a contract, etc. Procuring Cause, or Who’s Commission Is It Anyway can be offered for Professional Standards Hearing Panel members, or for a shorter time with more basic concepts. 2.5 – 4 hours
Valuation in the Internet Age: Zapping Zillow One of the biggest challenges today for agents is contending with “values” consumers get from AVMs (Automated Valuation Models), such as Zillow®. Buyers and sellers “know” that this information is correct—but professionals know that this information is often flawed. On top of that, lenders are using AVMs to second guess appraisers, as well as using CU® [Collateral Underwriter] to challenge appraisers. Agents need to be on the top of their game to be able to explain, and demonstrate to consumers, why a value from a local REALTOR®, is much more reliable than a “zestimate” or other online value. We will also discuss how REALTORS® have access to, and can use RPR® (REALTORS® Property Resource). 1.5 – 3 hours
Risk Management: What You Say and Do Can be Used Against You Real estate licensees have duties and responsibilities to consumers and to their customers and clients. These duties are based on federal, state, and local laws and regulations. Participants in this course will learn more about: 2.5 – 4 hours
- Fiduciary duties
- Most frequent claims against agents
- Misrepresentation & fraud
- Fair housing
- Risk reduction
. . . FOR APPRAISERS
Melanie is an Appraiser Qualifications Board (AQB) certified USPAP Instructor
Economics and Real Estate What’s the Fed got to do with it? Lots! Economic forces impact real estate in many ways. Economics and Real Estate discusses the history of economic trends and housing in the United States, and gives the students tools to look at economic trends in order to be prepared for the effect of those trends on the housing market. This course is designed to help both agents and appraisers put economic trends in perspective with their market. 2 – 4 hours. This has been approved in many states for both appraisers and agents.
USPAP (Uniform Standards of Professional Appraisal Practice) Appraisers throughout the United States are required to take the 15 hour USPAP course in order to become a certified or licensed appraiser; and every two years, each licensed or certified appraiser must take the 7 hour USPAP update course. Only instructors such as Melanie who are certified by the Appraisal Qualifications Board (AQB) may teach these courses.
. . . FOR REAL ESTATE LICENSEES AND APPRAISERS
What Do I Do When . . . This 7 hour course is designed to provide answers to scenarios practitioners find themselves in the real estate profession, whether they are on the listing and selling side, or the appraisal side. Agents and appraisers struggle to find answers which are lawful, ethical, and reflect best practices. Just as we caution consumers that the internet, and social media, have opinions and advice, that advice is often not the best advice. We will present scenarios and identify sources of information where reliable answers can be found. We will address: What should a certified appraiser do when they suspect coercion or fraud, when they are threatened, or when the client’s requests cannot be met. Should a licensee talk to an appraiser? What information could/should the agent share with an appraiser? Does the business need to be combative? Join us for a lively, interactive class about how to best protect yourself, your clients, and remain in compliance with laws, regulations and USPAP.
Big Data and Real Estate Professionals Big data algorithms do predictive modeling, estimate value, detect market patterns, and more. Professionals industry wide are using big data: from property valuation using AVMs (automated valuation model) to selling the leads generated by the listing back to the listing agent. Increasingly, computer models are using data to enhance or disrupt real estate. We’ll discuss big data’s pros and cons, issues with its use, and the agent or appraiser’s role in protecting consumers while obeying the law. 1-3+ hours
Age in Place: Accessible Design, Smart Houses, & You Plan on working with Millennials, Boomers, or the generations in between? This course is for you. The aging Baby Boomer population and advancing technology, is changing both new construction and existing housing. Builders, agents, and others in the industry will be challenged to find housing designed for all of life’s stages, abilities, and sophistications. Smart Home amenities (such as “assistive domotics”) will help aging or disabled populations stay in their homes while also enticing Millennials and others with enhanced control and comfort (86% of millennials are willing to spend more money for already implemented smart home technology). Find out about these new consumer demands, accessible design features, trending technology, and the value cost benefit in the market so you’re ready for Any Generation.
Basic Construction Refresher This AQB approved course is designed for real estate agents and appraisers to review fundamental construction methods, both old and new, in residential real estate. The course covers construction from site preparation through completion. Major components of a house are identified including building materials and mechanical systems. Further, the course reveals ‘red flags’ that are discernible to agents and appraisers when inspecting a home for a listing, sale, or valuation. Finally, the course describes how physical and functional issues in houses affect value. 7 hours; offered in Cooperation with Hondros Learning.
Calculate Your Way to More Income This course explores ways to add value to a transaction, or to create value in another niche by assisting consumers with things such as identifying highest and best use; determining whether a proposed improvement will result in increasing or decreasing returns; evaluating whether a property should be rehabbed, remodeled, or torn down; crunching the numbers on income producing properties to determine the return; and analyzing the effect of a 1031 Exchange versus a straight sale on a property. Alternate title Consult Your Way to More Income 4 – 7 hours
Ethical Behavior in a Wired World Most agents today are involved in social media. They’re on Facebook, LinkedIn; they are tweeting and blogging—but are they doing it in an ethical manner? Social media is a great way to market . . . and a great way to destroy your reputation. Ethical Behavior in a Wired World explains to agents how to use social media in a professional and ethical way. This course was written to meet NAR’s guidelines for Code of Ethics training. 2.5 – 4 hours
Pricing in a Changing Market In this course, case studies are adapted to either demonstrate stable, increasing and declining markets, or just declining markets. It shows students how to “read” a market by analyzing supply, demand, list price/sales price ratio; days on market; seller concessions, and other factors. In many areas, the market matters more than the particular features of the property. This course discusses appraisal fundamentals, including influences on value. We end with the “Seller’s Seven Deadly Sins.” 3 – 4 hours
What’s It Worth? (Melanie’s Most Requested Session) This fast-paced session is packed with information to help REALTORS® understand the various facets of property pricing and evaluation while comparing and contrasting a BPO /CMA and an appraisal. You’ll get useful tips for accurately pricing a property based on analyzing supply and demand in a marketplace; focusing on the type of property and neighborhood; establishing neighborhood parameters in terms of price range and price per square foot; analyzing sales data with respect to units of comparison, and more. Led by a nationally recognized appraisal instructor and active appraiser AND agent, you’ll better understand “where they got THAT number.” 3 – 4 hours
Anatomy of an Appraisal Everyone who looks at an appraisal report, it seems, wants to find errors, fault or even fraud—or minimally, they just want to understand what is in the report. In this class, we examine the requirements of USPAP for preparing a report which has “credible results”. We will review what appraisers must do to abide with USPAP; what other layers of requirements are created by their clients, and how to review an appraisal report to determine whether the report is “credible” or not. We will cover typical red flags, such as missing data, overuse of boilerplate, inconsistency of data and unsubstantiated adjustments. 3 – 4 hours
Policy Matters! Designing Your Office Policy Manual An office policy and procedures manual can be the most dynamic document you have in your broker arsenal. Real estate licensees affiliated with a brokerage look to management for guidance in determining how they will respond to specific real estate situations that may or may not be covered by real estate law. Reduce your vicarious liability for licensee performance and build a firm foundation for your company mission and vision by attending this vital course on building your office policies.
ABR Core Course, Accredited Buyer Representative. ABR Electives: Real Estate Marketing Reboot, Successful Buyer Representation in New Home Sales, Successful Buyer Representation in Relocation
PSA, Pricing Strategy Advisor: Pricing Strategies: Mastering the CMA (Melanie is co-author and lead instructor)
Green Day 1: The Resource-Efficient Home – Retrofits, Remodels, Renovations, and New Home Construction
Green Day 2: Why All Clients are Green and How to Represent Them
CRB, Certified Real Estate Brokerage Manager Courses: Business Planning for Maximum Results, Position Your Business for Profit, Real Estate is Risky Business, Sales Leadership that Drives Performance
RSPS, Resort and Second-Home Property Specialist, Home Sweet Home (Melanie was editor of the latest rewrite & named “RSPS of 2012”)
SRES, Seniors Real Estate Specialist
SRS, Sellers Representative Specialist