GRI Designation Information

This course introduces the elements, terminology, and principles of appraisal. The three approaches to value, as well as the forces that influence them are explored in some detail. Practical exercises allow the student to apply each approach to real-life situations.

Learning Objectives:

Upon completion of this course, the student will be able to do the following:

• Generalize the role of the appraiser and the appraisal in a real estate transaction
• Evaluate the forces at work in the marketplace as they affect appraisals
• Classify six types of value
• Illustrate the differences between various types of depreciation and how they affect property value

Setting goals is a critical element of planning for success – personal and professional.

Business planning is one of the least practiced aspects of the real estate business, and yet one of the most important. The average new licensee does not think about a business plan or the goals needed for a business plan. Why? Because they never had to in their previous career or they simply did not think they were a “business.”

A business plan is a working tool, identifying and defining business goals and outlining methods of achieving them. It is a detailed description of exactly how a real estate licensee or broker intends to create and operate their business. The business plan is based on research of the industry and an analysis of personal and business income and expenses.

Learning Objectives

At the conclusion of this course the student will be able to:

• Prepare clear, concise, and attainable written goals. Differentiate between goal gross income and goal net income.
• Specify which activities they should do and how often in order to achieve their goals.
• Illustrate the importance of a business plan.
• Develop a basic business plan using at least three business plan elements.
• Complete a sample income statement using a case study.
• Complete a sample balance sheet using a case study.
• Complete a sample cash flow statement using a case study.
• Prepare financial and statistical information for use in goal-setting and business planning.

Real estate contracts are the most used, and often the most misunderstood documents in the profession. One of the keys to a successful real estate practice is understanding the fundamentals of contract law, including the process of offer, counteroffer, and acceptance. Another key to becoming successful in real estate is knowing how to both attract and work with buyers and sellers.

In this course, participants will learn to serve as a valuable resource to all parties involved in the real estate transaction while staying within the boundaries of the law when completing listing and sales contracts.

Learning Objectives

Upon completion of this module, participants will be able to accomplish the following:

• Prepare accurate, lawful contracts or documents related to the transaction while avoiding the unauthorized practice of law.
• Differentiate between the types of listing agreements.
• Upon examination, identify physical defects of the subject property prior to listing.
• Explain each party’s rights and obligations in documents related to the transaction while avoiding the unauthorized practice of law.
• Explain and guide buyers and sellers through applicable aspects of the transaction.
• Perform or assist with transaction tasks that are appropriate to buyers and sellers.
• Perform tasks unique to FHA and VA financing, including inspection requirements.
• Apply methods, including referral, to capture seller clients.

The purpose of this course is to provide an overview of residential construction and to familiarize the student with general construction procedures, terminology, and new home warranties. Building codes, lien law requirements, and green issues are included in this overview, along with the single-family home pre-sale inspection process.

Learning Objectives:

• Apply knowledge of building codes and the processes prior to construction when assisting customers in transactions.
• Apply knowledge of the supporting documentation surrounding the construction process (including codes, maps, liens, plans, and licenses).
• Demonstrate an ability to identify and discuss the basic structural components of a house.
• Advise customers regarding property conditions in terms of home inspections and warranties.
• Apply knowledge of Green concepts, issues, and practices when advising customers.

State, federal, and environmental laws can affect many areas of business. An awareness of laws and regulations can help a knowledgeable business owner avoid substantial future costs and liability for noncompliance. Businesses that comply with environmental laws and land use regulations are more likely to avoid exposure to liability for civil wrongdoing.

Many environmental problems relate to the use of land and thus have implications for land markets and real estate. An obvious example is the impact of environmental amenities (e.g., open space or proximity to parks) or environmental hazards (e.g., air pollution, water pollution, or proximity to noxious facilities) on housing prices through capitalization.

There are laws imposing specific standards regarding property use, such as how a building can be built, how big or small it can be, and where it may be placed on the property. These specifications may be laid out in local regulations or in building codes.

Learning Objectives:

At the end of this course, participants will be able to:

• Predict land use demand and the highest and best use of land.
• Relate federal laws regarding land use and the environment to the practice of real estate.
• Relate state laws regarding land use and the environment to the practice of real estate.
• Disclose known adverse conditions to consumers.
• Evaluate urban land locations for potential use and growth patterns.
• Relate property rights legislation to specific customer scenarios.

The Code of Ethics is a measure of professionalism in real estate. It does not describe the lowest common denominator of permissible performance, which many licensing laws do; the Code describes the optimum performance the public has the right to expect and imposes an obligation not only to adhere to high standards of ethical conduct, but also for REALTOR® members to become and remain informed, knowledgeable and competent.

The ethical considerations relating to the new role of transaction broker, and for buyer agents, have mandated changes in the NAR Code of Ethics. Since 1995, the National Association of REALTORS® has continued to revise and expand the Code of Ethics. Every REALTOR® is required to complete minimum Ethics training every two years as mandated by NAR.

Learning Objectives

• Identify at least two aspirational concepts in the Preamble to the Code of Ethics, describe the concept of general business ethics and identify how the Code of Ethics compares and contrasts with the concept of general business ethics.
• Describe the concepts of at least two of the following Articles of the Code of Ethics: Articles 1, 2, 3, 9, 11, 12, 16 and 17.
• Given interactive learning methods such as case studies, quizzes, role play, group discussion of fact scenarios, identify possible violations of the Code of Ethics, specifically related to at least one of the two Articles selected in Objective #2.
• Briefly describe the professional standards enforcement process of the board or association.

Learning how to take a proactive role in preventing fair housing violations will reduce a real estate licensee’s exposure to liability. Title VIII of the Civil Rights Act of 1968 (Fair Housing Act), as amended, prohibits discrimination in the sale, rental, and financing of dwellings, and in other housing-related transactions, based on race, color, national origin, religion, sex, familial status (including children under the age of 18 living with parents, or legal custodians, pregnant women, and people securing custody of children under the age of 18), and disability.

A real estate licensee’s awareness of federal fair housing laws and sensitivity to consumer diversity is vital to business success, reputation, and growth. Licensees will learn why it is necessary to understand fair housing laws and the impact that both fair housing and diversity have on their business.

Learning Objectives

Upon completion of this module, participants will be able to accomplish the following:

• Apply definitions of the seven protected classes and their exemptions to daily business encounters.
• Demonstrate behavior compliant with federal fair housing and related laws (including ADA).
• Compare obligations of the Realtor® Code of Ethics and REALTOR® Fair Housing Declaration to the requirements of the Fair Housing Act.
• Apply an understanding of HUD’s complaint and penalty process regarding fair housing violations.
• Demonstrate person first behavior in the context of diversity.
• Construct a niche marketing plan that reflects an awareness of and sensitivity to diversity

A key part of the real estate transaction is financing. In general, financing addresses the ways in which people, businesses, and organizations allocate and use monetary resources. Being aware of the latest developments in finance; helps to clarify the economic status and affordability of the real estate market for clients. Understanding the fundamentals of mortgage finance is a key to a successful real estate sales business foundation and delivering invaluable services to consumers.

This course will provide participants with a better understanding of real estate finance.

Learning Objectives:

• Describe how the primary and secondary (including GSEs) mortgage markets and entities operate.
• Demonstrate knowledge of the requirements and rules regarding VA loans, FHA-insured loans, and various conventional loan types.
• Perform basic calculations for fixed and adjustable-rate mortgages to include qualifying ratios, down payment, monthly payment, PMI, principal, interest, MIP and discount points.
• Determine when a client should be referred elsewhere for professional lending advice and processing.
• Describe the requirements and processes of a reverse annuity mortgage.
• Prepare a client for the three stages of the mortgage loan process.
• Demonstrate a working knowledge of the credit scoring system.
• Discover potentially fraudulent mortgage activity

This course is intended to introduce or expand participants' awareness of the many factors that must be taken into consideration when serving the real estate needs of international homebuyers or investors in the United States; within the state, in particular.

This session covers the elements of a typical international transaction, as well as focuses on ensuring that the activities of the real estate practitioner and of the international citizen are in compliance with applicable laws and regulations. In addition, this course will review diversity trends in the United States population, examine the areas of fastest growth, and identify potentially sensitive subjects of communication.

Learning Objectives

Upon completion of this course, the student will be able to do the following:

• Calculate the effect currency fluctuation has on a real estate transaction.
• Illustrate the essential elements of international transactions.
• Relate the expectations of international clients, including the importance of cultural sensitivity.
• Employ skills necessary to enhance effectiveness in building cross cultural relationships.
• Apply the regulations and taxes that must be adhered to by foreign parties participating in a real estate transaction.

Many investors are missing the opportunity to achieve optimum diversification, enabling them to potentially increase investment returns with less risk, simply because they have not taken the time to understand real estate investing.

This course provides an introduction to investment real estate. Real estate investment terminology, taxation, and principles of investing in real estate will be reviewed. Students will complete and analyze cash flow and tax analysis forms, cash flows after tax, as well as net operating income.

Learning Objectives

At the conclusion of this course, students will be able to do the following:

• Catalogue the risks and benefits of investment real estate
• Calculate and explain tax related considerations for investment property
• Perform various investment analyses on a given property

The primary goal of this course is for the real estate licensee to be able to consult with a customer on a reasonable, logical, investment goals basis.

Students will complete numerous exercises and activities and the course is completed with a comprehensive final exam.

Learning how to take a proactive role in preventing legal violations will reduce a real estate licensee’s exposure to liability. In this course we will exam the common law as well as Federal and State statutes that govern real estate transactions.

A real estate licensee’s awareness of federal fair housing laws and sensitivity to consumer diversity is vital to business success, reputation, and growth. Licensees will learn why it is necessary to understand fair housing laws and the impact that both fair housing and diversity have on their business.

Learning Objectives:

Upon completion of this module, participants will be able to accomplish the following:

• Demonstrate behavior compliant with federal fair housing and related laws (including ADA).
• Compare obligations of the Realtor® Code of Ethics and REALTOR® Fair Housing Declaration to the requirements of the Fair Housing Act.
• Identify the requirements by law with regard to listing agreements.
• Interpret key aspirational concepts found in the relevant sections of the REALTOR® Code of Ethics.
• Illustrate with examples violations of the “Pathways to Professionalism” courtesy and etiquette guidelines.

With more than a million real estate licensees in the United States, effective personal promotion is not optional. To survive in the real estate marketplace, today’s licensee must differentiate him or herself to obtain and retain customers. The purpose of this course is to review the elements necessary to create a promotion plan based on personal differentiators. This course provides the real estate professional with the skills to create a personal promotion plan that, because it is a reflection of him or her, is both effective and lasting.

In Principles of Marketing, Phillip Kotler defines marketing as “a social and managerial process by which individuals and groups obtain what they need and want through creating and exchanging products and value with others.” Marketing then, in working hand in hand with sales, becomes an ongoing process of planning and executing the strategy and tactics for products and services to create a dialogue or communication. In this course, sales and marketing are discussed in relation to the buying and selling of real estate.

Learning Objectives

At the end of this course, participants will be able to:

• Develop a Unique Selling Proposition, elevator speech, and brand for use in personal promotion.
• Utilize promotional materials and communication channels that are consistent with a personal brand, the target market, and an overall promotional plan.
• Determine a target market for personal promotional efforts.
• Use individualized marketing components as basis for the development of an overall personal promotional plan.
• Apply the REALTOR® Code of Ethics to marketing efforts.
• Prepare a pre-listing and listing presentation.
• Demonstrate communication models that gain appointments, listings, and answer listing objections.
• Manage the complete listing process.
• Use proven, successful approaches with FSBO’s and expireds.

Real estate licensees are asked on a daily basis for help with many different aspects of a real estate purchase or sale. Real estate counseling differs from typical brokerage services by offering the home-buying consumer the opportunity to get a second opinion and to hire a counselor based on real estate expertise and experience.

Students will be introduced to consumer behavior and the ethical and legal obligations and duties a real estate professional owes to their clients and customers. The purpose of this course is to provide participants with negotiating and counseling knowledge and skills—resulting in increased productivity, income, and effectiveness.

Learning Objectives

Upon completion of this course, participants will be able to:

• Manipulate the Critical Elements of Negotiation to a strategic advantage.
• Implement negotiation tactics and strategies appropriately.
• Demonstrate behavior consistent with the Four Negotiating Principles in a negotiation situation.
• Respond to and guide clients through negotiation objections and sales resistance.
• Summarize the job description and requirements of a real estate counselor.

Taxes are a reality and it is often said it isn’t about what you make, but about what you keep. Knowing the questions to ask the tax professionals can make a huge difference in tax dollars paid versus tax dollars saved.

Most real estate licensees are independent contractors, a status that is ultimately determined by the IRS. Licensees need to be aware of the benefits and pitfalls of independent contractor status—especially as they apply to taxation. Client's need to be made aware of the tax implications as they relate to a transaction.

This course discusses taxes related to a real estate licensee’s business and how this interacts with the client's transaction. The purpose of this course is to make licensees aware of parts of the tax code that affect the licensee’s business and the interaction with client and customer relations.

Learning Objectives

Upon completion of this course, participants will be able to accomplish the following:

• Choose a proficient tax preparer.
• Apply allowable deductions against commission to reduce tax liability
• Calculate taxable income for an independent contractor
• Apply methods to calculate automobile deductions Classify allowable expenses.

The course includes numerous exercises and is completed with a final exam.

REALTORS have invested a great deal of time and millions of dollars building and improving real estate technology; the demand for additional technology is very high. Internet marketing consultants warn that without proper marketing and promotion, web sites can quickly become obsolete, and, while social networks can help connect in a referral business, society now relies on instant communication.

It is not the intention of this course to make participants into technology experts; it identifies rules, regulations, and the advantages of using technology. This course seeks to make participants aware of valuable resources affecting the daily life of a modern real estate licensee and the impact the legal and ethical use of technology will have on consumers.

Learning Objectives:

At the end of this course, students will be able to:

• Relate the growth of technology in the real estate industry to consumer demands and expectations.
• Apply the law and the Code of Ethics to all electronic marketing.
• Apply etiquette and best practices to all electronic marketing and communication.