KY 3.0 hours Valuation, Marketing, and Listings - Course Syllabus


Course Syllabus:

3.0 Elective Hours

This course is a comprehensive outline on obtaining and managing listings, determining value through a comparative market analysis, pricing, negotiating offers and determining the strongest offer for a seller. The student will learn about market conditions and how they affect pricing, financing and marketability and environmental conditions. And finally, tips on the successful closing of a transaction and how to avoid pitfalls are addressed.

Course Objective

Explain the process of preparing a Comparative Market Analysis (CMA).

Understand that market conditions play an important role and how they affect supply and demand of real property.

Explain every component of a CMA to the client and justify numbers and data used.

Explain why the subject's property list price does not match other "opinions" of value.

Describe how current market conditions will affect pricing and marketability of real estate, including time the listing has been on the market.

Discuss zoning and how regulatory issues involving environmental problems or land use restrictions might affect the marketing or value of property.

Describe the attributes of good marketing materials and describe any laws and regulations pertaining to marketing materials.

Describe what practices would be considered professional or appropriate in negotiations, including offers and counteroffers.

Identify the information that you should gather prior to completing a Listing Agreement.

Take a look at how to complete an Exclusive Right to Sell Agreement, develop an understanding of the types of listing agreements and learn when they are used.

Describe the relationship of an affiliated licensee with the broker in a listing agreement.

Discuss the options a listing representative has when contacted by a prospective buyer in order to avoid agency conflicts.

Explain who has the authority to sign, modify or cancel a Listing Agreement and identify three (3) ways a Listing Agreement can be terminated.