TN 4.0 hours Valuation, Marketing, and Listings - Course Syllabus

Course Syllabus:

4.0 Elective Hours.

This course provides the tools necessary to successfully market, negotiate, and close the sale of a property. Licensees will examine the components of a Competitive Market Analysis, as well as the factors that can cause the value and listing price of a property to be different. It also discusses the process of a transaction from offer to contract to closing, with special emphasis on the negotiation from initial offer to contract. In addition, we look at some of the issues that can arise between contract and closing, and what steps to take if the transaction comes apart at closing.

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.

Describe typical problems that may arise between contract and closing.

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.

Describe environmental factors that may require disclosure in a Listing Agreement.

Describe the major sections of the Residential Seller Property Condition Disclosure and identify potential trouble spots for sellers.

Identify the seven (7) categories forming the basis for discrimination under the Fair Housing Law, discrimination in advertising, and Anti-Trust Laws.

Explain what constitutes fair housing discrimination in advertising and accurately compose two advertisements that demonstrate compliance.

Explain how real estate commissions are calculated and explain the reason(s) for creating a transaction file.

Scheduled Outage: July 22, 2017 7:00 - 7:15 EST