12-Hr. DE Sales Post-Licensing Package Plus Professional Development

New Salesperson Module 1: Professional Standards in Real Estate looks at real estate professional standards through the lens of two important topics: fiduciary duties and fair housing.

Many respondents to the 2011 National Association of REALTORS® Legal Scan noted "breach of fiduciary duty" as the basis for a significant number of current disputes, and more than 71% of respondents ranked the issue among their top three concerns. With this in mind, we offer an in-depth look at the fiduciary duties owed to both clients and customers. Considerable attention is given to agency relationships and how they relate to fiduciary duties. We then look at a series of case studies illustrating the complexities that can arise when a transaction fails to go as planned. The module's final unit focuses on fair housing laws. More specifically, we offer practical advice on the steps you should take to ensure compliance with fair housing rules and regulations.

Within their first 12 months of licensure, new real estate salespersons in Delaware must complete 4 modules of continuing education on the following topics: Professional Standards in Real Estate, Agreement of Sale — Buyer Representation, Real Estate Documents — Seller Representation, and Real Estate Professionalism. This 3-hour course fulfills the Professional Standards in Real Estate requirement.

Course highlights:

• Professional standards in real estate
• How to apply fiduciary duties owed to clients and customers
• Hw to comply with fair housing rules and regulations
• Activities and scenarios to reinforce key concepts

Much of your real estate training may have been geared toward sellers. Listings, as the thinking goes, are "where it's at." With a signed listing contract, you are assured of receiving a commission once the transaction closes. Not so with buyers, who may end up purchasing from someone else. There is no "For Purchase" sign you can hang on a buyer relationship in the same way you would hang a "For Sale" sign on your seller client's property. The exposures you do get to other consumers through your buyer clients are merely to listing brokers and their clients, the sellers, who obviously are already represented.

Earning a commission with a buyer client requires a buyer representation agreement, or at minimum an established basis of mutual trust and loyalty. New Salesperson Module 2: Agreement of Sale — Buyer Representation focuses on the ways in which you can create a mutually rewarding relationship with your buyer clients.

Within their first 12 months of licensure, new real estate salespersons in Delaware must complete 4 modules of continuing education on the following topics: Professional Standards in Real Estate, Agreement of Sale — Buyer Representation, Real Estate Documents — Seller Representation, and Real Estate Professionalism. This 3-hour course fulfills the Agreement of Sale—Buyer Representation requirement.

Course highlights include:

• How to prepare for and conduct an effective buyer presentation.
• Benefits of a buyer representation agreement, from the perspective of a buyer and broker
• Types of buyer agency that are possible
• How to write a clear purchase agreement and estimated closing cost sheet
• Activities and scenarios to reinforce key concepts

New Salesperson Module 3: Real Estate Documents — Seller Representation focuses on two topics directly connected to seller representation: the listing process and property condition disclosures.

The listing process involves securing a listing appointment, conducting a pre-interview appointment, preparing a comparative market analysis, executing the listing presentation, helping to prepare the property for the market, and listing and marketing the property. It also includes negotiation and transaction management through closing.

As for property condition disclosures, the inspection process can lead to all sorts of snags in real estate transactions, sometimes causing deals to fall apart. Equally important is the fact that a lack of proper disclosure can lead to professional violations and civil lawsuits. With all that weight on them, your understanding of the disclosure and inspection processes is vital to your real estate career. New Salesperson Module 3: Real Estate Documents — Seller Representation helps you develop the understanding you need to keep your transactions humming along smoothly and ensure you and your clients stay out of court.

Within their first 12 months of licensure, new real estate salespersons in Delaware must complete 4 modules of continuing education on the following topics: Professional Standards in Real Estate, Agreement of Sale — Buyer Representation, Real Estate Documents — Seller Representation, and Real Estate Professionalism. This 3-hour course fulfills the Real Estate Documents — Seller Representation requirement.

Course highlights include:

• Techniques for providing superior seller representation during the listing process.
• Tips for delivering an effective listing presentation.
• An explanation of the property condition disclosures required of sellers and their representatives.
• A description of the federal and state rules that apply to property condition disclosures.
• Key points illustrated through case studies and real world examples.
• Numerous resources for instant application and future reference.  

Ethical real estate professionals who adhere to a high set of standards serve as the foundation for ensuring confidence and stability in an uncertain marketplace. The Code of Ethics, a living document maintained by the National Association of REALTORS®, unites those devoted to raising the standards of professionalism and service in real estate.

New Salesperson Module 4: Real Estate Professionalism explores the Code of Ethics in spirit and language. Recent updates are highlighted and case studies clarify how the Code affects your everyday dealings.

Within their first 12 months of licensure, new real estate salespersons in Delaware must complete 4 modules of continuing education on the following topics: Professional Standards in Real Estate, Agreement of Sale — Buyer Representation, Real Estate Documents — Seller Representation, and Real Estate Professionalism. This 3-hour course fulfills the Real Estate Professionalism requirement.

Course highlights include:

• The importance of applying the highest ethical principles to your practice
• Origin of the NAR Code of Ethics and its influence on state laws
• How to communicate honestly with clients, especially with regard to financial incentives and compensation
• Best practices when dealing with other licensees' clients
• Activities and scenarios to reinforce key concepts