Description

102 - Contacts to Contracts… OBJECTIVES: 

• Apply the elements of a professional image and marketing strategy to contacting potential clients.

 • Apply methods to identify, capture, and qualify buyer clients.

 • 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.

102 – Goal Setting and Business Planning… OBJECTIVES:

 • 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.

102- Professional Success: Transaction by Transaction… OBJECTIVES:

 • Identify behavior that erodes professional performance.

• Discuss what constitutes professional behavior.

• Understand items that can stop a transaction before it gets started.

• Determine if you are showing property properly.

 • Know the REALTOR® Pathways to Professionalism.

• Identify the most common transaction pitfalls.

• Understand the issues regarding disclosures