12-Hr. DE Sales Post-Licensing Package

Licensees face agency and fair housing issues on a near-daily basis. They can pop up fast and at the most unexpected times, but with a combination of knowledge, understanding, and attention to detail, licensees can meet these challenges head on. Fortunately, there are a lot of state and federal regulations in place to guide and protect licensees, as well as their clients and customers, as they navigate through these areas. By staying informed and regularly reviewing these rules, licensees can dodge common agency missteps and spot fair housing red flags early.

In addition, a review of the NAR Code of Ethics will help inform licensees' professional practice, even if they're not a REALTOR®. All real estate licensees are held to strict ethical standards. This course reminds licensees what those standards are, as well as how to stay in line with Delaware license law.

This three-hour mandatory course meets the Delaware Real Estate Commission's requirements for the New Salesperson 1 module.

Course highlights include:

• Statutory agency guidelines in Delaware
• Commencement and termination of statutory duties
• The Consumer Information Statement
• Confidentiality and cooperation
• Imputed knowledge and vicarious liability
• Code of Ethics and how it can apply to all licensees
• Mediation and arbitration
• Delaware license law violations and sanctions
• Fair housing protected classes federally and in Delaware
• Disability and fair housing
• Reasonable accommodations and modifications
• Exceptions to the Fair Housing Act
• Filing a fair housing complaint

Working with buyers presents unique challenges for a real estate licensee. A signed exclusive listing contract assures a licensee's commission once the transaction closes. Licensees who represent buyers may spend dozens of hours over weeks or months showing properties, advising, and guiding buyer clients only to have them not buy a property after all. Listings also expose licensees to a pool of potential buyers (who may eventually become sellers themselves). Safeguarding the licensee's commission with a buyer client requires a buyer representation agreement, or at minimum an established basis of mutual trust and loyalty. It also requires the licensee to know the agreement of sale form inside and out, and how to deal with common transaction hurdles that can derail a transaction on its way to the closing table. This module focuses on the buyer/broker relationship, and the ways in which licensees can create a mutually rewarding relationship with their buyer clients.

This three-hour mandatory course meets the Delaware Real Estate Commission's requirement for New Salesperson Module 2.

Course highlights include:

• Buyers and the Consumer Information Statement
• Qualifying buyers
• Effective buyer presentations
• Components of the buyer representation agreement
• Overcoming buyer objections to a buyer representation agreement
• Using a CMA to support a buyer client
• Explanation of the paragraphs of the Delaware sales contract
• Common errors made in purchase agreements
• Common contract contingencies and addenda
• Common transaction hurdles (e.g., contingencies, appraisals, financing, inspections, and closings)

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