ce express - Florida Realtors

Transcription

Presented by the Florida Association of Realtors®
Surf’s up at Educationville and the Trade Winds are
changing so keep your head above water and the wind in
your sails by looking inside for your educational answers.
The 2007-2008 Florida Association of Realtors®
Table of Contents
CE Express………..….2
FAR Education Award…..35
REALTOR® Institute………..….40
Instructors & Speakers…..………...50
REALTOR® Institute Instructors….…...52
Instructors Academy (CE Instructors)……....…..63
Speakers List……………………………..…….….173
Online Education at floridarealtors.org……..…...…201
Marketing Education Programs……………….….…...….203
Other Resources………………………….....……….………….209
Surf’s up in Educationville 2008!
The
Education Department
At FAR
Should you have any questions, the following is a list of the people in the
Education Department and some of their responsibilities.
Linda Robinson, extension 2408,
Education Manager
e-mail: [email protected]
Lorna Willard, extension 2410,
Education Programs Coordinator
Ron Norton, extension 2428,
Curriculum & Programs Coordinator
Continuing education grade letters for Realtor® Institute and CE Express programs including electronic
reporting of CE credits to DBPR and replacement grade letters, orders GRI materials to be shipped to
sponsors, CE Express course sponsorships, the Education Calendar, maintenance of the Education
Website Calendar including local board CE courses and designation programs offered, liaison to the
Programs and Services Subcommittee, FAR Education Awards, Realtor® Institute diplomas and
certificates.
Handles GRI course requests and scheduling. Updates CE Express course material. Handles logistics of
the Instructors Academy and Realtor® Institute faculty auditions, continuing education course review by
the Programs & Services Subcommittee.
Assists with logistics of presenting GRI and other programs presented by FAR. Prepares PowerPoint
overheads for GRI and CE courses, GRI course revisions and post-course evaluation process.
Joan Ryan, extension 2420,
Continuing Education Assistant
Distributes material to the GRI course monitors, ships GRI marketing labels and GRI material to local
boards. Distribution of GRI brochures. Distributes CE Express materials to local boards.
Shary Glenn, extension 2499,
Education Secretary
Processes GRI Petition to Graduate forms, GRI Evaluation forms, and ships CD orders.
Cherolyne Fogarty, extension 2406,
Director of Education
e -mail: [email protected]
New product and program development, partnerships with affiliated industries, scheduling of the
Convention speakers, Realtor® Institute instructor scheduling, instructor training and continuing
education, appraiser continuing education, Education Workshop, Broker Profitability Conference,
convention speaker planning, liaison to the Professional Development Committee and the Faculty
Development Subcommittee, submits courses to DBPR for CE credit and overall education program
supervision.
You may contact the education department by e-mail: [email protected],
Fax: (407) 587-1427, or phone: (407) 438-1400.
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2008 Education Resource Manual
Continuing
Education
Express
2
Continuing Education Express
T
he CE Express provides your members with educational courses available
through the Florida Association of Realtors®. These courses are approved
by the Florida Real Estate Commission for continuing education credit for
real estate licensees.
If your board or association wishes to sponsor a continuing education course listed
in this brochure, you should first contact the course instructor directly. Once an
agreement has been reached with the instructor, a Continuing Education Express
Agreement with FAR is required to receive CE credit. Please submit the
agreement at least three months prior to the course date. (Please see next page.)
Once the Agreement is received by FAR, your board or association will receive a
promotional flier, a copy of the course materials and handouts. The local
Board/Association/District may produce the CE credit slips and return them to
FAR for signature and mailing, or, the Board/Association/ District may elect to
have FAR produce the CE credit slips.
Local Association Executives may also be approved as authorized signatures for
the CE credit slips. However, please contact FAR first to complete the proper
paperwork.
This program is a great way to offer high quality education to your members with
very little hassle and paperwork for you. The one-time administrative fee for 2008
is dependant upon the size of the board. Please see the CE Express Agreement for
specific fees.
Continuing Education Credit
Students who wish to receive continuing education credit must meet the
Florida Real Estate Commission attendance requirements. In order to receive
credit, students may not miss more than 10 percent of the classroom
instruction time.
This applies to all courses approved for continuing education credit as well as
those in the CE Express Program.
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Continuing Education Express
Agreement
This agreement is made and entered into this
day of
, 20__, by and between
®
the Florida Association of Realtors , Inc., a Florida not for profit corporation (hereinafter
referred to as “FAR”) and the
Board or Association of
®
Realtors (hereinafter referred to as “Board”).
In consideration of the mutual covenants contained herein and other good and valuable
consideration the parties hereto agree as follows:
1. FAR hereby authorizes Board to present and offer the following FAR education course under
the terms and conditions provided for herein:
Course Title:
Instructor:
Presentation Date:
Time:
Location of Presentation:
Course Monitor:
Contact e-mail:
Contact Phone:
2. Board acknowledges that FAR education courses are copyrighted with all rights reserved.
Board agrees that it shall not reproduce all or any portion of the FAR educational course
materials, including but not limited to photocopying, reprinting, videotaping, audiotaping or
filming of course materials for any purpose other than the presentation of the course on the
date specified above, without the prior express written consent of FAR.
3. Per Policy of the Professional Development Committee, Ce Expreess courses will not be
scheduled during the last week of March or the last week of September.
4. Board shall comply with all applicable real estate laws and regulations in the presentation of
the aforementioned FAR education course.
5. This Agreement must be completed and fully executed by the Board and received by FAR
prior to the presentation of any FAR education course. Delivery of FAR course materials to
the Board may take up to two weeks from the time this Agreement is received and executed
by FAR. Overnight delivery expense will be incurred by the Board if overnight delivery of
FAR course materials to the Board is necessary.
6. Board shall return attendance records and all FAR course materials to FAR the next
business day after presentation of the FAR educational course.
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7. The Board’s right to present the aforementioned FAR educational course is expressly
conditioned upon adherence to the terms and conditions of the Agreement. Failure of the
Board to comply with this Agreement may constitute a violation of the Department of
Business and Professional Regulation rules and result in the withholding of continuing
education credit for the attendees.
8. Should Board fail to comply with any terms of the Agreement. FAR shall have the right to
pursue any and all legal or equitable remedies. Board hereby agrees to defend, indemnify,
and hold FAR harmless from and against all claims, damages, losses and expenses including,
but not limited to interest, disbursements and attorneys’ fees (including attorneys’ fees on
appeal) arising out of or resulting from the Board’s presentation of the FAR education
course, or from the Board’s breach of any terms of this Agreement.
9. The one-time fee to offer CE Express Programs in 2008 is as follows:
Small Boards
(1-499 members)
$185
Medium Boards
(500-999 members)
$285
Large Boards
(1000-2499 members)
$385
Mega Boards
(2500+ members)
$485
___I have included the one-time fee. I understand that by paying this fee and following the
appropriate policies and procedures, my Board/Association/District may offer any
number of CE Express programs during 2008.
___I have previously sent the one-time fee. This is a subsequent course request.
The Parties hereto agree to the above terms and conditions.
Florida Association of Realtors®,
a Florida corporation not for profit
Board or Association of Realtors®
By (signature)
By (signature)
Its (title)
Its (title)
Date
Date
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Advanced Communication Skills for REALTORS®
Susan Collins, Instructor (732) 580-4529; [email protected]
3 hours CE Credit
This course provides realtors the opportunity to learn and practice, research based and field
tested communication techniques and strategies. Interactive, hands on, practical and realistic,
this seminar introduces participants to skills that will enhance their interpersonal relationships
with clients and colleagues.
Basic Title Insurance Workshop
Lorna Hall, Instructor (321) 432-0130, [email protected]
3 hours CE Credit
This course covers: Discussing title insurance alternatives; comparison of owner and lender title
policies; what title insurance does and does not cover; survey matters; how to calculate title rates
(without a rate card); claims; understanding the procedures of closing; and hints for faster,
smoother and sometimes less expensive closings. The course is enhanced with true stories that
illustrate topics for easier understanding. Paced so that everyone will learn and remember the
important information they need.
Boot Camp
Steve David, Instructor (954) 565-0014; [email protected]
Linda Dix, Instructor (850) 402-0612; [email protected]
Ric Giumenta, Instructor (386) 246-3131; [email protected]
Alan Nusso, Instructor (352) 422-6956; [email protected]
Duke Tieman, Instructor (727) 726-7001; [email protected]
4 hours CE credit
This course is about the realities of succeeding in the Real Estate profession. The material
discussed in this course if practiced on a regular basis, will virtually guarantee your success. It
isn’t easy, because there is no easy road to success. This program is about knowing what to say,
when to say it, and being accountable for the results. These are word-for-word techniques.
Learn them, memorize them, and internalize them.
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Borrow with Confidence – Fannie Mae
HUD Instructors (404) 331-5001 ext 2037 or 2150
Mary Carlisle, Instructor
Evett Francis, Instructor (850) 577-5942; [email protected]
Gary Newman, Instructor (404) 398-6114; [email protected]
Nancy Sharifi, Instructor
John Vanhouse, Instructor (404) 398-6028; [email protected]
Katrina Wright, Instructor
3 hours CE credit
After attending this course, participants will be able to: Understand changing demographics and
its impact on the residential real estate industry; Understand the changes in mortgage financing
and its impact on the real estate business; and Understand how to effectively reach target
populations (underserved families) and meet their unique housing and credit needs using new
financing options with low-down payment options and flexible underwriting for those who are
credit challenged.
Brokerage Relationships
3 hours CE Credit
At the end of this program the students will be able to: Identify the Brokerage relationships
allowed by law. List the duties of Transaction Brokers, Single Agents, and No brokerage
Relationship Brokers. They will be able to explain the disclosure process and the timing for the
disclosures. Name the exemptions from the disclosure process allowed in the law. Explain the
difference between Transaction Brokerage and Single Agency.
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Completing an Effective Purchase and Sales Contract
Pat Alters, Instructor (904) 571-9751; [email protected]
Cynthia DeLuca, Instructor (386) 734-5155; [email protected]
Linda Dix, Instructor (850) 402-0612; [email protected]
Virginia Lomagno, Instructor (727) 822-9111; [email protected]
Dick Newstreet, Instructor (954) 345-6604; [email protected]
Beverly Pindling, Instructor (407) 257-9141; [email protected]
Dolores Stevenson, Instructor (239) 489-1100; [email protected]
Marcus Wally, Instructor (904) 669-1081; [email protected]
4 hours CE credit
This program's objective is to have the student fill out a solid, binding contract. Common pitfalls
are discussed with actual contract examples. The contract will be discussed as a closing tool,
and methods of making the contract acceptable to all parties will be clearly demonstrated. The
student will leave the program able to define the reasons consumers back out of contracts, and
the methods of bringing them back to the table. The student will work in a study group where
each participant will assume various roles so they will know firsthand the feelings, doubts,
swings in attitudes and motivations involved with the parties to a contract.
Computers and Effective Communication
Jay Barber, Instructor (954) 752-8493; [email protected]
3 hours CE credit
A Skill-Building program for the novice computer user that teaches people the basic computer
concepts needed in today’s Real Estate Business. You learn about Web Pages, Web Sites and ECommerce. We discuss email terminology and how you connect. What type of email is right for
you, what connections are best and how to: select an ISP, move files, add attachments and
manage your email software. Instructor interjects examples throughout the course.
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Conflict Resolution for REALTORS®
3 hours CE credit
This course will focus on three areas: 1. Understanding Conflict: The causes of conflict,
Communication and miscommunication and Conflict in real estate. 2. Making the Problem the
Problem: Preparation, Identifying the problem, and Working with clients to understand a
problem/conflict. 3. Solving the Problem: Brainstorming. Reaching consensus, and Working
with clients to solve a problem/conflict. At the end of the course the class will practice putting it
all together in the real estate world.
Customer Satisfaction: The Bottom Line
3 hours CE credit
As a result of attending the course participants will be able to: ►Demonstrate a knowledge of
basic “people skills”; ►Utilize active listening skills to identify clients’ needs; ►Develop
win/win deal for buyers and sellers; ►Increase options for closing more sales contracts by
creating an Action Plan. The workshop presentation utilizes a combination of PowerPoint
presentation, interactive activities, and group discussion.
Customer Satisfaction: Managing Challenging Clients
3 hours CE credit
As a result of attending the course participants will be able to: ►Demonstrate a knowledge of
basic conflict resolution styles and conflict resolution skills; ►Identify the different stages of
crisis and develop strategies to deal with each stage; ►Utilize conflict resolution skills to diffuse
volatile situations; ►Develop alternatives for meeting the needs of diverse clients; ►Increase
options for closing more sales agreements by understanding the nature of conflict. The
workshop presentation utilizes a combination of PowerPoint presentation, interactive activities,
and group discussion.
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Economic and Market Analysis and Benefits to the Consumer
3 hours CE Credit
At the end of this course, the student will be able to: extract absorption data from various sources
and use it productively; identify trends in demographics shifts and covert those into forecasts of
future activity; list several sources of information and the applicability of the data that they offer;
complete a preliminary feasibility study based on data provided in class and the knowledge
gained from the course; create a “do plan” to increase your sales volume based on marketderived facts.
Effective Communication in Real Estate
Jay Barber, Instructor (954) 752-8493; [email protected]
8 hours CE Credit – a one day course
Teaches improved interpersonal communications in face to face, email and phone
communications. The workshop teaches Brokers and Agents how to recognize the
communication styles of their Buyers and Sellers and how to adapt their personal style of
communications to meet the communication needs of their fellow workers and Clients. Each
attendee walks away with the knowledge of their own personal style of communication and
problem solving and how that may be impeding their progress. The will learn how to adapt their
communication skills to meet the need of the listener in the areas of problem solving (buying or
selling a house), negotiations, contract presentations, and how to prevent their natural approach
from killing the opportunity. The workshop is cased based with videos and personal
assessments’, exercises and a job aid.
Effective Marketing
4 hours CE Credit
The two elements that are most needed to make a sale are Marketing and Price. At the end of
this course the students will be able to: ● List various advertising sources, ● Identify Target
Market sources and Shotgun market sources, ● Name three items to use for direct mail,
● Explain the National Do not Call law, ●Create a working budget and marketing plan, and ●
Identify the most useful marketing techniques through tracking.
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Essentials of Single and Multi-Family Investing
Doris Spears, Instructor (772) 283-4766; [email protected]
Bob Sutte, Instructor (407) 628-0505; [email protected]
Hemendra Thakkar, Instructor (407) 822-8209; [email protected]
3 or 4 hours CE credit
The objective of this course is to teach the student how to analyze, invest in and manage
residential and small multi-family real estate units. This will include the reasons why people
invest in real estate, the vehicles used to make the investment, the types of properties most likely
to be purchased, analysis of candidate properties, and effective management of the investment.
Everything You Ever Wanted To Know About
Florida Condominiums…But Were Afraid To Ask!
Roland D Guidry, Instructor (800) 444-4853; [email protected]
3 hours CE credit and 3 hours FREAB (Appraiser CE credit)
The objective of this course is to teach the students all aspects of Florida residential
condominiums so that they will understand the differences between condominiums and single
family homes in every area of real estate and appraisal activities in which the differences may
manifest themselves. When the student has completed the course, they will be able to
understand: Condominium form of ownership. How condominiums are legally created and
governed. Types of condo developments, assessment fees, budgets, reserves, financial reports,
insurance, association’s and owner’s coverage’s. The difference in condo documents provided
to pre-construction buyers and the recorded version provided to resale buyers. The listing and
working with buyers differences between a condo and a house. Vacation rentals of condos in
North Florida – income and expense projections. Taxation issues and 1031 exchanges.
Note: This class is very coastal and orientated to North Florida with regards to vacation rentals.
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1031 Exchanges
Ira Zlatkin, Instructor (239) 472-5187; [email protected]
3 hours CE Credit
We’ve all heard of a 1031 Exchange, but few of us have actually been involved as a salesperson
or Broker. In this course you will learn to: Calculate the depreciated basis, the depreciation
recapture and the total depreciation taken of a given property; Select from a list, like kind
properties; List the three primary types of tax deferred exchanges; Differentiate between an
Investor and Dealer status. Armed with this information you’ll be more confident in
recommending an exchange when the needs of the parties might dictate this method.
Expand Your Market
3 hours CE Credit
“Think Globally, Act Locally.” A thrilling three hours with the goal of helping the students
develop a basic understanding of International Real Estate and how it affects them in their local
market, encouraging, them to learn more and participate in other International Real Estate
courses. The student will be able to: Name three factors that contribute to the globalization of
business. Specify five practices that a real estate professional needs to succeed in the
International Real Estate Business. Describe the types of foreign investors. Identify a typical
U.S. business practice that could “turn off” a foreign or immigrant customer, particularly if that
customer is not of Western Europe background. Lastly identify three U.S. states with the fastest
growing minority populations. This course is taught by a Certified International Property
Specialist (CIPS) instructor.
Fair Housing
3 hours CE Credit
The objective of this course is to teach the student how to protect themselves from liability. The
student will be able to name two laws that cover fair housing and list the seven protected groups
in the fair housing act. They will be able to explain the illegal acts of steering, blockbusting and
redlining and also state what answer to give when confronted with a discrimination problem.
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FAR/BAR Contract Writing Review for Salesperson
3 hours or 4 hours CE Credit
At the end of this course the students will be able to: • Identify contracts that need to be in
writing to be enforceable. • List the exceptions to the statute of Frauds. • Identify the different
types of contract classifications. • Explain the breakdown of the full purchase price and on
which line to place each amount. • Explain the disclosures required on the contract. • Explain
the financial ramifications required by Standards D and N. • Identify the different riders needed
as attachments to the contract. • Identify the information needed to fill in all of the blanks in the
contract. • List the parties and the proper signatures needed to make a binding contract.
FHA Basics for REALTORS®
4 hours CE Credit
During this course the student will learn: ● The purpose of FHA. ● The FHA Loan advantages, processing, underwriting and closing guidelines. ● Types of FHA Loans. ● HUD
Homes – buying and selling. ● HUD Initiatives – FHA programs to strengthen communities.
FHA/VA Financing
Charlie Kiesel, Instructor (954) 430-4510; [email protected]
Grant Simon, Instructor (407) 822-8886; [email protected]
Tony Macaluso, Instructor (561) 622-8498; [email protected]
Paul Marek, Instructor (321) 254-7847; [email protected]
3 or 4 hours CE Credit (4-hour course includes Markets and the Economy)
By learning the basic techniques of government lending and applying them through practice, the
professionals in the real estate field will improve their effectiveness as communicators and as
sales representatives. This program focuses on the unique and special concerns and situations
faced by the real estate professional. The goal of the program is for the student to develop a
clearer understanding on how to improve their selling skills by learning about possible ways of
handling the financing through government programs that are available to almost all buyers.
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Financial Survival - II
Ed Oneto, Instructor (800) 530-0620; [email protected]
3 hours CE Credit
The objectives and goals of this program are to give the REALTOR® more insight into finance
guidelines and policies and how to use then to bring more value to their clients. At the end of
the session, the agent will be able to manipulate interest rates, increase the number of buyers for
sellers, increase the buyer's buying power so they can select a greater number of homes, increase
their market share by learning how to apply special finance programs such as the Reverse
Mortgage or Renovation loans and much more including credit issues. Fast paced, informative,
entertaining and knowledge based (you will hear it, you will learn how it works, you will learn
how to use it and you will learn who needs it). Everyone will be participating.
Florida Appraiser’s State Law Update
3 hours CE Credit and 3 hours Appraiser CE Credit
It is essential for appraisers to develop and communicate analyses and opinions in a manner that
is not misleading.
The purpose of this seminar is to inform you as to the changes in State and Federal laws
impacting on real estate appraisers, the history and function of the Appraisal Foundation, and the
connection of USPAP and the appraisal Foundation to 475 – Part II. The first law considered is
Florida 475 – Part II followed by rules developed by the Florida Real Estate Appraisal Board.
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Fundamentals of Mortgage Finance Series
The following nine courses can be taught in series but also can be taught
separately, as each course is extremely comprehensive and stands on its own
merit.
Paul M Marek, Instructor (321) 728-2828; [email protected]
FHA Mortgage Loans
3 hours CE Credit
This course will acquaint the REALTOR®, new or experienced with intricacies of the Federal
Housing Administration Lending Policy and Practice, including the four (4) programs of the
National Housing Act, most used by consumers today. They will learn basics of Section 203B,
245A & B, FHA Graduated Payment Loans and Section 203-K FHA Purchase/Rehab Loan.
Along with the “New” Hybrid 3-1/5-1 Fixed Arm’s. Course material is presented over a 3.5hour period, using overhead transparencies, lectures and calculation exercises. The instructor
involves all attendees in a group discussions and specific basic details in order for the
REALTOR® to acquire a sound, basic working knowledge of FHA/HUD mortgages lending
practice and policies.
VA Mortgage Loans 100% Financing
3 hours CE Credit
This course will acquaint the REALTOR®, new or experienced with intricacies of the Veterans
Administration mortgage Lending Policy and Practice, including VA Eligibility and basic
qualification needed for buyers to utilize this type of mortgage financing, including the “New” 31/5-1 Hybrid Arm’s. Course material is presented over a 3.5-hour period, using overhead
transparencies, lectures and calculation exercises. The instructor involves all attendees in group
discussions and specific basic details in order for the REALTOR® to acquire a sound, basic
working knowledge of VA mortgage lending practice and policies.
FNMA “Fannie Mae”/FHLMC “Freddie Mac” Conventional Loans
3 hours CE Credit
This course will acquaint the REALTOR®, new or experienced, with intricacies of Fannie Mae
and Freddie Mac Lending Policy and Practice, including Purchase/Rehab loans, showing how a
borrower may purchase and rehabilitate a property, all in one loan. Also, learning the purpose of
Private Mortgage Insurance, (PMI), along with the intricacies of “Conforming” and “NonConforming” (B-C-D) conventional loans. Additionally, there is instruction on the 100%
Conventional Loan (FNMA FLEX) which allows a buyer to borrow their down payment.
Instructor includes a section on credit scoring and how it is used by lenders today. Course
material is presented over a 3.5-hour period, using overhead transparencies, lectures and
calculation exercises. The instructor involves all attendees in a group discussions and specific
basic details in order for the REALTOR® to acquire a sound, basic working knowledge of
Fannie Mae & Freddie Mac lending practice and policy.
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Paul Marek’s Fundamentals of Mortgage Finance Series cont’d
Loan Qualification “WORKSHOP”
3 hours CE Credit (Bring your calculators)
This course will acquaint the REALTOR®, new or experienced with intricacies of what is
involved in determining a borrowers “CAPACITY” to purchase a home, using any of the three
major loan groups, FHA, VA & FNMA conventional loans. Material will include instruction on
a relatively new underwriting tool known as “Credit Scoring”. Course material is presented over
a 3.5-hour period, using overhead transparencies, lectures and calculation exercises that actually
dissect three (3) hypothetical borrowers’ data and apply it to basic formulas required for FHA,
VA & Conventional loans. The instructor involves all attendees in group discussions and
specific basic details in order for the REALTOR® to acquire a sound, basic working knowledge
of what documents and data are needed from a potential buyer in order to “Qualify” or be “PreApproved” for mortgage loan. This Workshop requires a basic knowledge from another
segment of this series, Fundamentals of Mortgage Finance, viz., General Lending Policy and
Practice.
“OVERVIEW” of Lending Policy and Practices
4 hours CE Credit
This course is an overview and introduction to mortgage financing which will acquaint the
REALTOR®, new or experienced, with basics of mortgage lending policy and practice
associated with all three major loan groups, FHA, VA and Conventional loans. Sections will
address Mortgage Appraisals and “Market Value” of property, is it policy, practice or specific
guideline. Credit scoring and other topics specific to lending is also included in this course.
Course material is presented over a 3.5-hour period, using overhead transparencies, lectures and
calculation exercises. The instructor involves all attendees in group discussions and specific
basic details in order for the REALTOR® to acquire a sound, basic working knowledge of
mortgage lending practice and policies meant to inspire Realtors to become a “Student of their
Business”.
Type of Loans and How They Perform for the Buyer
4 hours CE Credit (Bring your calculators)
This course will acquaint the REALTOR®, new or experienced with a pictorial overview,
showing them different loan options and how Fixed rate loans, Adjustable loans, Balloon loans
and a 2-1 “Buy-down” loan performs. This course is designed to help the REALTOR® “SEE”
how the different types of loans perform over their term so they may be able to answer a client’s
questions relative to their specific purchase when they use these different types of loans.
Material will include Charts and calculations they may use as reference material in their
profession. Course material is presented over a 3.5-hour period, using overhead transparencies,
lectures and calculation exercises that will show them how to calculate performance, using basic
formulas required for FHA & Conventional Adjustable loans. The instructor involves all
attendees in a group discussions and specific basic details in order for the REALTOR® to
acquire a sound, basic working knowledge of loan performance.
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Paul Marek’s Fundamentals of Mortgage Finance Series cont’d
Credit Scoring: What everyone should know about their credit
8 hours CE Credit
This course will provide the new or experienced REALTOR® student with an understanding of
FLMA’s reasons for adopting credit scoring as a way to allow home ownership for more people.
You will learn the criteria for developing credit scores; how scores are used and what to do to
improve your own scores. Additionally, you will learn how to be sure your credit report is
accurate and how to correct it if it’s not. You will be provided the most important information of
the Fair Credit Reporting Act (FCRA) of 2004, understand how to ‘opt out’ of unsolicited credit
offers and gain a knowledge of all the rights afforded you by law.
Reverse Mortgages – Did you know Reverse Mortgages can be used to Purchase a
home and Not have a mortgage payment?
4 hours CE Credits.
Learn how to serve the senior community and gain access to the whole family, so you can
provide additional real estate services to all. Learn how a reverse mortgage can be used to
purchase property, and become acquainted with all the protection that seniors are provided under
the law.
Construction Loan Financing – The In’s and Out’s of Building a home.
4 hours CE Credits.
Learn the actual mechanics of a construction loan and find out why a C/P (Construction/Perm) is
actually 2 loans in 1, and what your customer must provide a lender. You will learn about notice
to owners, mechanic’s lien law, drive schedules and the ‘take-out’ commitment letter. …….. is
not used to construct a home.
Feng Shui for REALTORS®
Gabriele Van Zon, Instructor (904) 273-2445; [email protected]
3 hours CE credit
The objective of the first course is to introduce Realtors to basic principles of feng shui as they
have evolved through the feng shui traditions in ancient China and then through adaptations in
the western culture. Pyramid School Feng Shui is the most contemporary practice of feng shui
based on the science of person place connection.
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Goal Setting
3 hours CE credit
Upon completion of this course, the student will be able to: Identify what a goal is, List the key
elements of a goal, Determine statistical information regarding their sales price, % of buyers vs.
sellers and know where their leads come from that result in closed transactions, Calculate their
average commission earned, Differentiate between their goal gross income and their goal net
income and know why it’s important to have both in their goals, Specify which activities they
should do and how often in order to achieve their goals, Know what their time is worth at the
income level they want to earn, Prepare clear, concise written goals which are attainable.
Home Office: Financial Rewards (tax benefits)
Michael Eastham, Instructor (407) 388-1036 Ext 140; [email protected]
3 hours CE credit
This course will utilize an IRS Schedule C form, and the student will be able to identify those
items that are deductible from income. You will also learn how to differentiate between direct
and indirect expenses and how to calculate the tax basis of office equipment upon disposition.
Also discussed are: computing the exempt capital gains upon the sale of their personal residence
and determine the taxable gain of the office portion of the residence, as well as depreciation and
auto deductions.
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Housing Opportunities for Florida’s Workforce
Jennifer Butler, Instructor (561) 585-4544; [email protected]
Gary Newman, Instructor (404) 398-6114; [email protected]
H. Beth Marcus, Instructor
Nancy Sharifi, Instructor
3 hours CE credit
After attending this course, participants will be able to understand: Changing demographics and
its impact on the residential real estate industry; New market opportunities to increasing housing
opportunities for workforce families; How to reach out to local employers to provide
homeownership opportunities and educational resources; Help workforce families overcome one
or more of the key obstacles to homeownership; How to offer workforce families education and
outreach resources to help them make informed decisions about the home-buying process;
Changes in automated underwriting and mortgage financing and it’s impact on the real estate
business; and How to effectively reach target populations (e.g., police, firefighters, teachers, and
health care workers)and meet their unique housing and credit needs using new financing
solutions with low-down payment options and special incentives to overcome barriers to
homeownership.
19
How to Make the Most of Your Property Management Business
Jeanne Gavish, Instructor (352) 263-9369; [email protected]
Charli Phelps, Instructor (407) 695-6544; [email protected]
4 hours CE credit
Real Estate Agents and Brokers are realizing more and more that Property Management is a
profitable part of real estate. It helps serve as a constant flow of real estate, and provides a
steady source of buyers and sellers. There is a growing need for property management as
investors are finding alternate ways to invest other than the stock market; as homeowners are
relocating to other areas of the country and keeping their homes; and as buyers are purchasing
homes now but are not ready to occupy them.
This course was designed for the growing property manager. It will provide you with tips on
how to increase your profit by adding income and decreasing your expenses. You will learn
about how to make the most of your time and resources, and lower your vacancy rates. In turn,
you will be able to better serve your customers, make them more money on their investment and
grow as a property manager.
How to Navigate the Maze of Residential Construction
Paul Mashburn, Jr., Instructor (407) 679-0053; [email protected]
Gene Rivers, Instructor (850-297-2255; [email protected]
Patricia Sherman, Instructor (904) 705-6548; [email protected]
4 hours CE credit
This course introduces the participant to the basic elements of architectural plans for new home
construction. The course also explains the details of a site plan and reviews the components of
construction specifications.
This course is designed for real estate professionals who wish to expand their comprehension of
construction drawings and contract specifications for new single-family residential construction
with the goal of becoming more active in the new home market.
20
Mortgage Fraud & Identity Theft
3 hours CE Credit
At the end of this course, the student will b able to: List six common mortgage fraud schemes.
Explain the differences of occupancy statuses between owner-occupied, second home and
investment property. Identify at least two major red flags of mortgage fraud. Explian what
“Best Practices” should be included when operating as a Mortgage Banker, Realtor or
borrowerer in a transaction. Explain the potential penalties for violating the mortgage fraud laws
if enacted in October, 2007. Identify three suggestions to improve mortgage fraud awareness.
Negotiating Skills for Today's Real Estate Professional
Jerry Ericksen, Instructor (239) 992-8210; [email protected]
Virginia Lomagno, Instructor (727) 822-9111; [email protected]
Robert Morrell, Instructor (904) 394-2345; Morr5505 @bellsouth.net
4 hours CE credit
By the end of this course the student should be able to: provide an environment where the parties
involved are aware of each others' needs and are willing to work together; bring to a conclusion a
negotiation where each participant leaves satisfied with results; explain merit based negotiation
and how beginning with a desired outcome improves the well-being of all participants; list the
five power positions and how each can be used in a specific negotiation to achieve the desired
outcome; demonstrate six negotiating tactics that benefit the parties to the negotiation.
21
Old School vs. New School Financing
3 or 4 hours CE Credit
The objectives of this course are to teach the REALTOR® the following: How to Compare and
contrast 15-year fixed rate mortgage to 30-year fixed rate mortgage. Examine bi-weekly
mortgage options and compare with principal reduction. Review traditional adjustable rate
mortgages and fixed term adjustable rate mortgages. Analyze interest only options: Fixed Rate
and Adjustable Rate. Examine caps margins and indexes most commonly used in Real Estate
Finance. Discuss negative amortization cash flow ARM’s and pick a payment program.
Compare and contrast amortization to interest only to negative amortization. Review taxes and
homeownership: Taxpayer Relief Act of 1997, Tax treatment of gain from sale of principal
residence, Capital gain rules Investment property tax benefits. Discuss million dollar strategies
to accumulate wealth. How to present real estate options of accumulation of real estate
including 2nd homes and investment property. Review and examine home equity loans, 100%
financing models mortgage insurance, principal residence tax treatment and borrowing against
IRA’s, 401K’s, and purchasing real estate in IRA’s and 401K’s.
A Realtor®’s Guide to Personal Assistants
3 hours CE Credit
This course includes: a list of duties a non-licensed personal assistant and a licensed personal
assistant may perform; how to interview candidates and determine the right person to hire; and
how to assemble a policy manual and checklists which will aid in the training of a personal
assistant. You will also learn the alternative methods of paying your employee and what taxes
they can be held responsible for.
22
Personal Assistants and the Law
3 hours CE Credit
There are several guidelines that need to be followed when hiring a personal assistant. The
primary focus of this course is how you as the Realtor® can stay within those guidelines and run
a successful business. This course includes a list of duties a non-licensed personal assistant and
a licensed personal assistant may perform and how to interview candidates and determine the
right person to hire.
Preparing a Listing Contract
4 hours CE credit
Upon completion of this course, the student will be able to: ● Explain the basics of a listing
contract. ● Understand the different types of listing agreements and the duties that come with
each of them. ● Identify the protected classes under fair housing laws. ● Understand which fees
the seller may or may not be expected to pay on a seller’s net proceeds estimate. ● Answer
typical questions about the expenses and proceeds by a seller. ● Prepare a seller’s net proceeds
estimate. ● List other forms and disclosures necessary when listing property for sale.
23
Property Management for
the Real Estate Practitioner
Jorge Cantero, Instructor (305) 530-1900; [email protected]
Roy Crecelius, Instructor (850) 522-7453; [email protected]
Jeanne Gavish, Instructor (352) 263-9369; [email protected]
This course was designed primarily for the residential real estate agent. There will be instances
in your career where you may be asked to either manage or rent a home, apartment or
condominium unit. This course provides the basic knowledge of why you're needed, what will
be expected of you, the operation of a management office, the legal environment and ideas on
where to obtain management clients and prospective tenants.
Real Estate
Investing Made Easy
The purpose of this course is to simplify the analysis of investment real estate for those not
otherwise experienced in this specialty. When you’ve completed this course, you will be able to
calculate cash flow, cash on cash returns, depreciation schedules, and ultimately determine the
suitability of a specific building for your purposes.
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Real Estate Professionals & Veterans
Kathryn Bernheim, Instructor (727) 319-7505; [email protected]
Sharon Glanton-Davis, Instructor (727) 319-7528;
[email protected]
Frances Marston, Instructor (727) 319-7529;
Mary Yale, Instructor (727) 319-7580; [email protected]
3 hours CE credit
This course will dispel myths about VA loans. The learner will gain an improved understanding
of the veterans VA entitlement, in learning how to obtain the Certificate of Eligibility and in
learning how the entitlement affects the lan amount. The learner will gain understanding relating
to the income and credit requirements of a VA loan, which will improve in assisting the veteran
with finding and purchasing a home that he/she would qualify for. The appraisal process, VA
repair requirements, as well as the repair waiver process, would be better understood to assist
both the buyer and the seller in a VA loan transaction.
Realtors, Appraisers & the Florida Building Code
3 hours CE credit and 3 hours Appraiser CE credit
When the Florida Building code went into effect on March 1, 2002, it had an effect on not only
contractors, architects and engineers, but every person or family that would be involved in the
building, buying or selling of new homes.
This course reviews the structural elements of this unified building code, along with new termite
protection procedures and the anchoring requirements for all exterior windows and doors for
new single-family residential construction and remodeling.
25
Residential Construction from the Inside Out
Gene Rivers, Instructor (850) 297-2255; [email protected]
Patricia Sherman, Instructor (904) 705-6548; [email protected]
4 hours CE credit and 4 hours Appraiser CE credit
This course reviews the basic elements of residential construction and compares the building
techniques and requirements prior to Hurricane Andrew and after the new code requirements
were adopted.
The course is designed for the real estate professional who wishes to expand their knowledge of
the construction process, terminology, energy efficiency, indoor air quality and construction lien
law procedures.
Risk Management
Eugene Gibbins, Instructor (772) 971-7134; [email protected]
By its very definition, risk management assumes there is a risk or risks to be managed. In
virtually every business endeavor, risk is a byproduct of existence. In the real estate profession,
risk exists on several fronts. In fact we don’t even have to have a transaction in order to create
risk. This course will speak to and help you avoid the most common risks associated with the
ownership of a Brokerage firm and the practice of Real Estate sale. This course presents several
recommendations, but should not be construed as the final word on risk management. Your job
is to understand the risks, prepare for them, and avoid the creation of unnecessary risk.
26
Roadmap to a Successful Closing
Patti Ketcham, Instructor (850) 681-0600; [email protected]
Dolores Stevenson, Instructor (239) 489-1100; [email protected]
3 or 4 hours CE credit (4th hour deals with the Closing Statement so the agent can
explain it to their customer.)
Upon completion, the student will be able to: provide options in the event of failed inspections
for Roof, Termite, Electrical, or Building code deficiencies; differentiate between closing
activities of a conventional contract, a cash purchase, and a HUD/VA financed transaction;
provide options that would lead to a timely closing on a property with a correctable title
problem; prepare a net sheet for buyer’s required cash to close and sellers net proceeds based on
a price and terms provided by the Instructor; construct a timeline outlining every step between
contract acceptance and actual closing for each party (Listing Broker, Selling Broker, Buyer,
Seller); list the options a Broker has in the event of an escrow dispute for deposit(s) they are
holding.
Sales and Safety Techniques
for Real Estate Sales Associates
3 hours CE credit
This course will teach the student to identify ten Mindsets for Success techniques for sales.
They will learn safe ways to meet customers. Be able to name three qualifying questions to ask
customers to learn their purchasing desires. They will also learn to identify properties for
viewing and state the procedure to narrow down and zero in on properties. Finally the student
will be able to explain the process to help customer’s overcome objections.
27
Scams Fraud & Predatory Lending
3 hours CE credit
The objectives and goals of this program are to give the agent the knowledge and insight on
scams, fraud and predatory lending. As a knowledge based session, agents learn how scams,
fraud and predatory lending works giving them the ammunition to bring value to their customers.
At the end of the 3 hour session, agents will be able to identify predatory lending, prepare the
customer for possible frauds or scams, protect themselves and their clients from being involved
in scams and fraud and prove to the buyer and seller they are the agent to do business with.
So You Want to be a Broker…
3 hours CE Credit
By the end of this course the student should be able to: list the agency options the broker’s sales
associates could offer the public; state the conflict(s) that could arise between practicing single
agency for both buyers and sellers in the same brokerage firm; construct a Profit and Loss
statement; contrast the operating expenses of a franchised firm to those of a non-franchised firm;
categorize and list the broker-owner’s responsibilities between FREC compliance and tax
compliance; construct a timeline from office inception to profitability based on market driven
assumptions; differentiate and list the pros and cons of the compensation plans discussed in the
course.
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Tax Deferred Exchanging
Jorge Cantero, Instructor (305) 530-1900; [email protected]
John Mangham, Instructor (404) 352-1031; [email protected]
4 hours CE credit
Tax information is an important aspect of the real estate market. Tax implications have become
a primary consideration of a large number of real estate transactions. With this information,
success of the real estate professional can be greatly enhanced; problems avoided and extra
transactions can become a reality.
This program involves the basic exchange formula. Awareness of the principles and basics of
exchanging will add a new dimension to your real estate practice. Exchanging is a growing
segment in the industry and can add to the practitioner’s success in the marketplace.
Tax Effects of Single and Multi-Family Rentals
Barbara Rylands, Instructor (407) 841-6060
3 hours CE credit
By the end of the course the student will be able to: explain the difference between ordinary
income and capital gain income; identify items that can and cannot be deducted against gross
rental income; state the conditions under which the last month’s lease payment is taxable; state
the condition under which an insurance premium may be tax deductible; list deductible expenses
against gross rents; define capital improvements; state the applicable rules that apply when a
rental manager is allowed to live rent free, for services provided to the landlord; state the
appropriate way of handling payments to your children who work for you; state the depreciation
allowance on a residential rental; given enough information, calculate the Cash Flow After Tax.
29
Tax Law Changes
Barbara Rylands, Instructor (407) 841-6060
3 hours CE credit
This course will teach the real estate student tax law changes that are in effect now. You will be
instructed on the specific requirements in dealing with tax-deferred exchanges. Also discussed
are: errors in filing tax returns that affect the real estate marketplace, investment interest as a
deduction, audit problems involving the mortgage interest deduction, tax form changes and
reasons for those changes and a question and answer period.
Transaction Brokerage and Agency Relationships
Chuck Bonamer, Instructor (941) 497-3030; [email protected]
Ray Burke, Instructor (850) 385-6685; [email protected]
Ron Guiberson, Instructor (727) 528-4355; [email protected]
Alberta McCarthy, Instructor (561) 330-3033; [email protected]
3 hours CE credit
By the end of this course the student should be able to: define the responsibilities of a transaction
broker to a customer; list the fiduciary responsibilities of an agent to a client that differ from
those of a transaction broker; and list various methods of receiving compensation in the
transaction broker role. This course also discusses the alternatives to single agency to a buyer or
seller, or to a lesser or lessee.
30
Unbundling (Menu) of Services
3 hours CE Credit
By the end of this course, the student will be able to determine if unbundling is appropriate for
his/her customers, based on a customer’s specific circumstances and needs; segregate costs from
profits in determining profitable business practices; construct a cost analysis matrix; identify the
brokerage firm’s direct costs associated with marketing a listing; differentiate seller’s
commission costs between direct, indirect, overhead and profit and list the differences between a
gross commission full service listing and an unbundled offering so the seller will clearly
comprehend the choice before them.
USPAP Update Course
7 hours CE Credit and 7 hours ACE Credit
Every two years, State –Certified appraisers are required to take a seven hour USPAP update
coaurse. This course has been approved by the Florida Real Estate Commission to meet that 7hour requirement and it meets 7 hours of CE Real Estate Specialty credit.
Where Does The Time Go? – Time Management & Planning
4 hours CE
At then on this course, the students will be able to: List small objectives to accomplish the bigger
picture, Define the harder tasks in order to prioritize, Institute systems in order to stay on track,
List and avoid time wasters, Describe three ways to be consistent tasks, Describe the W.I.N.
formula to prioritize when havoc occurs, Explain the purpose for planning, List the three steps in
business planning, Describe undercapitalization, List 8 business expenses, Determine the number
of phone calls to make per week to achieve their goal, Determine how many listings needed to
achieve their annual goal.
31
Working with the Appraiser and the Consumer
4 hours CE credit
The purpose of this program is: the education enhancement and CE hours for the professional
sales person; to learn appraising to prepare a better Comparative Market Analysis; to learn
appraising to work with your “would be” client and get the listing; to teach effective
communication with the bank’s appraiser in order to help your customer get to closing; to
improve your appraisal techniques to better serve your clients; to learn important ideas and
information for your success as a sales negotiator; to explain that “a house well listed is a house
half sold.”
Working with Buyers Who Have Had a Bankruptcy
4 hours CE credit
The purpose of this program is: To explain the basics about bankruptcy and its effects on the
real estate buyer. To correct the misconceptions about bankruptcy. To inform the attendant
about the various guidelines that lenders have regarding buyers who have had a bankruptcy. To
explain how to work with buyers who have had a bankruptcy. To explain how to prepare for a
mortgage if your client has had a bankruptcy.
Working With the Consumer and Option Contracts
3 hours CE credit
At the end of this course, the student will be able to: identify the appropriate circumstances and
when it is in the customer’s best interest to use and “Option Contract;” properly complete the
“Residential Lease for Single Family Home and Duplex” form; explain, from the Seller’s
perspective, when an option to purchase may or may not be in his or her best interest; define how
the buyer benefits from a delayed closing; explain how the seller might benefit from a delayed
closing; briefly outline for the customer, how the option is financed.
32
Working with Residential Investors
3 hours CE Credit
At the end of this course, the student will be able to: Enlarge their market by adding investors as
customers; prove that you are the agent to do business with; create investors from your existing
base; provide strategies to current investors; build more relationships through the knowledge
gained; help would-be investors find the way to success. Our objectives and goals will focus on
providing you tools to help you prove to investors that you are the agent to do business with.
At Home with Diversity: One America
Chuck Bonamer, Instructor (941) 497-3030; [email protected]
Howard P Skau, Instructor (850) 510-3281; [email protected]
Deborah Boaz-Valledor, Instructor (305) 439-667;[email protected]
6 hours CE Credit
This training, built on the letter and spirit of the Fair Housing Act, provides participants with
information about working with buyers of different minority groups, cultures, and ethnic
backgrounds. The one-day course focuses on increasing diversity awareness, building crosscultural skills, and developing a diversity business plan. There is a $25 fee for NAR members
and a $50 fee for non-member licensees to earn the course certificate, in addition to registration
fees charged for the course.
33
CE Express Equipment and Materials Checklist
Program:
Date:
Speaker:
# Participants
Audio/Visual Equipment:
Lap Top computer
Overhead projector
Transparency marking pens
Instructor table
Podium/Table lecturn
Flip chart/stand
Extension cords
Masking/duct tape
Proxima Projector
Blank transparencies
Screen
Microphone: lavaliere/wireless
Laser Pointer
Flip chart pens
Spare projector bulbs
Other Materials/Needs:
Registration space
Sign-in sheet(s)
Student Outline
Evaluation forms
Classroom time tracking sheet
Monitor affidavit
Note pads
Display space
Name tags
Roster form(s)
Speaker biography
#2 Pencils/Pencil sharpener
Individual time tracking sheets
Water for speaker
Trash cans
Refreshments
Special Requirements
(_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
34
FAR
Education
Individual
Achievement
Award
Entries must be postmarked by June 30, 2008
35
The FAR Education
Individual Achievement Award
What is included in the Award Form?
1.
General Information Form - All entries must complete and include this form.
2.
Individual Achievement
Individuals who have made an outstanding contribution to the educational needs of the
Board/Association members at the local, district, state and national levels for the past 5 years have the
opportunity to be recognized.
Why should your Board/Association enter the FAR Education Award competition?
It's a great way to give recognition to a volunteer who has worked so hard to promote educational
programs. Nomination itself is a form of award.
What is the qualification period? What is the entry deadline?
The qualification period is the same as that of other FAR awards: June 1, 2007 through May 31, 2008. The
entry must be postmarked by June 30, 2008.
How to enter:
Complete the appropriate attached FAR Education Individual Achievement Award Entry form(s) and
return by the June 30, 2008 deadline to: Education Award, Florida Association of Realtors®, P.O. Box
725025, Orlando, Florida 32872-5025, Attn: Education Department.
Judging
Judging will be based upon the individual’s educational activities at the local, district, state and national
levels for the past five (5) years.
No attachments or supporting documents will be considered. Please reproduce entry form as necessary.
Each entry must receive at least 65% of the total points available to be eligible. If no entry receives 65%,
the award will not be given. Multiple awards will be given if entries tie.
Please type your entry as some handwriting can be difficult to read.
36
FAR Education Award
General Information Form
Please type your entry as some handwriting can be difficult to read.
Contact Person/Title:
please print
Signature of Contact:
Board/Association Name:
Address:
NUMBER OF MEMBERS
BOARD SIZE CATEGORY (as of May 31, 2008)
(check one)
REALTORS®
[ ] Small (1-499 members)
REALTOR®-ASSOCIATES
[ ] Medium (500-999 members)
TOTAL
[ ] Large (1000-2499 members)
[ ] Mega (2500+ members)
Signature
Date
Submit to:
Florida Association of Realtors®
Attn: Education Award
Post Office Box 725025
Orlando, Florida 32872-5025
37
Individual Achievement Award Recommendation
Instructions
List in narrative form all the educational activities in which the recommended individual was actively involved and
his/her participation role in each at the local, district, state, and national levels for the past five (5) years. Explain
what that person did to merit FAR recognition. For example, merely stating that the person is a member of the
FAR Professional Development Committee in not sufficient. Tell specifically what he/she did as a member to
contribute to the activities of the committee. Please provide information in the following order:
1)
2)
3)
4)
Local Board level education activities
District level educational activities
FAR level educational activities
NAR level educational activities
Please reproduce copies of this form as required to provide the necessary supporting information.
Name of individual being recommended:
Narration (please use additional pages as necessary):
38
2008 Education Award Evaluation
Individual Award
Scale: 10…1 (with 10 being the highest)
Entry # ___________
Criteria
Please circle
Local Board Activities
10
9
8
7
6
5
4
3
2
1
District Level Activities
10
9
8
7
6
5
4
3
2
1
FAR Activities
10
9
8
7
6
5
4
3
2
1
NAR Activities
10
9
8
7
6
5
4
3
2
1
Total
___ ___
___
___
___
___
___
___
___
___
Grand Total
39
®
Realtor
Institute
Please note:
Past GRI students
can now purchase updated
Realtor® Institute course materials.
Please contact Ron Norton at FAR.
40
Standards of Practice
Course 1
COURSE CONTENT:
•
Standards of Practice is a “nuts and bolts” approach to transaction making, ethics in the
marketplace, legal aspects of contracts, financing alternatives, tax implications of real estate
transactions, fair housing and brokerage relationships.
•
Get the latest information on government and other loan programs, how to financially
qualify buyers, tax tips, closing techniques, the FAR/BAR contract and brokerage
relationships.
Finance...................................................................................8 hours
Tax I .......................................................................................4 hours
Contacts to Contracts .............................................................8 hours
Law ........................................................................................8 hours
Professional Standards ...........................................................8 hours
Fair Housing & Diversity ......................................................3 hours
Business Planning ..................................................................3 hours
Total ...................................................................................42 hours
+ 3 hour exam
* Exam is closed book
Note: The Standards of Practice has been approved by FREC for Sales Associate’s 45hour post-licensing credit or 11 hours of specialty CE and 3 hours of Core
Law credit for the 14 hours needed for real estate license renewal. This
curriculum qualifies for the periodic ethics training required by the National
Association of Realtors®. You will receive a certificate stating this along with
your completion letter. This is a great way to earn your continuing education or
45 hour post-licensing credit while working on your GRI designation!
The Standards of Practice is now an online course. Go to http//:www.FARGRI.com.
The online course has been approved by FREC for Sales Associate’s 45-hour postlicensing credit or 11 hours of specialty credit.
41
Questions? Call (888) 895-8839 toll-free or by email at [email protected]
WWW.fargri.org
Course content
•
•
•
•
•
•
•
Finance
Tax 1
Contacts to Contracts
Law
Professional Standards
Fair Housing
Brokerage Relationships
The GRI designation.
Graduate REALTOR® Institute, is earned through state associations whose
REALTOR® Institute courses of study meet the standards established by the National
Association of REALTORS® Members who want solid information for their real estate
practice will want to participate in the REALTOR® Institute program and earn the GRI
designation.
This course is “Standards of Practice,” which is one of the tree comprehensive real
estate courses necessary to complete the GRI designation. The online “Standards of
Practice” course is approved for 45-hours of Sales Associate Post-Licensing credit; or
11-hours of specialty continuing education credit. The course concentrates on
information REALTORS® need and skills they must possess in their profession.
42
Essential Real Estate Techniques
Course 2
COURSE CONTENT:
•
Enhance your skills with the “sales from the ground up” approach. Construction,
appraising, investment, proven listing & prospecting techniques and personal marketing will
set you apart in today's rapidly changing marketplace.
•
You'll learn construction terminology, the many facets of the construction process and
features to look for that improve the energy efficiency and marketability of property.
•
You'll hear from the experts how to market your listings and your expertise in the
marketplace - how to set yourself apart from the competition and to plan for your growth
both professionally and personally.
•
There are several ways to appraise property - learn which method is most appropriate for a
specific property, how it differs from a market analysis and what it means for buyers and
sellers.
Investments............................................................................ 6 hours
Sales & Marketing................................................................. 5 hours
Effective Elements of E-mail ................................................ 3 hours
Construction .......................................................................... 4 hours
Appraising ............................................................................. 6 hours
Personal Promotion ............................................................... 6 hours
Total ................................................................................... 30 hours
+ 3 hour exam
________________________________________________________________________
Note: The Essential Real Estate Techniques course has been approved by FREC for broker’s
30-hour post-licensing credit or 11 hours of specialty CE credit for license renewal.
This is a great way to earn your continuing education or broker post-licensing credit
while working on your GRI designation!
43
Real Estate Specialties
Course 3
COURSE CONTENT:
•
Many Realtors® become property managers by default. Have you ever had a corporate
relocation where the sellers have moved on, and you need to find a lawn service, a pool
service and maybe even a tenant? Hear first hand how you can generate income from
property management.
•
Concurrency. What does it mean and how does it affect the transfer of property? Land and
the Environment will provide you with much information on this sensitive topic. You'll
learn what governmental agencies are involved, and where to go for answers in your area.
•
Ever thought about opening your own office? Brokerage Management provides a birds-eye
view of what you can expect, including profits and potential problems.
•
Condos. The Over 55 rule, compliance with Florida Statutes and what can happen if you
don't. If you sell attached housing of any kind, this is a must for you!
•
Negotiating & Counseling - An area often overlooked by real estate practitioners where
compensation is not necessarily tied to a closing. Use your expertise and experience in
assisting clients in order to generate additional income.
Common Ownership ..............................................................3 hours
Negotiating & Counseling .....................................................4 hours
Brokerage Management .........................................................4 hours
Land, Environment & Private Property Rights......................3 hours
Tax II......................................................................................3 hours
Exchanging ............................................................................3 hours
Property Management............................................................3 hours
International Real Estate........................................................4 hours
Internet Essentials ..................................................................3 hours
Total ...................................................................................30 hours
+ 3 hour exam *
Note: The Real Estate Specialties course has been approved by FREC for broker’s 30-hour
post-licensing credit or 11 hours of specialty CE credit for license renewal. This is a
great way to earn your continuing education or broker post-licensing credit while
working on your GRI designation!
44
For specific information regarding the Realtor® Institute program, you may contact the
following people at (407) 438-1400:
GRI Policies and Procedures
GRI Instructor Scheduling
Registration (800) 669-4327
Cherolyne Fogarty
Education Director
extension 2406
[email protected]
Shirley Wright
FAR Registrar
extension 2430
[email protected]
GRI Course Scheduling
Faculty Auditions
Kimberly Gowie
FAR Registration
extension 2431
[email protected]
Lorna Willard
Education Programs Coordinator
extension 2410
[email protected]
Evelyn Arthur
FAR Registration
extension 2417
[email protected]
GRI Grade Letters
DBPR Electronic Transmitting
GRI Material Orders
Linda Robinson
Education Manager
extension 2408
[email protected]
GRI Course Marketing
GRI Retake Exams
Joan Ryan
Continuing Education Assistant
extension 2420
[email protected]
Course Curriculum/Outlines
PowerPoint
Ron Norton
Curriculum & Programs Coordinator
extension 2428
[email protected]
GRI Diplomas
Instructor/Sponsor Evaluations
Shary Glenn
Education Secretary
extension 2499
[email protected]
45
Evaluations
After each subject you will be asked to evaluate the subject and the instructor. Yes, we DO read
each and every comment. When the course is completed, you will fill out evaluations for the
course monitor, and we would appreciate your rating the overall institute. Also, please make
suggestions on how we may improve future Realtor® Institutes. These evaluations are
important and provide feedback on teaching performance at the Institute. You deserve the
best educational experience possible!
Exams
At the end of each course you will take a closed book multiple choice examination. No
additional materials will be permitted (books, pamphlets, etc.) You must select the correct
answer for 75% or more of the questions to attain a passing score. You will have three hours to
complete the exam.
Your examination will be in a booklet format with a separate answer sheet. At the time of the
exam, you will be given instructions on how to use these answer sheets. It is VERY
IMPORTANT that you follow these instructions, as marks improperly made may result in
a possible error in scoring. The examination is meant to help you test your learning; it is not
tricky, and it is not designed to make you fail.
Continuing Education Credit & Attendance
All three courses in the GRI Series are approved for 11 hours of specialty continuing education
credit. The "Standards of Practice" Course also provides 3 hours of Core Law credit, so that the
student can earn the 14 hours of CE required for license renewal. You may also take the
“Standards of Practice” course for Sales Associate’s 45-hour post-licensing credit, the “Essential
Real Estate Techniques” for broker’s 30-hour post-licensing credit and “Real Estate Specialties”
for broker’s 30-hour post-licensing credit. FREC requires attendance to be taken to receive
credit; therefore, a roster will be circulated periodically throughout the course for you to initial
to verify your attendance. The same attendance requirement is required for earning your GRI.
Tips and Comments
Occasionally, Realtor® Institute courses are given offsite at a hotel or other meeting facility. The
facility tends to keep meeting rooms very cool. You may want to take a jacket or sweater so you
will be comfortable during the Realtor® Institute course.
Smoking is not allowed in the classroom, but there are several breaks during the day.
46
???
MOST FREQUENTLY ASKED QUESTIONS ABOUT GRI
1.
I received my GRI designation in another state. What must I do to use my
designation in Florida?
Once you have joined a local board or association, send us a copy of your certificate
of that state, or other suitable verification. We will update our records accordingly.
If you would like a new GRI pin, please send $5.00 with your written request.
2.
I completed only one course in another state. May I continue on and take the other
two courses in Florida without having to start over?
Ask the state where you completed the course to send us a copy of your course
certificate, plus a list of the subjects and hours that were included in the course you
completed. The GRI program provides a national designation but the arrangement of
individual course content may vary by state. Determination of appropriate credit and
which courses you will need to complete will be on a case by case basis.
3.
Do I have to take courses consecutively?
No. You may take GRI Courses in the sequence that is most convenient for you.
4.
I have a VERY important meeting I must attend during the GRI course. Can I miss
a day or several hours of the day? Will I still get my CE Credit? Can I somehow
make it up?
GRI courses provide 11 hours specialty credit for the Florida Real Estate
Commission's 14-hour continuing education requirement for license renewal (and 3
hours Core Law credit for the Standards of Practice course). FREC requires 90%
attendance in order to receive CE credit. If a situation occurs that you must miss a
portion of a class, please notify the course monitor immediately. A student must
submit a request to make up classroom time missed to FAR via e-mail or USPS
stating the reason(s) time was missed from class. The student’s request will be
forwarded to the Education Leadership Committee for review and/or consideration.
5.
I have to cancel the GRI course I was going to attend because of a personal
emergency (or because I am ill). What do I do now? Will my money be refunded?
You should immediately contact FAR who will contact the sponsor.
47
6.
I am taking a modular Institute course. If I have a scheduling conflict, can I take
the second module at a different location?
You MUST attend both modules in order to receive CE Credit and credit for
successful completion of the course. If you do not receive a passing score, you may
retake any of the exams either at your local board or FAR Headquarters within 60
days (for GRI credit only). However, if you are attending the class for post-licensing
credit, according to FREC guidelines you must wait 30 days, but no longer than a
year, before retaking the post-licensing exam.
You MUST attend both modules in the same location. There is not a format set up
at the present time for you to take Module 1 at one location and Module 2 at
another location and/or date. If you do not attend both modules, we will assume that
you are a "no show" even if you were in full attendance at the first module. If an
emergency came up, you must attend a full course at a later time. FAR is unable to
give you credit for 1/2 course.
7.
How long do I have to complete the required courses for my GRI designation?
Effective January 1993, three GRI courses must be completed within a five-year
period from the time the first course is taken.
8.
I have taken all the GRI courses and passed the exams, can I now use the GRI
designation on my business cards and letterhead?
Only members in good standing with a local Board, FAR and NAR can receive the
GRI designation, diploma, and pin after successfully completing all three courses and
use the GRI designation in promoting themselves. An FAR “Petition to Graduate”
form must be completed and submitted with a payment of $10 in order to receive a
certificate and pin.
48
How to Verify CE Credits with DBPR
To view your Continuing Education Credits online through the website of the Department
of Business and Professional Regulation (DBPR), visit:
http://www.myflorida.com/dbpr/
Click on DBPR Online Services at the upper left side of the page.
Under User Services click on My Continuing Education.
If this is your first time using the site, under Path 1, click on GO.
If you have used the site before, under Path 2, click on GO.
If you don’t have the initial Personal Identification Number (PIN) sent to you from
DBPR, please call (850) 487-1395 for assistance.
Your initial PIN number should be the last four digits of your Social Security number or
Federal Tax ID number. If neither of those number work, call the Customer Contact
Center at 850.487.1395 for assistance. The Customer Contact Center hours of operations
are Monday-Friday,
8 a.m. - 6 p.m. and Saturday 10 a.m. - 2 p.m. EST.
It is very important that you keep all your continuing education letters to validate your
coursework. These letters will tell you the course names and how many credits you
received. If the credits did not get transmitted successfully to DBPR then you will be able
to use the letters to correct the problem.
49
Instructors
&
Speakers
Realtor® Institute Faculty
Instructors Academy
Speakers List
50
On the following pages, you will find
speakers and instructors of three types:
The Realtor® Institute faculty are an elite group of instructors who instruct
the Florida Realtor® Institute and are required to maintain a consistent high
standard of performance. Many of these instructors also teach courses outside
the Realtor® Institute.
The Instructors Academy Directory contains instructors who have
successfully auditioned before a panel of their peers and the courses listed are
approved by the Florida Real Estate Commission for continuing education
credit.
The Speakers List is a collection of speakers who offer non-CE & CE
credit courses as well as luncheon/dinner presentations. An instructor is not
required to audition before placing a course in the Speakers List.
51
®
REALTOR
Institute
Faculty
Instructor Bio’s can be found online at:
http://floridarealtors.org/Education/AEResources/index.cfm
52
Instructors and Subjects
Standards of Practice
Course 1
42 hours plus 3 hour exam
Finance
Tax 1
Contacts to
Contracts
Law
Alston - P
David - P
Alters - P
Bonamer - P
Assal
Diesing - P
Cobb - P
Cobb - P
Ketcham
Eastham
Culler
David - P
Kiesel
Mangham
David - P
Diesing - P
Korzilius
Ponds - P
DeLuca
Dix - P
Marek
Raby
Giumenta - P
Fryer - P
Macaluso - P
Thakkar - P
Lomagno
Giumenta - P
Oneto
Zlatkin
Ludwig- P
Leinhase - P
Ponds - P
Newstreet
Macaluso - P
Prickett
Pindling
Stewart - P
Simon
Ponds - P
Thakkar - P
Tieman - P
Stevenson - P
Tieman - P
Tieman - P
Wally - P
Prof.
Standards
Business
Planning
Fair Housing
& Diversity
Bonamer - P
Bonamer - P
Bonamer - P
Ponds - P
Cobb - P
Diesing - P
David - P
Rogers
Conti - P
Giumenta - P
DeLuca
Simon
Diesing - P
Guiberson - P
Dix - P
Skau - P
Dix - P
Leinhase - P
Gibbins - P
Stevenson - P
Fryer - P
Ludwig - P
Giumenta - P
Stewart - P
Grimes
McCarthy
Ketcham
Thakkar - P
Leinhase - P
Macaluso - P
Ludwig- P
Tieman - P
Ludwig - P
Pindling
Macaluso - P
McCarthy
Skau - P
McCarthy
Tieman - P
Stewart - P
Newstreet
Sherman - P
Tieman - P
Phelps -P
Stevenson - P
Pindling
Newstreet (BU)
BU = indicates instructor is approved as a backup only
P = Permitted can be a proctor for the exam
53
Essential Real Estate Techniques
Course 2
Investments
Sales &
Marketing
Construction
Personal
Promotion
Appraising
Conti - P
Alters - P
David - P
Alters - P
Alston - P
Keller
Burke
Giumenta - P
Burke
Browning
Newstreet
Cobb - P
Ludwig - P
Hernandez
Conti - P
Prickett
Culler
Mashburn
Ketcham
Ponds - P
Sutte - P
Gibbins - P
Rivers
Lomagno
Prickett
Thakkar- P
Giumenta - P
Rogers
Ludwig - P
Reass
Tieman - P
Lomagno
Sherman - P
Ponds - P
Sutte - P
Ludwig - P
Sutte - P
Rivers
David (BU)
Morrell
Rogers
Sherman- P
Pindling
Vehmeir (BU)
Ponds - P
Rivers
Vac - P
Vallador - P
Wally - P
Elements of
E-Mail
Bonamer - P
Calioa
Morrell
Nusso
Stewart - P
Vallador - P
54
Real Estate Specialties
Course 3
Common
Ownership
Neg. Skills &
Counseling
Brokerage
Management
Land, Envir.
& PP Rights
Internet
Essentials
Hudson - P
Alters - P
Cantero
David - P
Bonamer - P
Macaluso - P
David - P
David - P
Hudson - P
Calioa
Newstreet
Lomagno
Hudson - P
Korzilius
Gibbins - P
Phelps - P
Ludwig - P
Ludwig - P
Ludwig - P
Stewart - P
Prickett
Morrell
Newstreet
Morrell
Thakkar - P
Stewart - P
Newstreet
Macaluso - P
Rogers
Vallador - P
Sutte - P
Nusso
Phelps - P
Stewart - P
Phelps - P
Tieman - P
Sutte - P
Prickett
Wally - P
David (BU)
Sutte - P
Tieman - P
Tax II
Exchanging
Property
Management
International
Real Estate
Cohan
Cantero
Cantero
Cantero
Eastham
Cohan
David - P
Gibbins - P
Mangham
Gibbins - P
DeLuca
Ludwig - P
Ponds - P
Mangham
Gavish
Macaluso - P
Raby
Prickett
Phelps - P
Thakkar - P
Thakkar - P
Thakkar - P
Newstreet
Valledor - P
Zlatkin
Zlatkin
Tieman - P
Sutte - P
Wally - P
55
Realtor Institute Faculty
As of September 14, 2007
Instructor Bio's at: http://floridarealtors.org/Education/AEResources/index.cfm
--------------------------------------------------------------------Penny Alston e-mail: [email protected] ...............................................................850/796-2040
Sea Horse Realty ............................................................................................ Cell: 850/499-3293
272 Kidd Street ........................................................................................................850/243-8027
Fort Walton Beach, FL 32548......................................................................FAX: 850/796-2035
Pat Alters e-mail: [email protected]....................................................................................
Keller-Williams First Coast ........................................................................... Cell: 904/571-9751
2199 Astor Street, Capri #205........................................................................................................
Orange Park, FL 32073 ................................................................................FAX: 904/542-0175
Justine Assal e-mail: [email protected] ................................................407/397-7300
ACM Financial Services ................................................................................ Cell: 407/908-4187
7800 West Sand Lake Road, Suite 211 ..........................................................................................
Orlando, FL 32819 .......................................................................................FAX: 407/396-0933
Chuck Bonamer e-mail: [email protected] .................................................941/497-3030
Trans-Equity, Inc., REALTORS® ................................................................. Cell: 941/544-5239
3124 Argyle Rd ........................................................................................................888/201-3650
Venice, FL 34293-3506 ...............................................................................FAX: 941/497-1046
Thomas P. Browning e-mail: [email protected] ............................................386/755-3735
Florida Gateway Realty, Inc...........................................................................................................
P.O. Box 655 ..................................................................................................................................
Lake City, FL 32056 .....................................................................................................................
Ramon Burke e-mail: [email protected] ...............................................850/224-2228
2800 Pine Ridge Road.................................................................................... Cell: 850/321-7510
Tallahassee, FL 32308..................................................................................FAX: 850/668-7590
Domenic Caloia e-mail: [email protected] ...........................................................561/585-4544
Realtors® Association of the Palm Beaches, Inc,.......................................... Cell: 561/346-1162
1926 10th Avenue North, Suite 410...............................................................................................
Lake Worth, FL 33461 .................................................................................FAX: 561/585-4348
Jorge Cantero e-mail: apollore@gate.net................................................................305/530-1900
EWM, Inc., Realtors®..................................................................................... Cell: 305/793-5197
901 South Miami Avenue, Ste 215 ................................................................................................
Miami, FL 33130 .........................................................................................FAX: 305/530-8383
Jerelyn Cobb e-mail: [email protected] ....................................................239/659-6114
John R Wood, Inc., Realtors® .......................................................................................................
2180 Immokalee Road, Suite 101 ...........................................................................239/ 352-5688
Naples, FL 34110 .........................................................................................FAX: 239/598-0028
56
Nace Cohen e-mail: nace1031@comcast.net..........................................................239/659-1031
1031 Exchange Connection, Inc...................................................................... Cell: 239/825-7958
5100 Tamiami Trail North .......................................................................................888/659-1031
Naples, FL 34103 ............................................................................................Fax: 239/348-2819
Audrey Conti e-mail: [email protected] .........................................239/433-4200
Academy of Real Estate Education, Inc.........................................................................................
1342 Colonial Blvd., Suite F-44.....................................................................................................
Fort Myers, FL 33907 ..................................................................................FAX: 239/433-4888
Nancy Culler e-mail: [email protected] ...................................................904/599-5469
Watson Realty Corp. ...................................................................................... Cell: 904/806-5214
540 Boxwood Place..................................................................................................904/461-9066
St. Augustine, FL 32086 ..............................................................................FAX: 904/461-9925
Steven David e-mail: [email protected] .......................................................954/565-0014
Florida Professional Real Estate .................................................................... Cell: 954/980-2643
2737 E. Oakland Park Blvd., #203............................. Voice Mail: 954/264-3331 954/425-6957
Ft. Lauderdale, FL 33306.............................................................................FAX: 954/568-0041
Cynthia DeLuca e-mail: cynthia@totalrealtycorp.com...........................................386/734-5155
Total Realty Corp. .......................................................................................... Cell: 386/747-3445
213 Homestretch Blvd.........................................................................................1-800/90TOTAL
Deland, FL 32724.........................................................................................FAX: 386/734-7921
Deborah Diesing e-mail: [email protected]/392-4888 ext 50
Arbor Realty Group, Inc................................................................................ Cell: 727/ 455-7505
6640 Hibiscus Avenue South ..................................................................................727/ 347-0192
St. Petersburg, FL 33707.............................................................................FAX: 727/ 344-4282
Linda Dix e-mail: [email protected] ..................................................................850/402-0612
Linda Dix Realty ............................................................................................ Cell: 850/980-5200
5991 Thornton Lane .......................................................................................................................
Michael Eastham e-mail: [email protected].......................................... 407/388-1036 Ext 140
Global Lending Group .................................................................................... Cell: 407/718-0055
140 N. Westmonte Drive, Suite #204 ............................................................................................
Altamonte Springs, FL 32714 ......................................................................FAX: 407/388-1056
Richard T “Dick” Fryer e-mail: [email protected] .................................................407/571-2436
IFREC Real Estate Schools............................................................................ Cell: 407/341-3701
5029 Edgewater Drive..............................................................................................407/322-1889
Orlando, FL 32810 ........................................................................................FAX: 407/647-5227
Jeanne Gavish e-mail: [email protected] ............................................................813/ 929-8883
EXIT Gulf Shores Realty ............................................................................... Cell: 352/650-1029
PO Box 10144 ................................................................................................................................
Brooksville, FL 34603...................................................................................................................
57
Eugene Gibbins e-mail: dreugene@gibbins.com....................................................772/971-7134
Gibbins Real Estate & Consulting, LLC........................................................................................
1914 SW Cycle Street ..............................................................................................772/336-4101
Port St. Lucie, FL 34953 ..............................................................................FAX: 877/723-3987
Ric Giumenta e-mail: [email protected] ..........................................................386/246-3131
Giumenta School of Real Estate..................................................................... Cell: 386/931-6886
PO Box 351578 ........................................................................................................386/246-3161
Palm Coast, FL 32135..................................................................................FAX: 386/246-3162
Heather Grimes e-mail: [email protected] ............................................954-342-2727
Zip Realty, Inc................................................................................................ Cell: 786/413-4558
3440 Hollywood Blvd., #417 .........................................................................................................
Hollywood, FL 33021 ...................................................................................................................
Ron Guiberson e-mail: [email protected] ............................................727/528-4355
890 Live Oak Avenue, NE .............................................................................................................
St. Petersburg, FL 33703...............................................................................................................
Cristi Hernandez e-mail: [email protected] ...............................................772/359-8199
Realty International ........................................................................................................................
213 Everglades Blvd. .....................................................................................................................
Stuart, FL 34994..........................................................................................FAX: 772/ 419-0601
Matthew Hudson e-mail: [email protected] ................................. 239/403-7777 Ext 341
VIP Realty Group, Inc.................................................................................... Cell: 239/248-7107
2210 Vanderbilt Beach Road, #1100 .............................................................................................
Naples, FL 34104 ..........................................................................................................................
Diane Keller e-mail: [email protected] ........................................850/315-0111
Endless Horizons Realty, Inc. ........................................................................ Cell: 850/585-1257
423 Green Acres Road ...................................................................................................................
Fort Walton Beach, FL 32547.....................................................................FAX: 850/ 315-0112
Patti E. Ketcham e-mail: [email protected] ......................................850/681-0600
Ketcham Realty Group, Inc............................................................................ Cell: 850/545-5314
322 Beard Street .......................................................................................................850/422-3760
Erik Korzilius e-mail: [email protected] .......................................................941/408-8200
2100 Tamiami Trail S, Suite C.................................................................................941/232-4018
Venice, FL 34293.........................................................................................FAX: 941/408-0269
Charlie Kiesel e-mail: charlie@kieselmortgage.com..............................................954/430-4510
Kiesel Mortgage, Inc. .....................................................................................................................
12169 Sheridan Street ..............................................................................................954/680-1905
Cooper City, FL 33026............................................................................................954/430-4520
58
Al Leibert e-mail: [email protected] .....................................................................305/252-0011
Leibert & Associates Inc., Southpark Center.................................................................................
12651 S. Dixie Highway, Suite 317.........................................................................305/235-4523
Miami, FL 33156 .........................................................................................FAX: 305/233-0172
Ulrich Leinhase e-mail: [email protected] ..........................904/891-8589
Maximum Success, Inc. ................................................................................. Cell: 904/716-1945
1637 Race Track Road, Suite 126............................................................................904/262-6041
Jacksonville, FL 32259 ................................................................................FAX: 904/262-6096
Virginia Lomagno e-mail: [email protected] .............................727/822-9111
St. Pete NE Office of Coldwell Banker Residential Real Estate, Inc. ........... Cell: 727/560-4513
3401 4th Street N .....................................................................................................727/526-6114
St. Petersburg, FL 33704..............................................................................FAX: 727/821-4052
Lou Ludwig e-mail: louludwig@earthlink.net........................................................561/703-7465
Ludwig & Associates .....................................................................................................................
20801 Ramita Trail...................................................................................................561/477-9776
Boca Raton, FL 33433 .................................................................................FAX: 561/852-7148
Alberta McCarthy e-mail: [email protected] .....................................................561/ 330-3033
Florida Sunshine Real Estate ......................................................................... Cell: 561/376-1114
85 SW 5th Avenue .........................................................................................................................
Delray Beach, FL 33444 ..............................................................................FAX: 561/330-1291
Tony Macaluso e-mail: [email protected] ........................................................561/622-8498
Portside Properties, Inc. ................................................................................. Cell: 561/371-0429
9492 Bloomfield Dr. ......................................................................................................................
Palm Beach Gardens, FL 33410...................................................................FAX: 561/626-5411
John Mangham e-mail: [email protected] ..................................................800/ 332-1031
Starker Services, Inc...................................................................................... Cell: 404/ 872-1031
2221-D Peachtree Road, Suite 220 ................................................................................................
Atlanta, Georgia 30309 ................................................................................FAX: 404/266-2511
Paul Marek e-mail: paulmmarek@msn.com..........................................................321/ 254-7847
Beacon Financial Group.................................................................................. Cell: 321/480-3669
408 E Strawbridge Ave ..................................................................................................................
Melbourne, FL 32901...................................................................................FAX: 321/728-8503
Paul Mashburn, Jr. e-mail: [email protected]. ...........................................407/679-0053
Viking Builders, Inc. ..................................................................................... Cell: 321/ 278-3733
1262 Burning Tree Lane ..........................................................................................407/678-1414
Winter Park, FL 32792.................................................................................FAX: 407/678-2048
Robert Morrell e-mail: [email protected] ..................................................904/ 394-2345
Coldwell Banker Walter Williams Realty, Inc............................................... Cell: 904/613-7111
445 SR 13 N, Suite 6B ...................................................................................................................
Jacksonville, FL 32259 ................................................................................FAX: 904/394-2356
59
Richard Newstreet e-mail: [email protected] ..................................................954/345-6604
3877 NW 82nd Way.................................................................................................954/752-7759
Coral Springs, FL 33065 .............................................................................FAX: same as phone
Alan Nusso e-mail: [email protected]........................................................... Cell: 352/422-6956
6225 E. Malverne Street.................................................................................................................
Inverness, FL 34452-7734 ...........................................................................FAX: 866/533-4274
Marilyn “Charli” Phelps e-mail: [email protected] ..............................407/695-6544
Pride Property Services of Orlando, Inc.........................................................................................
1515 Crossbeam Circle W .............................................................................................................
Casselberry, FL 32707 ..................................................................................................................
Beverly Pindling e-mail: [email protected] ..............................................407/ 333-9445
OmniOne Realty Group, Inc. ......................................................................... Cell: 407/257-9141
PO Box 609122 .............................................................................................FAX: 407/333-1585
Orlando, FL 32860-9122
Physical add: 160 International Parkway, Ste 140
Heathrow, FL 32746
Joseph Ponds, Jr. e-mail: [email protected] .........................................352/746-1068
Memory Quest, Inc......................................................................................... Cell: 352/586-7455
P.O. Box 641123 ............................................................................................................................
Beverly Hills, FL 34464...............................................................................FAX: 352/746-1068
Jack Prickett e-mail: [email protected] ..........................................................352/357-5094
Prickett Properties .......................................................................................... Cell: 352/978-2443
PO Box 1599 ..................................................................................................................................
Eustis, FL 32726 ..........................................................................................FAX: 352/589-5094
Deena Raby e-mail: deana@gulfsidecpa.com.........................................................239/898-5504
P.O. Box 151958 ............................................................................................................................
Cape Coral, FL 33915 ...................................................................................FAX: 239/282-2579
Pat Reass e-mail: [email protected] ..............................................863/299-2700
(for deliveries: 132 Avenue E SW 33880) ....................................................................................
P.O. Box 778 ..................................................................................................................................
Winter Haven, FL 33882..............................................................................FAX: 863/293-1447
Gene Rivers e-mail: [email protected] .......................................................850/ 509-7800
Keller-Williams Realty North Florida............................................................ Cell: 850/509-7800
PO Box 12964 ................................................................................................................................
Tallahassee, FL 32317-2964 ........................................................................FAX: 850/201-4664
Vickie Rogers e-mail: [email protected] ..................................................770/ 486-6007
108 Century Park Place .................................................................................. Cell: 321/689-0695
Peachtree City, GA 30269.............................................................................................................
60
Grant Simon e-mail: [email protected] .....................................................407/822-8886
7492 Lake Marsha Drive................................................................................ Cell: 407/466-8879
Orlando, FL 32819 .......................................................................................FAX: 407/822-4204
Patricia Sherman e-mail: [email protected] ..................904/269-9707 ext. 3332
Coldwell Banker, Walter Williams Realty, Inc............................................... Cell: 904/705-6548
4701 US Hwy 17 South, Ste. 107 ..................................................................................................
Orange Park, FL 32003 ................................................................................FAX: 904/278-3300
Howard Skau e-mail: howard@howardskau.com...................................................850/510-3281
RE/MAX Capital Group REALTORS®, Inc................................................. Cell: 850/510-3281
PO Box 12476 ..........................................................................................................800/543-8839
Dolores Stevenson e-mail: dolores@stevenson.ws................................................239/ 225-7600
John R Wood, Inc., Realtors® ....................................................................... Cell: 239/ 851-7882
11390 Summerlin Square Rd .........................................................................................................
Fort Myers, FL 33931 ..................................................................................FAX: 239/437-7295
Terri Stewart e-mail: terri@terristewart.com..........................................................954/732-8878
529 East Sheridan Street, #302 ......................................................................................................
Dania Beach, FL 33004............................................................................... FAX: 866-527-7452
Robert Sutte e-mail: [email protected] ...............................................................407/628-0505
Real Property Analysts, Inc............................................................................................................
2433 Lee Road ...............................................................................................................................
Winter Park, FL 32789.................................................................................FAX: 407/628-0523
Hemendra Thakkar e-mail: [email protected] ...................................................407/ 822-8209
International Professional Services Corp. ...................................................... Cell: 407/325-5802
2813 S. Hiawassee Road, Suite 104...............................................................................................
Orlando, FL 32835-6689..............................................................................FAX: 407/822-7829
Duke Tieman e-mail: duketieman@aol.com...........................................................727/726-7001
Bruce Taylor, Inc. Realty ............................................................................... Cell: 727/422-0404
737 Main Street, Suite 101.............................................................................................................
Safety Harbor, FL 34695..............................................................................FAX: 727/449-8626
Andrew Vac e-mail: andrew@andrewvac.com.......................................................941/383-9700
RE/MAX Excellence....................................................................................Home: 941/388-2205
510 Bay Isles Road..................................................................................Toll Free: 877/383-9700
Longboat Key, FL 34228 .............................................................................FAX: 941/383-9710
Deborah Boza-Valledor e-mail: [email protected] .......................................305/468-7080
Realtors® Association of Greater Miami & the Beaches, Inc. ...................... Cell: 305/439-4667
700 S. Royal Poinciana Blvd., Suite 400 .......................................................................................
Miami, FL 33166 .........................................................................................FAX: 305/468-7081
61
Steven Vehmeier e-mail: [email protected] ..........................................727/544-9350
5943 Dunfries Street North ............................................................................................................
St. Petersburg, FL 33709...............................................................................................................
Marcus Wally e-mail: [email protected] .......................................... Cell: 904/669-1081
New World Realty & Property Management, Inc.......................................Home: 904/824-2760
157 Marine Street, Unit #310
St. Augustine, FL 32084 ..............................................................................FAX: 904/826-0040
Ira Zlatkin e-mail: izlatkin@viprealty.com.............................................................239/472-5187
Pegasus Financial Consultants, LLC.............................................................. Cell: 239/898-0332
8916 Tropical Court .................................................................................................800/553-7338
Fort Myers, FL 33908 .................................................................................FAX: 239/ 415-1906
62
Instructors
Academy
Compiled and distributed by the
63
Disclosure Statement
For the Instructors Academy
Members of the FAR Instructors Academy are approved by an
audition panel, based on a review of their instructional skills and a
brief outline of the topic(s) they discuss.
Opinions expressed by speakers in their presentations are their own,
and do not necessarily represent the opinions of the Florida
Association of Realtors®.
64
Pat Alters, GRI
2199 Astor Street, Capri #205
Orange Park, Florida 32073
904/571-9751 (Cell)
904/541-0175 (Fax)
E-mail: [email protected]
Areas of Specialization
Closing, communications, contracts, ethics, goal setting, image, marketing listing,
motivation, salesperson training, telephone techniques, and time management
Real Estate Business Experience
Residential sales, office manager
Association Activities (NAR, FAR, Board)
Involved with FAR education since 1982; past Director, Realtor-Associate Chairman;
Caravan instructor, Speakers Development Subcommittee Chairman, Education
Committee member, Realtor-Associate of the Year, served as Marketing/Promotional
Subcommittee Chairman, past Education Committee Vice Chairman
Instructional/Public Speaking Experience
FAR Caravan; Company trainer, Kentucky Association of Realtors® Convention;
Instructor for Tennessee and Indiana Associations’ Realtor® Institute Programs; FAR
Realtor® Institute faculty; NAR State Educator of the Year, NAR Conventions, Better
Homes and Gardens Convention Speaker
Subject: Contracts
CE EXPRESS
Title: Completing an Effective Purchase and Sales Contract
Description: This program's objective is to have the student complete a solidly binding
contract. Common pitfalls are discussed with actual examples. The contract will be
discussed as a closing tool, and methods of making the contract acceptable to all parties
will be clearly demonstrated. The student will leave the program able to define the
reasons why consumers back out of contracts and the methods of bringing them back to
the table. Lots of actual “war stories.”
Length: 4 hours CE credit
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Pat Alters, cont.
CE EXPRESS
Title: Working With the Consumer and Option Contracts
Description: At the end of this course, the student will be able to: identify the appropriate
circumstances and when it is in the customer’s best interest to use and “Option Contract;”
properly complete the “Residential Lease for Single Family Home and Duplex” form;
explain, from the Seller’s perspective, when an option to purchase may or may not be in
his or her best interest; define how the buyer benefits from a delayed closing; explain how
the seller might benefit from a delayed closing; briefly outline for the customer, how the
option is financed.
CE EXPRESS
Title: Roadmap to a Successful Closing
Description: Upon completion, the student will be able to: provide options in the event of
failed inspections for Roof, Termite, Electrical, or Building code deficiencies; differentiate
between closing activities of a conventional contract, a cash purchase, and a HUD/VA
financed transaction; provide options that would lead to a timely closing on a property
with a correctable title problem; prepare a net sheet for buyer’s required cash to close and
sellers net proceeds based on a price and terms provided by the Instructor; construct a
timeline outlining every step between contract acceptance and actual closing for each
party (Listing Broker, Selling Broker, Buyer, Seller); list the options a Broker has in the
event of an escrow dispute for deposit(s) they are holding.
Length: 3 and 4 hours CE credit (4th hour deals with the Closing Statement so the agent
can explain it to their customer.)
Subject: Negotiating
CE EXPRESS
Title: Negotiating Skills for Today's Real Estate Professional
Description: Above all else, real estate is a people business. Once the licensee
understands the personal history that the customer brings to the transaction, the solution to
closing the deal becomes clearly evident. At this course, students will learn the
motivations of the parties in the transaction and learn to funnel those motives toward
significantly higher volume of closed transactions. Recommended reading is “Why is
this happening to me again” by Michael Ryce.
See Speaker List for other courses taught by Pat Alters.
66
Jay Barber
6137 NW 124 Drive
Coral Springs, Florida 33076-1916
954/752-8493 (Office)
954/501-3310 (Cell)
954/752-8485 (Fax)
Communications Skills, Project Management, Sales Training and Certified Behavioral
Coach.
Partner is real Estate Agent and Broker. Taught numerous workshops to Real Estate
Agents, Brokers, Appraisers and Instructors. Graduate of the FAR Instructor Training
Institute.
President of the Heron bay Group, which is a training organization. Developed several
Sate certified workshops on improving interpersonal communications skills between
Agent, Broker, Buyer and Seller that result in increased sales. Jay is a regular contributor
to the FAR Magazine’s “Broker Makeover” articles and has spoken on interpersonal
communications to numerous associations and organizations throughout the United States,
Europe and Latin America,
Subject: Communications in Real Estate
CE EXPRESS
Title: Effective Communications In Real Estate
Description: Teaches improved interpersonal communications in face to face, email and
phone communications. The workshop teaches Brokers and Agents how to recognize the
communication styles of their Buyers and Sellers and how to adapt their personal style of
communications to meet the communication needs of their fellow workers and Clients.
Each attendee walks away with the knowledge of their own personal style of
communication and problem solving and how that may be impeding their progress. The
will learn how to adapt their communication skills to meet the need of the listener in the
areas of problem solving (buying or selling a house), negotiations, contract presentations,
and how to prevent their natural approach from killing the opportunity. The workshop is
cased based with videos and personal assessments’, exercises and a job aid.
Length: 8 hours CE credit - One Day
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Jay Barber, cont.
CE EXPRESS
Title: Computers and Effective Communication
Description: A Skill-Building program for the novice computer user that teaches people
the basic computer concepts needed in today’s Real Estate Business. You learn about
Web Pages, Web Sites and E-Commerce. We discuss email terminology and how you
connect. What type of email is right for you, what connections are best and how to: select
an ISP, move files, add attachments and manage your email software. Instructor interjects
examples throughout the course.
68
Charles S. Bonamer, CRB, GRI, ITI
3124 Argyle Road
Venice, Florida 34293-3506
888/201-3650 (Tollfree)
941/497-3030 (Office)
941/497-1046 (Fax)
Web: http://www.trans-equity.com
Litigation and brokerage support services including voir dire. Assistance available in the
following areas: agency, computers and Internet applications, professional standards, core
law and brokerage management
President of Trans-Equity Inc. Realtors®
FAR: 1997 Chairman of Business & Technology Forum, Chaired FAR Technology
Committee, GRI course writer, participated in Interboard Arbitration and Professional
Standards hearings on state level. Active in FAR committee service and education.
Current treasurer of the Florida Real Estate Educators Association for whom he presents
instructor-training courses.
Local: 1997 Chairman of Grievance, Chaired Professional Standards, Realtor® of the
Year, President of the Florida Real Estate Educator’s Association (1999 – 2000)
Chuck’s courses are consistently the top rated presentations at state conventions from
Alaska to Puerto Rico, including the 2004 Florida Association of Realtors Annual
Convention in Orlando. He writes and lectures in Florida, Washington, Oklahoma, Puerto
Rico, Louisiana, South Carolina, Nevada, Wisconsin, New York, Georgia, Pennsylvania,
Idaho and Alaska. He is also a Certified National Association of Realtors™ One
AmericaSM facilitator, sponsor and instructor for Train-the-Trainer sessions. He also writes
courses for the Louisiana Real Estate Commission and Louisiana Association of
Realtors™.
69
Charles Bonamer, cont.
Subject: Transaction Brokerage and Agency
CE EXPRESS
Title: Transaction Brokerage & Agency Relationships
Description: If you're considering working as a transaction broker, you need to know
what Florida law and FREC rules require of real estate professionals assuming this role.
We'll also explore: how to explain alternatives to single agency buyers and sellers; how to
explain the benefits of transaction brokerage; various methods in which transaction
brokers are compensated; how the fiduciary duties of an agent differ from those of a
transaction broker and how to effectively and professionally work with all sides to the
transaction.
CE EXPRESS
Title: At Home with Diversity: One AmericaSM
Description: Learn how to be comfortable with people from other cultures. Make housing
opportunities available to people who don’t know they could own a home for less than
rent. Walk away from the course with a business plan to generate inclusive brokerage
practices. Chuck trains NAR Instructors to teach this course and presents it across the
country. Florida sponsors can purchase this course for a fraction of the fee that Chuck
charges out-of-state sponsors. Approved by the Division of Real Estate, the National
Association of Realtors™ and HUD. Designees are also Certified HUD. Explore new
profit centers and open doors.
Length: 6 hours CE credit, NAR Designation, CIPS, CRB, CRS & WCR credit
Title: The Whole Enchilada – Technology, The Internet and E-Commerce
Description: If all techno stuff is overwhelming, become informed and enabled and take
it all on. You’ll understand, perhaps for the first time, how all of this techno-stuff works
and how you control it, not the other way around.
Learn how to use the Internet to increase your bottom line. This is the lowest cost profitcenter available to any broker or licensees and the resources have to be used wisely.
Always a convention and district event favorite.
Take this course before you purchase equipment or purchase Internet services. When
you’re done with this course you’ll know as much about this stuff as the people who try to
sell it to you. “Now I see how this all fits together,” is a common refrain from students.
Generally, they just say, “Wow!”
This course concentrates on the technology (hardware and software) necessary to serve the
public and to purchase and maintain computer equipment and peripherals at the most cost
effective prices.
Length: 3 or 4 hours CE credit
70
Title: The Art of Zen and the Internet
Description: This course is designed for the intermediate and experienced computer user.
Even the most advanced users rush to the office to make some changes as soon as they
finish this session. Most others walk. Students can’t wait to implement just a few of the
techniques demonstrated in this course. Get inside the mindset of the Internet New
Model. Ever giggle through a techno-ethics session? Ever had a techno-ethics session?
Maybe it’s time to look ahead and get in touch with another reality.
Risk management and liability is explored from many perspectives. Many licensees are
not aware of the potential risks or how to inexpensively minimize them. There are
options. The office of the future may be here today as a virtual entity. Or not.
We demonstrate a working VOW (virtual office website) and explore the concepts along
with concerns expressed by the Realtor™ community. What kind of future office will the
Internet generate? No more brick-and-mortar office and only market a company on a
virtual site? A combo package, maybe?
Title: Core Law
Description: The staple. All changes are incorporated. This course is always up-to-date
and includes changes from the Division of Real Estate, Department of Business and
Professional Regulation, State and Federal regulators.
A comprehensive quick-moving three hours. Just the facts presented at a fast pace. There
is always enough time for questions. Up to three hours of Core Law may be credited
toward the fourteen hour requirement.
Title: Brokerage Relationship Disclosures
Description: Florida Agency law made simple. It’s not rocket science. All changes
implemented plus new forms. There just are not that many options that it should be
complicated. Single agents, non-agents, designated agents and transaction brokers each
have specific rules which are easily satisfied.
Title: Professional Standards and the Code of Ethics
Description: This Professional Standards experience is used to train Grievance and
Professional Standards Committee members in addition to members of the Board of
Directors. It details the specific responsibilities of each group and sharpens hearing and
consideration skills. A good adjunct to Quadrennial Ethics Training. Students assume the
posture of a Grievance Committee and a Professional Standards Hearing Panel from
processing complaints to assembling a Hearing or Arbitration Panel.
Length: 3, 4, or 8 hours CE credit
71
Title: Quadrennial Ethics Training - NAR Mandated course
Description: This course is required for every Realtor™ within any four-year period. It
provides an update on the Code of Ethics and other Professional Standards issues. This
course is approved for three hours of Continuing Education credit. Get Continuing
Education credit and satisfies NAR membership requirements.
Title: New Member Ethics Training - NAR Mandated course
Description: Some Florida Realtor™ groups hire us to teach their new members this NAR
Mandated New Member Ethics training course. Most boards present this on-their-own but
others combine this new member training along with a Continuing Education course for
the rest of the membership. We invite boards and associations to enter into a yearly
agreement to present this course to new members. The premise is to hit the new members
with extensive ethics and training to get them started correctly.
No Continuing Education credit.
Title: No Nonsense Brokerage Management
Description: Learn up-to-the-minute brokerage management options and techniques to
encourage the creation and continuation of a profitable brokerage. Nobody does this for
their health. Nor, is there any need to reinvent the wheel. This comprehensive course
delves into marketing, management liability, standards of practice and an out-the-door
policy for the non-producer. Budgeting and technology considerations really make this a
well-rounded course for the broker or manager. Consideration of colleagues and a wise
use of human resources create an environment which encourages production. An add-on
module provides each student with a policy manual.
Length: 3 or 4 hours specialty CE
Title: Cruisin’ for Diversity: Marketing Diversity on the Internet
Description: Is your customer and principal base diverse? Is your office diverse? Do
both truly reflect the diversity in the area that you serve? Is diversity a goal of current
management? Do the models in your brokerage ads reflect the diversity concept by being
representative of our market and display people in equal social settings?
Fair Housing Laws are reinforced and ideas are introduced to reach more minority groups.
Use of the Internet illustrates, through examples, how to build a diverse web page and
welcome people from other cultures to the site. Learn how to track visitors to your sites
and how to link to diversity groups and use banners to create an inclusive web site and
generate an additional profit center. Add links to your web site including non-government
immigration information, translation engines and other tools to reach out to minority
communities.
Length: 3 to 4 hours CE credit
72
Jorge Cantero, CIPS, CRB, CRS, GRI, TRC
EWM, Inc., Realtors®
901 South Miami Avenue
Suite #215
Miami, Florida 33130
305/530-1900 (Office)
305/793-5197 (Cell)
305/530-8383 (Fax)
International Real Estate, Financial Analysis, Exchanging & Management.
He has been a Realtor® in Florida since 1985, and in New York from 1972- 1982.
FAR: Professional Development Committee earned Honor Society for the past 7 years
from the Florida Association of Realtors® and The Realtor® Association of Miami and the
Beaches. In 1996, he was awarded Realtor® of the Year. Jorge is Past-President of the
Realtor® Association of Miami.
NAR: He is a Certified International Property Specialist (CIPS) instructor since 1995, has
served as Chairman of the National Association of Realtors® (NAR) International
Operations Committee, and he was also a member of Fannie Mae's 1998-1999 National
Advisory Council.
Member, Florida Realtor® Institute faculty
Instructional Training
Instructor Training Institute (ITI)
CE EXPRESS
Subject: Property Management
Title: Property Management for the Real Estate Practitioner
Description: This course was designed primarily for the residential real estate agent.
There will be instances in your career when you may be asked to either manage or rent a
home apartment or condominium unit. This course provides the basic knowledge of why
you're needed, what will be expected of you, how to operate a management office, the
legal environment and ideas on where to obtain management clients and prospective
tenants and concentrates on FS 83 Landlord Tenant Law.
73
Jorge Cantero, cont.
Subject: Exchanging
CE EXPRESS
Title: Tax Deferred Exchanges
Description: This program involves the basic exchange formula. Awareness of the
principles and basics of exchanging will add a new dimension to your real estate practice.
Exchanging is a growing segment in the industry and can add to the practitioner’s success
in the marketplace.
74
Susan A Collins, M.S. Ed.
Positive Conflict Management (PCM) Associates, LLC
239 Pebble Beach Blvd, Suite 307
Naples, Florida 34113
732/580-4529 (Office)
Sue Collins is a master facilitator who is recognized nationally for her experience and
expertise in conflict resolution and communication, negotiation, and mediation skills. Her
real estate seminars adapt these skills to assist realtors to sell more homes in less time by
identifying and meeting the often complex needs of clients. Sue’s dynamic seminars are
interactive, practical and provide each participant the opportunity to master the “people
skills” necessary for success in the highly competitive real estate market.
Consultant in human relations professional development for realtors to Goodstein Realty,
NY, NY, and Esther Muller’s Real Estate Academy, NY, NY. Presenter to: Highlands
Association of Realtors, Flagler County Association of Realtors, New Smyrna Beach
Board of Realtors, Ocala/Marion County Association of Realtors, Osceola County
Association of Realtors, Punta Gorda/Port Charlotte/North Port Association of Realtors,
Realtors Association of Citrus County, Venice Area Board of Realtors and West Volusia
Association of Realtors.
A veteran educator and facilitator for over 30 years experience, Sue has designed and
delivered seminars throughout the United States. She is proficient in many interactive and
creative training methods that are participant focused and designed to maximize energy
and involvement. All of her seminars are designed to actively engage realtors as they
learn and practice how to:
● Manage conflict in a positive and constructive environment
● Put together contracts that address the concerns of all parties
● Successfully navigate clients from contract to closing
● Increase the number of repeat clients and referrals
● Sell more homes in less time
She holds a Bachelor of Science Degree from Wagner College and a Masters Degree in
Adult Education from Rutgers University. She is a certified mediator, negotiator and
meeting facilitator, and has completed the FAR Instructor Training Institute (ITI).
Additionally, Sue has trainer certifications from the National Crisis Prevention Institute
and the National Multicultural Institute. She has also completed training in Steven
Covey’s, The Seven Habits of Highly Effective People.
75
Susan Collins, cont.
Subject: Human Relations Skills
CE EXPRESS
Title: Customer Satisfaction…The Bottom Line®
Description: Learn how to:
• Identify the real motivations of buyers and sellers and save time
• Put together win-win deals that keep both parties satisfied
• Keep clients focused to avoid unnecessary delays
Length: 3 hours CE Credit
CE EXPRESS
Title: Customer Satisfaction: Managing Challenging Clients®
• Diffuse volatile situations that could be deal breakers
• Set the tone for collaborative problem solving
• Save time and money while expanding your client base
CE EXPRESS
Title: Advanced Communication Skills for REALTORS®
• Keep open the lines of communication with even the most challenging clients
• Watch “body language” for what is not said to avoid costly misunderstandings
• Ask the right questions to get to the root of a problem and solve it
CE EXPRESS
Title: Conflict Resolution for REALTORS®
• Get clients to work with you to solve problems and keep more clients
• Get the reputation of a “problem solver” and increase your client base
• Generate solutions that meet everyone’s needs and close in less time
. Length: 3 hours CE Credit
All seminars are a combination of PowerPoint TM driven lectures, small and large
group activities and interactive discussions. Case studies reflect real life situations
occurring in the world of real estate.
Positive Conflict Management (PCM) Associates, LLC
43 Carrs Tavern Road
Clarksburg, NJ 08510
Phone: 609/208-0840
234 Pebble Beach Boulevard
Suite 307
Naples, FL 34113
Phone: 732/580-4529
245 West Bay Road
Freedom, NH 03836
Phone: 732/580-4529
Continuing Education for the 21st Century REALTOR®
76
Audrey M. Conti
1342 Colonial Boulevard, Suite F-44
Fort Myers, Florida 33907
239/433-4200
239/433-4888 (Fax)
Audrey M. Conti is a Licensed Real Estate Broker, owner of SCJ Commercial Realty,
Inc., a Licensed Real Estate Instructor, General Certified Appraisal Instructor, Permit
Holder and owner of Academy of Real Estate Education, Inc. She is also a Licensed
Mortgage Broker, a Certified Residential Contractor, a Florida Association of Realtors®
(FAR) speaker and a Graduate Realtor® Institute (GRI) and Instructor Training Institute
(ITI) certified. Audrey established the Academy of Real Estate Education, Inc. in Fort
Myers, FL in 1988. The Academy teaches pre-sales, pre-brokers, post courses for sales
agents and brokers, appraisal classes and an array of continuing education courses.
Licensed since 1982 as a real estate agent
Owner/Operator of SCJ Commercial Realty since 1990
Owner/Operator of Academy of Real Estate Education, Inc. since 1988
Local: Member of the Realtor® Association of Greater Fort Myers and the Beach, Cape
Coral Association of Realtors®, Sanibel & Captiva Islands Association of Realtors®, Inc.
in a Realtor and /or Affiliate capacity.
Real Estate and Appraisal Instructor
Instructor Training Institute, (ITI) Certified
Subject: Ethics
Title: Ethical Behavior in Real Estate "Dead or Alive"
Description: This course encompasses ethics from different perspectives, through lecture,
discussion and case studies. A lively course which involves the students in open
discussion about ethics and the practical application of the ethical challenges that they
have to face everyday.
77
Audrey Conti, cont.
Title: Code of Ethics
Description: This course is approved for 3 hours of continuing education credits and
complies with the National Association of Realtors® (NAR) every four years requirement.
Set up to mirror real life situations, this course will encourage the students to think about
the articles, violations and the law. In order to make this class interesting, educational and
fun, there will be lively discussion of actual case studies. Materials in the course include a
copy of 475 FS, 61J2 and the Code of Ethics and Standards of Practice of the National
Association of Realtors® (NAR).
78
Wallace J. Conway
Florida HomePro Inc.
2950-201 Halcyon Lane
Jacksonville, FL 32223
904-268-8211 (Office)
904-268-8213 (Fax)
Web: www.WallyConway.com or www.GoHomePro.com
Respected as an expert in the discovery, disclosure, and documentation of construction
and inspection related issues in residential properties, Wally has an uncanny ability to
make the complex simple, and the frightening comfortable. He is the author of the book
“Secrets of the Happy Home Inspector”.
Wally founded Florida HomePro, Inc. in 1994. HomePro is among the largest
independently owned inspection and consulting firms in Florida. He is a frequent
consultant and trainer to real estate and inspection companies. Has authored and instructs
numerous courses approved by the Florida Real Estate Commission for the Continuing
Education of Real Estate Licensees.
Active as an affiliate member of the Northeast Florida Association of Realtors®,
(NEFAR) since 1994, Wally is a tireless supporter of Realtor® causes, principally
education, RPAC and legislative affairs. He has received numerous honors and much
recognition for his outstanding service. Awards from NEFAR include Affiliate of the
Year, the Presidents Special Recognition Award, the Presidents Service Award, and
numerous RPAC plaques.
Involved with agent education as a platform speaker since 1996, Wally has taught CEU
classes in more than 25 real estate boards across Florida. Believing that entertainment is a
vital element in education, Wally continues to hone his presence and presentation skills on
television as a featured inspector on the HGTV series “House Detective”, on radio as host
of “The Happy Home Inspector Show”, and on the platform as a member of The National
Speakers Association. Wally has delivered over 500 presentations to real estate
professionals, inspectors, builders and buyers. He was a speaker at the 2005 NAR
Conference in San Francisco.
79
Wallace Conway, cont.
Wally is a graduate of the U.S. Naval Academy, former Navy flight instructor, and
classroom presenter. He has completed the FAR Instructors Academy Program as well
as extensive training with the National Speakers Association.
Subject: Managing Mold and Moisture in Homes
Title: Is There a Fungus Among Us?
Description: Learn the keys to closing deals while managing liability. Disclosure and
documentation are made simple and the mold testing myth is put to rest. The purpose of this
seminar is to familiarize students with the fundamentals of the discovery, discussion, and
disclosure of Indoor Air Quality (IAQ) issues. The specific areas of mold, bacteria, and
particle contaminates are addressed to better prepare agents to address the concerns of
customers, who are faced with increased medical and media evidence that the indoor
environment is a potential risk to occupant health and real estate value. The goal is to ensure
that the issues most often encountered during the real estate transaction are responsibly
disclosed to ensure the best interest of their customer is met in a comfortable and proper
manner.
Length: 3 or 4 Hours CE Credit
Subject: Managing the Home Inspection Process in the Real Estate Transaction
Title: Secrets of the Happy Home Inspector
Description: Is it possible that real estate professionals can come to view home
inspectors as deal closers and not deal killers? Should you refer home inspectors, should
you participate in the inspection, and why is ASHI certification of inspectors so critical to
agent risk management? Myths will be addressed and put to rest! This course is certain to
cause you to view home inspectors in a different light. The purpose of this seminar is to
familiarize real estate agents with the elements of the home inspection process. Agents
will more fully understand the home inspection procedure as related to the fundamentals
of the real estate transaction, and will in turn be better equipped to integrate the inspection
and the transaction in the best interest of their customers.
Length: 3 Hours CE Credit
Subject: Managing Disclosure Issues in the Real Estate Transaction
Title: Dealing with Difficult Disclosures
Description: From day one, real estate professionals are hammered with more and more
disclosure issues. How do you discuss these difficult subjects with your customers
without scaring them to death or being liable for risks you know little or nothing about?
Essential disclosures such as lead paint, termite issues, asbestos, and mold are covered in
simple detail. By course end you will be more than comfortable with both the
documentation and discussion of some of real estates toughest topics. The purpose of this
seminar is to familiarize students with viable, variable, and valuable solutions to a
multitude of difficult issues. The focus is on a full and proper disclosure not only of the
elements necessary for compliance of applicable law, but equally as important to the
transaction, solutions to the problems that can be explained to and executed by the parties
to the transaction.
80
Wallace Conway, cont.
Subject: Managing WDO, Mold, and Repair Issues
Title: When Good Wood Goes Bad
Description: Join Wally in a lively exploration of all things wood. From the WDO Report to
repair specification, contractor selection, and even mold testing, if it has to do with wood,
Wally will walk you through it. The purpose of this seminar is to familiarize real estate
professionals with the fundamentals of the discovery, documentation, disclosure,
specification, and completion of repairs to real property when damage or evidence of mold or
wood destroying organisms is present. The specific areas of mold testing, disclosure, the
WDO report and seller disclosure will be addressed in detail. Additionally, scope of work,
material options, and contractor selection will be addressed to prepare agents to best meet the
needs of the consumer who is faced with increased concerns for present risk and future
expense associated with their purchase. The goal is to ensure that the issues most often
encountered during the real estate transaction are responsibly addressed to ensure the best
interest of their customer is met in a comfortable and proper manner.
Subject: Managing Storm and Flood Issues in the Real Estate Transaction
Title: Gone with the Wind
Description: Is there really any such thing as a hurricane-proof house? How do we calm,
comfort, and close buyers moving to the Sunshine State? Essential issues from building codes
to wind zones to flood maps are covered in simple detail. By course end you will be
comfortable with all you need to know about wind, rain, and residential construction. The
purpose of this seminar is to familiarize real estate professionals with the fundamentals of
hurricane storm issues confronting homebuyers and sellers. The specific areas of identifying
hurricane dynamics, customer anxieties, code and construction, homeowners, flood and wind
insurance will be addressed to prepare agents to best meet the needs of the consumer who is
faced with fears and risks associated with hurricane storms, yet a desire an economic need to
make sound decisions. The goal is to ensure that the issues most often encountered during the
real estate transaction are responsibly addressed to ensure the best interest of the customer is
met in a comfortable and proper manner.
Subject: Managing Repair Issues
Title: Risk Reducing Remedies for Real Estate Repairs
Description: Tired of your repair requests ending up as frustrating obstacles to a fast closing?
Getting calls after closing that a repair is incomplete or failing? You need to attend this
seminar! Repairs are the number one consumer complaint. Learning to prepare proper repair
requests, screen repair people via licensing and permit requirements, and ensure responsibility
rests rightfully with someone other than the real estate professional is only a course away.
The purpose of this seminar is to familiarize students with the fundamentals of the discovery,
documentation disclosure, specification and completion of repairs to real property. The
specific areas of scope of work, material options, and contractor selection will be addressed to
prepare agents to best meet the needs of the consumer who is faced with increased concerns
for present risk and future expense associated with their purchase. The goal is to ensure that
the issues most often encountered during the real estate transaction are responsibly addressed
to ensure the best interest of their customer is met in a comfortable and proper manner.
(See Speaker List for another 3 hour CE credit course by Wallace Conway).
81
Roy Crecelius, CPM
ERA Neubauer Real Estate, Inc.
10740 Hutchison Blvd.
Panama City Beach, Florida 32407
850/522-7453 (Office)
850/258-6750 (Cell)
850/236-7680 (Fax)
Property Management, Commercial Leasing
25 years experience in all aspects of property management, including residential, retail
and office properties.
2005 Association President
2004 President-elect
2000 Association President
1999 President-elect and MLS Chairman
1998 Administrative Vice President
1997 Director
1996 RPAC Chairman
1993 Property Manager of the Year
1992 Property Manager of the Year (Bay County Association)
Licensed Real Estate instructor since 1988. Subjects taught include Principles and
Practices, Broker Post-License, Broker Management, Sales Post-License, Property
Management
CE EXPRESS
82
Steve David, CRB, CRS, GRI, MBA, LCAM
Florida Professional Real Estate
2737 E. Oakland Park Boulevard, #203
Fort Lauderdale, Florida 33306
954/565-0014 (Office)
954/568-0041 (Fax)
Brokerage management, property management, multi-family residential ownership and
brokerage, consulting, court appointed receiverships and expert witness testimony
In addition to the areas listed above, Steve has developed and owns several residential and
condominium projects, retail centers, office buildings and warehouses. He owns one of
Fort Lauderdale's largest independent real estate firms; served as a commissioner for the
Port Everglades Authority, led negotiations in England, Ireland and Japan. Served on the
Planning & Zoning Board of Pompano Beach and Pompano Beach Education Advisory
Board.
NAR: member, convention speaker
FAR: Professional Development Committee Chairman in '94 and 2005, Board of
Directors, Legal Issues Committee, Vision Committee, DVP District 11, Chairman
Regulatory Reform Task Force Committee, Strategic Planning
Local: past president; past treasurer; Director Governmental Affairs Chairman, President
1994 Realtor® of the Year, 1997 FAR Individual Education Award Winner
Member of Instructors Academy since 1978, has taught at several NAR/FAR conventions
and district conferences, Realtor® Institute faculty since 1988; author or co-author of
several Realtor® Institute and CE Express courses including contracts, property
management, marketing, transactional skills, negotiation skills, transaction brokerage,
unbundling, Road to a Successful Closing, Boot Camp I and II, Home Office: Financial
Rewards, So You Want to Be a Broker…, urban growth and others. Best Article Award
from Florida Realtor® magazine; published several times in the Florida Realtor®
magazine, Empire State Realtor, Colorado Realtor® news, etc.
83
Steve David, cont.
CE EXPRESS
Subject: Contracts
CE EXPRESS
Title: Completing an Effective Purchase & Sales Contract
CE EXPRESS
explain, from the Seller’s perspective, when an option to purchase may or may not be in
his or her best interest; define how the buyer benefits from a delayed closing; explain how
the seller might benefit from a delayed closing; briefly outline for the customer, how the
option is financed.
84
Steve David, cont.
CE EXPRESS
CE EXPRESS
Title: Economic and Market Analysis and Benefits to the Consumer
Description: At the end of this course, the student will be able to: extract absorption data
from various sources and use it productively; identify trends in demographic shifts and
convert those into forecasts of future activity; list several sources of information and the
applicability of the data they offer; complete a preliminary feasibility study based on data
provided in class and the knowledge gained from the course; create a "do plan" to increase
your sales volume based on market-derived facts.
CE EXPRESS
significantly higher volume of closed transactions. Recommended reading is “Why is
this happening to me again” by Michael Ryce.
85
Steve David, cont.
CE EXPRESS
transaction broker, and how to effectively and professionally work with all sides to the
transaction.
Subject: Investing
CE EXPRESS
Title: Single and Multi Family Investing
Description: As real estate practitioners, it is difficult to acquire financial stability
through commission income alone. Real wealth and financial stability can come from
ownership and control of the real estate asset. This course, written and practiced by the
instructor is a step-by-step "how to acquire residential real estate" program. This course
includes actual transactions, tax returns, cash flow analysis and landlord tenant “hazards.”
CE EXPRESS
Title: Real Estate Investment Analysis Made Easy
Description: The purpose of this course is to simplify the analysis of investment real
estate for those not otherwise experienced in this specialty. When you’ve completed this
course, you will be able to calculate cash flow, cash on cash returns, depreciation
schedules, and ultimately determine the suitability of a specific building for your
purposes.
86
Steve David, cont.
Subject: Listing/Brokerage Management
CE EXPRESS
Title: Unbundling (Menu) of Services
Description: By the end of this course, the student will be able to determine if unbundling
is appropriate for his/her customers, based on a customer’s specific circumstances and
needs; segregate costs from profits in determining profitable business practices; construct
a cost analysis matrix; identify the brokerage firm’s direct costs associated with marketing
a listing; differentiate seller’s commission costs between direct, indirect, overhead and
profit and list the differences between a gross commission full service listing and an
unbundled offering so the seller will clearly comprehend the choice before them.
CE EXPRESS
Title: Risk Management
Description: By its very definition, risk management assumes there is a risk or risks to be
managed. In virtually every business endeavor, risk is a byproduct of existence. In the
real estate profession, risk exists on several fronts. In fact we don’t even have to have a
transaction in order to create risk. This course will speak to and help you avoid the most
common risks associated with the ownership of a Brokerage firm and the practice of Real
Estate sale. This course presents several recommendations, but should not be construed as
the final word on risk management. Your job is to understand the risks, prepare for them,
and avoid the creation of unnecessary risk.
CE EXPRESS
Title: “So You Want to be a Broker…”
Description: By the end of this course the student should be able to: list the agency
options the broker’s sales associates could offer the public; state the conflict(s) that could
arise between practicing single agency for both buyers and sellers in the same brokerage
firm; construct a Profit and Loss statement; contrast the operating expenses of a franchised
firm to those of a non-franchised firm; categorize and list the broker-owner’s
responsibilities between FREC compliance and tax compliance; construct a timeline from
office inception to profitability based on market driven assumptions; differentiate and list
the pros and cons of the compensation plans discussed in the course.
87
Steve David, cont.
Subject: Career Development
CE EXPRESS
Title: Boot Camp
Description: This course is about the realities of succeeding in the Real Estate profession.
The material discussed in this course if practiced on a regular basis, will virtually
guarantee your success. It isn’t easy, because there is no easy road to success. This
program is about knowing what to say, when to say it, and being accountable for the
results. These are word-for-word techniques. Learn them, memorize them, and
internalize them.
Subject: Tax
CE EXPRESS
Title: Tax Effects of Single and Multi-Family Rentals
Description: By the end of the course the student will be able to: explain the difference
between ordinary income and capital gain income; identify items that can and cannot be
deducted against gross rental income; state the conditions under which the last month’s
lease payment is taxable; state the condition under which an insurance premium may be
tax deductible; list deductible expenses against gross rents; define capital improvements;
state the applicable rules that apply when a rental manager is allowed to live rent free, for
services provided to the landlord; state the appropriate way of handling payments to your
children who work for you; state the depreciation allowance on a residential rental; given
enough information, calculate the Cash Flow After Tax.
CE EXPRESS
Title: Tax Law Changes
Description: This course will teach the real estate student tax law changes that are in
effect now. You will be instructed on the specific requirements in dealing with taxdeferred exchanges. Also discussed are: errors in filing tax returns that affect the Real
Estate marketplace, investment interest as a deduction, audit problems involving the
mortgage interest deduction, tax form changes and reasons for those changes and a
question and answer period.
88
Steve David, cont.
CE EXPRESS
Title: Home Office: Financial Rewards (tax benefits)
Description: This course will utilize an IRS Schedule C form, and the student will be able
to identify those items that are deductible from income. You will also learn how to
differentiate between direct and indirect expenses and how to calculate the tax basis of
office equipment upon disposition.
Also discussed are: computing the exempt capital gains upon the sale of their personal
residence and determine the taxable gain of the office portion of the residence, as well as
depreciation and auto deductions.
Subject: Exchanging
CE EXPRESS
Title: 1031 Exchanges
Description: We’ve all heard of a 1031 Exchanges, but few of us have actually been
involved as a salesperson or Broker. In this course you will learn to: Calculate the
depreciated basis, the depreciation recapture and the total depreciation taken of a given
property; Select from a list, like kind properties; List the three primary types of tax
deferred exchanges; Differentiate between an Investor and Dealer status. Armed with this
information you’ll be more confident in recommending an exchange when the needs of the
parties might dictate this method.
Subject: Time Management & Planning
CE EXPRESS
Title: Where Does the Time Go?
Description: At the end of this course, the students will be able to: List small objectives
to accomplish the bigger picture, Define the harder tasks in order to prioritize, Institute
systems in order to stay on track, List and avoid time wasters, Describe three ways to be
consistent tasks, Describe the W.I.N. formula to prioritize when havoc occurs, Explain the
purpose for planning, List the three steps in business planning, Describe
undercapitalization, List 8 business expenses, Determine the number of phone calls to
make per week to achieve their goal, Determine how many listings needed to achieve their
annual goal.
89
Cynthia DeLuca, ABR, ASR, GRI
Total Realty Corp.
213 Homestretch Boulevard
Deland, FL 32724
386/734-5155 (Office)
386/734-7921 (Fax)
[email protected]
Website: www.totalrealtycorp.com
www.cynthiadeluca.com
Residential Sales, Multi-Family Investment Sales, Land Tract Sales, Commercial Sales,
and Property Management.
A Realtor® since 1999, Cynthia has acquired her ABR, ASR & GRI Designations, has
had hundreds of hours of classroom education, is a Broker/Owner at Total Realty Corp. in
Deland where she is a native, is a Multi-Million Dollar Producer, and has been highlighted
in both the FLORIDA REALTOR® Magazine and the National REALTOR® Magazine.
FAR: Young Professional Task Force, Education Committee, and Communications
Committee, Board of Directors, FAR Honor Society Member, Property Management
Council, Professional Standards, Faculty Development Subcommittee, Professional
Development Committee.
Local: Education Committee, Program Committee, Grievance Committee, Legislative
Committee, President-Elect 2004, President 2005, Past Secretary, Past Board of Director,
and Honor Society Member.
For previous company, a national company, training other licensees. Speaks regularly at
Realtor® meetings. President of West Volusia Association of REALTORS® for 2005.
Written and developed many courses for the Florida Association of REALTORS®
CE Express Instructor and GRI Instructor.
Teaches CE Express Courses: Completing an Effective Purchase & Sales Contract; Goal
Setting; How to Make the Most of Your Property Management Business; Preparing a
Listing Contract; Property Management for the Real Estate Practitioner; Roadmap to a
Successful Closing; GRI-1: Business Planning; Contact to Contracts; GRI-3: Property
Management.
Instructional Training:
Instructors Training Institute (ITI) FAR
90
Cynthia DeLuca, cont.
Subject: Contracts
CE EXPRESS
the table.
CE EXPRESS
CE EXPRESS
Title: Preparing a Listing Contract
Description: Upon completion of this course, the student will be able to:
• Explain the basics of a listing contract
• Understand the different types of listing agreements and the duties that come with
each of them
• Identify the protected classes under fair housing laws
• Understand which fees the seller may or may not be expected to pay on a seller’s
net proceeds estimate
• Answer typical questions about the expenses and proceeds by a seller
• Prepare a seller’s net proceeds estimate
• List other forms and disclosures necessary when listing property for sale
91
CE EXPRESS
CE EXPRESS
Title: How to Make the Most of Your Property Management Business
Description: This course was designed for the growing property manager. It will provide
you with tips on how to increase your profit by adding income and decreasing your
expenses. You will learn about how to make the most of your time, resources and lower
your vacancy rates. In turn, you will be able to better serve your customers, make them
money on their investments and grow as a property manager.
Upon completion of this course, the student will be able to:
• List three sources a new property to rent comes from
• Be able to calculate a fair and competitive rent value
• Be able to list three ways to avoid vacancies whenever possible
• Be able to recite how to deal with notification of upcoming vacancies and how to
handle re-renting the property
• Be able to explain how to secure a new tenant through an application and
screening process
• Be able to give solutions to normal maintenance issues that arise
• Be able to list the cons of on-site management
• Be able to state the importance of walk-thru inspections
• Be able to list where they can anticipate referrals to come from
92
Subject: Career Goals
CE EXPRESS
Title: Goal Setting
• Identify what a goal is
• List the key elements of a goal
• Determine statistical information regarding their sales price, % of buyers vs. sellers
and know where their leads come from that result in closed transactions.
• Calculate their average commission earned
• Differentiate between their goal gross income and their goal net income and know
why it’s important to have both in their goals
• Specify which activities they should do and how often in order to achieve their
goals
• Know what their time is worth at the income level they want to earn
• Prepare clear, concise written goals which are attainable.
Subject: Contracts
CE EXPRESS
Title: Preparing a Listing Contract
• Explain the basics of a listing contract
• Understand the different types of listing agreements and the duties that come with
each of them
• Identify the protected classes under fair housing laws
• Understand which fees the seller may or may not be expected to pay on a seller’s
net proceeds estimate
• Answer typical questions about the expenses and proceeds by a seller
• Prepare a seller’s net proceeds estimate
• List other forms and disclosures necessary when listing property for sale
93
Linda Dix, CRS, GRI
5991 Thornton Lane
Tallahassee, FL 32308
850/402-0612
850/656-0215 (Fax)
Real Estate Broker since 1981.
FAR: DVP for FAR, and served on various committees.
Local: Treasurer-1985, President-1988, and has Chaired or been a Member of almost
every committee at her local Board. Instructor at the Tallahassee Board.
A licensed Real Estate Instructor since 1982 and has taught FREC courses including law
all these years. Certified Instructor for Top Producer Compute Software and has taught
classes for Top Producer throughout North Florida area. Linda has also spoken at
seminars to the public about Home buying and Selling and she has taught at the
Tallahassee Community College.
Instructors Training Institute, FAR
CE EXPRESS
Title: Boot Camp
internalize them.
94
Linda Dix, cont.
Subject: Contracts
CE EXPRESS
95
Michael Eastham
Global Lending Group
140 N. Westmonte Drive, # 204
Altamonte Springs, FL 32714
407/388-1036 ext. 140 (Office)
407/718-0055 (Cell)
407/388-1056 (Fax)
Mortgage and Real Estate Strategies; Finance and Mortgages
President of Global Lending Group for over 5 years; involved in real estate and finance
industry for over 25 years.
Florida Association of Realtors® (FAR) instructor for 3 years; provides Continuing
Education for Realtors®, Financial Planners, Insurance Planners and is the host of the
radio show “Your Home, Your Money” for over 3 years.
Subject: Mortgage
CE EXPRESS
Title: Working with Buyers Who Have Had a Bankruptcy
Description: The purpose of this program is:
•To explain the basics about bankruptcy and its effects on the real estate buyer
•To correct the misconceptions about bankruptcy
•To inform the attendant about the various guidelines that lenders have regarding buyers
who have had a bankruptcy
•To explain how to work with buyers who have had a bankruptcy
•To explain how to prepare for a mortgage if your client has had a bankruptcy...
96
Michael Eastham, cont.
Subject: Tax
CE EXPRESS
CE EXPRESS
CE EXPRESS
97
Jerry Ericksen
20940 Andiron Place
Estero, FL 33928
239/992-8210 (Home)
239/565-0947 (Cell)
Negotiating skills and techniques
Real estate licenses since1969
Real estate broker since 1973
Professional speaker –Past member of the National Speakers Association
Instructor for Edison Community College - Ft. Myers, Naples
Lee County North Vo-Tech High Business Development
Major Corporate Trainer
Florida Association of Realtors® (FAR) Speaker’s Bureau
CE EXPRESS
significantly higher volume of closed transactions.
Title: Speaking in Public
Description: A fun and fear free approach that allows you to get up in front of any size
group with confidence.
Length: 4-8 hours No CE credit.
98
Jeanne Gavish, GRI, SRES
EXIT Gulf Shores Realty
Nature Coast Real Estate School
P.O. Box 10144
Brooksville, Florida 34603
813/929-8883 (Office)
352/650-1029 (Cell)
E-mail:[email protected]
Residential Sales, Brokerage Management, Property Management, Training.
Originally licensed since 1990, Jeanne received her GRI designation in 1991 and has been
a broker since 1997. As a Broker/Owner for the majority of the last 10 years, her primary
focus has been training/mentoring agents. She earned her real estate instructor’s license in
2001 and began teaching real estate and mortgage broker licensing courses. She
graduated from Florida Association of Realtors® (FAR) Instructor Training Institute (ITI),
which enhanced her instructional abilities. She received her Seniors Real Estate Specialist
(SRES) in 2005 and feels passionate about serving the senior community in her area. Her
property management experience was gained first-hand in 1997, when she acquired a real
estate company with a thriving residential property management division.
Jeanne has served on the Board of Directors, Chaired the Government Affairs Committee
and currently sits on the Professional Standards Committee of the Hernando County
Association of Realtors®. She sits on the Education Committee of the West Pasco Board
of Realtors®, and teaches the National Association of Realtors® (NAR) Code of Ethics.
Currently the owner/instructor of Nature Coast Real Estate School and Nature Coast
Mortgage School, Jeanne is the past Chair of the 1,000 member Greater Hernando County
of Commerce, where she regularly speaks at functions as well as presiding over
breakfasts, banquets and meetings. She is also gubernatorially appointed to the PascoHernando Community College board of trustees, which she chaired for two terms, giving
commencement speeches at graduation. She teaches orientation courses and Code of
Ethics for the Hernando County Association of Realtors®.
99
Jeanne Gavish, cont.
CE EXPRESS
100
Dr. Eugene R Gibbins, ABR, ABRM, CIPS
CRB, CRS, GRI, e-Pro
1914 SW Cycle Street
Port St. Lucie, Florida 34953
772/971-7134 (Office)
772/336-4101 (Home)
877/723-3987 (Fax)
Residential Sales, International transactions, commercial sales, 1031 exchanges
26 years including residential brokerage, management investment brokerage and property
management
Local: Treasurer 1995; President elect 1996; President 1997; Regional MLS Secretary in
1997 and President in 1998
FAR: Director 1997; Chairman – International Subcommittee 1999; Chairman – Business
Trends & Technology Committee 1999; District 3 Vice President 2000; Chairman, Realtor
Institute Subcommittee – 2001 and various committees
NAR: Director 1997; Member – International Communication Subcommittee - 1998
International Council of the Treasure Coast: Founder; President, 1999 & 2000
Instructional/Public Speaking Experience & Training
Spokesperson training 1996, 1997, & 1999; 3-day ITI training program; School Board
Election Campaign – St. Lucie County - 1996; Teaching – Indian River Community
College, Webster College, Southern Methodist University, All Florida Real Estate School,
Gibbins School of Real Estate & Technology.
At Home with Diversity Certification; Community College Instructor Certified, Doctor of
Business Administration with major in Real Estate Management
Subject: Exchanging
CE EXPRESS
Description: This program involves the basic exchange formula. Awareness of the
principles and basics of exchanging will add a new dimension to your real estate practice.
Exchanging is a growing segment in the industry and can add to the practitioner’s success
in the marketplace.
101
Eugene Gibbins, cont.
Subject: Fair Housing
CE EXPRESS
Description: This training, built on the letter and spirit of the Fair Housing Act, provides
participants with information about working with buyers of different minority groups,
cultures, and ethnic backgrounds. The one-day course focuses on increasing diversity
awareness, building cross-cultural skills, and developing a diversity business plan.
CE EXPRESS
102
Ric Giumenta, CRB, CRS, GRI, e-Pro, ITI
Giumenta School of Real Estate
4871 NW Palm Coast Pkwy, Ste 3
Palm Coast, Florida 32137
386/246-3131 (Office)
386/246-3162 (Fax)
Web site: http://www.GiumentaSchoolofRealEstate.com
Real Estate Licensing Courses, Brokerage Relationships, Fair Housing, Law, Sales &
Safety
Began real estate in 1986. Licensed as a Broker and Permitted Instructor in Florida. Has
been an award winning Salesperson for ITT Community Development Corporation,
Training Manager and General Manager for a Local Prudential Affiliate and presently the
Broker/Owner of Exit Realty First Choice.
Ric has chaired the Florida Association of Realtors® (FAR) Institute Sub-Committee, the
Curriculum Review Work Group, the Faculty Developments Sub-Committee and the
Professional Development Committee. He has been the Education Committee Chairman;
founded and chaired the Realtor® Watch Committee with the Flagler County Sheriff’s
Office for the Flagler County Association of Realtors® and is a member of the Women’s
Council of Realtors® (WCR). He served as President of the Flagler County Association of
Realtors® in 2004 and was awarded the Realtor® of the Year in 2005 by Flagler County
Instructs for Florida Association of Realtors® (FAR), and the Giumenta School of Real
Estate.
Florida Association of Realtors® (FAR), Instructor Training Institute.
103
Ric Giumenta, cont.
CE EXPRESS
transaction.
Subject: Personal Assistants
CE EXPRESS
Title: Personal Assistants and the Law
Description: There are several FREC Statutes and guidelines that need to be followed
when hiring a personal assistant. The primary focus of this course is how you as the
Realtor® can stay within those guidelines and run a successful business. This course
includes a list of duties a non-licensed personal assistant and a licensed personal assistant
may perform and how to interview candidates and determine the right person to hire.
CE EXPRESS
Description: By the end of this course, the student will be able to determine if unbundling
is appropriate for his/her customers, based on a customer’s specific circumstances and
needs; segregate costs from profits in determining profitable business practices; construct
a cost analysis matrix; identify the brokerage firm’s direct costs associated with marketing
a listing; differentiate seller’s commission costs between direct, indirect, overhead and
profit and list the differences between a gross commission full service listing and an
unbundled offering so the seller will clearly comprehend the choice before them.
CE EXPRESS
Title: Brokerage Relationships
Description: At the end of this program the students will be able to: Identify the
Brokerage relationships allowed by law. List the duties of Transaction Brokers, Single
Agents, and No brokerage Relationship Brokers. They will be able to explain the
disclosure process and the timing for the disclosures. Name the exemptions from the
disclosure process allowed in the law. Explain the difference between Transaction
Brokerage and Single Agency.
104
Ric Giumenta, cont.
CE EXPRESS
firm; construct a Profit and Loss statement; contrast the operating expenses of a franchised
firm to those of a non-franchised firm; categorize and list the broker-owner’s
CE EXPRESS
CE EXPRESS
Title: Fair Housing & Diversity
Description: The objective of this course is to teach the student how to protect themselves
from liability. The student will be able to name two laws that cover fair housing and list
the seven protected groups in the fair housing act. They will be able to explain the illegal
acts of steering, blockbusting and redlining and also state what answer to give when
confronted with a discrimination problem.
105
Ric Giumenta, cont.
Subject: Safety
CE EXPRESS
Title: Sales and Safety Techniques for Real Estate Sales Associates
Description: This course will teach the student to identify ten Mindsets for Success
techniques for sales. They will learn safe ways to meet customers. Be able to name three
qualifying questions to ask customers to learn their purchasing desires. They will also
learn to identify properties for viewing and state the procedure to narrow down and zero in
on properties. Finally the student will be able to explain the process to help customer’s
overcome objections.
CE EXPRESS
Title: Boot Camp
internalize them.
Subject: Contract Writing
CE EXPRESS
Title: FAR/BAR Contract Writing for Salespeople
Description: At the end of this course the students will be able to:
• Identify contracts that need to be in writing to be enforceable
• List the exceptions to the statute of Frauds
• Identify the different types of contract classifications
• Explain the breakdown of the full purchase price and on which line to place each amount
• Explain the disclosures required on the contract
• Explain the financial ramifications required by Standards D and N
• Identify the different riders needed as attachments to the contract
• Identify the information needed to fill in all of the blanks in the contract
• List the parties and the proper signatures needed to make a binding contract
106
Ric Giumenta, cont.
Subject: Time Management & Planning
CE EXPRESS
Title: Where Does The Time Go?
Description: At the end of this course, the students will be able to: List small objectives
to accomplish the bigger picture, Define the harder tasks in order to prioritize, Institute
systems in order to stay on track, List and avoid time wasters, Describe three ways to be
consistent tasks, Describe the W.I.N. formula to prioritize when havoc occurs, Explain the
purpose for planning, List the three steps in business planning, Describe
undercapitalization, List 8 business expenses, Determine the number of phone calls to
make per week to achieve their goal, Determine how many listings needed to achieve their
annual goal.
Subject: Marketing
CE EXPRESS
Title: Effective Marketing
Description: The two elements that are most needed to make a sale are Marketing and Price.
At the end of this course the students will be able to:
● List various advertising sources
● Identify Target Market sources and Shotgun market sources
● Name three items to use for direct mail
● Explain the National Do not Call law
● Create a working budget and marketing plan
● Identify the most useful marketing techniques through tracking.
107
Ric Giumenta, cont.
Subject: Residential Construction
CE EXPRESS
Title: How to Navigate the Maze of Residential Construction
Description: This seminar is for real estate professionals who wish to expand their
knowledge of plans and specifications for new single-family construction with the goal of
becoming more active in the pre-sale and new home market.
CE EXPRESS
Title: Residential Construction: From the Inside Out
Description: This seminar reviews the basic elements of residential construction and
compares the building techniques and requirements prior to Hurricane Andrew and after
the new code requirements were adopted. This course is designed for the real estate
professional who wishes to expand their knowledge of the construction process,
terminology, energy efficiency, indoor air quality and construction lien law procedures.
Length: 4 hours CE credit & 4 hours Appraiser CE credit
108
Roland D. Guidry, e-Pro
Pat Guidry Agency, Inc.
225 S. Main Street, Suite 10
Destin, Florida 32541
850/ 837-5161 (Office)
850/ 654-4283 (Fax)
Web site: www.rolandguidry.com
Condominiums, 1031 Exchanges, Desktop Publishing, Digital Photography, Internet
Domain & E-mail Setup, and Management (course name: Brand Yourself)
Florida Broker since 1985, condo developer, have owned 9 gulf front condos, been
President of 6 Condo Associations, manager of a vacation rental program, written over 25
articles on condos for the Gulf Coast Condo Owner Magazine, MLS Committee Chair
2005 FAR Director
2004 President of Emerald Coast Association of Realtors®
2004 FAR Director
2004 Destin Realtor® of the Year
2003 FAR Director
Serves on several Florida Association of Realtors® (FAR) Committees to revise contracts
and addendums
2007 Recipient of Florida Association of Realtors® (FAR) Educational Achievement Award
Lecturer from 1981 to Present to Military Schools, Civic Clubs, etc. on his experience as
one of the Pilots and Squadron Commander on the 1980 mission to rescue the Americans
held hostage in the Embassy in Tehran, Iran.
On the job training as an Air Force Briefer
109
Roland Guidry, cont.
Subject: Condominiums
CE EXPRESS
Title: Everything You Wanted to Know About Florida Condominiums
Description: The objective of this course is to teach the students all aspects of Florida
residential condominiums so that they will understand the differences between
condominiums and single family homes in every area of real estate and appraisal activities
in which the differences may manifest themselves. When the student has completed the
course, they will be able to understand: Condominium form of ownership. How
condominiums are legally created and governed. Types of condo developments,
assessment fees, budgets, reserves, financial reports, insurance, association’s and owner’s
coverages. The difference in condo documents provided to pre-construction buyers and
the recorded version provided to resale buyers. The listing and working with buyers
differences between a condo and a house. Vacation rentals of condos in North Florida –
income and expense projections. Taxation issues and 1031 exchanges.
Note: This class is very coastal and North Florida oriented with regards to vacation
rentals.
Length: 3 hours CE credit and or 3 hours FREAB (Appraiser CE credit)
110
Lorna Hall, GRI
4300 N. Tropical Trail
Merritt Island, Florida 32953
321/452-4171
321/432-0130 (Cell)
Real Estate Sales, Title Insurance
Sales Consultant
Over 30 years
Affiliate member of the Space Coast Association of Realtors. Only Affiliate to receive
“Affiliate of the Year” from all three boards in Brevard County. 2001 “Ambassador of the
Year” from Cocoa Beach Area Chamber of Commerce. Sterling member of RPAC.
Local Board of Realtors® education speaker, Chamber of Commerce guest speaker, also
at local community college, Kwainis Club speaker, Patrick Air Force Base guest speaker,
title insurance instructor for major real estate offices
Subject: Title Insurance
CE EXPRESS
Title: Basic Title Insurance Workshop
Description: This course covers: Discussing title insurance alternatives; comparison of
owner and lender title policies; what title insurance does and does not cover; survey
matters; how to calculate title rates (without a rate card); claims; understanding the
procedures of closing; and hints for faster, smoother and sometimes less expensive
closings. The course is enhanced with true stories that illustrate topics for easier
understanding. Paced so that everyone will learn and remember the important information
they need.
111
Barry Jones
P.O Box 7699
St. Petersburg, Florida 33734-7699
727/528-4700
Residential, Commercial, Education
Active broker, educator and licensed real estate instructor. Has extensive training and real
estate license course instruction experience.
NAR: RITE Program instructor
FAR: Director, Education Committee, Special Programs, Marketing, Speakers
Development Subcommittees, FAR Honor Society, and Florida Coordinating Council on
Radon Protection
Local: 1987 Realtor® of the Year, member of most local Board committees: Chairman of
Education, Public Relations, Orientation instructor, editor of the Board newsletter.
Taught salesperson and broker pre-license and post-license courses; "Success Series"
instructor; NAR RITE Program; has conducted seminars on agency, buyer brokering,
landlord/tenant law, radon gas, legal risk and disclosure throughout Florida and in other
states and seminars at NAR’s Annual Convention and NAR’s Mid-Year Meetings on
listing, selling, financing, and prospecting for buyers.
Subject: Law
Title: Avoiding Legal Risk
Description: This course covers misrepresentations of the property and the agent’s role,
latent defects and liability for statements made about property conditions how the courts
look at responsibility, and the dangers of “playing lawyer” when writing or interpreting
offers and contracts and the right ways to shift liability to an appropriate person. Also
covered are the dangers inherent in today’s high-tech world of faxed communications,
web-sites and cellular phones, plus recent actions concerning off-site hazards, referral
fees, license lending, etc.
112
Patti E. Ketcham, CRS, GRI, e-PRO
Ketcham Realty Group, Inc.
322 Beard Street
Tallahassee, FLorida 32303
850/681-0600 (Office)
850/545-5314 (Cell)
850/681-2553 (Fax)
Patti was first licensed in 1979. The Tallahassee Board of Realtors® President for 2008,
she has served in many areas in the real estate industry. Patti began her career in
residential sales and then moved into the mortgage industry. During her more than 15 year
career in lending, she was chosen as the first female President of the Tallahassee Mortgage
Bankers Association, served as Regional Governor for Florida Mortgage Bankers
Association and was appointed to the Governor’s Commission on Affordable Housing.
She earned her Direct Endorsement Underwriters Designation from HUD and served as
the Executive Director of the Tallahassee Lenders Consortium.
During her tenure at the Lenders Consortium, she wrote and taught the First Time Home
Buyers Program, won the HUD Best Practices Award and was certified through
FannieMae for MIP reduction. During the past several years, she has returned actively to
real estate sales and has a wonderful firm, Ketcham Realty Group, Inc. in Tallahassee. She
is actively involved in the day to day business of running a real estate firm. Patti is also
licensed in Georgia and specializes in large plantation tracts in the South Georgia market.
Licensed as an Instructor in both Real estate and Appraising, she has taught for many
years. A self-professed math phobic, she makes financing easy to understand for everyone.
An FSU alumnus, she graduated in 1976.
Patti and her husband Clay are deeply immersed in real estate. Clay is a CCIM, MAI and
former Chairperson of the Florida real Estate Appraisal Board. So, Patti knows how to
spell USPAP and brings a deep love for our industry and a great sense of humor and
balance to her classes.
Involved in the real estate industry since 1979
NAR: member
FAR: Director, Honor Society
113
Patti Ketcham, cont.
Local: 2008 President, Tallahassee Board of Realtors®; Chair of Grievance Committee
for 3 years; Graduate, Leadership Class; Chair, New Members Council 2007; served on
almost all Board Committees through past several years.
Many years of experience teaching principles and practices, both pre and post licensing,
Broker and Sales. Designed and teach First Time Home Buyers Program that won Best
Practices Award from HUD. Teaches Core Law at Tallahassee Board of Realtors® for the
past three years.
CE EXPRESS
114
Virginia “Ginny” Lomagno, GRI
Coldwell Banker Residential Real Estate, Inc.
3401 4th Street N
St. Petersburg, Florida 33704
727/822-9111
727/821-4052 (Fax)
Management, residential and investment properties, consulting, coaching, court appointed
receiver, instructor, negotiating, contract preparation and business planning.
Virginia has been a real estate professional since 1978. As an associate and vice
president of an independent firm in Hollywood, Florida, Virginia sold residential and
commercial real estate, including strip centers, apartment buildings and hotels. She also
participated in the development and sale of a medical office condominium and several
new home communities. Virginia owned her own firm V.I.P. Realty and Development
Corp. in Wellington, Florida, for eight years. She ultimately sold that firm to Prudential
Florida Realty/Arvida Realty, which was acquired by Coldwell Banker. Throughout this
time, she has been involved in every community in which she has lived and worked.
Virginia is a graduate of Leadership St. Pete, President of the 4th Street Business
Association, and Statewide Chairman of Coldwell Banker Cares Foundation; she also
served as co-chair of the St. Petersburg Housing Roundtable. Virginia believes that it is
important to give back to the communities in which we practice our profession.
NAR: Member
FAR: Director, 2003, 2004
Local: Director, Pinellas Realtor® Organization, 2003; Public Policy Committee,
Pinellas Realtor® Organization; Professional Standards Committee, Pinellas Realtor®
Organization; Gold Sustaining Member, Realtors® Political Action Committee; Dean
Course III, GRI, West Palm Beach, 1991; Board of Directors, Central Palm Beach
Association of Realtors® 1988-1993; Chairman Education Committee, 1989; Realtors®
Honor Society Member 1989-1993; Leadership St. Pete 2002; Member, US 19 Mass
Transit Advisory Council 2000-2001; Co-Chair St. Pete Housing Roundtable 1998-2003;
Instructor “Success Series”, West Palm Beach, 1988-1993; Founding Member of Central
Palm Beach Chamber of Commerce
115
Virginia Lomagno, cont.
Virginia has been an instructor for over twenty years. She has taught the “Success
Series” which was developed by National Association of Realtors® (NAR); sat on
various contract panels for her local association; and has been an instructor for Prudential
Florida Realty/Arvida Realty Services/Coldwell Banker. Her main area of expertise is
contract preparation and effective negotiating. Virginia has received training as an
Integrity Coach and has presented a program regarding Agency relationships to a class at
Stetson Law School.
NAR Success Series – Train the Trainer
David Horowitz – Professional Presentations
Arvida and Coldwell Banker instructor training
Florida Association of Realtors® (FAR) Instructor Training Institute (ITI)
Subject: Contracts
CE EXPRESS
CE EXPRESS
understands the personal history that the customer brings to the transaction, the solution
to closing the deal becomes clearly evident. At this course, students will learn the
116
Tony Macaluso, ABR, CIPS, CRB, CRS, GRI, TRC
9492 Bloomfield Drive
Palm Beach Gardens, Florida 33410
561/622-8498 (Office)
561/371-0429 (Cell)
561/626-5411 (Fax)
Web: www.tonymacaluso.com
Residential, commercial, business opportunities, international real estate
Brokerage management, management consultant in multi and single-office operation,
company sales trainer
NAR: Education Chairman, 1994; Chairman GRI State Services, Vice Chairman
Research & Development, Director - 15 years. International Operations Council, Vice
Chairman-International Operations, 2007
FAR: member of various committees and sub-committees, chairman of Education
Committee 1989, District 3 Vice-President 1990, and FAR Vice President-Secretary
1998.
Local: past president of the West Palm Beach Board of Realtors®
Former adjunct professor of real estate at Palm Beach Community College for FREC I:
"Salesman" and FREC II: "Broker," continuing education instructor, Certified Success
Series trainer, Instructor of Real Estate Training Institute, speaker for Chamber of
Commerce, other civic organizations, Realtor® Boards, TV shows and radio shows,
member of Toastmasters International, owner of his own real estate school, Instructor
Training Institute (ITI) instructor, Realtor® Institute instructor for Georgia, Florida, New
Hampshire and Illinois. Teaches Realtors® in eight eastern-European countries. Speaks
at NAR and many state conventions.
Subject: Finance
Title: The Finance Challenge: Scratched, Dented and Bruised Buyers
Description: Every financial opportunity to place a buyer in home ownership is reviewed
including creative financing and programs, which allow buyers with credit, bankruptcy,
divorce and related problems to realize the American dream.
117
Tony Macaluso, cont.
CE EXPRESS
Title: FHA and VA Financing and Sales Techniques
Description: Develop a greater understanding of government financing programs while
you earn three hours of specialty continuing education credit. You'll learn how to
determine which buyers may qualify for FHA/VA financing as well as how to explain
government-financing programs to buyers. By applying principals learned in this course,
you'll help more prospects obtain loans, which will enable you to close more sales.
Students will develop a clear understanding of how to improve their selling skills by
learning about possible ways of handling financing through government programs that
are available to almost all buyers.
CE EXPRESS
Title: FHA/VA Financing, Markets and the Economy
Description: By learning the basic techniques of government lending and applying them
through practice, the professionals in the real estate field will improve their effectiveness
as communicators and as sales representatives. This program focuses on the unique and
special concerns and situations faced by the real estate professional. The goal of the
program is for the student to develop a clearer understanding on how to improve their
selling skills by learning about possible ways of handling the financing through
government programs that are available to almost all buyers.
Length: 3 or 4 hours CE credit (4-hour course includes Markets and the Economy)
Subject: International
Title: Expand Your Business Into The Global Marketplace
Description: Are you looking to expand your present business to increase your income?
Are you looking for a niche market without a lot of competition? International real estate
business is the fastest growing segment of ‘new’ business opportunities for residential
and commercial practitioner. However, it is not just ‘another deal’. Come hear how you
can increase your production; avoid pitfalls and liabilities through an interactive session
with Tony Macaluso, Certified International Property Specialist (CIPS) Instructor and
National Association of Realtors® (NAR) International Instructor of the Year. New
technologies are expanding your opportunities to do global business. Will you be
ready?
118
Tony Macaluso, cont.
CE EXPRESS
Title: Transaction Brokerage and Agency Relationships
We'll also explore: how to explain alternatives to single agency buyers and sellers; how
to explain the benefits of transaction brokerage; various methods in which transaction
transaction.
CE EXPRESS
Description: By the end of this course, the student will be able to determine if
unbundling is appropriate for his/her customers, based on a customer’s specific
circumstances and needs; segregate costs from profits in determining profitable business
practices; construct a cost analysis matrix; identify the brokerage firm’s direct costs
associated with marketing a listing; differentiate seller’s commission costs between
direct, indirect, overhead and profit and list the differences between a gross commission
full service listing and an unbundled offering so the seller will clearly comprehend the
choice before them.
CE EXPRESS
119
John Mangham
Starker Services, Inc.
2221-D Peachtree Road, #220
Atlanta, GA 30309
404/872-1031 (Office)
404/266-2511 (Fax)
1031 Exchanges
Investing in Real Estate
Commercial Real Estate
Broker/Owner since 1989
CPA
National Association of Realtors® (NAR), Florida Association of Realtors® (FAR),
Georgia Association of Realtors® (GAR), (VAR), (AAR) and boards over the southeast
area.
Seventy five thousand programs per year; Radio & TV guest.
Subject: Tax
CE EXPRESS
Title: Tax Effects of Single and Multi Family Rentals
120
John Mangham, cont.
CE EXPRESS
Subject: Exchanging
CE EXPRESS
Description: Tax information is an important aspect of the real estate market. Tax
implications have become a primary consideration of a large number of real estate
transactions. With this information, success of the real estate professional can be greatly
enhanced; problems avoided and extra transactions can become a reality. This program
involves the basic exchange formula. Awareness of the principles and basics of
exchanging will add a new dimension to your real estate practice. Exchanging is a
growing segment in the industry and can add to the practitioner’s success in the
marketplace.
121
Paul M. Marek
c/o Beacon Financial Group at Suntree
410 E Strawbridge Ave
Melbourne, Florida 32901
321/728-2828 (Office)
321/480-3669 (Cell)
321/728-8503 (Fax)
Mortgage Finance
38 years of mortgage lending experience
38 years of Mortgage Lending Experience.
Member of Space Coast Association of Realtors
Education Committee, Member Services Committee
FAR/FREC Faculty member #4078
Member of FAMB & NAMB (Florida & National Association of Mortgage Brokers)
30 years of speaking/teaching at the University of Miami and University of Houston and
Florida Association of Mortgage Brokers.
Subject: Fundamentals of Mortgage Finance
The following nine courses are best when taught together; however, each course will
stand on its own merit and can be taught individually.
CE EXPRESS
Title: “OVERVIEW” of Lending Policy and Practices
Description: This course is an overview and introduction to mortgage financing which will acquaint
the Realtor®, new or experienced, with basics of mortgage lending policy and practice associated with
all three major loan groups, FHA, VA and Conventional loans. Sections will address Mortgage
Appraisals and “Market Value” of property, is it policy, statute or specific guideline. Credit scoring and
other topics specific to lending is also included in this course. Course material is presented over a
4-hour period, using overhead transparencies, lectures and calculation exercises. The instructor involves
all attendees in group discussions and specific basic details in order for the Realtor® to acquire a sound,
basic working knowledge of mortgage lending practice and policies meant to inspire Realtors to become
a “Student of their Business”.
122
Paul M Marek, cont.
CE EXPRESS
Title: VA Mortgage Loans 100% Financing
Description: This course will acquaint the Realtor®, new or experienced with intricacies of the
Veterans Administration mortgage Lending Policy and Practice, including VA Eligibility and basic
qualification needed for buyers to utilize this type of mortgage financing, including the “New” 3-1/5-1
Hybrid Arm’s. Course material is presented over a 3.5-hour period, using overhead transparencies,
lectures and calculation exercises. The instructor involves all attendees in group discussions and
specific basic details in order for the Realtor®® to acquire a sound, basic working knowledge of VA
mortgage lending practice and policies.
CE EXPRESS
Title: FHA Mortgage Loans
Description: This course will acquaint the Realtor®, new or experienced with intricacies of the Federal
Housing Administration Lending Policy and Practice, including the four (4) programs of the National
Housing Act, most used by consumers today. They will learn basics of Section 203B, 245A & B, FHA
Graduated Payment Loans and Section 203-K FHA Purchase/Rehab Loan. Along with the “New”
Hybrid 3-1/5-1 Fixed Arm’s. Course material is presented over a 3.5-hour period, using overhead
transparencies, lectures and calculation exercises. The instructor involves all attendees in a group
discussions and specific basic details in order for the Realtor® to acquire a sound, basic working
knowledge of FHA/HUD mortgages lending practice and policies.
CE EXPRESS
Title: FNMA “Fannie Mae”/ FHLMC “Freddie Mac” Conventional Loans
Description: This course will acquaint the Realtors®, new or experienced, with intricacies of Fannie
Mae and Freddie Mac Lending Policy and Practice, including Purchase/Rehab loans, showing how a
borrower may purchase and rehabilitate a property, all in one loan. Also, learning the purpose of Private
Mortgage Insurance, (PMI), along with the intricacies of “Conforming” and “Non-Conforming” (B-CD) conventional loans. Additionally, there is instruction on the 100% Conventional Loan (FNMA
FLEX) which allows a buyer to borrow their down payment. Instructor includes a section on credit
scoring and how it is used by lenders today. Course material is presented over a 3.5-hour period, using
overhead transparencies, lectures and calculation exercises. The instructor involves all attendees in a
group discussions and specific basic details in order for the Realtor® to acquire a sound, basic working
knowledge of Fannie Mae & Freddie Mac lending practice and policy.
123
Paul M Marek, cont.
CE EXPRESS
Title: Loan Qualification “WORKSHOP”
(Bring your calculators)
Description: This course will acquaint the Realtor®, new or experienced with intricacies of what is
involved in determining a borrowers “CAPACITY” to purchase a home, using any of the three major
loan groups, FHA, VA & FNMA conventional loans. Material will include instruction on a relatively
new underwriting tool known as “Credit Scoring”. Course material is presented over a 3.5-hour period,
using overhead transparencies, lectures and calculation exercises that actually dissect three (3)
hypothetical borrowers’ data and apply it to basic formulas required for FHA, VA & Conventional
loans. The instructor involves all attendees in group discussions and specific basic details in order for
the Realtor® to acquire a sound, basic working knowledge of what documents and data are needed from
a potential buyer in order to “Qualify” or be “Pre-Approved” for mortgage loan. This Workshop
requires a basic knowledge from another segment of this series, Fundamentals of Mortgage Finance,
viz., General Lending Policy and Practice.
CE EXPRESS
Title: Types of Loans and How They Perform for the Buyer (Bring your calculators)
Description: This course will acquaint the Realtor®, new or experienced with a pictorial overview,
showing them different loan options and how Fixed rate loans, Adjustable loans, Balloon loans and a 2-1
“Buy-down” loan performs. This course is designed to help the Realtor® “SEE” how the different types
of loans perform over their term so they may be able to answer a client’s questions relative to their
specific purchase when they use these different types of loans. Material will include Charts and
calculations they may use as reference material in their profession. Course material is presented over a
4-hour period, using overhead transparencies, lectures and calculation exercises that will show them
how to calculate performance, using basic formulas required for FHA & Conventional Adjustable loans.
The instructor involves all attendees in a group discussions and specific basic details in order for the
REALTOR® to acquire a sound, basic working knowledge of loan performance.
CE EXPRESS
Title: Credit Scoring – What everyone should know about their credit
Description: Understand FLMA’s reasons for adopting credit scoring as a way to allow
home ownership for more people. You will learn the criteria for developing credit scores,
how scores are used and what to do to improve your own scores. Additionally, you will
learn how to be sure your credit reports are accurate and how to correct it if it is not. You
will be provided the most important information of the Fair Credit Reporting Act (FCRA)
of 2004 and understand how to “opt out” of unsolicited credit offers and gain knowledge
of all your rights afforded you by law.
124
Paul M Marek, cont.
CE EXPRESS
Title: Reverse Mortgages – Did you know Reverse Mortgages can be used to
purchase a home and Not have a mortgage payment?
Description: Learn how to serve the senior community and gain access to the whole
family so you can provide additional real estate services to all of them. Learn how a
reverse mortgage can be used to purchase property, and become acquainted with all the
protection that seniors are provided under the law.
CE EXPRESS
Title: Construction Loan Financing – The In’s and Out’s of building a home
Description: Learn the actual mechanics of a construction loan and find out why a
Construction/Permit is actually 2 loans in 1, and what your customer must provide the
lender. You will learn about notice to owners, mechanics lien law, draw schedules and
the ‘take-out’ commitment letter if a Construction/Permit is not used to construct a home.
Subject: Finance
CE EXPRESS
through practice, the professionals in the real estate field will improve their effectiveness
as communicators and as sales representatives. This program focuses on the unique and
selling skills by learning about possible ways of handling the financing through
government programs that are available to almost all buyers.
125
Paul E. Mashburn, Jr., GMB
1262 Burning Tree Lane
Winter Park, Florida 32792-5123
407/679-0053 (Office)
407/678-1414 (Home)
407/678-2048 (Fax)
General Construction, Land Development
Over 35 years of active involvement in the construction of commercial projects land
development and residential construction.
National Association of HomeBuilders: NAHB Executive Committee. Senior Life
Director, Past National Vice President – Area V, 1996 & 1997
Florida Home Builders Association: Past President, 1984. Life Director. Chairman:
Florida Housing Hall of Fame Trustees. FHBA Builder of the Year, 1993.
Home Builders Association of Mid-Florida: (HBA): Past President, 1978 & 1992,
Director emeritus, HBA Builder of the Year, 1977 & 1979
Home Builders Institute: (HBI) Member of the Board of Trustees, January 2000 Past
Chairman of the Board
Orlando Regional Realtor® Association - Broker
National Seminars, State and Local HBA's, Florida Association of Realtors® Board of
Directors and Testified before Congressional Subcommittees.
CE EXPRESS
Title: Navigating the Maze of Residential Construction
126
Paul Mashburn, Jr., cont.
CE EXPRESS
compares the building techniques and requirements prior to Hurricane Andrew and after
the new code requirements were adopted. This course is designed for the real estate
professional who wishes to expand their knowledge of the construction process.
CE EXPRESS
Title: Realtors, Appraisers & The Florida Building Code
Description: When the Florida Building code went into effect on March 1, 2002, it had
an effect on not only contractors, architects and engineers, but every person or family that
would be involved in the building, buying or selling of new homes.
This course reviews the structural elements of this unified building code, along with new
termite protection procedures and the anchoring requirements for all exterior windows
and doors for new single-family residential construction and remodeling.
Length: 3 hours CE credit / 3 hours Appraiser CE credit
127
Robert Morrell, CRB, GRI
Coldwell Banker Walter Williams Realty
445 SR 13 N, Suite 6B
Jacksonville, FL 32259
904/394-2345 (Office)
904/394-2356 (Fax)
Real Estate development, multi-family residential ownership and brokerage, brokerage
management, property management, Real Estate training and consulting.
From 1989 to 1999 owned FBC Building Corp. which developed commercial and
residential properties. From 1999 to present worked as sales agent then Broker for three
major Real Estate companies in Jacksonville, Florida. Experienced speaker/trainer and
member of the National Speakers Association.
NAR: Member
FAR: Member
Local Board: Northeast Florida Association of Realtors® member, ChairmanEducational Committee, instructor for new agent orientation (agency and anti-trust), 2002
Educator of the Year and Board of Directors 2004-2006.
Member – Instructors Academy and Realtor® Institute.
Twenty-five years experience with adult education.
Eight years with Excellence in Leadership Program with Ford Motor Company as a core
facilitator.
Author: Becoming Empowered Customers – Vantage Press, NY, NY.
CE EXPRESS
understands the personal history that the customer brings to the transaction, the solution
to closing the deal becomes clearly evident. At this course, students will learn the
128
Robert Morrell, cont.
CE EXPRESS
firm; construct a Profit and Loss statement; contrast the operating expenses of a
franchised firm to those of a non-franchised firm; categorize and list the broker-owner’s
CE EXPRESS
Description: By its very definition, risk management assumes there is a risk or risks to
be managed. In virtually every business endeavor, risk is a byproduct of existence. In
the real estate profession, risk exists on several fronts. In fact we don’t even have to have
a transaction in order to create risk. This course will speak to and help you avoid the
most common risks associated with the ownership of a Brokerage firm and the practice of
Real Estate sale. This course presents several recommendations, but should not be
construed as the final word on risk management. Your job is to understand the risks,
prepare for them, and avoid the creation of unnecessary risk.
129
Richard A. Newstreet, GRI
3877 NW 82nd Way
Coral Springs, FL 33065
954/345-6604(Phone/Fax)
Subject: Investing
CE EXPRESS
Title: Single and Multi-family Investing
Description: As real estate practitioners, it is difficult to acquire financial stability through
commission income alone. Real wealth and financial stability can come from ownership
and control of the real estate asset. This course, written and practiced by the instructor is a
step-by-step "how to acquire residential real estate" program. This course includes actual
transactions, tax returns, cash flow analysis and landlord tenant “hazards.”
CE EXPRESS
Description: The purpose of this course is to simplify the analysis of investment real estate
for those not otherwise experienced in this specialty. When you’ve completed this course,
you will be able to calculate cash flow, cash on cash returns, depreciation schedules, and
ultimately determine the suitability of a specific building for your purposes.
Subject: Contracts
CE EXPRESS
discussed as a closing tool, and methods of making the contract acceptable to all parties will
be clearly demonstrated. The student will leave the program able to define the reasons why
consumers back out of contracts and the methods of bringing them back to the table. Lots of
actual “war stories.”
130
Richard Newstreet, cont.
CE EXPRESS
financed transaction; provide options that would lead to a timely closing on a property with
a correctable title problem; prepare a net sheet for buyer’s required cash to close and sellers
net proceeds based on a price and terms provided by the Instructor; construct a timeline
outlining every step between contract acceptance and actual closing for each party (Listing
Broker, Selling Broker, Buyer, Seller); list the options a Broker has in the event of an
escrow dispute for deposit(s) they are holding.
CE EXPRESS
Description: Above all else, real estate is a people business. Once the licensee understands
the personal history that the customer brings to the transaction, the solution to closing the
deal becomes clearly evident. At this course, students will learn the motivations of the
parties in the transaction and learn to funnel those motives toward significantly higher
volume of closed transactions. Recommended reading is “Why is this happening to me
again” by Michael Ryce.
CE EXPRESS
Description: This course was designed primarily for the residential real estate agent. There
will be instances in your career when you may be asked to either manage or rent a home
apartment or condominium unit. This course provides the basic knowledge of why you're
needed, what will be expected of you, how to operate a management office, the legal
environment and ideas on where to obtain management clients and prospective tenants and
concentrates on FS 83 Landlord Tenant Law.
131
Alan Nusso, GRI, ITI
6225 E. Malverne Street
Inverness, Florida 34452
352/422-6956 (Cell)
866/533-4274 (Fax)
Residential and Commercial Real Estate and Business Brokerage
20 years in Real Estate
Board: Education Committee Chair for the Realtors® Association of Citrus County.
State licensed Real Estate Instructor, teaching both pre and post licensing courses. Faculty
member of the Realtor® Institute.
CE EXPRESS
Title: Boot Camp
The material discussed in this course if practiced on a regular basis, will virtually guarantee
your success. It isn’t easy, because there is no easy road to success. This program is about
knowing what to say, when to say it, and being accountable for the results. These are wordfor-word techniques. Learn them, memorize them, and internalize them.
132
Ed Oneto
Finance Power LLC
4405 Senac Drive
Metairie, LA 70003
800/530-0620
504/728-3220 (Cell)
433/636-1445 (Fax)
Ed has been in Sales, Sales Management and Real Estate Finance for over 45 years and is
the author of Finance Power for Realtors® and several other related manuals. He has been
helping agents with client control and helping them prove to buyers and sellers that they are
the agent to do business by integrating finance into their every day marketing and selling
activities.
Ed is a member of Women’s Council or Realtors®, National Association of Real Estate
Investor’s, National Association of Professional Mortgage Women and Real Estate Cyber
dot com.
Association Activities
Louisiana Realtor® (LR):
Local Realtors® Association: Member of New Orleans Metropolitan Association of
Realtors® since 1992.
Ed is currently a GRI-I and CE Express Finance instructor for FAR. Ed has given over 400
presentations over the last 5 years to various groups that include CE in Louisiana,
Mississippi, Florida, New York, Oklahoma and Tenn. He has spoken at the Real Estate
Educators Association convention and has also spoken recently at the Real Estate Investors
meetings. Ed has also spoken at seminars in Texas and South Carolina.
Ed has attended the FAR Instructors Training Institute (ITI). He is a member of the Real
Estate Educators Association (since 1999), National Speakers Association, American
Society of Trainers & Developers, and International Toastmasters.
133
Ed Oneto, cont.
Subject: Finance
CE EXPRESS
Title: Financial Survival - II
Description: The objectives and goals of this program are to give the Realtor® more
insight into finance guidelines and policies and how to use then to bring more value to their
clients. At the end of the session, the agent will be able to manipulate interest rates, increase
the number of buyers for sellers, increase the buyer's buying power so they can select a
greater number of homes, increase their market share by learning how to apply special
finance programs such as the Reverse Mortgage or Renovation loans and much more
including credit issues. Fast paced, informative, entertaining and knowledge based (you will
hear it, you will learn how it works, you will learn how to use it and you will learn who
needs it). Everyone will be participating.
CE EXPRESS
Title: Working with Residential Investors
Description: At the end of this course, the student will be able to: Enlarge their market by
adding investors as customers; prove that you are the agent to do business with; create
investors from your existing base; provide strategies to current investors; build more
relationships through the knowledge gained; help would-be investors find the way to
success. Our objectives and goals will focus on providing you tools to help you prove to
investors that you are the agent to do business with.
CE EXPRESS
Title: Scams, Fraud & Predatory Lending
Description: The objectives and goals of this program are to give the agent the knowledge
and insight on scams, fraud and predatory lending. As a knowledge based session, agents
learn how scams, fraud and predatory lending works, giving them the ammunition to bring
value to their customers. At the end of the 3 hour session, agents will be able to identify
predatory lending, prepare the customer for possible frauds or scams, protect themselves and
their clients from being involved in scams and fraud and prove to the buyer and seller they
are the agent to do business with.
134
Marilyn E “Charli” Phelps, ABR, CRS, GRI
1515 Crossbeam Circle W
Casselberry, Florida 32707
407/695-6544
Property Management, Condominium Management, New Home Sales
21 years in the real estate profession. Permitted real estate instructor and Community
Association Manager
FAR: Professional Development Committee, Programs and Services Subcommittee; serves as an
Education Ambassador for the Annual Convention every year
Local: Realtor® Associate of the Year in 1988
Realtor® Institute Instructor
Teaches Pre-License and Post-License course for Sales Associates and Brokers.
Instructor Training Institute, Toastmasters
CE EXPRESS
135
Charli Phelps, cont.
CE EXPRESS
volume of closed transactions. Recommended reading is “Why is this Happing to me
136
Beverly Pindling, ABR, CRS, GRI, LTG, PMN, SRES
OmniOne Realty Group, Inc.
160 International Parkway
Suite #140
Heathrow, FL 32746
407/333-9445 (Office)
407/333-1585 (Fax)
Residential sales, land parcel sales and real estate counseling.
A Realtor since 1987, Beverly has continued to gain knowledge in her profession by
attaining the above designations. Beverly has been a Broker Associate since 1992.
FAR: Risk Management, Professional Development Committee and Convention Committee
Local: Past President of Orlando Regional REALTOR® Association (ORRA), Board of
Directors, local and state.
Toastmaster member, Realtor meetings and classroom instruction.
CE EXPRESS
volume of closed transactions. Recommended reading is “Why is this Happing to me
137
Beverly Pindling, cont.
CE EXPRESS
Subject: Contracts
CE EXPRESS
Description: This program's objective is to have the student complete a solid, binding
consumers back out of contracts and the methods of bringing them back to the table.
138
Gene Rivers, ABR, CRS, GRI, LTG
Keller-Williams Town & Country Realty
P.O. Box 12964
Tallahassee, Florida 32317-2964
850/297-CALL
850/201-4664 (Fax)
Personal Promotion, Marketing, Listing, Business Planning, Real Estate Teams.
Gene and Rebekah Rivers work as a team with 6 assistants. Annual sales average 240+
units and $40 million plus. The Rivers are active agents, but also own two real estate
offices, a title company, a construction business and a real estate investment business. They
have been recognized in Realtor Magazine’s USA Top 100 for 2001 and 2002. The Rivers
are working the “one-stop-shop” concept.
Realtor® Institute instructor for Personal Promotion and Sales & Marketing modules. Also
instructs for the CE Express Program. Past speaker for FAR Summit Tour, WCR
Convention, NAR Convention, CRS Convention, multiple boards and companies.
CE EXPRESS
Title: Personal Assistants
Description: This course includes; a list of duties a non-licensed personal assistant and a
licensed personal assistant may perform; how to interview candidates and determine the
right person to hire; and how to assemble a policy manual and checklists which will aid in
the training of a personal assistant. You will also learn the alternative methods of paying
your employee and what taxes they can be held responsible for.
CE EXPRESS
139
Gene Rivers, cont.
CE EXPRESS
CE EXPRESS
compares the building techniques and requirements prior to Hurricane Andrew and after the
new code requirements were adopted. This course is designed for the real estate
See Speaker List for other courses taught by Gene & Rebekah Rivers
140
Patricia Sherman, GRI, CSP, e-Pro, SRES
Coldwell Banker-Walter Williams Realty, Inc.
4701 US Hwy 17 South, Ste 107
Orange Park, Florida 32003
904/705-6548 (Cell)
904/278-3300 (fax)
Areas of Specialization: Residential Sales, New-Home Construction, Vacant-Land Sales,
1031 Exchanges, REO’S and Foreclosures.
Real Estate Business Experience: A REALTOR® since 1993, Patricia has acquired her
GRI, CSP, SRES, and E-Pro designations. A Broker/Associate and Multi-Million Dollar
Producer with Coldwell Banker Walter Williams Realty in Orange Park, Patricia has lived
in Florida since the US Navy moved her and her family here in 1973.
NAR: Active member since 1993
FAR: GRI Instructors Academy since 2006
Local: Member of the Education Committee, 2005 “Educator of the Year”.
Instructional/Public Speaking Experience: Taught several classes and programs for the
United States Navy, including workshops, team training, and positional training. Is a
qualified instructor with American Heart Association, teaching CPR, BLS, and First Aid.
Instructs the New Agent Orientation for the Northeast Florida Association of Realtors®
local board, and is also qualified to teach the National Association of REALTORS® (NAR)
“Code of Ethics” as a CE class.
Instructional Training: Instructor Training Institute
CE EXPRESS
141
Patricia Sherman, cont
CE EXPRESS
142
Grant Simon, GRI
7492 Lake Marsha Drive
Orlando, Florida 32819
407/822-8886
407/822-4204 (Fax)
Finance, principles and practices, and license law
Mortgage banker for 20 years. Broker’s license for 25 years. He is a member of the Home
Builder’s Association of Mid-Florida and the Mortgage Bankers Association of Central
Florida, and Greater Orlando Area Association of Realtors.
Local: Received the President’s Award, Individual Affiliate of the Year Award and
Educator of the Year Award three (3) times. 2002 Retail originator of the Year presented by
the Mortgage Bankers Association of Central Florida.
Realtor® Institute Instructor, hosted a radio program called Real Estate Talk in Orlando,
former featured columnist in The Greater Orlando Real Estate Source. Florida Association
of Realtors® (FAR) and MBA (FL) State convention Speaker.
Instructor Training Institute (ITI) and PowerPoint presentation training
Subject: Finance
CE EXPRESS
through practice, the professionals in the real estate field will improve their effectiveness as
communicators and as sales representatives. This program focuses on the unique and
selling skills by learning about possible ways of handling the financing through government
programs that are available to almost all buyers.
143
Grant Simon, cont.
CE EXPRESS
Title: Old School vs. New School Financing
Description: The objectives of this course are to teach the Realtors® the following:
How to compare and contrast 15-year fixed rate mortgage to 30-year fixed rate mortgage.
Examine bi-weekly mortgage options and compare with principal reduction. Review
traditional adjustable rate mortgages and fixed term adjustable rate mortgages. Analyze
interest only options: Fixed Rate and Adjustable Rate. Examine caps margins and indexes
most commonly used in Real Estate Finance. Discuss negative amortization cash flow
ARM’s and pick a payment program. Compare and contrast amortization to interest only to
negative amortization. Review taxes and homeownership: Taxpayer Relief Act of 1997,
Tax treatment of gain from sale of principal residence, Capital gain rules Investment
property tax benefits. Discuss million dollar strategies to accumulate wealth. How to
present real estate options of accumulation of real estate including 2nd homes and investment
property. Review and examine home equity loans, 100% financing models mortgage
insurance, principal residence tax treatment and borrowing against IRA’s, 401K’s, and
purchasing real estate in IRA’s and 401K’s.
Length: 3 hours or 4 hours CE credit.
CE EXPRESS
Title: Mortgage Fraud & Identity Theft
Description: At the end of this course, the student will be able to: List six common
mortgage fraud schemes. Explain the differences of occupancy statuses between owneroccupied, second home and investment property. Identify at least two major red flags of
mortgage fraud. Explain what “Best Practices” should be included when operating as a
Mortgage Banker, Realtor or borrower in a transaction. Explain the potential penalties for
violating the mortgage fraud laws if enacted in October, 2007. Identify three suggestions to
improve mortgage fraud awareness.
Length: 3 hours CE credit.
144
Howard P. Skau, CRS, GRI
RE/MAX Capital Group REALTORS®
1435 Piedmont Drive E, Ste 210
PO Box 12476
Tallahassee, FL 32317
850/510-3281
800/543-8839
850/510-3281 (Cell)
850/668-6642 (Fax)
Web site: http://www.HowardSkau.com/
Residential, acreage, vacant lots
Currently full time Broker-Associate. Considerable experience in all phases of a general
brokerage office since 1974
Association Activities (NAR, FAR, Local Board)
NAR: Authorized Instructor for the “At Home With Diversity TM” training program.
FAR: 1993 District 8 Vice President; 1992 – 1994 Trustee, Florida Realtors® Educational
Foundation; Nominating Committee 1994, 2001, 2003; Chairman of Products and Services
Sub-Committee 2003; Professional Development Committee, Realtor® Institute SubCommittee; Political Affairs; Professional Standards from 1992 to Present
Local: President 1991; President Elect 1990; Director 1980 – 1981; Chairman of Education
Committee 1988 – 1990; Chairman Orientation Committee 1985 – 1987
Realtor® Institute Faculty member for Fair Housing and Broker Relations; Certified in
Course Writing and Presentation Skills by the Instructor Training Institute (ITI) 1993;
Senior Instructor for The Real Estate School, Inc. 1996 to present; National Association of
Realtors® (NAR) authorized Instructor for the “At Home With Diversity TM” six hour
training program.
145
Howard P. Skau, cont.
Title: Are You Archie Bunker’s Cousin? Or, Fair Housing in the New Millennium –
The Law and You
Description: This highly interactive program will enable each participant to: recognize the
significance of the events leading up to our current civil rights laws; identify words, phrases,
photos and practices which may be illegal in their advertising campaigns and how to avoid
those practices; differentiate between legal and illegal discrimination and what actions to
take to minimize their legal exposure; comply with the spirit and letter of the law in their
day-to-day business; implement a risk reduction plan. A fast paced combination of class
participation, unique visual aids and no boring videos make this course lively
meaningful for all. The target audience is far wider than your general membership! Invite
receptionists, secretaries and personal assistants to this program as well as members of your
local newspapers/advertising department and all “homes” magazines. Private investors of
rental housing are also people to whom this seminar would be of vital interest. As you can
see, in addition to being of critical interest to your membership, this important program can
be a very effective public relations vehicle as well.
CE EXPRESS
146
Doris Spears, CRB, GRI
Spears Group Real Estate
931 SE Riverside Drive
Stuart, Florida 34994
772/283-4766
772/283-9449 (Fax)
Residential Sales/Brokerage, Residential Investing, Commercial Investing, Waterfront
Properties.
Licensed real estate broker since 1982 in New York and Florida
Owner/Broker Spears Group Real Estate, Stuart, Florida
Author – “Living Better for Less” and “Building Wealth Buying Property”
Board of Directors – Realtor® Association of Martin County
Board of Directors – Orange County Board of Realtors® in New York
Member – Florida Speakers Association
Real Estate Instructor – Indian River Community College
Board Orientations - Success Series – NAR Masters Degree in consulting and training
Instructor for motivational program
Advanced Education
M.S. degree in Human Resource Development and Administration
Subject: Investing
CE EXPRESS
An additional investment course is currently under development
147
Dolores A. Stevenson, CRB, e-Pro, BBA, GRI
John R. Wood Realtors
11390 Summerlin Square Road
Fort Myers, FL 33931
239/225-7600 (Office)
239/ 851-7882 (Cell)
[email protected]
Brokerage Management, Residential Sales, Residential Investments and Land Sales
In Real Estate business over 20 years, Dolores began her career in Pennsylvania and
relocated to Florida in 1995. Dolores has worked as a Salesperson, Recruiter, Trainer and
Sales Manager for National, Regional and Local Real Estate companies. She was also
named Outstanding Real Estate Instructor of the Year by Penn State University.
FAR – Professional Development Committee and Subcommittees, Communication
Committee, Nominating Committee,
District Vice President, District V, Honor Society Member, RPAC Sterling R
Local – Association President and Secretary, Served as Chairman and member of many
committees and task forces. Named Realtor of the Year in 2003
Taught Pre-Licensing and Continuing Education Courses in Real Estate Schools and Penn
State University. Southeast Regional Trainer for a National Franchise Real Estate Company,
Ethics Classes Orientation, GRI Instructor
Public Speaking Course, National Instructor Courses, ITI.
148
Dolores Stevenson, cont.
Subject: Contracts
CE EXPRESS
actual “war stories.”
CE EXPRESS
149
Robert Sutte, CRE, MAI, SRA
Real Property Analysts, Inc.
2433 Lee Road
Winter Park, Florida 32789
407/628-0505 (Office)
407/628-0523 (Fax)
Appraising, real estate consulting, negotiating skills, highest and best use analysis, and land
use studies
Over 40 years’ appraisal experience and over 20 years Florida real estate brokers license
Appraisal Institute faculty for 30 years, Realtor® Institute Faculty for over 20 years.
CE EXPRESS
volume of closed transactions.
CE EXPRESS
150
Robert Sutte, cont.
CE EXPRESS
CE EXPRESS
professional who wishes to expand their knowledge of the construction process,
terminology, energy efficiency, indoor air quality and construction lien law procedures.
Subject: Investing
CE EXPRESS
CE EXPRESS
151
Robert Sutte, cont.
Subject: Appraisal
CE EXPRESS
Title: Working with the Appraiser and the Consumer
Description: The purpose of this program is: the education enhancement and CE hours for
the professional sales person; to learn appraising to prepare a better Comparative Market
Analysis; to learn appraising to work with your “would be” client and get the listing; to
teach effective communication with the bank’s appraiser in order to help your customer get
to closing; to improve your appraisal techniques to better serve your clients; to learn
important ideas and information for your success as a sales negotiator; to explain that “a
house well listed is a house half sold.”
CE EXPRESS
Title: USPAP Update Course
Description: Every two years, State –Certified appraisers are required to take a seven hour
USPAP update course. This course has been approved by the Florida Real Estate
Commission to meet that 7-hour requirement and it meets 7 hours of CE Real Estate
Specialty credit.
Length: 7 hours CE Credit and 7 hours Appraiser CE Credit
CE EXPRESS
Title: Florida Appraiser’s State Law Update
Description: It is essential for appraisers to develop and communicate analyses and opinions in a manner
that is not misleading.
The purpose of this seminar is to inform you as to the changes in State and Federal laws
impacting on real estate appraisers, the history and function of the Appraisal Foundation,
and the connection of USPAP and the appraisal Foundation to 475 – Part II. The first law
considered is Florida 475 – Part II followed by rules developed by the Florida Real Estate
Appraisal Board
Length: 3 hours CE Credit and 3 hours Appraiser CE Credit
152
Hemendra Thakkar, CRB, GRI
International Professional Services Corporation
2813 S. Hiawassee Road, Suite 104
Orlando, Florida 32835
407/822-8209
407/822-7829 (Fax)
Comprehensive accounting and financial/tax planning since 1980; has served clients in
various industries with special emphasis in hospitality, retail and professional service
organizations; holds the Certified Financial Planner (CFP); Accredited Tax Advisor (ATA)
and Enrolled Agent for the IRS (EA)
Real estate brokerage office founded in Orlando in 1981. Specializes in commercial real
estate, real estate counseling and high-end residential real estate; also holds the Certified
Exchange Advisor (CEA) designation.
Local: President – 1989; Director, Treasurer, and President-Elect from 1985 to several
years; chairman and committee member of the Finance Committee, Nominations committee,
Professional Standards Committee, Policy and Bylaws Committee, Equal Opportunity
Committee, Strategic Planning Committee
FAR: Past District Vice President, District 12; Past President – State of Florida Chapter of
the CRB Council;; Past Chairman – Realtor® Attorney Joint Committee, and Professional
Development Committee; member of several other committees
Realtor® Institute Faculty; Instructor Training Institute (ITI), local board meetings
CE EXPRESS
Description: If you're considering working as a transaction broker, you need to know what
Florida law and FREC rules require of real estate professionals assuming this role. We'll
also explore: how to explain alternatives to single agency buyers and sellers; how to explain
the benefits of transaction brokerage; various methods in which transaction brokers are
compensated; how the fiduciary duties of an agent differ from those of a transaction broker,
and how to effectively and professionally work with all sides to the transaction.
153
Hemendra Thakkar, cont.
Subject: Exchanging
CE EXPRESS
Description: Tax information is an important aspect of the real estate market. Tax implications
have become a primary consideration of a large number of real estate transactions. With this
information, success of the real estate professional can be greatly enhanced; problems avoided
and extra transactions can become a reality. This program involves the basic exchange formula.
Awareness of the principles and basics of exchanging will add a new dimension to your real
estate practice. Exchanging is a growing segment in the industry and can add to the
practitioner’s success in the marketplace.
CE EXPRESS
Description: We’ve all heard of a 1031 Exchange, but few of us have actually been involved
as a salesperson or Broker. In this course you will learn to: Calculate the depreciated basis, the
depreciation recapture and the total depreciation taken of a given property; Select from a list,
like kind properties; List the three primary types of tax deferred exchanges; Differentiate
between an Investor and Dealer status. Armed with this information you’ll be more confident in
recommending an exchange when the needs of the parties might dictate this method.
Subject: Taxes
CE EXPRESS
Description: This course will teach the real estate student tax law changes that are in effect
now. You will be instructed on the specific requirements in dealing with tax-deferred
exchanges. Also discussed are: errors in filing tax returns that affect the real estate
marketplace, investment interest as a deduction, audit problems involving the mortgage
interest deduction, tax form changes and reasons for those changes and a question and
answer period.
CE EXPRESS
Title: Tax Effects of Single and Multi Family Rentals
Description: By the end of the course the student will be able to: explain the difference between
ordinary income and capital gain income; identify items that can and cannot be deducted against
gross rental income; state the conditions under which the last month’s lease payment is taxable; state
the condition under which an insurance premium may be tax deductible; list deductible expenses
against gross rents; define capital improvements; state the applicable rules that apply when a rental
manager is allowed to live rent free, for services provided to the landlord; state the appropriate way
of handling payments to your children who work for you; state the depreciation allowance on a
residential rental; given enough information, calculate the Cash Flow After Tax.
154
CE EXPRESS
CE EXPRESS
Subject: Investing
CE EXPRESS
CE EXPRESS
Length: 4 hours CE
155
CE EXPRESS
managed. In virtually every business endeavor, risk is a byproduct of existence. In the real
estate profession, risk exists on several fronts. In fact we don’t even have to have a
156
L Duke Tieman, GRI
Bruce Taylor, Inc.
737 Main Street, Suite 101
Safety Harbor, Florida 34695
727/726-7001 (Office)
727/422-0404 (Cell)
727/449-8626 (Fax)
Residential first-time homebuyers, motivational speaking, creative financing, property
management and investment.
19 years in Real Estate, current Broker-owner Bruce Taylor, Inc., Owner – Academy of
Real Estate Learning. LAWT Enterprises, GLT Properties
Local: Prof. Development Committee; 1998 Realtor® of the Year, Professional Standards
& Ethics.
FAR: Instructors Academy; Programs and Services Subcommittee; Professional
Development Committee; 1998 Vice Chairman, Faculty Development Subcommittee,
Realtor Institute Subcommittee, and FAR Individual Education-of-the-Year award 1998
Certified trainer; national Speakers Association; American society of Training &
Development; International Toastmasters; trained sales teams for automobile sales,
insurance and major tire companies; trained leadership of volunteer organization; requested
by several real estate offices and local boards and associations to present seminars on
communications skills, negotiation skills, telephone techniques, goal setting, personal
growth and professional marketing, Florida Association of Realtors® (FAR) Education
Workshop speaker, Realtor® Institute Instructor.
Certified Trainer Institute; has served as negotiator, Instructor Training Institute (ITI),
FREC instructor seminars, owner LAWT Enterprises – a training and seminar company.
Graduate Realtor® Institute (GRI) Instructor. Convention Speaker.
157
Duke Tieman, cont.
Subject: Contracts
CE EXPRESS
Description: This program's objective is to have the student complete a solid, binding
consumers back out of contracts and the methods of bringing them back to the table.
CE EXPRESS
explain, from the Seller’s perspective, when an option to purchase may or may not be in his
or her best interest; define how the buyer benefits from a delayed closing; explain how the
seller might benefit from a delayed closing; briefly outline for the customer, how the option
is financed.
CE EXPRESS
escrow dispute for deposit(s) they are holding. The 4th hour deals with the Closing
Statement so the agent can explain it to their customer.
Length: 3 hours and 4 hours CE credit (4th hour deals with the Closing Statement so the
agent can explain it to their customer.)
158
Duke Tieman, cont.
CE EXPRESS
Title: Boot Camp
The material discussed in this course if practiced on a regular basis, will virtually guarantee
your success. It isn’t easy, because there is no easy road to success. This program is about
knowing what to say, when to say it, and being accountable for the results. These are wordfor-word techniques. Learn them, memorize them, and internalize them.
CE EXPRESS
volume of closed transactions.
CE EXPRESS
Subject: Finance
CE EXPRESS
through practice, the professionals in the real estate field will improve their effectiveness as
communicators and as sales representatives. This program focuses on the unique and
selling skills by learning about possible ways of handling the financing through government
programs that are available to almost all buyers.
159
Duke Tieman, cont.
Subject: Investing
CE EXPRESS
CE EXPRESS
Length: 4 hours CE
CE EXPRESS
Description: By the end of this course, the student will be able to determine if unbundling is
appropriate for his/her customers, based on a customer’s specific circumstances and needs;
segregate costs from profits in determining profitable business practices; construct a cost
analysis matrix; identify the brokerage firm’s direct costs associated with marketing a
listing; differentiate seller’s commission costs between direct, indirect, overhead and profit
and list the differences between a gross commission full service listing and an unbundled
offering so the seller will clearly comprehend the choice before them.
CE EXPRESS
managed. In virtually every business endeavor, risk is a byproduct of existence. In the real
estate profession, risk exists on several fronts. In fact we don’t even have to have a
160
Duke Tieman, cont.
CE EXPRESS
Description: By the end of this course the student should be able to: list the agency options
the broker’s sales associates could offer the public; state the conflict(s) that could arise
between practicing single agency for both buyers and sellers in the same brokerage firm;
construct a Profit and Loss statement; contrast the operating expenses of a franchised firm to
those of a non-franchised firm; categorize and list the broker-owner’s responsibilities
between Florida Real Estate Commission (FREC) compliance and tax compliance; construct
a timeline from office inception to profitability based on market driven assumptions;
differentiate and list the pros and cons of the compensation plans discussed in the course.
CE EXPRESS
Description: If you're considering working as a transaction broker, you need to know what
Florida law and Florida Real Estate Commission (FREC) rules require of real estate
professionals assuming this role. We'll also explore: how to explain alternatives to single
agency buyers and sellers; how to explain the benefits of transaction brokerage; various
methods in which transaction brokers are compensated; how the fiduciary duties of an agent
differ from those of a transaction broker, and how to effectively and professionally work
with all sides to the transaction.
Subject: Law
Title: Core Law
Description: Attendees will have a chance to verify their knowledge of, and discuss the
latest new Laws affecting the real estate industry. There will be discussion regarding current
laws and dates of expiration and or changes. This seminar not only satisfies the required CE,
it helps the attendees avoid problems in today's society.
This course meets the 3-hour core law license renewal requirement.
Subject: Ethics
Title: Ethics
Description: Meets the requirement of National Association of Realtors® (NAR) mandate
and has 3 CE credits. Besides discussing the true meaning of the Code Of Ethics, the
attendees will serve as a Professional Hearing Panel to hear actual cases, pass judgment and
determine appropriate penalties if required.
See Speaker List for other courses taught by Duke Tieman.
161
Ray Treco
101 Venice Avenue West, Suite 5
Venice, Florida 34285
941/488-9141
941/ 488-9664 (Fax)
Real Estate Auctions
30 years
NAR: Auction Committee, speaker
FAR: Chairman, Auction Council; member Professional Development Committee; member
Leadership Development, Chairman Leadership Development
Local: Venice Area Board of Realtors® – President
Seminars local & state real estate auctions/benefits to seller, buyer, Realtor
Speaker – Florida Association of Realtors® (FAR) Annual Convention – Auctions &
Leadership; National Auction Convention and several other state auction conventions
Subject: Real Estate Auctions
Description: This course discusses the benefits of the real estate auction to the seller, buyer,
and Realtor, as well as auctions as an earning opportunity for Realtors® and how to certify
an auction property.
Length: 3 hours CE credit pending
162
Gabriele Van Zon
12 Sea Winds Lane East
Ponte Vedra Beach, Florida 32082
904/273-2445 (Tel)
904/608-0906 (Cell)
904/273-4965 (Fax)
Web: www.fengshuiuniversal.com
Feng shui consulting, feng shui coaching, feng shui teaching and mentoring, feng shui for
art, feng shui for mature living, feng shui writing, feng shui lectures, seminars, workshops,
presentations
Property management, staging consultations for property listings, 25 real estate closings and
transactions in recent 10 years, presentations and teaching engagements with Realtors® at
Arvida, Northeast Florida Association of Realtors® and Gainesville Alachua County
Association Activities (NAR, FAR, Board
Feng Shui Institute International (FSII) board VP, currently member of advisory council to
the board; Feng Shui Institute of America (FSIA) member of the board; past experience as
member of HOA boards, currently member of ARB at PVBTS (Ponte Vedra by the Sea).
CE courses at Northeast Florida Association of Realtors® and Gainesville Alachua County
Association of Realtors®; feng shui courses at Jacksonville University (JU); Feng Shui
International Conference at St. Augustine, FL; FSIA Advanced Training Institute at Charlotte,
NC; First Coast Newcomers; NBA Cypress Village; Women’s Council of Realtors; Duval
Association of Educational Office Professionals; Tao Institute; Symphony Showhouse;
Enterprising Women’s Leadership Institute (EWLI); Kirkwood Home Tour; Kirkwood
Wildflower Festival; River City Women’s Club; National Kitchen & Bath Ass. (NKBA);
Bella Vita Retirement Community; Jacksonville Women’s Center.
Subject: Staging
CE EXPRESS
Title: Feng Shui for REALTORS®
Description: The objective of the first course is to introduce Realtors® to basic principles of feng
shui as they have evolved through the feng shui traditions in ancient China and then through
adaptations in the western culture. Pyramid School Feng Shui is the most contemporary practice of
feng shui, based on the science of person place connection. The second course aims to use feng shui
tools and principles to fine tune basic knowledge with advanced techniques of staging, to enhance
the property and attract potential buyers.
163
Marcus A. Wally, MBA, CIPS, GRI, RSPS,
AHWD, ITI, TRC
New World Realty and Property Management, Inc.
157 Marine Street
Unit # 310
St. Augustine, Florida 32084
904/669-1081 (Cell)
904/824-2760 (Home)
904/826-0040 (Fax)
Contracts, Personal Assistants, International Real Estate, Code of Ethics, Professional
Standards, Leadership Training, Resort & Second Home Markets, Business Planning &
Motivation.
1995- 2005 Founder-Broker New World Realty and Property Management, Inc., St.
Augustine, Florida.
January 2005 – Sold business to Coldwell Banker and is a Broker with both companies.
National Association of Realtors® (NAR) - International Local Council Subcommittee and
International Operations Committee,
Florida Association of Realtors® (FAR) Professional Development Committee, Faculty
Development Subcommittee; and International Committee;
Realtor® Institute Instructor, local board presentations, speaker at National clubs and
Organizations meetings, state convention featured speaker. NAR faculty member for the
Certified International Property Specialist (CIPS) designation program. NAR faculty
member for the At Home with Diversity designation program. Instructs numerous Real
Estate Buyers Agency Council (REBAC) courses, as well as the Women’s Council of
Realtors® (WCR) classes to earn the Professional Management Network (PMN) designation.
Marcus’s coaching/teaching company (New World Realty and Property Management, Inc.)
facilitates classes on more than 40+ subjects all over the globe.
Instructor Training Institute (ITI) Spokespersons Training.
164
Marcus A. Wally, cont.
CE EXPRESS
Description: There are several guidelines that need to be followed when hiring a personal
assistant. The primary focus of this course is how you as the Realtor® can stay within those
guidelines and run a successful business. This course includes a list of duties a non-licensed
personal assistant and a licensed personal assistant may perform and how to interview
candidates and determine the right person to hire. Employee/Independent contractor issues
are discussed. A special “surprise guest” has the classroom hopping.
Subject: Contracts
CE EXPRESS
actual “war stories.” The goal of this class is for students to be proficient in completing the
purchase and sale contract by the end of class. Instructor can tailor present this class to the
specific contract (FAR, FAR/BAR or Local Board contract) that the majority of the
members use.
CE EXPRESS
explain, from the Seller’s perspective, when an option to purchase may or may not be in his
or her best interest; define how the buyer benefits from a delayed closing; explain how the
seller might benefit from a delayed closing; briefly outline for the customer, how the option
is financed.
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CE EXPRESS
CE EXPRESS
Description: By the end of this course, the student will be able to determine if unbundling is
appropriate for his/her customers, based on a customer’s specific circumstances and needs;
segregate costs from profits in determining profitable business practices; construct a cost
analysis matrix; identify the brokerage firm’s direct costs associated with marketing a
listing; differentiate seller’s commission costs between direct, indirect, overhead and profit
and list the differences between a gross commission full service listing and an unbundled
offering so the seller will clearly comprehend the choice before them.
CE EXPRESS
Description: By the end of this course the student should be able to: list the agency options
the broker’s sales associates could offer the public; state the conflict(s) that could arise
between practicing single agency for both buyers and sellers in the same brokerage firm;
construct a Profit and Loss statement; contrast the operating expenses of a franchised firm to
those of a non-franchised firm; categorize and list the broker-owner’s responsibilities
between Florida Real Estate Commission (FREC) compliance and tax compliance; construct
a timeline from office inception to profitability based on market driven assumptions;
differentiate and list the pros and cons of the compensation plans discussed in the course.
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Subject: International Real Estate
CE EXPRESS
Title: Expand Your Market
Description: “Think Globally Act Locally.” A thrilling three hours with the goal of helping
the students develop a basic understanding of International Real Estate and how it affects
them in their local market, encouraging, them to learn more and participate in other
International Real Estate courses. The student will be able to: Name three factors that
contribute to the globalization of business. Specify five practices that a real estate
professional needs to succeed in the International Real Estate Business. Describe the types
of foreign investors. Identify a typical U.S. business practice that could “turn off” a foreign
or immigrant customer, particularly if that customer is not of Western Europe background.
Lastly identify three U.S. states with the fastest growing minority populations. This course
is taught by a Certified International Property Specialist (CIPS) instructor.
CE EXPRESS
167
Phillip Forrest Wilson, CCIM, GRI
Phillip Wilson Seminars
4485 Tamiami Trail
Port Charlotte, Florida 33980
941/629-6624 (Office)
941/629-8814 (Fax)
Web: http://www.PhillipWilsonSeminars.com
Commercial and business brokerage; Real Estate Auctioneering.
Broker/owner of Wilson Realty for 30 years; real estate auctioneer; residential, commercial
and business sales.
Holds degrees in Business Administration and Education, Certified Commercial Investment
Member (CCIM), Certified Real Estate Appraiser, Instructor Training Institute (ITI)
certified instructor, CCIM recommended and approved seminar, spoke/instructed at three
NAR conventions - received an above-average rating from attendees, national CCIM
speaker. Member of the National Association of Auctioneers; Florida Association of
Auctioneers.
168
Phillip F. Wilson, cont.
Subject: Business Appraisal and Sales
Title: How to Appraise, Buy And Sell a Business (FREC Course #0007919)
Description: This course teaches how to calculate the value of a business in a way that can
be understood by the seller, buyer, banker, attorney, accountant, fellow professional, Realtor
and general public. There is great money to be earned by appraising and selling businesses.
This field is an untapped gold mine. Because approximately 500,000 businesses are sold
annually, and approximately 70% of those buying homes are still in the work force,
residential real estate and business brokerage go hand in hand. When was the last time you
asked your home owner if they owned a business and if they needed a business see it? Or a
home buyer if they were also interested in buying a business? The manor requirement to
receive an E-2 Visa is to own a business. If a Realtor is working with foreign investors,
having knowledge of the E-2 Visa and the method of appraising and marketing, businesses
will definitely increase their commissions.
This seminar has been approved by the Florida Department of Professional Regulation for 3,
7 and 11 hours and 3 hours Chapter 475 Real Estate Core Law for a total of 14 hours of
continuing education credit toward the Florida Real Estate License Renewal and 30 hours
towards the Florida Real Estate Appraisal License Renewal.
Length: 3, 7 and 11 hours CE credit and 3 hours Core Law, Chapter 475 CE credit
(This seminar always received good attendance).
Phillip F. Wilson, CCIM is a recipient of the Florida Association of Realtors® (FAR) State
Education Award. He has presented this seminar at the National Association of Realtors®
National Convention in New Orleans, Miami and Las Vegas. He has also presented this
seminar at the Florida, Kentucky, Washington D.C., Arkansas, Washington, Ohio,
Maryland, New York, New Jersey, Pennsylvania, Alaska, Hawaii and Idaho Association of
Realtors® and/or CCIM State Conventions.
Subject: Business Real Estate Auction
Title: How to Sell Florida Real Estate by Auction (FREC Course #0010490)
Description: You do not have to be an auctioneer to make money by selling Florida real
estate by auction. This course teaches how a Realtor can make lots of money by working in
conjunction with a Florida real estate auctioneer. Not everyone attending an auction is a
buyer; many are sellers wanting to learn about auctions. Nobody should ever experience a
real estate foreclosure without first offering their property for sale through a Realtor by way
of real estate auction. Realtors can definitely increase their commissions by taking
advantage of listing and selling real estate by the real estate auction method.
169
Ira Zlatkin, CPA, GRI, MST
VIP Realty Group, Inc
1560 Periwinkle Way
Sanibel, Florida 33957
239/472-5187 (Office)
239/898-0332 (Cell)
239/415-1906 (Fax)
Residential real estate specializing in the sale and purchase of Sanibel and Captiva Island
investment properties through Like-Kind exchanges and placing real estate in Individual
Retirement Accounts (IRA).
Ira is a Certified Public Accountant (CPA) in Florida and Pennsylvania with a Masters
Degree in Taxation and was most recently the Owner/President of a tax consulting firm. For
over 30 years, Ira has invested in real estate and managed his investment properties. In
addition, he has completed Section 1031 Tax Deferred (Like-Kind) Exchanges on his
properties and over $400 million in exchanges while employed by a Fortune 100
Corporation. Currently, Ira is a licensed real estate sales associate and a member of the
Gaeta/Zlatkin Team in VIP Realty Groups’ Sanibel Office.
NAR: Member
FAR: Member
Local: Member, Professional Development and Finance Committees. Also, Ira is a member
of the American and Florida Institutes of CPA’s.
Ira has provided new hire and staff training in accounting and auditing for both
governmental and industry employers. In addition, while employed by a Fortune 100
Corporation, he provided training in Quality Management Programs and is a Certified
Quality Program Team Facilitator.
As a speaker, Ira has made presentations to national transportation industry associations and
local chambers of commerce.
170
Ira Zlatkin, cont.
Subject: Exchanging
CE EXPRESS
Description: Tax information is an important aspect of the real estate market. Tax
implications have become a primary consideration of a large number of real estate
transactions. With this information, success of the real estate professional can be greatly
enhanced; problems avoided and extra transactions can become a reality. This program
involves the basic exchange formula. Awareness of the principles and basics of exchanging
will add a new dimension to your real estate practice. Exchanging is a growing segment in
the industry and can add to the practitioner’s success in the marketplace.
CE EXPRESS
Description: We’ve all heard of a 1031 Exchange, but few of us have actually been
involved as a salesperson or Broker. In this course you will learn to: Calculate the
depreciated basis, the depreciation recapture and the total depreciation taken of a given
property; Select from a list, like kind properties; List the three primary types of tax deferred
exchanges; Differentiate between an Investor and Dealer status. Armed with this
information you’ll be more confident in recommending an exchange when the needs of the
parties might dictate this method.
Subject: Tax
CE EXPRESS
deducted against gross rental income; state the conditions under which the last month’s lease
payment is taxable; state the condition under which an insurance premium may be tax
deductible; list deductible expenses against gross rents; define capital improvements; state
the applicable rules that apply when a rental manager is allowed to live rent free, for
171
Ira Zlatkin, cont.
CE EXPRESS
Description: This course will teach the real estate student tax law changes that are in effect
now. You will be instructed on the specific requirements in dealing with tax-deferred
exchanges. Also discussed are: errors in filing tax returns that affect the real estate
marketplace, investment interest as a deduction, audit problems involving the mortgage
interest deduction, tax form changes and reasons for those changes and a question and
answer period.
CE EXPRESS
172
Speakers
List
Compiled and distributed by the
173
Notice:
The Florida Association of Realtors® endorses neither the speakers nor
their courses contained in the Speakers List, which is compiled
and distributed by FAR.
The purpose of the Speakers List is to provide local Boards/Association
with the names and speaking references of various speakers
throughout the state.
Those contained in the Speakers List are not required to audition before
a panel, nor does a panel of the Professional Development
Committee review their course material.
For further information regarding additional courses available for
continuing education through FAR (CE Express Programs)
contact Lorna Willard at the FAR Education Department at
(407) 438-1400, ext. 2410.
174
Speaker Information
Name: Arlene Alpert, MS, LMHC
Address: 300 N. A1A, Building O-103
City: Jupiter
State: FL
Business Phone: (407) 744-4988
Fax #: (407) 744-4988
Course: The Successful Person Inside & Out
Zip: 33477
Length: 3 or 4 hours or 1 day
Description: This program provides participants with information and skills necessary
to become a well-rounded professional; maintain the competitive edge and develop a
positive self-image. It combines stress control, self-esteem enhancement, assertive
communication and conflict resolution through creative problem solving to "thrive" in the
90's and into the 21st Century. Participants will learn "one-minute" techniques to use
both at work and home to conquer procrastination, increase motivation and self-direction
and solve problems with difficult situations and people.
Location/contact person where you taught this course and phone number:
Gainesville Board of Realtors
(904) 376-2880
Daytona Beach Area Assn. of Realtors
(904) 667-7131
175
Speaker Information
Name: Pat Alters
Address: 2199 Astor Street, Capri #205
City: Orange Park
State: Florida
Zip: 32073
Fax #: (904) 542-0175
Course: Listing-The Money Tree of Real Estate Length: 3-hours or 45 min. luncheon
Description: Listings are essential to success. Failure and rejection are a part of this
success. We will explore the marketing possibilities and services that a professional
needs to master in order to become a top-listing agent. You will learn the qualities
needed to achieve success, refine what you already possess and create guidelines for a
more profitable career.
Course: Characteristics
Description: This course will teach you how to work with the individual characteristics
people possess, emphasize qualities that improve communication and become a milliondollar producer. We'll examine weaknesses and strengths to combine in a positive selfevaluation to pave the road to success.
Course:
Take it to the Top
Description: Buyers are everywhere! This seminar will develop the skills a
professional salesperson needs to locate and qualify buyers properly and professionally
by prospecting, developing a sphere of influence and cultivating and maintaining better
work habits. Also, you'll learn how to realize the potential of your sphere and maximize
its use.
176
Pat Alters, cont.
Course: Time Accounting
Description: As in the value of real estate, highest and best use should also be applied to
personal time management. Self-discipline priorities and goals must be maintained by
setting goals with time value to produce dollar value. Increase your enthusiasm and
effectiveness while also providing for leisure time. These time-management skills are
essential to success and will help you create a balance between business and personal
time.
177
Speaker Information
Name: Dr. Gayle Carson, CSP, CMC
Carson Research Center
Address: 2957 Flamingo Drive
City: Miami Beach
State: Florida
Fax: (305) 532-8826
Cell Phone: (305) 310-9954
E-Mail: [email protected]
Course: Leading Effectively
Length: 1½ to 3 hours
Description:
environment.
Zip: 33140-3916
The 12 principles of effective leadership and how to create a dynamic
Course: How To Be A Great Coach
Description: With the interactive and empowered workforce of today, coaching is the
management tool of choice. Learn to build a team of champions and have your players
be successful.
Course: Marketing Your Firm
Description: Discover 25 low cost methods to build your business. Position yourself or
your organization as a force to be noticed, stay noticed and reckoned with. Inexpensive
means of visibility marketing.
178
Dr. Gayle Carson, cont.
Course: The Elastic Factor--How Resilient Are you?
Length: 11/2 to 3 hours
Description: Nothing is the way it was. Nothing is business as usual. Nothing is going
to stay the same. Flexibility is the key. What is the state of your organization? What is
your future? How are you preparing? Service, values, people are your future. Make
your strengths work for you.
Course: Pushing Your Hot Button Assertively
Length: 1 ½ hours to 3 hours
Description: Assertiveness is what you are looking for when dealing with people.
Understand the four personality styles and the ten different difficult people who
constantly enter your life. Find out why people do what they do and how to respond to it
effectively. This program is presented in a humorous style for easy learning and
enjoyment.
Course: Hang On To Your Stars
Length: 1 hour
Description: Celebrate your people who are making a difference. Compete more
effectively in the Knowledge Era by improving satisfaction levels and learn how to keep
your team’s goal focused and innovative. Cross the divide with a multi-generational and
a more diverse workforce.
Course: How to Energize your Life and
Make the Difference You Want
Length: 1 ½ hours
Description: Do you often have a sinking or drowning feeling and think you are
creating a mental life jacket for survival? Learn how to deal with the things that are
keeping you from being productive and have a lot more energy and balance. Keep the
stress out of your life and the fun and balance in it. Keep from being overwhelmed, find
time for rest and relaxation and put fun into your life.
179
Speaker Information form
Name: Bryan Chavis, CLP, CPL, CPMS
Firm:
The Landlord Academy
Address: 4890 West Kennedy Blvd.
City: Tampa
State: FL
Zip: 33609
Home Phone: (863) 409-7564
Web site: www.thelandlordacademy.com
Course: CPMS
Length: 8 hr. CE credits
Description: Learning the day to day operations of managing your
property or properties. You will receive your operations manual with all the
forms and systems to perform your task. Approved for 8 CEU credited hrs.
Course: Building a Foundation
Description: Learn the 6 characteristics of the above average investor,
Using legal notices correctly, Fair housing basics, Eviction process overview,
The 10 most costly mistakes Landlords make, The importance of the lease and
Application..
Course: Rental Investing 101
Length: 6 hr .
Description: Learning the financial DNA of a property, Learning the SEOTA
(Strategic Evaluation of a Target Area), Set-up sheets & Case Examples.
180
Bryan Chavis, cont.
Course: Asset Protection
Description: The most common mistakes people make using LLC.,
Asset Protection techniques including titling strategies and trust,
What A lawyer looks for when suing you,
Land trust- Do they really work?
181
Speaker Information
Name: Wallace J. Conway
Home Pro
Address: 12708-2 San Jose Blvd
City: Jacksonville
State: Florida
Business Phone: (904) 268-8211 or (800) 270-9791
Zip: 32223
Fax: (904) 3+9-8213
E-Mail: [email protected]
Web site: http://www.wallyconway.com
Course: Building a Better Buyers Seminar
Length: 3 hours CE Credits, 3 Hour Course
Description: Have you ever been to a buyer’s seminar that was great? Neither has your
buyer! Learn from the best in the business how to build a buyers seminar that creates
crowds and makes them want to buy, buy now, and buy from YOU! After this course you
will have the knowledge and confidence to make you the talk of the town!
The purpose of this seminar is to familiarize REALTORS® with the fundamentals of the
conducting a homebuyer's seminar. The specific areas of identifying homebuyer needs
will be addressed, to prepare agents to best meet the needs of the consumer who is faced
with great desire for the rewards of home ownership balanced with their fears and risks.
The goal is to ensure that the issues most often encountered during the real estate
transaction are responsibly addressed to ensure the best interest of their customer is met
in a comfortable and proper manner.
182
Speaker Information
Name: Jerry Ericksen
Address: 20720 Andiron Place
City: Estero
State: Florida
Fax: (239) 992-8210
Course: “How to Get What You Want and
Make the Other Person Feel Like a Winner”
Zip: 33928
Length: 8 hours
Description: In this course we will cover the five basic rules of negotiating, the art of
win-win negotiating and its three guiding principles. You will learn how to become a
more effective negotiator by recognizing and fully utilizing each of the three stages of
negotiating, including the five prerequisites of a good negotiator.
183
Speaker Information form
Ruth Fennell
Signature Realty Associates
Address: 2234 Lithia Center Lane
Name:
City:
Valrico (Tampa Bay area)
State:
Business Phone: 813-335-1452 / 813-689-3115
Florida
Zip:
33594
Home Phone: 813-677-2913
Course: Seniors Real Estate Specialist Designation
Length: 2 days
Description: This 12 hour training course includes information and tools necessary to
serve and support a mature client base. Someone turns 50 every 7 seconds, and their real
estate needs cover the range in housing needs from upsizing and second homes to
downsizing. Learn the unique tools designed to position you as a Senior Specialist in
your market area.
Course: Achieving Extraordinary Customer Relations
Length: 2 days
Description: This course focuses on how to build lasting relationships with your
customers. Whether it is understanding priorities and needs of customers or how you can
meet those needs, the tools covered in this course help you create a consistent,
memorable experience.
184
Speaker Information
Name: Dennis Giannetti
Address: 2740 SW Martin Downs Boulevard, #186
City: Palm City
State: Florida
Zip: 34990
Course: “Negotiation 101”
Description:
♦ Negotiation style assessment
♦ Typical bargaining versus Interest based bargaining
♦ Commonly used tactics in negotiation
♦ 8 critical mistakes negotiators make and how to avoid them
♦ Characteristics of a good negotiator
Course: “Everything You Wanted to Know About Real Estate Negotiation”
Description: The title says it all. Made specifically for Real Estate negotiations. You
will become a better negotiator after this comprehensive Real Estate Negotiation Course.
♦ People Skills in Negotiation
♦ Highly successful strategies and tactics in real estate negotiation
♦ Intangibles that can control any negotiation (ex: the use of time)
♦ Discussions on special topics in real estate negotiation (builders, lenders, etc.)
♦ Offer and Counter Offer Strategies
♦ How to negotiate Price effectively (an how its often done incorrectly)
♦ Extensive skill building and coaching opportunities
Course: “Negotiating Yourself Out of Trouble”
Description: Negotiations can sometimes take a wrong turn. When they do, the deal,
your reputation, finances, and most importantly, client's interests are all in jeopardy.
Learn how to negotiate in these tough situations. Course includes:
♦ Use of WIN-WIN tactics when negotiations go sour.
♦ Rules of selection a dispute resolution procedure
♦ Effective Listening Skills in Negotiation (including how to give feedback).
♦ Understanding the difference between mediation, arbitration, litigation, and an EDO
185
Dennis Giannetti, cont.
Course: "How to Negotiation as a Transaction Broker" (CE credit pending)
Description: Transaction Brokerage is changing the way Realtors do business - and that
includes negotiating! Now learn how you should negotiate as a Transaction Broker.
Course includes:
♦ Differences between Negotiation and Facilitation
♦ Laws, Rules and Regulations of Transaction Brokerage
♦ Step by Step procedure for facilitating transaction
♦ How to use the art of questioning in facilitation agreement and closing a deal
♦ How to avoid seeming impartial or adversarial during the deal
♦ The most important toll a facilitator should have
186
Speaker Information
Name: Barry Jones
Address: P.O. Box 7699
City: St. Petersburg
State: Florida
Fax: (727) 526-6217
Course: Investing in Single Family Homes for Profit
Zip: 33734-7699
Length: 4 hours
Description: This seminar is designed to introduce licensees to the benefits of personal
investment in single-family homes for an income-producing portfolio or for resale after
renovation. This information can also be used when working with members of the public
with the same goals. Topics include; knowing why different properties suit different
purposes, deciding on rentals or renovations, what constitutes a suitable property, where
and how to find the properties, and what to do to make the property a good investment.
Also included are coverage of creative financing options, arriving at a property’s value to
the investor and a discussion of the most common mistakes made by would-be investors.
187
Speaker Information
Name: Al Leibert
Address: PO Box 562553
City: Miami
State: Florida
Home Phone: (305) 235-4523
Course: Ethics-3 hours of Continuing Education Credit
Zip: 33256
Length: 3 hours
Description: FREC approved for 3 hours CE Credit and NAR approved for the NAR
Quadrennial Ethics. Includes Arbitration, Procuring Cause, etc.
Carolyn Gardner, FAR
(407) 438-1400
188
Speaker Information
Name: Ulrich Leinhase, GRI
Address: Maximum Success, Inc.
1637 Race Track Road, Suite 126
City: Jacksonville
State: Florida
Zip: 32259
Cell: (904) 716-1945
Instructor License #: ZH-1001006
Fax #: (904) 262-6096
Web Site: http://www.MaximumSuccessInc.com
Course: If You Can't List...You Can't Last
Length: 3 hours CE
Description: ...is a three hour workshop presentation packed with solutions to listing
properties in today's competitive market. You’ll put your new listing skills to work
immediately and achieve new heights in listing activity: list do-it-yourself
(unrepresented) sellers; list expireds (they hate real estate salespeople) but they won’t
hate you; get around the commission ectomy (How much will you cut your commission if
I list with you?); and turn your listings into listings that sell. These are things you need to
know so you will list more and list more easily and earn more commissions. This
workshop is approved by the Department of Business and Professional Regulation for 3hours of continuing education credits.
Contact person: Joy Huber, NEFAR’s Education Director 904-394-9494 ext. 1202
Course: Investment Workshop For Real Estate Professionals
Length: 4 hour CE credit
Description: A Florida workshop on lease option strategies, negotiating skills,
foreclosures, repairs, income taxes, 1031 exchanges; the things salespeople need to know
to become successful investors and achieve the three magic words in today’s real estate
market; positive cash flow.
189
Ulrich Leinhase, cont.
Course: Show Less, Sell More
Length: 3 hours CE
Description: ...is a three hour workshop presentation packed with solutions to make
every floor call and every showing more productive; quickly turn suspects into prospects
(show the right house to the right client); turn your buyer's fears and indecisions into
sales (use soft selling); overcome objections before they become objection; use your
paperwork to help your clients buy the house of their dreams. Farm your clients for
referrals (constantly prospect or you’ll be unemployed after every sale). Learn selling
words to use and words to avoid. These are the things you need to know so you will show
less and sell more and earn more commissions. This workshop is approved by the
Department of Business and Professional Regulation for 3-hours of continuing education
credits.
Course: How to use your HP12c Without Going Completely Insane
Length: 4 hours CE
Description: …is a four hour workshop presented with easy to follow PowerPoint©
illustrations. When you pull out your HP12c your clients will be amazed how
professional you are. They won’t believe how easy you make it look when you calculate
different mortgage amounts; with different terms and give them the right answers. Be in
charge when clients want to play the “what if” game. What if I only want to pay $1,600
per month, with $20,000 dawn an interest rate of 5¼ percent and a mortgage term of 20
years? How much of a mortgage will that be? With just a few key strokes you will be
able to give them the answer. And that is just the tip of the ice berg. You’ll even learn
how to calculate the number of days you have already lived. Don’t worry no one is
allowed to peek at any ones calculator. You will have fun doing real estate math. This
workshop is approved by the Department of Business and Professional Regulation for 4hours of continuing education credits.
190
Speaker Information
Name: Gene and Rebekah Rivers
Address: P.O. Box 12964
City: Tallahassee
State: Florida
Zip: 32317-2964
Home Phone: (850) 297-CALL
Course: Personal Promotion
Length: 3 or 7 hours
Description: This is a 3-hour course designed to give participants insight into what
defines successful personal promotion, the goals of personal promotion and the tools
available to plan a personal promotion campaign. Image development, fundamentals of
target marketing, budgeting, advertising vehicles and costs, and promotional concepts are
fully covered. How to gain free exposure, closing gifts, mailers, handout, specialty
events, client parties, zero budget concepts and other elements are presented.
Course: Top Agent Office
Length: 14 hours
Description: This informal seminar-styled session is the best for small groups – 20
agents or less, and is geared to enable attendees to immediately put into practice the
elements of Takeover marketing, Personal Assistants and Technology for the attainment
of professional and personal goals. Considerable use of materials will be woven around
group discussion and projects, such as personal brochure design, marketing campaigns,
building a database, personality studies, goal setting and business planning, and incomestream growth.
Course: Technological Marketing
Description: This course offers an overview of the many technological tools to use in
real estate sales and service. From the telephone to cell phone to fax machine,
computers, software, desktop publishing, digital cameras, videos, television, radio,
automatic projecting systems, online services such as American Online, CompuServe,
Microsoft Network, the Internet and World Wide Web and Website strategies, e-mail,
video conferencing and other trends. Many of the tools discussed are inexpensive and
very productive.
191
Gene and Rebekah Rivers (cont.)
Course: The Buyer Pool -- Swimming in Buyers Year-Round
Length: 3 hours
Description: The goal of this presentation is to always have closing by developing a
buyer “pool”-buyers who will buy now, and buyers who will buy in 3-6 months, 9
months, 1 year or more. By analysis of motivation, personality study and database
management, you will learn to keep all buyers at hand. Technological tools covered
include computer and database software, e-mail, attached files, website, digital cameras
and more. Listing buyers, finding buyers and marketing for buyers with today’s tools.
Three primary learning objectives:
1. Learn the different buyer groups and identifying characteristics.
2. Learn how to integrate technology into business operation to keep buyers from
straying.
3. Learn how to list buyers.
At the conclusion of the session, the participant will be able to do the following:
1. Be able to build a buyer pool by listing and servicing clients.
2. Develop a pre-listing package for buyers.
3. Understand the motivations of various buyers to personalize approaches.
Presentation:
1. Understanding Buyers – 15 groups
2. First Contact
3. Pre-listing Package
4. The Appointment – Counseling Session
5. Database Management
6. Buyer Retention
7. 90-Day Jump
8. Follow up
Course: Professional Assistants
Description: This program covers the many issues of having team members – job duties,
costs, FREC and broker issues, personality studies, how to hire, where to find assistants,
using technology with assistants, how to pay, how much to pay, payroll, and more.
192
Gene and Rebekah Rivers (cont.)
Course: Always First Place – The State of the Art Seller Listing Presentation
Description: The goal of this presentation is to share with the audience how to “Always
be First Place” in the listing game. We will have live demonstrations of the best hightech/high-touch listing presentation today covering: first contact, pre-listing packages
with videos, portable displays, bonding, hot buttons, laptop demos, buyouts, power 5x5’s,
online on site, neighbor talk and more!
Three primary learning objectives:
1. Learn the practical use of techtools in the listing process.
2. Learn how tech tools work emotional hot buttons.
3. Learn the stage presentations to build emotion using trail closing to get the listing.
At the conclusion of this session, the participant will be able to do the following:
1. Be able to select technology to fit their personal listing style.
2. Be more skilled in finding what is really motivating individual sellers.
3. Know how technology helps to cut out listing time to only necessary details.
Presentation Sections:
1. Who are sellers?
2. First Contact
3. Pre-listing Package
4. CMA Presentation – Color Graphic Format
5. The Appointment
6. Follow up
Course: Takeover Marketing
Length: 3 hours
Description: How to recognize and take advantage of market opportunities. How to
enter new markets and dominate in a short time. Analyzing competitor strengths and
weaknesses, countering “newcomer” stigma, advertising and target marketing, zerobudge marketing, technological tools for marketing, planning for growth and monitoring
for effectiveness are all covered. Low cost to very expensive techniques are looked at
with the key being effectiveness.
193
Speaker Information
Name: Lawrence Rutledge, RFC, CFP
Address: 918 S Orange Avenue Floor 2
City: Orlando
State: Florida
Zip: 32806-1273
Fax #: (407) 423-8434
Subject: Financing Checkup
Description: This workshop will take you through several exercises to help you
maintain and improve your financial health.
Vicki Gillett/Lockheed Martin
(407) 356-5441
Subject: Reacting to a Changing Stock Market
Description: This course will help you evaluate your tolerance for a stock market drop.
Vicki Gillett/Lockheed Martin
(407) 356-5441
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Speaker Information
Name: Lin Sheldon
Address: 512 15th Avenue South
City: Jacksonville
State: Florida
Fax #:
Course: Sales and Marketing
Zip: 32250
Length: 4 hours
Description: From prospecting to closing, the basics over coming rejection, objections,
condition, buyer agency, transaction brokering, closing the listing and sale.
Northeast Florida Association of Realtors®
(904) 396-1323
Faulkner Realty
(904) 964-4048
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Speaker Information
Name: George Spohrer
Address: 802 Spinnakers Reach Drive
City: Ponte Vedra Beach
State: Florida
Zip: 32082
Fax #: (904) 285-6040
Subjects: Personal and Professional Development, Communications, Marketing,
Listing, Real Estate Phone Techniques, Personal Security for the Real Estate Professional
Description: Courses cover the following topics: Communications, Goal Setting, Life
Management, Image-Enhancement, Self-Esteem, Personal Security and Fitness.
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Speaker Information
Name: L. Duke Tieman
Address: 737 Main Street, Suite 101
City: Safety Harbor
State: Florida
Fax #: (727) 449-8626
Course: Heads You Win, Tails You Lose
Zip: 34695
Length: 3 hours
Description: Motivational - Goal Setting - Working Smarter
You will set goals, set plans (business as well as personal), develop follow-up
procedures, learn to work smarter rather than harder. This course offers a money-back
guarantee!
Sarasota Association of Realtors
Sebring Board
(941) 923-2315
(941) 385-6014
Course: T's Telephone Techniques
Length: 3 hours
Description: Practice the skills of getting the appointments, handling incoming calls,
and prospecting by phone.
Osceola County Association
(407) 846-0117
Course: Conquer Communications
Length: 1-3 hours
Description: Eliminates the fear of public speaking, develops skills in communicating
with all levels – hands-on seminar. The students' talents will improve during the
seminar.
Marco Island Area Board of Realtors
(941) 394-5616
Underwriters of Clearwater
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Speaker Information
Name: John W. Welsh, CCIM, GRI
Address: PO Box 838
City: Leland
State: Michigan
Zip: 49654
Cell Phone #: (231)620-3878
Fax #: (231) 922-2374
Course: Investing in Paper: Land Contracts,
Purchase Money Mortgages or Security Agreements
Length: 3 hours
Description: Learn how to discount and invest in seller-financed transactions.
Participants will be able to 1) counsel customers and clients on establishing the value of
paper, 2) structure unique seller financed transactions, 3) purchase or convey to
investor’s new or existing “Paper” for cash or property. Yields @ 15, 20, 25%….plus.
Recommended Financial calculator: Hewlett Packard 10BII
*Calculators available to use for $5.00 (Limited number).
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Speaker Information
Name: Andrew Wooten
Address: 4940 Emerson Street
City: Jacksonville
State: FL
Zip: 32207
Course: Crime Awareness and Prevention Length: 3 hours CE Credit
Description: Don’t be a victim! This seminar is designed to teach you how to take a
proactive approach to safety and to help keep you safe. The seminar is broken into eight
modules and the topics covered include: Introduction to Safety; Safety at the Office;
Safety at Property Showings, Safety at Open Houses, Personal Safety at Home, Safety;
On the Road, Crime Awareness & Prevention and Identity Theft Awareness. This class
includes a question and answer period at the end of the class.
Course: Travel Safety Seminar
Length: 60 – 90 minutes
Description: Have you ever found yourself on the side of the road with a flat tire?
What should you do? This seminar teaches basic travel safety and covers areas from:
What To do before you leave home, Safety on the road, Safety in your vehicle, Road
Rage, Airline Travel Safety, Bus Travel Safety, Hotel/Motel Safety, Sight Seeing and
Pick Pocket Distraction Theft. The seminar includes words on weapons and a question
and answer period at the end of the class.
199
Name: Andrew Wooten
cont.
Course: Personal Safety Seminar
Length: 60-90 minutes
Description: What would you do if you were attacked? Do you know how to defend
yourself? This seminar covers general personal safety and is suited for all audiences.
The seminar explains various ways to protect yourself. It explains how we react to
situations in both a physically and psychologically manner. The seminar teaches
participants to be aware of their options when confronted with a conflict. The class
reviews every day dangerous situations like being followed, stalked, carjacking,
road rage, what to do if your car breaks down, pickpocket and distraction theft.
The seminar includes words on weapons and a question and answer period at the end.
Course: Identity Theft Seminar
Length: 60-90 minutes
Description: Each year more and more people fall victim to Identity theft…. Are you
safe? This seminar provides a definition of identity theft and explores how this crime is
committed. The seminar covers ATM scams, ID theft prevention, How your wallet can
hurt you and What to do if you are a victim. The class includes an informative identity
theft video and includes a question and answer period at the end of the class.
Course: Fire Arms and the Law
Length: 2 hours
Description: What happens if the unexpected happens and you have to use a gun?
This course is and introduction to fire arms and covers the legal aspects of owning,
transporting and using a firearm in self-defense situations. The class includes a question
and answer period.
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Online Education
at
FloridaRealtors.org
201
Florida Realtors Online Education
The Florida Association of REALRORS® is committed to excellence
through quality training and education. Experts from all corners of the
world now provide their training to you via the Internet. The best in
online tools simplify your training, giving you the courses and online
seminar you want anytime, anywhere, every day of the year.
You may complete your 14-hours of continuing education for
salesperson’s or broker’s license renewal on the Florida REALTORS®
web page. From the home page on the left hand side click on
“Education”. On the Education page click on “Online Education” you’ll
see three 14 hour CE credit online courses listed in the center of the
page, along with the GRI-1 online course; that is accredited for either
11 hours of CE credit or 45 hours of Sales Associates Post Licensing
To log on go to: http://floridarealtors.org.
The GRI-1 Standards of Practice online course can also be found by;
going to http//:www.FARGRI.com. Please note the GRI-1 online
course fee is $300 and $60 of this is given to the student’s Association.
202
Marketing
Education
Programs
203
Marketing Education Courses
Various media
1. Post Cards
Oversize postcards are best (8 ½ x 5 ½). You can purchase card stock paper inexpensively
and then cut them in half. Smaller postcards often get lost. However, keep in mind that
oversize postcards require first class postage.
If you are presenting a required class, then put that on the front of the card; remind them how
many hours of continuing education they have to complete and by when.
2. Flyers with registration form
Flyer
The flyer contains the course content and why members should attend. It is important that
this be a separate sheet of paper that they can keep. Call FAR for GRI flyers and CE
Express flyers.
Registration Form
If a potential registrant has the registration form in his or her hand, they are more likely to
complete it and mail it or fax it. - immediate response, separate sheet so student can keep
flyer.
Note: When mailing postcards or flyers, keep in mind that although bulk rate postage may
save you money, the information may take up to 3 or 4 weeks to reach the recipients.
3. New Member Orientation
At your Member Orientation meeting announce and have flyers for all your courses and
remind them what type of credits they receive. Pass out GRI-1 coupons that FAR has
available. See coupon info.
4. Phone calls
The personal contact can be quite persuasive, and dividing the calls between several people
and over several days makes this method easier to handle.
5. Internet
The PlanetRealtor main Calendar lists CE courses, seminars and conferences at local Boards
and Associations throughout the state and across the nation.
6. Special Invitation
A customized, special invitation letter can make a big impression.
7. E-mail
E-mail is a quick and easy way to reach many people at the same time. Start a database of all
the people who attend your education programs, including which program they attended.
204
Then when that program or a similar programs is scheduled again – send a quick e-mail to
that person and let them know.
Content
1. Clutter/White Space
It is important to have enough white space so that the postcard, flyer, etc. does not appear
cluttered or crowded. When this happens, the reader does not know what to read first and
may become frustrated.
2. Fonts
It's a good idea use not more than two types of fonts. You can have the same cluttering
effect when using too many types of fonts.
3. Graphics
Graphics should be used to empasize the course/seminar. An effective graphic will not
overpower the page, but it should be the first thing the reader notices.
4. Who, What, Where and When
Don’t forget to let the reader know all the essential information such as location, date, time
and cost. If the course is approved for continuing education credit, be sure to include that
information as well.
The readers will want to know why they should attend. It’s up to you to tell them, whether
the course is approved to help them make more money or renew a license or certification that
is about to expire.
5. Call to action
Now that they have read your brochure, what do you want them to do?
i.e. Register Today! Call Now!! Limited Seating!!
Resources
The following is not an endorsement by FAR, but a list of resources available.
Labels for specific groups or classification of real estate licensees:
1. Professional Testing Service (407) 894-6405
2. www.listsdirect.com
3. FAR provides labels for Realtor Institute course mailings
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Labels are affordable and most places can send them to you within a few days.
Special Order Paper:
1.
2.
3.
4.
Paper Direct
1-800-APAPERS
Paper Showcase
1-800-287-8163
Queblo
1-800-523-9080
Paper companies can also provide you with a sample book of paper in various colors,
textures and patterns.
Preprinted Flyers
Realtor® Institute:
Approximately three months prior to the course, the Education Department will send a
preprinted promotional flier and registration form to each Realtor Institute course sponsor as
well as postcards for salesperson’s and broker’s post-licensing.
Mailing the Postcards/Flyers
Mass Mailing:
When mailing to the entire membership, you might want to consider using a mail-house
and/or sending the mailing bulk rate. The post office can give you guidelines on packaging
the mail for bulk rate purposes.
Target Mailing:
Note: Statistics show that there is a group of people within the membership who attend
education programs again and again.
•
Keep a data base of your students' names and addresses and which course(s) they
attended.
•
Send a special mailing to those students who attend regularly.
i.e. "Thank you for attending the contracts seminar last year. We are presenting another
3-hour program on contracts next month and invite you to attend."
•
If it is feasible send thank-you notes to people for attending. (This can be incorporated
into the continuing education credit letter if the course was presented for CE credit.)
206
GRI-1 Coupon Information – Please refer to the coupon on the following page it will
show you what the coupon looks like and how to fill it out. See the 07-08 Education Resource
Manual CD for the coupon in a word document for easy use.
Do Not alter coupon other than what is allowed.
How and Why You Should Use the GRI-1 Coupon:
This coupon is sponsored and paid for by the Florida Association of REALTORS®.
The coupon is designed to be used during new member orientation.
It helps promote the GRI designation Program, to your new members who are new
Real Estate Licensees.
Couple this coupon with the FREE GRI brochure
and you a have strong marketing tool for your GRI course(s). The only cost to you
is the paper you print the coupon on.
Even if your Association/Board doesn’t sponsor a GRI you can still do this so your
members are well informed of the Education opportunities with the GRI courses.
Ways to Make the Coupon Easy to Use:
Convert it into a merge document.
a. Have a list of your new members names in excel or a Word table.
b. Scan in representatives’ signature into a JPEG file and paste it onto
your coupon.
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to the
Florida Association of
REALTORS®
This coupon entitles:
*Put New Member's Name Here
to a $20.00 discount on the registration fee for the
GRI-1
FLORIDA REALTOR INSTITUTE COURSE ONE “Standards of Practice”
45 Hour Post Licensing Credit Only
*Signed: ____Your Association’s Representative_______________
*Board/Association: ________________________________________
*Date issued: ______________________________________________
This coupon good for one year from date of issue
NOT TRANSFERABLE - NOT VALID WITH ANY OTHER PROMOTIONAL OFFER
GOOD FOR THE GRI COURSE ONE POST LICENSING CREDIT ONLY
COUPON MUST BE PRESENTED WITH PAYMENT AT TIME OF REGISTRATION
* Required Fields, must be filled in prior to handing out to new members at orientation.
208
Other
Resources
NAR designation information
Educational CD programs
Law and Policy Training Courses & Ethics DVD
Legal Seminar Fund of FAR (application form)
Submitting a course to FREC for CE credit
Request for Instructor Evaluation Form
Request for Course Evaluation Form
209
NAR designations
and certifications
210
REALTOR® Family Designation Programs
The NATIONAL ASSOCIATION OF REALTORS® has nine affiliated Institutes, Societies, and
Councils that provide a wide-ranging menu of programs and services that assist members in
increasing skills, productivity and knowledge. Designations acknowledging experience and
expertise in various real estate sectors are awarded by each Affiliated group upon completion of
required courses. In addition, NAR offers five certification programs to its members. For Web
sites
and e-mails go to http://www.realtor.org/runivers.nsf/pages/designation?OpenDocument
ABR, Accredited Buyer Representative
With over 40,000 members, REBAC is the largest association of real
estate professionals focusing on all aspects of buyer representation.
Over 30,000 ABR® designees have completed the REBAC course,
passed the test and provided documentation of buyer agency
experience.
REBAC (Real Estate Buyer's Agent Council)
Contact REBAC, 1-800-648-6224, or visit
http://www.rebac.net/Home.aspx
ABRM, Accredited Buyer Representative Manager
Geared to real estate firm brokers, owners and managers that have or
wish to incorporate buyer representation into their daily practice,
designees have taken and passed both the ABR® and ABRMSM
course and provided documentation of past management experience.
REBAC (Real Estate Buyer's Agent Council)
Contact REBAC, 1-800-648-6224 or visit
http://www.rebac.net/Home.aspx .
ALC, Accredited Land Consultant
ALC’s are the recognized experts in land brokerage transactions of
five specialized types: (1) farms and ranches; (2) undeveloped tracts
of land; (3) transitional and development land; (4) subdivision and
wholesaling of lots; and (5) site selection and assemblage of land
parcels. Acquire valuable skills through educational offerings leading
to the ALC designation.
REALTORS® Land Institute (RLI)
For information on the ALC designation call 1-800-441-5263, visit
the RLI Web site or e-mail RLI.
CCIM, Certified Commercial Investment Member®
CCIMs are recognized experts in commercial real estate brokerage,
leasing, valuation and investment analysis. The CCIM business
network includes more than 7,500 designees and an equal number of
candidates principally in North America, but also in Asia and Europe.
CCIMs are backed by a respected education program, as well as
superior technology products and business resources.
CCIM Institute Call 1-800-621-7027, visit the CCIM Web site.
211
CIPS, Certified International Property Specialist
The CIPS network is comprised of 1,500 real estate professionals
from 50 countries who deal in all types of real estate, but with one
common element: they are focused specifically on the "international"
market. Whether traveling abroad to put deals together, assisting
foreign investors, helping local buyers invest abroad, or serving an
immigrant niche in local markets, CIPS designees are consumers' best
resource to ensure they are dealing with a professional skilled in the
unique aspects of international real estate.
NATIONAL ASSOCIATION OF REALTORS®
Call NAR Customer Service at 800/874-6500, e-mail NAR
International or visit the CIPS Education Web site.
CPM, CERTIFIED PROPERTY MANAGER®
Acquire valuable real estate management skills through educational
offerings leading to the CPM® designation. CPM® members have
the competitive edge in every area of real estate management from
residential to commercial to industrial.
Institute of Real Estate Management (IREM)
Contact Customer Service at 1-800-837-0706, Ext. 4650 or visit the
IREM Web site.
CRB, Certified Real Estate Brokerage Manager
The Certified Real Estate Brokerage Manager (CRB) designation is
recognized industry-wide as the measure of success in brokerage and
real estate business management. The designation is awarded by the
Council of Real Estate Brokerage Managers to REALTORS® who
have completed the Council's advanced educational and professional
requirements. CRB designees consistently increase their level of
industry knowledge, advance their earning and career potential,
increase their firm’s profitability and benefit from active involvement
in our network of real estate professionals. The new CRB Designation
Program now provides credit for management experience, higher
education and previously earned NAR designations. Additional
credits can be earned through the Council's management education
programs delivered live or by Self Study on CD-ROM.
Council of Real Estate Brokerage Managers
For more information, contact CRB, call 800.621.8738
or visit the CRB Web site.
212
CRS®, Certified Residential Specialist®
Agents can maximize their potential by earning the CRS® Designation
and joining the organization that has served top-producing residential
sales agents since 1977. The more than 35,000 CRS® Designees
benefit from nationwide referral opportunities, a professional image
that attracts customers, and sales and marketing support. The CRS®
Designation is awarded to experienced REALTORS® who complete
advanced training in listing and selling, and meet rigorous production
requirements.
Council of Residential Specialists
Contact Customer Services at 1-800-462-8841, visit the CRS Web site.
CRE, Counselor of Real Estate
The Counselor of Real Estate – or CRE – is a member of The
Counselors of Real Estate, an international group of recognized
professionals who provide seasoned, objective advice on real property
and land-related matters. Only 1,100 practitioners throughout the world
carry the CRE designation. Membership is by invitation only.
Counselors of Real Estate
Call 1-312-329-8427 or visit the CRE Web site.
GAA, General Accredited Appraiser
Certified general appraisers wishing to increase their visibility should
consider pursuing the GAA designation. The GAA designation is
awarded to appraisers whose education and experience exceed state
appraisal certification requirements and is supported by the
NATIONAL ASSOCIATION OF REALTORS®.
Call 1-800-874-6500 ext. 8393 or visit the NAR Appraisal page .
GRI Graduate REALTOR Institute
Members involved in residential real estate who want a solid base of
information for their practice will want to participate in the
REALTOR® Institute program and earn the GRI designation.
Contact your State REALTOR® Association for course dates and
locations or go to the listing of State REALTOR® Associations
available here.
NAR maintains a clearinghouse of information for individuals
interested in the GRI program. For more information,
visit the new GRI site.
213
PMN, Performance Management Network
The Performance Management Network (PMN) is a new REALTOR®
designation that’s built from the ground up to bring you the real-world
skills, the know-how and the tools that will keep your business out front
and on top of a lighting-fast market. This designation is unique to the
REALTOR® family designations, focusing on the idea that in order to
enhance your business, you must enhance yourself. The curriculum is
driven by the following topics: negotiating strategies and tactics,
networking and referrals, business planning & systems, personal
performance management and cultural differences in buying and
selling.
Women's Council of REALTORS®
Contact the WCR Education Department, 1-800-245-8512
or visit the WCR Web site.
RCE, REALTOR® association Certified Executive
Association executives interested in demonstrating commitment to the
field of REALTOR® association management should pursue the RCE
designation. AEs are recognized for their specialized industry
knowledge and their association achievements and experience.
Contact Renee Holland, 1-312-329-8545. More information can be
found at the Association Executives Homepage.
Residential Accredited Appraiser
Certified residential appraisers wishing to increase their visibility
should consider pursuing the RAA designation. The RAA designation
is awarded to appraisers whose education and experience exceed state
appraisal certification requirements and is supported by the
NATIONAL ASSOCIATION OF REALTORS®.
Call 1-800-874-6500, ext. 8393, or visit the NAR Appraisal page.
SRES®, Senior Real Estate Specialist
The SRES® Designation program trains REALTORS® to profitably
and ethically serve the real estate needs of clients age 50+. Includes
first year membership in SRES Council and its umbrella of services.
SRES Council
Call 800-500-4564 or visit the SRES website site.
214
SIOR, Society of Industrial and Office REALTORS®
Individuals certified with the SIOR designation are top producers in
industrial and office real estate brokerage. SIOR's network includes
more than 2,800 members in 480 cities in 20 countries on six
continents. The Society's mandatory recertification requirement assures
clients of the designee's excellence in the fast changing commercial
brokerage field.
Society of Industrial and Office REALTORS®
Contact Membership at 202-449-8200 or visit the SIOR Web site.
At Home with Diversity Certification
A ground-breaking professional education initiative designed to provide
America's real estate professionals with training and tools to expand
their business as well as homeownership opportunities for more
Americans.
AHWD certification relays to the public that those certified have been
professionally trained in and are sensitive to a wide range of cultural
issues inviting a wider volume of business from a greater variety of
cultures.
For more information on this course and its business principles, please
visit the At Home With Diversity sub-site
or contact Diversity, 202/383-1201.
e-PRO®
e-PRO® is a revolutionary training program presented entirely online
to certify real estate agents and brokers as Internet Professionals. The
NATIONAL ASSOCIATION OF REALTORS® is the first major
trade group to offer certification for online professionalism.
e-PRO® is not just about technology - it's about how you can leverage
your most powerful asset, your people-skills, into doing more business
on the Internet.
e-PRO® gives you:
- Exhaustive Internet Training
- Unique Competitive Advantage
- Professional Distinction
- CE credit is now available in several states
For more information on the e-PRO® certification,
visit the REALTOR e-PRO® Web site.
215
.
REPAsm, Real Estate Professional Assistantsm
REPA is a comprehensive two-day certificate course that provides an
intensive introduction to the real estate business and to the specific
ways support staff can become valuable assets to their employers.
Every administrative employee in the brokerage office, from listing
secretary to the personal assistant, will benefit tremendously from this
quick-start program.
For more information, visit the Real Estate Professional Assistant
Web site.
Resort & Second-Home Markets Certification
The RSPS is a new certification offered by NAR Resort for resort &
second-home REALTORS around the world. REALTORS specializing
in resort and second-home markets and interested in demonstrating
their knowledge and expertise should pursue the RSPS certification.
The RSPS core certification requirements include the NAR Resort &
Second-Home Market Course and the RLI Tax-Deferred (1031)
Exchange Course. RSPS applicants will also choose from nine different
elective choices including courses from the NAR Education Matrix and
the NAR Resort Symposium held every 18 months.
For more information, NAR Resort 312-329-8393,
or visit the NAR Resort Web site.
Transnational Referral Certification
The goal of this certification offered by the National Association of
REALTORS® is to prepare real estate professionals to make and
receive compensated referrals using the Transnational Referral system
developed NAR and the International Consortium of Real Estate
Associations (ICREA). Students will learn how to integrate
international referrals, resulting in increased income, into their business
plans.
When you are involved in an international referral, as a referring or
receiving agent, the Transnational Referral Certification demonstrates
to other real estate professionals that you are well versed in the
procedures of the Transnational Referral system, have pledged to
follow a code of conduct in business dealings, and expect that
compensation, paid in a timely manner, will be an integral part of the
transaction.
For more information, visit
NAR International: Transnational Referral Certification
216
Educational CD
Programs
Boot Camp I & II
Home Office
Launch Sequence to Success
Risk Management
Roadmap to a Successful Closing
So You Want to Be a Broker…..
Success Series
217
FAR has the following programs available on CD and/or cassette tape: To order please send an e-mail to
[email protected]
Boot Camp I: career management from the ground up
Boot Camp isn’t a “feel good, soft, touchy-feely” program. It’s about the realities of succeeding in the real
estate profession. This program is about knowing what to say, when to say it, and being accountable for the
results. You are the key to your success. Nothing will happen until you make it happen. Take what you learn
here, apply it in you daily practice, and you’ll advance your career so that you are light-years ahead of the
competition.
Boot Camp II: special ops – prospecting
Failure in our business is a matter of choice, not destiny. When you employ the planning of Boot Camp 1
and the techniques taught in Boot Camp II, your success is assured. When you employ an attitude of "I can
do this" and then "Do it" you're 90% towards reaching your financial goals. You see, of the four things that
can upset us (Ourselves, Others, Things and Circumstances) you only need control of the one to overcome
the others. Good news is that one, is Ourselves!
Launch Sequence to Success
What is it that successful agents do to assure their financial success? In this 90-minute session, Steven
David gives you a specific, day-by-day schedule to take your career where you want it to go. No more
wondering, just do the scheduled events every day for 90 days and …you’re in the money!
ROADMAP TO A SUCCESSFUL CLOSING
Just when you think you’ve finally got a solid contract, and closing is right around the corner, BOOM, a failed
inspection, a low appraisal, a title glitch, and your pending closing is now a present hassle. This program
will guide you thru the inevitable problems that arise in most real estate transactions.
RISK MANAGEMENT
By its very definition, risk management assumes there is a risk or risks to be managed. In virtually every
business endeavor, risk is a byproduct of existence. In the real estate profession, risk exists on several
fronts. In fact we don’t even have to have a transaction in order to create risk. This course will speak to and
help you avoid the most common risks associated with the ownership of a Brokerage firm and the practice of
Real Estate sale. This course presents several recommendations, but should not be construed as the final
word on risk management. Your job is to understand the risks, prepare for them, and avoid the creation of
unnecessary risk.
Home Office: Financial Rewards
Want more of your commission staying at home? Then work from a “Home Office.” In addition to having
more flexible hours, time to pursue other interests, relief from commuting, there are business and personal
tax benefits available to you by the IRS. These tax benefits can help you keep more of you commission in
pocket where it belongs.
Knowing that most of us want to reach the top in whatever we pursue, it's only natural for you to consider the
possibility of owning your own Real Estate firm. In reality you already do, as you're most likely an
Independent Contractor and already call your own shots. However for many, the dream is to own a firm with
Agents producing significant income for themselves and you. Towards that end, this program will give you
real answers to the questions you should ask prior to making the leap.
218
CD programs
Written and presented by: Steven David, CRB, CRS, GRI, MBA
Boot Camp 1 CD $15
____ Quantity
Road Map CD $15
____Quantity
Boot Camp 2 CD $15
____ Quantity
Risk Management
CD $20
____Quantity
Launch Sequence to
Success CD $19.95
____Quantity
Home Office CD $15
____ Quantity
Be a Broker CD $15
____Quantity
Name ____________________________________________e-mail: ______________________________
Phone (to reach you during normal business hours) (________) _____________________________________
Name of Firm _________________________________________________________________________
Mailing Address _______________________________________________________________________
City _____________________________________ State ____________ Zip _____________________
___VISA ___ MasterCard ____Am. Express Card Number _____________________________________
Expiration date: ___/___/___ Signature ___________________________________________________
OR - ___I have enclosed a check in the amount of $______________ made payable to FAR
I have marked the items above Total Cost $_____*price includes tax,
shipping & handling
To purchase by mail, send payment with this completed form to:
FAR Education Department,
PO Box 725025, Orlando, FL 32872-5025,
or fax this form to (407) 587-1427
For FAR Use only
All
219
The Real Estate
Success Series
Course
Give your new members the training tools they need to
succeed. This National Association of REALTORS®
program was revised and rewritten by top GRI instructor:
Ric Giumenta, CRB, CRS, GRI, e-Pro, ITI
This course has 14 training modules designed to help
enhance Real Estate and business skills and you may use
your own instructor(s). All course materials, including
PowerPoint are provided on a CD. This course is
approved for 11 hours of specialty CE credit. This
facilitates a quicker turn around time when submitting this
program to DBPR for CE credit under your board’s
sponsorship. The CD also contains required DBPR forms
for submission as well as a check list.
A Florida Association of REALTORS®
Education Course
$150.00
(one-time licensing fee)
Name ________________________________________ e-mail:_________________________________
Phone (to reach you during normal business hours) (________) __________________________________________
Name of Board/Association/Firm __________________________________________________________
Mailing Address _______________________________________________________________________
City ________________________________ State ________ Zip ______________________________
_____ Please e-mail me more information
For purchase please See Agreement Form
*price includes tax, shipping & handling
To purchase by mail, send payment with the agreement form to:
FAR Education Department,
PO Box 725025, Orlando, FL 32872-5025,
fax this form to (407) 587-1427,
or send an e-mail to [email protected]
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For FAR Use only
SS
Success Series
Agreement
This agreement is made and entered into this
day of
,
20___, by and between the Florida Association of Realtors, Inc., a Florida not for profit
corporation (hereinafter referred to as “FAR”) and the
Board / Association of Realtors or Real Estate Office (hereinafter
referred to as “Purchaser”).
In consideration of the mutual covenants contained herein and other good and valuable
consideration the parties hereto agree as follows:
1. FAR hereby authorizes Purchaser to present and offer the Success Series course a FAR
education course under the terms and conditions provided for herein:
2. Purchaser acknowledges that FAR education Success Series course is copyrighted with
all rights reserved. Purchaser agrees that it shall not reproduce all or any portion of the
FAR educational course materials, including but not limited to photocopying,
reprinting, videotaping, audiotaping or filming of course materials for any purpose
other than the presentation of the course, without the prior express written consent of
FAR.
3. Purchaser shall comply with all applicable real estate laws and regulations in the
presentation of the aforementioned FAR education course.
4. This Agreement must be completed and fully executed by the Purchaser and received
by FAR prior to the presentation of the FAR education Success Series course. Delivery
of the Success Series course materials to the Purchaser may take up to two weeks from
the time this Agreement is received and executed by FAR. Overnight delivery expense
will be incurred by the Purchaser if overnight delivery of FAR course material to the
Purchaser is necessary.
5. If the Purchaser decides to offer continuing education credit for this course they must
submit this course to the DBPR for credit and comply with all DBPR rules in
conducting and reporting of such a course. FAR will provide the initial DBPR letter
that indicates the course to be approved for 11 hours of CE credit.
6. The Purchaser’s right to present the aforementioned FAR educational course is
expressly conditioned upon adherence to the terms and conditions of the Agreement.
Failure of the Purchaser to submit this program to the Department of Business and
Professional Regulation may result in the loss of continuing education credit for the
attendees.
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7. Should Purchaser fail to comply with any terms of the Agreement, FAR shall have the
right to pursue any and all legal or equitable remedies. Purchaser hereby agrees to
defend, indemnify, and hold FAR harmless from and against all claims, damages,
losses and expenses including, but not limited to interest, disbursements and attorneys’
fees (including attorneys’ fees on appeal) arising out of or resulting from the
Purchaser’s presentation of the FAR education course, or from the Purchaser’s breach
of any terms of this Agreement.
8. The one-time licensing fee for the Success Series is $150:
___I have included the one-time fee. I understand that by paying this fee and following
the appropriate policies and procedures, my Board/Association/District/Office may
offer any number of Success Series Classes.

I have attached a check for $150

Please use my Visa, MasterCard or American Exp charge $150
Exp. Date _______
#
Signature __________________________________________
The Parties hereto agree to the above terms and conditions.
Florida Association of Realtors®,
a Florida corporation not for profit
Board / Association of
Realtors® or Real Estate Office
By
By
Signature
Signature
_
Its (title)__Executive Vice President
Its (title)
_
Date
Date
_
Purchaser’s address: ___________________________________________________
City: ____________________, Zip: __________ Phone: ______________________
Send to: FAR Education Dept, PO Box 725025, Orlando, FL 32872-5025
Or Fax to: 407-587-1427
222
THE LAW & POLICY TRAINING
Ethics DVD
This program, featuring five speakers, provides the information required to complete the NARrequired Quadrennial Ethics Training on the REALTOR® Code of Ethics. The DVD can be used
for new member orientation as well as for ongoing training. Topics covered include the Code’s
Preamble and Articles 1, 2, and 16, as well as business ethics and an explanation of procuring
cause.
Buy this DVD by going to: http://store.planetrealtor.com > Reference Material
Professional Standards Training
Professional Standards training is offered annually to your local board/association’s Grievance and
Professional Standards Committees. It is designed to give the Committee members a thorough
overview of the mandatory processes they will employ in considering incoming ethics complaints
and requests for arbitration, as well as when holding any resulting hearings. The processes
discussed are from the REALTOR® Code of Ethics and Arbitration Manual, which NAR updates
annually.
To schedule a session the local boards/associations can call 407-438-1400 and
contact Carolyn Gardner, ext. 2416.
Antitrust Presentation
In addition to common antitrust issues facing the REALTOR® industry, this presentation may
include a general discussion of some of the most common REALTOR® misconceptions in law &
under the Code of Ethics.
Legal Update Seminars
These sessions last for approximately 60 to 90 minutes and cover frequently asked questions from
the FAR Legal Hotline, as well as updates on case law and FREC regulations set forth under
Chapter 475, Florida Statutes, and Chapter 61J2, Florida Administrative Code.
To schedule an Antitrust Presentation or a Legal Update Seminar the local boards/associations
can call 407-438-1400, ext. 2426, for Janet Valentine, Legal Assistant, or e-mail her at
[email protected]
223
Legal Seminar Fund
application form
224
LEGAL SEMINAR FUND OF
THE FLORIDA ASSOCIATION of REALTORS®
The Legal Seminar Fund of the Florida Association of REALTORS® consists of limited funds
available to members, local Boards/Associations of REALTORS® or local attorneys who sponsor
legal seminars. The funds will assist in defraying the costs of seminars presented to local
Boards/Associations of REALTORS® by local attorneys. The seminars should relate to significant
legal issues impacting the real estate industry.
I. Purpose
The purposes of the Legal Seminar Fund of the Florida Association of REALTORS® (hereinafter
referred to as "LEGAL FUND") are:
A) To promote legal education of FAR members through seminars given by attorneys local to
the community.
B) To promote communication and understanding between REALTOR® members and local
attorneys.
C) To defray costs of sponsoring these legal seminars given for Realtor® Associations.
II. Administration
The LEGAL FUND shall be administered by the Florida Association of REALTORS®. Requests
for assistance shall be forwarded to FAR’s Law & Policy Group for review. If properly
completed, the request will be forwarded to the current chair of the Realtor-Attorney Joint
Committee for approval. The applicant will be advised of the status of their request, following
the chair’s review. Once approved, and after the seminar is held, costs approved shall be
reimbursed to the applicant as long as original receipts are submitted. Reimbursement may
include, but is not limited to, equipment rentals, printing, room rental, food, but is not available
for alcohol, speakers’ fees or travel.
225
III. Requests for Assistance
The procedure for a request for assistance under the provisions of the LEGAL
SEMINAR FUND shall be as follows:
A) Any individual member, Board/Association, or attorney may request assistance and should
include a letter of transmittal indicating the seminar is being given for a Board/Association,
if the Board is not the applicant. The request for assistance shall be made on the approved
form setting forth, in proper form, the pertinent details concerning the subject matter to be
covered and the significance of the issues for REALTORS, and the syllabus of the course.
Said statement shall be prepared by the applicant and shall contain an estimate of the cost of
the seminar, for which reimbursement is sought. Each applicant is limited to one request
and no request should exceed $1,000.
B) When an application for assistance, with a transmittal letter from the local
Board/Association, if applicable, has been received at the office of the Florida Association
of REALTORS®, the Law & Policy Group shall review such application to ensure that it is in
proper form and complete. Upon making such determination, the Law & Policy Group shall
submit in timely fashion the application to the Chairman of the Realtor-Attorney Joint
Committee for review.
C) The Law & Policy Group shall advise the Chairman as whether it supports the request.
D) Having duly considered the application, the Chairman shall:
1) Determine that it is appropriate to grant the request and inform the requesting party; or
2) Return the request to the applicant for further documentation and timely resubmission;
or
3) Reject the application and deny assistance.
E) The funds are limited and are available on a first come, first serve basis. Once the fund is
exhausted, no more applications will be processed. No applications shall include requests
for funds if the applicant is being reimbursed from another source.
IV. Payment
Payments of approved requests shall be made following the presentation of the
seminar and receipt by FAR of original receipts for approved items.
226
The Legal Seminar Fund
Application for Financial Assistance
REQUESTING APPLICANT
Name:
_______________________________________
Street Address:
_______________________________________
City, State, Zip:
_______________________________________
Telephone (Office):
_______________________________________
E-mail:
_______________________________________
SEMINAR INFORMATION
Topic:
_______________________________________
Format:
_______________________________________
Length:
_______________________________________
Location:
_______________________________________
C.E. Credit:
_______________________________________
Course Syllabus and Materials: (Attach to application) ____________________________
Equipment Needed:
_______________________________________
Why is Seminar Applicable:
_______________________________________
Which Purposes of Legal Seminar
Fund are Fulfilled?:
_______________________________________
227
Names and Addresses of Presenters And Topics to be Covered by Each:
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
Estimated # of Attendees:
_______________________________________
LIST EXPENSES FOR WHICH REIMBURSEMENT IS SOUGHT
Item:
_______________________________________
Item:
_______________________________________
Item:
_______________________________________
Item:
_______________________________________
Item:
_______________________________________
228
Submitting a course
to FREC
for CE approval
229
Submitting a course to FREC for continuing education credit
There are several things to keep in mind when submitting a course to
the Florida Real Estate Commission for continuing education credit.
1.
The course must be designed to protect the public.
2.
Full-text outline (two copies)
3.
Other course materials
After attending the seminar the licensee should be better equipped to serve
his or her customer, as well as comply with the Chapter 475 regulations.
It is imparative that the instructor have sufficient subject knowledge.
However, since it is the text that is reviewed, it is necessary to include as
much information as is feasible. The “Request for Course Evaluation” form
calls for a “detailed course outline.” The average 3-hour course that FAR
submits to FREC has approximately 20 – 30 pages.
Other course materials such as activities, overhead slides, etc. must also be
submitted with the text.
(Be sure to remove from the text and other materials any reference to the
school or sponsor.)
4.
Time Line
5.
Course Objectives
6.
Forms
A common practice is to use the Table of Contents as a guideline for how
many minutes are spent on each topic. (50 minutes of instruction equals 1
hour of CE credit)
Course objectives are also required by FREC. A course objective should be
measurable. For example, “At the end of this course, the student should be
able to calculate the interest on fixed rate mortgage.”
See the following pages for forms that are necessary when submitting a
course for CE credit.
230
DBPR FREC-2090-2 – Request for Course Evaluation
STATE OF FLORIDA
DEPARTMENT OF BUSINESS AND PROFESSIONAL REGULATION
1940 North Monroe Street
Tallahassee, FL 32399-0750
Customer Contact Center: 850.487.1395
FAX: 850.488.8040
www.MyFloridaLicense.com
REQUESTOR INFORMATION
(permit holder or point of contact)
Identifying Number (school permit or provider number – if applicable)
Last Name
Middle
First
Title
Suffix
Organization name
BUSINESS MAILING ADDRESS
Street Address or P.O. Box
Suite or Office Number
City
State
Country
County (if Florida address)
Phone Number
Zip Code (+4 optional)
CONTACT INFORMATION
E-Mail Address
PHYSICAL BUSINESS ADDRESS
Suite or Office Number
City
State
Country
COURSE INFORMATION
Type of Education (choose only one):
Delivery Mechanism (choose only one):
T Sales Associate Pre-Licensure
T Class Room Delivery (Pre, Post and CE)
T Sales Associate Post-Licensure
T Distance Education (Continuing Education Only)
T Broker Pre-Licensure
T Distance Ed. Internet Delivery (Pre/Post Only)
T Broker Post-Licensure
T Distance Ed. CD-ROM (Pre/Post Only)
T Other:
Continuing Education:
T Law
T Specialty
T Combination Law and Specialty
Application Type (choose only one)
T - NEW
T - RENEWAL
T - UPDATE
Course Title
Course Number (Updates and Renewals only)
Hours Requested
Title of Source Material
Permit Holder/Point of Contact:
I affirm that I have provided the above information completely and truthfully to the best of my knowledge.
Permit Holder or Authorized Signator:_____________________________________________________________
Print Name:
Date:
Submitted by (signature):
Revised 3/05
231
DBPR RE-2080-1 – Request for Instructor Evaluation
STATE OF FLORIDA
DEPARTMENT OF BUSINESS AND PROFESSIONAL REGULATION
1940 North Monroe Street
Tallahassee, FL 32399-0783
Customer Contact Center: (850) 487-1395
www.MyFloridaLicense.com
CHECK ACTION REQUESTED
Board
Florida Real Estate Commission (FREC)
Florida Real Estate Appraisal Board (FREAB)
Course Number (only if adding instructors to a currently approved course):
PERSONAL INFORMATION
Instructor Number or Permit Number (if applicable)
Last Name
First
Middle
Suffix
Title
MAILING ADDRESS
State
City
Country
CONTACT INFORMATION
Fax Number
Phone Number
Primary E-Mail Address
Street Address
RESIDENCE ADDRESS (IF DIFFERENT THAN MAILING ADDRESS)
City
State
Country
Name of College/Univ.
EDUCATIONAL BACKGROUND
Major/Minor
Begin Date
/
/
Major/Minor
Begin Date
/
/
Major/Minor
Begin Date
/
/
TEACHING EXPERIENCE
Subject(s) Taught
Subject(s) Taught
Subject(s) Taught
End Date
/
/
End Date
/
/
End Date
/
/
Begin Date
/
/
Begin Date
/
/
Begin Date
/
/
Degree
Degree
Degree
End Date
/
/
End Date
/
/
End Date
/
/
Please attach any additional information that justifies your educational and teaching history or
makes you uniquely qualified to teach this course.
I affirm that I have provided the above information completely and truthfully to the best of my
knowledge.
Submitted by (signature):
Revised 3/05
Date:
232
Notes:
233