Appraisal & Valuation

As a real estate professional, the consumer considers you to be a subject matter expert when it comes to pricing a property for sale. A successful transaction requires a correlation between the list price, the contract price, and the appraisal value. You must be able to show the clients and appraisers real data to back up what they see in the marketplace. Find out how “Show, Don’t Tell” can help you explain why certain properties sell for more money than others. And what do appraisers need to help them with the appraisal? DATA! Get the data tools you need to prepare qualified property valuations, no matter what market you are experiencing. 1-3 hours

Certification · Determining property values depends more than ever on professional expertise and competence, the best use of technology, and approaching the pricing assignment from various perspectives. With the Pricing Strategy Advisor certification, you will enhance your skills in pricing properties, creating comparative market analyses (CMAs), working with appraisers, and guiding clients through the anxieties and misperceptions they often have about home values. 1 day

Today's real estate market is all over the place and a seller's expectations are often based on conditions that no longer exist! Pinpointing the right property position and price can be a challenge, with varying inventory levels making it that much harder! More than ever, you MUST KNOW your data! In this session, you’ll discover effective pricing strategies and how to create a pricing “crystal ball” using indispensable supply-and-demand principles. Plus, find out the real application for absorption rate pricing and why cheap money is not a seller’s friend! Join us for tools, strategies and dialogues to manage your seller’s expectations AND put their home at the top of a buyer’s list ... in any market! 1-4 hours

I've gotta say: PAM. WAS. FANTASTIC. Start to finish, her adaptability, professionalism, and friendly disposition fit right in with our membership. She delivered a knockout presentation to our members. We got nothing but praise."  BJ Matthews, CEO, Little Rock REALTORS® Association

Article What should you do (or not do) as an agent when working with an appraiser? What is the appraiser doing and why? The relationship between appraisers and agents should be professional and one of mutual respect. Good appraisers value input and information from agents; good agents understand that appraisers have a framework they must work within to produce credible results. In this fast-paced class, we talk about the issues surrounding appraisers, agents and the resulting friction on both sides: both the “deal-killers” and “trying to influence me” situations. 1.5-3 hours

Don’t miss this fast-moving session covering the facts about construction every real estate licensee should know. Rich with photographs and specific strategies regarding new and old construction, you’ll learn how to identify key red flags affecting value and functionality. 1.5-3 hours

Video When you sell a house, what are you selling? Every agent should know and understand the anatomy of a house. In this class, we define and discuss the parts of the building envelope, the systems within a house and how they function, what agents should look for when listing homes and what is typically found in various types of residential construction. 2-4 hours

Video We’ll explore hybrid appraisal models being used by some appraisal management companies in which another person, such as a real estate licensee, collects data and takes photos of a property. This information is then passed on to a certified real estate appraiser who performs a desk-top appraisal using the information provided by the third party. We will explore USPAP compliance, E&O insurance coverage and if this is just a simpler way to do more appraisals or something with inherent risk. 1-3 hours

Article It seems like everyone who looks at an appraisal report wants to find errors, faults or even fraud; at minimum, they want to understand what is in the report. In this class, we delve into USPAP requirements for creating credible appraisal reports. We'll explore appraisers' obligations under USPAP, additional client requirements, and methods for assessing a report's credibility. Topics include identifying common red flags like missing data, excessive boilerplate language, data inconsistencies, and unsupported adjustments. 3–4 hours

Appraisers throughout the United States are required to take the 15-hour USPAP course in order to become a certified or licensed appraiser. Every two years, each licensed or certified appraiser must take the 7-hour USPAP update course. Only instructors such as Melanie who are certified by the Appraisal Qualifications Board (AQB) may teach these courses.

Article · In an unpredictable market, you may be juggling low inventory, multiple above-list offers, rising rates, and anxious buyers or sellers. But how do you bridge the gap between your role and the appraiser’s, especially when escalation clauses and appraisal contingencies come into play? In this session, you’ll dive into the friction—and the opportunities—that arise when appraisers must follow USPAP and lender guidelines while you advocate for your clients. You’ll discover how to navigate a fast-moving market when comps are scarce, how appraisers approach rapid price changes, and how to confidently guide buyers willing to exceed list price. Most importantly, you’ll leave ready to anticipate the market’s next turn and prepare your clients for what’s ahead.

• When the comps aren’t there—what happens?
• When the market is moving quickly, what can an appraiser do?
• How should buyers be advised if going over listed price may mean the property will not appraise?
• What will happen when this cycle ends (and it will)?

1-4 hours

What goes into real estate? Dirt, bricks and other building materials, all placed on a site. What are the truths and myths about real estate? In this course, we’ll explore how to value land and buildings using appropriate techniques for both, with particular emphasis on developing a cost approach. We’ll review construction techniques and red flags, as well as identify sources of physical, functional and economic depreciation. Finally, we’ll explore some of the myths about real estate and real estate valuation. 3-7 hours

Video Explore the many facets of valuing land, from determining highest and best use to identifying relevant characteristics which affect value. Methodologies of valuing land and making adjustments will be investigated, including unit comparisons. We’ll discuss why land valuation can be one of the most complex appraisal assignments. 3 hours

Video This session delves into the challenges faced by both appraisers and agents when pricing and valuating stigmatized properties. Students will learn disclosure laws, how stigma can affect the price of a home and the six common types of stigmatized properties. You will also learn about iconic stigmatized properties, as well as techniques and best practices for making adjustments when dealing with these types of properties. 2-3 hours

Can you recognize when and how bias can appear in appraisals? Can you recognize your own bias? In this session, we’ll discuss the requirements under Fannie Mae and USPAP prohibiting bias from being a part of any appraisal. You'll come away from this session being able to:

• List the words and phrases that should never be used in an appraisal
• Understand how a property should be evaluated based on facts
• Identify shifts in the markets

This course satisfies the NAR Fair Housing requirement at 2 hours; 1-3 hours

This appraiser course teaches estimation, implementation, and defense of adjustments. Appraisers face scrutiny from various parties, especially in recent years, leading to value reconsiderations and challenges. Our aim is to generate credible reports adhering to USPAP and client guidelines, typically Fannie Mae/Freddie Mac, ensuring high-quality, defensible appraisals.
1-3 hours

To price that three bedroom ranch or two-story Colonial, you do a CMA—right? You compare the property to others like it which have sold. What do you do with an earth berm house? A geodesic dome? A “normal” house with one or more unusual features? What about pricing a non-residential property—a former church or school? There aren’t any comps, so what do you do? We’ll explore how to price that unusual property. You’ll learn more about:

• Determining highest and best use
• Identifying relevant characteristics
• Calculating the “plus” or “minus” of a feature
• Applying real estate valuation principles to everyday use

2-3 hours

‘Pricing the Oddball: Why Relevant Characteristics Matter’ presented by Melanie McLane was one of the best I've experienced. Melanie delivered organized, relevant and valuable information. She was entertaining and captivating.” Debra Lindsey, Broker, Better Homes and Gardens Real Estate Lindsey Realty

Since October 2024, Fannie Mae and Freddie Mac lenders have been required to notify borrowers that they have the right to request a Reconsideration of Value (ROV) if an appraisal contains errors, bias, or questionable comparables. This is a one-time opportunity where the borrower can submit up to five additional comparable sales for review. As their trusted advisor, your clients will look to you for guidance—knowing how the ROV process works, what comps to choose, and how to present them effectively could make all the difference in the outcome. 1-3 hours

Certification · Melanie co-authored this certification and served as the Lead Instructor (taught the course to other instructors) · Video · Determining property values depends more than ever on professional expertise and competence, the best use of technology, and approaching the pricing assignment from various perspectives. With the Pricing Strategy Advisor certification, you will enhance your skills in pricing properties, creating comparative market analyses (CMAs), working with appraisers, and guiding clients through the anxieties and misperceptions they often have about home values. 1 day

Certification · The Home Finance Resource Certification Course is designed to provide real estate professionals with foundational education to explain key pieces of the loan origination process confidently. With the skills you gain from this course, you will also be equipped to guide navigating mortgage applications and alternative financing options for all buyers. With the skills you gain from this course, you will also be equipped to guide navigating mortgage applications and alternative financing options for all buyers. 1 day

Video · Everyone has a different opinion of a property's value: the buyer, the seller, and the appraiser who determines what it's “really” worth. As the real estate professional, you need to thoroughly understand the valuation process. Knowing the property's market value and how the appraiser will do their report is must-have information. This session delves into valuation methods, the appraiser's role, and strategies to ensure accurate appraisals. Additionally, it covers BPO’s and CMA’s, equipping you with essential tools for navigating various real estate scenarios. 2-4 hours

Certification · Determining property values depends more than ever on professional expertise and competence, the best use of technology, and approaching the pricing assignment from various perspectives. With the Pricing Strategy Advisor certification, you will enhance your skills in pricing properties, creating comparative market analyses (CMAs), working with appraisers, and guiding clients through the anxieties and misperceptions they often have about home values. 7 hours/1 day

Absolutely excellent! Josh is a captivating speaker with a great sense of humor, which made 7 hours of training fly by. His engaging delivery and depth of knowledge kept everyone attentive and learning throughout the day. Josh is one of the best speakers I’ve had the opportunity to learn from over the years!" Kelly Metcalf, Billings Association of REALTORS® Education Committee Chairman 2025