Real estate is fun, rewarding, and interesting, but bad things can happen to good agents. We live in a litigious society, and REALTORS® need to practice risk management at all times. We’ll discuss some of the top ten things which can derail a career; from trying to please everyone and working harder instead of smarter, to carelessness and failing to plan.

You'll come away from this session being able to:

• Organize your business for sanity AND risk reduction
• Recognize that without a plan, you are inviting trouble
• Identify your areas of weakness and how you can improve them

1-2 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

1-3 hours

The market has shifted, and it will keep shifting. What was successful for you in the past may not work now. Changes are everywhere: outside influencers seeking a piece of the pie, an economy continuing to evolve, and Artificial intelligence permeating all business. Find out which economic indicators to follow closely; examine the impact of new business models; and discuss strategies to inventory, pricing, and interest rate challenges. 3 hours

VIEW SAMPLE This course will discuss the legal and ethical issues of multiple offers, as well as the agent’s fiduciary duties to clients. The REALTOR® Code of Ethics, as well as state law, will be discussed, compared and contrasted. 3-4 hours

Amazing! This class could have been an 8 hour class, the information was so good. The class was engaged and it flew by. Reviews were awesome. She’s always a pleasure to work with!” - Brandy Purcell Hartman, RCE, CAE, Mount Rushmore Board of REALTORS®

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 REALTOR® should know. Rich with photographs and specific strategies regarding new and old construction, you’ll learn to how to identify key red flags affecting value and functionality. 1.5-3 hours

Explore and discuss style, form and structure of the American House. We'll take a look at the key architectural features of various time periods and discuss why these things are important to the appraiser, agent, seller and buyer. You'll find out how the layout and functionality of a home reflect the home’s history but may be functionally obsolescent for many potential buyers. You'll review the building techniques and styles that assist appraisers and agents in establishing when a house was actually built—instead of relying on tax records, etc. We’ll even discuss how you can identify the changes and improvements made over time to a home that mask its original style. 2-4 hours

Family room? Mother-in-law suite? Can you say those things in an ad? What does the REALTOR® Code of Ethics have to say about advertising? Is a Tweet an advertisement? Advertising, Social Media and the Agent explores requirements for advertising according to HUD guidelines, which includes Fair Housing, as well as Article 12 in the Code of Ethics. Is a Tweet an ad? What about Facebook? If you don’t know, you need to find out! 2-4 hours; May be made state specific

Do you plan on working with Millennials, Boomers or the generations in between? If so, this course is for you. The aging Baby Boomer population and advancing technology are changing both new construction and existing housing. Builders, agents and others in the industry will be challenged to find housing designed for all of life’s stages, abilities and sophistications. Smart Home amenities (such as “assistive domotics”) will help aging or disabled populations stay in their homes while also enticing Millennials and others with enhanced control and comfort (86% of Millennials are willing to spend more money for already implemented Smart Home technology). Find out about these new consumer demands, accessible design features, trending technology and the value cost benefit so you’re ready for any generation. 2–4 hours

VIEW TRAILER 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

It seems like everyone who looks at an appraisal report wants to find errors, fault or even fraud—or minimally, they just want to understand what is in the report. In this class, we examine the requirements of USPAP for preparing a report which has “credible results.” We will review what appraisers must do to abide with USPAP, what other layers of requirements are created by their clients and how to review an appraisal report to determine whether the report is “credible” or not. We will cover typical red flags, such as missing data, overuse of boilerplate, inconsistency of data and unsubstantiated adjustments. 3–4 hours

A big challenge for agents today is contending with the “values” consumers get from AVMs (Automated Valuation Models). Buyers and sellers believe this information is correct, but professionals know the flaws. Even lenders are using AVMs and CU® (Collateral Underwriter) to second-guess appraisers. Agents must be able to explain to consumers why a value from a local REALTOR® is more reliable than an online value. We will also discuss how using RPR® (REALTORS® Property Resource) can help! 1.5-3 hours

VIEW TRAILER This AQB-approved course is designed for real estate agents and appraisers to review fundamental construction methods, both old and new, in residential real estate. We will cover construction, from site preparation to completion. Major components of a house are identified, including building materials and mechanical systems. Further, the course reveals ‘red flags’ that are discernible to agents and appraisers when inspecting a home for a listing, sale or valuation. Finally, the course describes how physical and functional issues in houses affect value. 7 hours; Offered in cooperation with Hondros Learning
Note: other shorter courses on construction are available

Big data algorithms do predictive modeling, estimate value, detect market patterns and more. Professionals industry-wide are using big data—from property valuation using AVMs (Automated Valuation Models) to selling the leads generated by the listing back to the listing agent. Increasingly, computer models are using data to enhance or disrupt real estate. We’ll discuss big data’s pros and cons, issues with its use and the agent or appraiser’s role in protecting consumers while obeying the law. 1-3+ hours

VIEW SAMPLE 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

Explore ways to add value to a transaction or create value in another niche! Better assist consumers by knowing how to identify the highest and best use; determining whether a proposed improvement will result in increasing or decreasing returns; evaluating whether a property should be rehabbed, remodeled or torn down; crunching the numbers on income-producing properties to determine the return and analyzing the effect of a 1031 Exchange versus a straight sale on a property. 4-7 hours; Alternate Title: Consult Your Way to More Income

The powerhouse couple of Ethics and Fair Housing come together in this information-packed course. This session is designed to meet the REALTOR® Code of Ethics’ mandate through a lively review and discussion of ethical dilemmas, arbitration and mediation dispute resolution methods, and the latest in changes to the Code. Through the lens of situations and processes REALTORS® experience every day, we’ll also review Fair Housing law, HUD guidelines with respect to advertising compliance and identify best professional practices in the industry. As a bonus, we’ll even discuss proactive safety practices licensees should take when engaging with any consumer or client. 3-4 hours

All of the evaluations were very positive – 5’s across the board (on a 1 – 5 scale). We had a lot of comments on her fun personality, her level of experience and knowledge and engagement with the class. All of that is even better considering one of the classes met the NAR ethics requirements!” - Emily Archer MBA, Director of Education, Boise Regional REALTORS®

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

What’s the Fed got to do with it? Lots! Economic forces impact real estate in many ways. We’ll discuss the history of economic trends and housing in the United States and give students the tools necessary to look at economic trends in order to be prepared for their effect on the housing market. This course is designed to help appraisers put economic trends in perspective within their market. 2–4 hours

This course for appraisers covers how appraisers should estimate adjustments, make adjustments and defend those adjustments. As appraisers, we know our reports are scrutinized by underwriters, lenders, clients, borrowers, real estate licensees and others. Especially during the past two years, appraisers have been second-guessed about values, asked for reconsiderations of value and challenged. Our goal as appraisers is to produce credible results in accordance with USPAP, follow the guidelines of our clients (often Fannie Mae/Freddie Mac) and in short, produce a quality appraisal report that is as bullet-proof as possible. 1-3 hours

VIEW TESTIMONIAL Most agents today are involved in social media. They’re on Facebook and LinkedIn; they are tweeting and blogging—but are they doing it in an ethical manner? Social media is a great way to market...and a great way to destroy your reputation. Ethical Behavior in a Wired World explains to agents how to use social media in a professional and ethical way. This session was written to meet the NAR mandate. 1-3 hours

This course covers the real-life dilemmas agents find themselves in, with respect to diversity among buyers and sellers and the requirements of Fair Housing. We will review national, state and if applicable, local Fair Housing laws, as well as the changes to Article 10 in the REALTOR® Code of Ethics. We will discuss the necessity of agents providing equal access to all clients, as well as respecting the diversity of clients. 2-4 hours

We will cover the basics of financial qualification, lender ratios, the three C’s of credit, how amortization works and the basic financial skills needed by a real estate licensee. We will also discuss lenders’ requirements for various loan programs, how lenders are valuing properties for mortgages and how to shepherd a sale to a successful closing. Please bring a financial calculator that can calculate mortgages and outstanding balances or download a smartphone app that does so. 3.5 hours

Instructor Development Workshop This fast-paced course reviews how to engage students from beginning to end, touching on techniques that will engage all four types of adult learners. We design ice-breakers, games, polling, case studies and other techniques within the classroom. 1-3 hours

Learn how to successfully negotiate on behalf of your client, without violating fiduciary duties. The goal of every negotiation is win/win; agents need to consult with their clients to determine the client’s goal and then structure a negotiating strategy that will help them reach it. Agents tend to focus on price; negotiations are about price, terms and conditions. Part of a negotiation includes carefully reading the contract as presented and determining, with the client, what is acceptable and what needs to be negotiated. 1-3 hours

What’s the current buzz on Green? Find out what’s trending and how to identify new materials, methods and techniques in building. This course covers new construction and retrofitting, greening the MLS, adjusting for green features and understanding what motivates buyers. 2.5-4 hours

WATCH TRAILER 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

Instructor Development Workshop This is a course on how to write a course and get it approved by a licensing board, and make the students want to take it! We review Bloom’s taxonomy, and work on it in class, writing learning objectives. We draw on the three learning domains (which will be reviewed, students do not need to take all of these courses, or in any order) and discuss and plan how to implement the ideas. We practice writing case studies, and we explore scaffolding, which is building a skill set with a learner so that they progress from a lack of knowledge to competence. 1-3 hours

The real estate business is uniquely cooperative and competitive. To succeed in real estate, agents need to know how to cooperate, compromise and–above all–remain professional. Agents owe duties to
their clients, customers and to all consumers. We will review the NAR
Code of Ethics and the requirements for presentation of offers, disclosures and notices to consumers and other agents. 1-3 hours; Broker-Manager Version Available

An office policy and procedures manual can be the most dynamic document you have in your broker arsenal. Real estate licensees affiliated with a brokerage look to management for guidance in determining how they will respond to specific real estate situations that may or may not be covered by real estate law. Reduce your vicarious liability for licensee performance and build a firm foundation for your company mission and vision by attending this vital course on building your office policies. 3-4 hours

This fast-paced session is designed to assist both appraisers and agents in the challenge of a rapidly changing market, from extremely low inventory and multiple offers above listing price, to rising rates with cash strapped buyers. This market has created friction between appraisers, who must follow USPAP and lender guidelines, and can only use the comparable sales that exist--and agents. Agents are also using escalation clauses, as well as an appraisal contingency. Both groups need to learn what the other side’s role is, as well as consider the inevitable market changes affecting both buyers and sellers who bought or sold at a different point in the market.
• 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

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. Key Takeaways:
• 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. I would highly recommend her as a repeat presenter. Thanks for bringing this delightful and valuable webinar to REBI members.” - Debra Lindsey, Broker, Better Homes and Gardens Real Estate Lindsey Realty

For Association Staff  Commission issues affect REALTOR® Associations, as well as REALTORS®. When a dispute over a commission arises, the local association executive or staff may need to convene an arbitration hearing panel. Guiding a hearing panel through an arbitration hearing is often a challenge for an association executive or professional standards administrator, particularly if there are few such hearings at their local association. This workshop is designed to assist the association executive or professional standards administrator to work confidently with arbitration panels for the benefit of the association’s members. 1-3 hours

The past few years have been a wild ride for the real estate industry. Is the ride over, or are there ascents, sharp curves, and dips yet to come? In this session, we’ll discuss what's happened, how the market is guaranteed to change, and how you, as a real estate professional, can position yourself for what's next. With a mix of history, prediction, and inspiration, you'll get useful market information and tips for how best to position yourself to survive and thrive this ride's next 'thrill.'1 hour

Real estate licensees have duties and responsibilities to consumers as well as their customers and clients. These duties are based on federal, state and local laws and regulations. Participants in this course will learn more about fiduciary duties, the most frequent claims against agents, misrepresentation and fraud, agency, fair housing, escrow and risk reduction. 2.5–4 hours

For Association Staff   Many members take the association and its many activities for granted. Some, if not many, members are ignorant of the amount of services provided by an association. Many members think of the board as “only the MLS” and tend to see membership as a cost of doing business, not a benefit. In this workshop, we’ll discuss ways to both increase value to the members as well as communicate to the members the value added by an association. 1-3 hours

For Association Staff   The association executive sets the association culture, which should involve mutual respect and shared goals. Not all volunteers are on board with the association culture. Some volunteers become involved because of personal agendas, whether it is building a resume or trying to “fix the board.” The AE is also challenged with drawing members from various specialties into the association as well as bringing in fresh faces and developing future leadership. Gain tips and techniques you need to interact with your diverse members while still accomplishing association goals. 1-3 hours

This course explores 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 explored, including unit comparisons. We’ll discuss why land valuation can be one of the most complex appraisal assignments. 3 hours

Instructor Development Workshop   This is Melanie’s basic IDW and it covers things all instructors need to learn or be reminded about. That includes Knowles’ five learning assumptions, the four types of adult learners, the three learning domains and how to identify and prepare your teaching plan to match up with your students and the domain best suited to the topic. 1-3 hours

This fast-paced session is packed with information to help REALTORS® understand the various facets of property pricing and evaluation while comparing and contrasting a BPO/CMA and an appraisal. You’ll get useful tips for accurately pricing a property based on analyzing supply and demand in a marketplace, focusing on the type of property and neighborhood, establishing neighborhood parameters in terms of price range and price per square foot, analyzing sales data with respect to units of comparison and more. Led by a nationally recognized appraisal instructor, active appraiser AND agent, you’ll better understand “where they got THAT number.” 3-4 hours

ABR Core Course, Accredited Buyer Representative VIEW TESTIMONIAL

ABR Electives: Real Estate Marketing Reboot, Successful Buyer Representation in New Home Sales, Successful Buyer Representation in Relocation, Buyers by Generation 

PSA, Pricing Strategy Advisor: Pricing Strategies: Mastering the CMA (Melanie is co-author and lead instructor)

Green Day 1: The Resource-Efficient Home – Retrofits, Remodels, Renovations, and New Home Construction

Green Day 2: Why All Clients are Green and How to Represent Them

CRB, Certified Real Estate Brokerage Manager Courses: Business Planning for Maximum Results, Position Your Business for Profit, Real Estate is Risky Business, Sales Leadership that Drives Performance, Show Me the Money: Compensation Planninng (Melanie wrote this session)

RENE, Real Estate Negotiation Expert

RSPS, Resort and Second-Home Property Specialist, Home Sweet Home (Melanie was editor of the latest rewrite & named “RSPS of 2012”)

SFR, Short Sales & Foreclosure Resource Certification

SRES, Seniors Real Estate Specialist

SRS, Sellers Representative Specialist

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.