Standards of Practice 101 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit + 3 hours of Core Law credit + 3 hours of Ethics and Business Practices credit OR 15 hours of Sales Associate Post-Licensing Credit per module. 

101 – Professional Standards…
OBJECTIVES:
• Compare regulatory concepts with that of the National Association of REALTORS® (NAR) Code of Ethics;
• Interpret key aspirational concepts found in the Preamble to the NAR Code of Ethics;
• Apply the concepts established in the Articles of the NAR Code of Ethics;
• Evaluate given scenarios for possible ethics violations based on the concepts and Standards of Practice established in Articles 1, 2, 12, and 17 of the NAR Code of Ethics;
• Outline the primary factors considered by hearing panels in procuring cause disputes;
• Apply the professional standards process for enforcing the NAR Code of Ethics;
• Illustrate with examples the violations of the “Pathways to Professionalism” courtesy and etiquette guidelines.
HOURS: 7 

This curriculum qualifies for the periodic ethics training required by NAR. You will receive a certificate stating this along with your completion letter. 

101 – Fair Housing and Diversity…
OBJECTIVES:
• Apply definitions of the seven protected classes and their exemptions to daily business encounters;
• Demonstrate behavior compliant with federal fair housing and related laws including the American with Disabilities Act (ADA);
• Compare obligations of the NAR Code of Ethics and REALTOR® Fair Housing Declaration to the requirements of the Fair Housing Act;
• Apply an understanding of the U.S. Housing and Urban Development’s (HUD) complaint and penalty process regarding fair housing violations;
• Demonstrate person-first behavior in the context of diversity;
• Construct a niche marketing plan that reflects an awareness of and sensitivity to diversity.
HOURS: 4 

101 – Law…
OBJECTIVES:
• Demonstrate behavior consistent with the laws regarding relationships between brokers and associates and licensed and unlicensed persons;
• Demonstrate a working knowledge of general property ownership rights and types, and related applicable laws;
• Demonstrate behavior consistent with the federal laws affecting real estate;
• Demonstrate the ability to address the disclosure of facts affecting title or material value.
HOURS: 4 

Standards of Practice 102 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Sales Associate Post-Licensing Credit per module. 

102 – Contacts to Contracts… 
OBJECTIVES: 
• Apply the elements of a professional image and marketing strategy to contacting potential clients; 
• Apply methods to identify, capture, and qualify buyer clients; 
• Prepare accurate, lawful contracts or documents related to the transaction while avoiding the unauthorized practice of law; 
• Differentiate between the types of listing agreements; 
• Upon examination, identify physical defects of the subject property prior to listing; 
• Explain each party’s rights and obligations in documents related to the transaction while avoiding the unauthorized practice of law; 
• Explain and guide buyers and sellers through applicable aspects of the transaction; 
• Perform or assist with transaction tasks that are appropriate to buyers and sellers; 
• Perform tasks unique to FHA and VA financing, including inspection requirements; 
• Apply methods, including referral, to capture seller clients. 
HOURS: 8 

102 – Goal Setting and Business Planning… 
OBJECTIVES:
• Prepare clear, concise, and attainable written goals; 
• Differentiate between goal gross income and goal net income; 
• Specify which activities they should do and how often in order to achieve their goals; 
• Illustrate the importance of a business plan; 
• Develop a basic business plan using at least three business plan elements; 
• Complete a sample income statement using a case study; 
• Complete a sample balance sheet using a case study; 
• Complete a sample cash flow statement using a case study; 
• Prepare financial and statistical information for use in goal-setting and business planning. 
HOURS: 4 

102- Professional Success: Transaction by Transaction… 
OBJECTIVES: 
• Identify behavior that erodes professional performance; 
• Discuss what constitutes professional behavior; 
• Understand items that can stop a transaction before it gets started; 
• Determine if you are showing property properly; 
• Know the REALTOR® Pathways to Professionalism; 
• Identify the most common transaction pitfalls; 
• Understand the issues regarding disclosures. 
HOURS: 3 

Standards of Practice 103 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit + 3 hours of Core Law credit OR 15 hours of Sales Associate Post-Licensing Credit per module. 

103- Finance… 
OBJECTIVES: 
• Describe how the primary and secondary (including GSEs) mortgage markets and entities operate; 
• Demonstrate knowledge of the requirements and rules regarding VA loans, FHA-insured loans, and various conventional loan types; 
• Perform basic calculations for fixed and adjustable-rate mortgages to include qualifying ratios, down payment, monthly payment, PMI, principal, interest, MIP and discount points; 
• Perform calculations unique to VA loans and FHA-insured loans; 
• Advise a client about the appropriateness of available loan products and programs; 
• Determine when a client should be referred elsewhere for professional lending advice and processing; 
• Describe the requirements and processes of a reverse annuity mortgage; 
• Prepare a client for the three stages of the mortgage loan process; 
• Demonstrate a working knowledge of the credit scoring system; 
• Discover potentially fraudulent mortgage activity. 
HOURS: 8 

103- Negotiating and Counseling… 
OBJECTIVES: 
• Manipulate the critical elements of negotiation to a strategic advantage. 
• Implement negotiation tactics and strategies appropriately; 
• Demonstrate behavior consistent with the Four Negotiating Principles in a negotiation situation; 
• Respond to and guide clients through negotiation objections and sales resistance; 
• Summarize the job description and requirements of a real estate counselor; 
• Evaluate the potential of real estate counseling as a career addition. 
HOURS: 3 

103- Law… 
OBJECTIVES: 
• Comply with the Florida Brokerage Relationship Disclosure Act; 
• Demonstrate behavior consistent with the laws regarding relationships between brokers and associates and licensed and unlicensed persons; 
• Demonstrate behavior consistent with the Florida laws affecting real estate; 
• Describe the procedures involved in the entrustment and transfer of funds related to escrow; 
• Demonstrate the ability to address the disclosure of facts affecting title or material value; 
HOURS: 4 

Essential Real Estate Techniques 201 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Broker Post-Licensing Credit per module. 

201- Taxes and Real Estate…
OBJECTIVES:
• Illustrate how marginal tax brackets are used;
• Calculate how real estate-related deductions affect taxes;
• Classify moving expenses as deductible or non-deductible;
• Calculate how IRC Section 121 exclusions affect taxes;
• Calculate capital gain on the sale of personal residence;
• Relate the impact of Foreign Investment in Real Property Tax Act (FIRPTA) requirements;
• Illustrate income tax ramifications of financing the purchase of a residential property;
• Classify debt as secured or non-secured.
HOURS: 3 

201- Personal Promotion…
OBJECTIVES:
• Develop a USP, elevator speech, and brand for use in personal promotion;
• Apply the Do Not Call rules to marketing efforts;
• Utilize promotional materials and communication channels that are consistent with a personal brand, the target market, and an overall promotional plan;
• Determine a target market for personal promotional efforts;
• Use individualized marketing components as basis for the development of an overall personal promotional plan;
• Apply the NAR Code of Ethics to marketing efforts.
HOURS: 6 

201- Sales and Marketing…
OBJECTIVES:
• Seek and provide the information necessary to best serve the customer;
• Apply the elements of a marketing plan to sell a property;
• Prepare a pre-listing and listing presentation;
• Demonstrate communication models that gain appointments, listings, and answer listing objections;
• Manage the complete listing process;
• Demonstrate an understanding of the issues relating to pricing a property;
• Use proven, successful approaches with “FSBO” and expired listings.
HOURS: 6 

Essential Real Estate Techniques 202 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Broker Post-Licensing Credit per module. 

Real Estate Specialties GRI 202 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Broker Post-Licensing Credit per module.

202- Taxes and the Real Estate Professional… 
OBJECTIVES: 
• Choose a proficient tax preparer; 
• Apply allowable deductions against commission to reduce tax liability; 
• Calculate taxable income for an independent contractor; 
• Apply methods to calculate automobile deductions; 
• Classify allowable business expenses. 
HOURS: 3 

202- Technology Tools and Recourses… 
OBJECTIVES: 
• Relate the growth of technology in the real estate industry to consumer demands and expectations; 
• Select electronic hardware (including computer, peripherals, accessories, etc.) appropriate to his or her needs; 
• Select software and services appropriate to his or her needs; 
• Utilize the minimum features and content necessary to develop a website; 
• Apply Florida law, federal law, and the NAR Code of Ethics to all electronic marketing; 
• Apply etiquette and best practices to all electronic marketing and communication; 
• Enact basic maintenance and security measures to protect computer hardware and data. 
HOURS: 6 

202- Investments… 
OBJECTIVES: 
• Catalogue the risks and benefits of investment real estate; 
• Identify the terminology associated with income-investment property; 
• Perform various investment analyses on a given property including the calculation of Effective Gross Income, Cash Flow, and Capitalization Rate; 
• Calculate the sales price and tax consequences on the disposal or refinance of investment real estate; 
• Calculate and explain tax related considerations for investment property such as interest deduction, passive loss, and depreciation. 
HOURS: 6 

Real Estate Specialties GRI 301 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Broker Post-Licensing Credit per module.

301 Appraising… 
OBJECTIVES: 
• Generalize the role of the appraiser and the appraisal in a real estate transaction; 
• Evaluate the forces at work in the marketplace as they affect appraisals; 
• Apply the principles of appraisal to understand an appraisal report; 
• Classify the six types of value; 
• Use all applicable approaches to value when pricing various types of properties; 
• Calculate the square footage of living area and the total lineal footage of a subject property; 
• Predict what an appraiser will “look for” in the exterior and interior of a subject property; 
• Relate the differences between an appraisal and a Comparative Market Analysis (CMA); 
• Illustrate the differences between physical depreciation, functional obsolescence, and external obsolescence and how they affect property values. 
HOURS: 6 

301 Property Management and Common Ownership… 
OBJECTIVES: 
• Manage the most common property management assignments and the specific challenges with each; 
• Perform the duties and obligations of a property manager for the owner(s); 
• Perform the duties and obligations of a property manager for tenant(s); 
• Operate (manage) properties in compliance with legal requirements; 
• Demonstrate professional communication and business management skills as a property manager. 
HOURS: 6 

301 Exchanging… 
OBJECTIVES: 
• Relate the value of exchanges as a strategy for customers to benefit from tax and financial incentives; 
• Illustrate the differences between selling and exchanging properties under the tax laws; 
• Apply the methods of exchanging under Section 1031 of the tax code. 
HOURS: 3 

Real Estate Specialties GRI 302 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Broker Post-Licensing Credit per module.

302 Land, Environment and Private Property Rights…
OBJECTIVES:
• Predict land use demand and the highest-best use of land;
• Relate federal laws regarding land use and the environment to the practice of real estate;
• Relate state laws regarding land use and the environment (including the “Growth Management Act”) to the practice of real estate;
• Disclose known adverse conditions to consumers;
• Evaluate urban land locations for potential use and growth patterns;
• Relate Florida’s property rights legislation to specific customer scenarios.
HOURS: 3 

302 International Real Estate…
OBJECTIVES:
• Calculate the effect currency fluctuation has on a real estate transaction;
• Illustrate the essential elements of international transactions;
• Relate the expectations of international clients, including the importance of cultural sensitivity;
• Employ skills necessary to enhance effectiveness in building cross cultural relationships;
• Apply the regulations and taxes that must be adhered to by foreign parties participating in a real estate transaction.
HOURS: 4 

302 An Introduction to Single Family Residential Construction… OBJECTIVES:
• Apply knowledge of building codes and the processes prior to construction when assisting customers in transactions;
• Apply knowledge of the supporting documentation surrounding the construction process (including codes, maps, liens, plans, and licenses);
• Demonstrate an ability to identify and discuss the basic structural components of a house;
• Advise customers regarding property conditions in terms of home inspections and warranties;
• Apply knowledge of “Green” concepts, issues, and practices when advising customers.
HOURS: 4 

302 Brokerage Management…
OBJECTIVES:
• Evaluate, plan, and prepare in order to open a brokerage;
• Operate a brokerage in compliance with legal requirement;
• Apply basic managerial and leadership skills to brokerage operations and personnel;
• Develop brokerage policies, procedures, and budgets.
HOURS: 4