New Classes

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NEW! - Misrepresentation—What it is— And What It Leads To

Course Length 3 hours with 3 NJ Core CE Credits

Misrepresentation is the leading cause of errors and omissions litigation against brokerages

involved in 60-70% of the cases. It is no longer "Buyer Beware" but rather "Broker Take Care"

says NAR since the mid 1980's. This class should be taken by all licensed Brokers, Broker-Salespersons, and salespersons in New Jersey.

You Will Learn:

· What Misrepresentation is. What the Standard of Care is.

· What the elements that make up fraudulent misrepresentation are.

· How fraudulent differs from negligent.

· How a brokerage company can limit liability.

· What agents can routinely do in order to reduce exposure to litigation.

· What the New Jersey consumer Fraud Act is and what is covered under it.

· How it differs from fraudulent misrepresentation. What the damages, fees, and costs are.

· The exemptions to the CFA. What the “safe harbor” provision is.

· How and why a company should happily use the Sellers Property Condition Disclosure form.

NEW! - Informed Consent To Dual Agency

Course Length 3 hours with 3 NJ Core CE credits

In New Jersey, we are obligated under the New Jersey Real Estate License act Statutes and Rules, to make sure we get informed consent when involved in a dual agency situation. This class not only teaches how to do this, but also goes into the different types of agency, how to do buyer/seller counseling, and how to explain and get an Exclusive Buyers Agent Agreement signed. This class should be taken by every licensed real estate broker, broker-salesperson, and salesperson in New Jersey.

You Will Learn:

· What informed consent is in different kinds of transactions and representations.

· What agency is and how you define a client or a customer.

· Who gets fiduciary duties and what they are.

· What the principles of dual agency are and what the fiduciary duties are that are limited

· What "timely" and “meaningful” really mean in real estate.

· How the plain language requirement affects your discussions?

· What you can say and what you may not say with a “for sale by owner”, REOs, or short sales

· Procuring cause and how you interact with buyers and sellers.

· Purposes, benefits, and process of a buyer/seller counseling session.

· The Buyer Representation Agreement and informed consent.

· How to explain and get the Buyers Agent Agreement signed.

· Setting a standard for yourself and knowing when to fire a client.

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NEW! - The Duty To Negotiate

Course Length 3 hours with 3 NJ Elective CE credits

This class is about the ethical and legal duty to negotiate FOR our clients. This means we are required to advise potential clients of our compensation for representing them, that the opponent's agent may not keep confidential the terms of their offer, and the method of negotiating for the client, i.e. by fax, in person or telephone. This class is for all NJ licensed Brokers, Broker-salespersons, and Salespersons.

You Will Learn:

· The efficacy of presenting the clients’ offer in different modes.

· Offers and counter-offers.

· Getting informed consent to represent more than one party in a transaction.

· The strategy of collaboration towards win-win.

· Underlying concerns and how the professional agent handles those concerns.

· Obstacles an agent may face in negotiating for their client.

· The difficulties of negotiating for someone who is a native of another country.

· The 4 personality styles and the impact on the mode and results of the negotiation.

· What an expert agent needs to know about negotiating with a verbalizer?

· The two types of negotiating, “getting what want” and “getting what need.”

· The process of negotiating -- preparation through results.