This course provides a comprehensive overview of how to best obtain and manage listings, determine value through a comparative market analysis, negotiate offers, and determine the strongest offer for a seller. Licensees will also learn about how zoning, encumbrances, liens, deed restrictions, easements, and environmental concerns affect property value. The course also reviews agency duties to clients and customers, circumstances when a licensee should contact a managing broker, and the different components of a listing agreement and seller's disclosure form.

Upon completion, students will be able to:

• explain how a comparative market analysis analyzes pertinent market data, including comparable sales, to help a seller establish a list price for a property
• describe how market values are directly affected by various land use controls, such as zoning, environmental laws, and building codes
• recognize the different multiple listing service rules that licensees must follow that govern how properties are listed and how offers and counteroffers are to be treated
• differentiate between the different types of listing agreements, including exclusive right to sell, exclusive agency, and open listing
• list the various items that must be included in a seller's disclosure form
• identify when a licensee has engaged in antitrust violations, such as conspiracy to fix prices, imbalanced commission splits, and conspiracy to boycott