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2017

COURSE CATALOG

10 S. Commerce Way, Bethlehem, PA 18017 610-694-0727 | Academy@GLVR.org | GLVREAcademy.com Owned and operated by Greater Lehigh Valley REALTORS®


WELCOME

W

elcome to the Greater Lehigh Valley Real Estate Academy (GLVREA), the premier real estate education school of the Greater Lehigh Valley. GLVREA is owned and operated by

the Greater Lehigh Valley REALTORSÂŽ (GLVR), a professional trade association in the Commonwealth of Pennsylvania that represents over 2,000 real estate professionals throughout the Lehigh Valley, Carbon County and the Poconos. GLVREA has a host of high-quality course offerings that include continuing education for agents and appraisers, salesperson and broker pre-licensing, and professional designations and certifications. In addition, GLVREA has a robust professional development program, bringing you timely and enriching workshops and seminars to enhance your career and knowledge of the real estate industry. Each year, a significant number of real estate professionals and the general public take advantage of our education through courses offered onsite at two locations in Bethlehem and Lehighton/Jim Thorpe, PA. Our instructors, many of whom are (or have been) successful real estate professionals themselves, understand the needs of our students and are dedicated to providing a learning environment where they can develop and increase their real estate expertise. Registration for all classes and events is through the IMS (https://ims.glvr.org). GLVREA is dedicated to providing you with a rewarding educational experience. For more information about our offerings, please contact Diane Fetzer, Director of Professional Development, at Diane@GLVR.org or 610-694-0727.


2017 Greater Lehigh Valley Real Estate Academy Course Catalog TABLE OF CONTENTS Locations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 Contact Info . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 Education Policies for Classes and Events . . . . . . . . . . . . . . . . . . . . 2 Pennsylvania Real Estate License Requirements . . . . . . . . . . . . . . . . 3 Reactivation of a License with a Non-Current Expiration Date . . . . . . . 3 Career Information Seminars . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 2017 Pre-Licensing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Real Estate Exam Preparation . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Real Estate Salesperson Pre-Licensing Courses . . . . . . . . . . . . . . . . 5 Pennsylvania Real Estate Broker License Requirements . . . . . . . . . . . 6 2017 Broker Courses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 2017 Designations & Certifications . . . . . . . . . . . . . . . . . . . . . . . . 9 License Renewal and Continuing Education Requirements . . . . . . . . 11 2017 Continuing Education Courses . . . . . . . . . . . . . . . . . . . . . . . 12 New Member Orientation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 NAR Mandatory Code of Ethics Training . . . . . . . . . . . . . . . . . . . 14 MLS and RPR Training . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 2017 Professional Development Seminars . . . . . . . . . . . . . . . . . . . 16 Pathways to Success . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 REALTORÂŽ Start-Up Toolkit . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 Events . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 Consumer Seminars . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19


Locations The Greater Lehigh Valley Real Estate Academy is located at: 10 S. Commerce Way | Bethlehem, PA 18017 The Academy also has a satellite location to serve the educational needs of REALTORSÂŽ in Carbon County: Country Inn Hotel & Suites by Carlson 1619 Interchange Road | Lehighton, PA 18235

Contact Info We are here to assist you! Questions or concerns, please contact: Diane Fetzer Director of Professional Development Diane@GLVR.org 610-694-0727

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Education Policies for Classes and Events misses more than the permitted time, a transcript will not be issued. All transcripts will be distributed at the end of a course, or sent via email within 10 business days of the course completion date. A fee of $15.00 will be charged to replace a student transcript.

Tuition, Refunds and Cancellations Pre-Licensing and Continuing Education Tuition must be paid in full on or before the first day of class. Students must cancel at least four (4) days prior to the class to receive a full refund. Thereafter, no refunds shall be processed unless approved by the GLVREA School Director and CEO. Tuition refunds that have been approved due to specific or unusual circumstances shall be subject to a 25% cancellation fee. Transfer of fees from one course or class to another is prohibited.

Inclement Weather Policy It is the policy of Greater Lehigh Valley Real Estate Academy (GLVREA) to remain open during most periods of inclement weather; however, where extraordinary circumstances warrant, due to weather or other unforeseen business interruption, the Director of Professional Development and the CEO reserve the right to close the facility. Should this occur, students may refer to Channel 69 WFMZ-TV News for closing information. The website for Channel 69 is www.wfmz.com/weather/ stormcenter. Every effort will be made to contact students directly via email to communicate any closures.

In the event GLVREA has to cancel a class before the completion of the course, student would be entitled to a full refund. GLVREA does not provide refunds for course materials, including books, or distance learning courses. Professional Development Seminars Professional development seminars, presented at a cost to GLVR yet free to GLVR members, will be subject to a $25.00 non-attendance fee if the member does not notify GLVR of their cancellation within 24 hours of the seminar. Nonmembers will be charged a $25.00 non-refundable fee for all professional development seminars.

Academy Locations GLVREA holds classes in two locations: • BETHLEHEM: 10 South Commerce Way, Bethlehem, PA 18017 • JIM THORPE/LEHIGHTON: 1619 Interchange Road, Lehighton, PA 18235

Registration Registrations are accepted up to the day of the course. All registrations can be completed online, 24/7, through the IMS portal (https://ims.glvr.org). It is strongly advised to register as early as possible to reserve a seat. In the event a student needs to cancel their registration, they can do so directly on the IMS. Please see “Tuition, Refunds and Cancellation” section for information on GLVREA’s cancellation and refund policies.

The GLVREA Policies and Procedures can be found online at GLVREAcademy.com.

Association Events A $25.00 non-attendance fee will be charged if you register for but do not attend an event and/or do not notify GLVR of your cancellation within 24 hours of the event.

Payment

The non-attendance policy and fee will apply to the following events:

Payment for all education courses is accepted online through the IMS portal (https://ims.glvr.org). Visa, MasterCard, Discover and Telecheck are accepted. Payment for all education courses and classes must be paid in full on or before the first day of class. Transfer of fees from one course or class to another is prohibited.

• Installation Luncheon • Economic Outlook • Member Appreciation Event – REALTOR® Safety • Member Appreciation Event – Tax Tips for REALTORS®

Attendance Policy

• General Membership Meeting – May

The attendance policy of GLVREA, as imposed by the Real Estate Commission (1-800-822-2113), requires that pre-licensing students attend at least 80% of the class time (90% for continuing education courses). If a student

• General Membership Meeting – October • Appreciation event for Emeritus recipients, past presidents, and committee volunteers

GLVREA reserves the right to cancel any course date, in which a full refund will be made to all registrants. GLVREA reserves the right to adjust dates, times, and tuition fees for all courses and professional development seminars. 2


Pennsylvania Real Estate License Requirements To obtain your real estate license in Pennsylvania and qualify to take the State Real Estate Salesperson Exam, you must meet the following requirements: 1. Must be at least 18 years old; 2. Meet one of the following: • Successfully completed 4 credits or 60 hours of basic real estate course in Real Estate Fundamentals (30 Hours) and Real Estate Practice (30 hours). • Possess a bachelor’s degree with a major in real estate from an accredited college or university; or • Possess a bachelor’s degree from an accredited college or university, having completed coursework equivalent to a major in real estate; or • Possess a juris doctor degree from an accredited law school. The State Real Estate Salesperson exam includes two sections – a general real estate section and a state-specific section. After you take the exam and passed, you can then complete the Pennsylvania Salesperson Initial Standard License Application. When submitting your application to the Real Estate Commission, you must include the following: 3. Payment for license; 4. Transcripts for the 60 hours of education; and 5. Exam Notices from the testing service evidencing a passing score on both portions of the real estate salesperson examination within 3 years of the date the application is received in the Commission Office. Applicants who have held a current license from another state within the last 5 years must provide proof of passing the state portion of the examination. They are not required to retake the national portion of the examination. Reciprocal states are: Arkansas, Georgia, Louisiana, Maryland, Massachusetts ,New York, and West Virginia. 6. Criminal Record Check. The Pennsylvania Real Estate Commission requires each applicant for licensure to have a criminal record check complete. This Criminal Record Check may not be older than 90 days from the date the Commission receives your application. Pennsylvania residents may apply for a record check on-line at https:// epatch.state.pa.us. If you reside outside the state of Pennsylvania, you must obtain a background check from the State Police in that state.

Reactivation of a License with a Non-Current Expiration Date If your license is currently inactive or expired, you have five years from the date of inactivity or expiration to reactivate your license without taking the licensing examinations. Your completed application for reactivation must be received by the Real Estate Commission before your five year deadline. A completed application includes the reactivation fee, criminal background check, conviction documents (if applicable), and continuing education certificates. Applications must be mailed and cannot be faxed or emailed. For more information about real estate licensing, please visit the Commonwealth of Pennsylvania’s Real Estate Commission website: http://www.dos.pa.gov/ProfessionalLicensing/BoardsCommissions/RealEstateCommission/

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Career Information Seminars Be a part of a growing industry -- come to a free information session at the Greater Lehigh Valley Real Estate Academy (10 S. Commerce Way, Bethlehem). Meet our instructors and get your questions answered. Whether you use your real estate license to gain the skills you need for a full-time or part-time career, to capitalize on investment opportunities, or to fully understand the finer points of one of the largest financial transactions you’ll ever undertake, NOW is the time to discover what a real estate license can do for you! The real estate profession has expanded and offers one of the widest career selections in the business world today. Helping people buy and sell homes, office buildings, industrial property and corporation farmland, property management, land development, mortgage banking, urban planning, real estate counseling, appraisal and research are all aspects of a career in real estate. The rewards of a real estate career are a potential for high earnings, status in the community, autonomy, freedom, helping people, the intellectual challenge and the satisfaction from those accomplishments. Career Information Sessions are held four times annually: • Thursday, March 9, 6:30-7:30 p.m. • Thursday, June 1, 6:30-7:30 p.m. • Thursday, August 24, 6:30-7:30 p.m. • Thursday, December 14, 6:30-7:30 p.m.

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2017 Pre-Licensing The Pre-Licensing Package

Real Estate Fundamentals Real Estate Fundamentals is one of two prescribed courses required by the Pennsylvania Real Estate Commission to qualify to take the State Real Estate Exam.

In order to practice real estate in the state of Pennsylvania, you must complete two prescribed courses -- Real Estate Fundamentals and Real Estate Practice -before you sit for the exam.

This course is designed to provide the student with a basic foundation for additional study and to support the practice of real estate in Pennsylvania. The course is designed to acquaint the student with the language, principles and laws that govern the business of real estate. Emphasis is on the underlying concepts of Land, Property, Rights in Realty and the means, methods and laws that govern the conveyance of these rights.

We have developed our pre-licensing program with your success in mind. The program includes everything you need to pass the licensing exam -- the first time!

Real Estate Exam Preparation In addition to the 60 hours of education, our prelicensing package also includes a full day of exam preparation.

Real Estate Practice Real Estate Practice is one of two prescribed courses required by the Pennsylvania Real Estate Commission to qualify to take the State Real Estate Exam.

Real Estate Salesperson Pre-Licensing Courses

This course is designed to provide the student with an introduction to all facets of the real estate business. Emphasis is on the role of a real estate agent in the field of residential brokerage. This course is designed to acquaint the student in the basic techniques, procedures, regulations and ethics involved in a real estate transaction, along with a working knowledge of the forms and documents used including the related mathematics.

Tuition: $329 (includes 60 Hours Prescribed Course—30 Hours Real Estate Fundamentals and 30 Hours Real Estate Practice, Exam Preparation, Required Textbook and Handouts) Winter Session: January 9 – March 2 March 11 - Exam Prep Spring Session: April 3 – May 25 June 3 - Exam Prep Summer Session: J une 19 – August 10 August 19 - Exam Prep

Real Estate Exam Prep Prepare for the Pennsylvania real estate licensing exam with the area’s leading real estate education provider, the Greater Lehigh Valley Real Estate Academy. This exam prep course is professionally designed to help you maximize your study time and retain the most important information for exam day. Included are study and testing strategies, 12 mastery and fluency-based testing lessons and five exams that cover more than 800 questions on national and state level content. This course is a must for those interested in passing the state licensing exam on the first try!

Fall Session: S eptember 11 – November 2 November 11 - Exam Prep Day Classes: Mon & Thurs 9 a.m. – 12:45 p.m. Evening Classes: Mon & Thurs 6 p.m. – 9:45 p.m.

In this course, students will: • Review key terms and concepts • Review mathematical formulas included in the exam • Learn study and test taking techniques • Review questions and rationales from simulated exams

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Pennsylvania Real Estate Broker License Requirements Applicants must be at least 21 years of age and have a high school diploma or its equivalent. Applicants must complete 16 credits/240 hours (1 credit = 15 hours) of real estate instruction. Applicants who have completed the credits through a Commission-approved education provider must take the following Commissiondeveloped courses: 1. Real Estate Office Management (at least 2 credits) 2. Real Estate Law (at least 2 credits) 3. At least 6 credits in 3 of the following Commission-developed courses: • Valuation of Income-Producing Property • Real Estate Investment • Valuation of Residential Property • Real Estate Finance • Residential Construction • Non-Residential Property Management • Real Estate Sales • Residential Property Management The remaining 6 credits can be completed in any of the above courses or other elective courses. Please note a maximum of 4 credits is allowable per course. Courses completed in another state must have been completed through an education provider who is approved in that state. 4. If you held an active broker’s license from another state within the last 5 years, you must submit a Certificate of License History from that state, dated within 90 days of the date this application is received in the Commission office. The certificate: • Exempts you from retaking the national portion of the examination in this state. • May provide an educational exemption or credit. If the certificate documents 16 credits/240 hours of education or that you have held an active license as a broker for more than 8 years, you will not need to show proof of your education. If the certificate documents less than 16 credits/240 hours of education, 2 credits will be awarded for each year of active practice as a broker in the licensing state. 5. Licensed applicants must also complete and document a minimum of 3 years of real estate experience by documenting 200 points using the following point system: • Sale (Commercial or Residential) - 5 points • Exclusive listing which sold (Commercial or Residential) - 5 points • Unsold exclusive listing (Commercial or Residential) - 1 point • Lease (Commercial) - 5 points • Lease (Residential) - 1 point • Property Management Assistance (Commercial or Residential) - 6 points/month If you are a licensed salesperson in another state, and you are using experience from that state, you must submit a Certificate of License History from that state. If your experience has been earned under more than one employer, you must complete a separate chart for each and have the chart signed by the broker/builder. DOES NOT APPLY TO APPLICANTS WHO ARE ALREADY LICENSED AS A BROKER IN ANOTHER STATE More information on Broker Licensing can be found on the Commonwealth of Pennsylvania’s Real Estate Commission website: http://www.dos.pa.gov/ProfessionalLicensing/BoardsCommissions/RealEstateCommission/

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2017 Broker Courses Real Estate Law

• Strategies for Listing and Selling Property

Fridays, January 13 – February 17, 9 a.m. – 2:15 p.m. Salesperson/Broker CE: 30 Hours Broker Pre-Licensing: 2 Credits Instructor: Gail Wiener Shearer, Esq. Tuition: $299.00/$319.00 Real Estate Law will introduce you to principles of law applicable to real estate with emphasis on the law of the Commonwealth of Pennsylvania. The course is designed to help prepare students to pursue a career in the real estate industry.

• Advertising and Marketing • Buyer and Seller Consultations • Selecting and Showing Properties • Negotiating the Offer and Terms • Financing the Transaction: Loan Programs, Mortgages • Removal of Contingencies • Closing the Transaction Real Estate Sales is one of eight courses developed by the PA Real Estate Commission to fulfill the 6 credit elective requirement to qualify for a Broker’s license and also fulfills all mandatory continuing education.

In this course, students will learn how to: • define terms used in real estate transactions • prepare various legal documents needed to buy or sell real estate

Residential Property Management

• prepare a checklist of all documents, including a settlement sheet, involved in a real estate closing

Tuesdays, July 11 – August 15, 9 a.m. – 2:15 p.m. Salesperson/Broker CE: 30 Hours Broker Pre-Licensing: 2 Credits Instructor: Ernest Nemeth Tuition: $299.00/$319.00 Residential Property Management provides a thorough understanding of the property management profession with practical discussion that explores identifying and qualifying tenants; developing an effective property management system; lease contracts and negotiations; owner and tenant relations, reporting requirements; maintenance, accounting, administrative, and legal activities; as well as federal and state laws and regulations regarding civil rights, fair housing, ADA issues, and environmental concerns.

• prepare the letters and make a list of checks needed to effectuate a closing and to record documents in the Office for the Recording of Deeds • prepare lease arrangements that comply with Pennsylvania law. Real Estate Law is one of two courses required by the Pa. Real Estate Commission to qualify for a Broker’s license and also qualifies for mandatory continuing education. Real Estate Sales Wednesdays, March 15 – April 26, 9 a.m. – 2:15 p.m. Salesperson/Broker CE: 30 Hours Broker Pre-Licensing: 2 Credits Instructor: Ernest Nemeth Tuition: $299.00/$319.00 Real Estate Sales covers both basic and advanced techniques in real estate sales, including creating multifaceted prospecting systems that include spheres of influence, expanded networks, farms, FSBO and expired listings as well as how to harness unexpected opportunities; listing and selling skills that include qualifying seller and buyer prospects, offering listing presentations, counseling on price, meeting seller and buyer challenges; and ensuring sellers and buyers receive proper service and attention.

In this course, students will learn: • Role and Responsibilities of a Property Manager • Compensation Options and Anti-Trust Considerations • Short & Long-Term Goal Planning • Business Plans and Agreements • Fiscal Management and Fiduciary Responsibility • Identifying & Qualifying Tenants • Preparing and Negotiating Lease Agreements • Federal & State Laws • Property Maintenance

In this course, students will learn:

Residential Property Management is one of eight courses developed by the PA Real Estate Commission to fulfill the 6 credit elective requirement to qualify for a Broker’s license and qualifies for mandatory continuing education.

• An Overview of the Real Estate Profession: Laws, Ethics, Agency • The Role of the Broker and Salesperson • The Transaction Cycle • Prospecting Techniques 7


Real Estate Brokerage & Office Management Tuesdays, August 29 – October 3, 9 a.m. – 2:15 p.m. Salesperson/Broker CE: 30 Hours Broker Pre-Licensing: 2 Credits Instructor: Ernest Nemeth Tuition: $299.00/$319.00 Real Estate Brokerage and Office Management covers all facets of opening and managing a successful real estate brokerage. During this fast paced and informative course, we will explore everything from site selection, form of ownership, developing a business plan, equipment, staffing, technology, record keeping, financial systems, policies and procedures, and marketing strategy. Determine leadership style, planning, organization and communication strategies, and learn methods of recruiting, training and motivation techniques. Real Estate Brokerage and Office Management is one of two courses required by the Pa. Real Estate Commission to qualify for a Broker’s license and also qualifies for mandatory continuing education.

Introduction to Commercial Real Estate Date: TBD Salesperson/Broker CE: 15 Hours Broker Pre-Licensing: 1 Credit Instructor: TBD Tuition: $149.00/$169.00 This course will introduce students to the types of commercial properties, the terminology used for each type of property and how each property is classified. This includes an introduction to the basics of office, retail and shopping centers, industrial and warehouse, senior living, special purpose, hotels and hospitality property, multifamily development, farm and ranch, and others. In this course, students will learn: • Property Types and Terminology • Data Collection and Site Analysis • Investment Analysis • Commercial Leases • Commercial Mortgages • Prospecting & Presentations for Commercial Clients • Providing Service and Marketing Listings • Working with Buyers and Tenants • The Sale - Negotiating and Due Diligence

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2017 Designations & Certifications Seller Representative Specialist (SRS) January 24-25, 8:30 a.m. – 5 p.m. Salesperson/Broker CE: 15 Hours Broker Pre-Licensing: 1 Credit CRETS Elective/CRB Elective/ABR Elective Instructor: Melanie McLane Are you looking to gain a COMPETITIVE ADVANTAGE in today’s marketplace? Whether you are a NEW AGENT or TOP PRODUCER, this is the course you’ve been waiting for! The Seller Representative Specialist (SRS®) Designation Course will REDEFINE your ‘normal’ and REINVENT the way you represent sellers. Learn cutting edge tips and tools that will leave your competition in the dust! This course is an excellent opportunity for real estate professionals to understand how they can effectively demonstrate and communicate their value package, better represent the interests of sellers and avert potential risks and liabilities. This course is designed to provide agents with practical skills, training and resources to build their business. In this course, students will learn to: • Increase listings and grow their business. • Demonstrate and communicate their value package to seller clients. • Effectively negotiate and represent their client’s best interests. • Understand and apply the Code of Ethics and Standards of Practice. • Understand and comply with state license laws when representing sellers. • Understand and apply methods, tools, and techniques to provide the support and services that sellers want and need. Course Materials: All handouts are included. There is no required textbook.

Seniors Real Estate Specialist (SRES) June 27-28, 8:30 a.m. – 5 p.m. Salesperson/Broker CE: 15 Hours Broker Pre-Licensing: 1 Credit Instructor: Melanie McLane Investment: $249.00/$309.00 Discover the advantages of NAR’s Seniors Real Estate Specialist (SRES®) designation, where you have a generation of opportunities, right at your fingertips. Build your real estate business with specialized knowledge to meet the special needs of maturing Americans when selling, buying, relocating, or refinancing residential or investment properties. By earning the SRES® designation, REALTORS® are prepared to approach mature clientele with the best options and information for them to make lifechanging decisions. Topics include: • Understanding generational demographics • Discussing the myths and realities of aging • Learning how Baby Boomers are changing retirement • Reviewing marketing strategies • Recognizing the implications of tax laws, probate and estate planning Course Materials: All handouts are included. There is no required textbook. 9


Accredited Buyer’s Representative (ABR) Dates: Fall 2017Salesperson/Broker CE: 15 Hours Broker Pre-Licensing: 1 Credit CRB Elective Instructor: TBD Investment: $249.00/$309.00 The Accredited Buyer’s Representative (ABR®) designation represents a benchmark of excellence in buyer representation. It is designed to provide real estate professionals with practical skills, training and resources to build their business and the expertise they need for an edge in serving today’s home buyers. In this course, students will learn to: • Better represent the interests of buyers and avert potential risks and liabilities. • Effectively negotiate and represent their client’s best interests. • Demonstrate and communicate their value package to buyer clients. • Gain methods, tools, and techniques to provide the support and services that buyers want. • Understand and apply the Code of Ethics, Standards of Practice and comply with state license laws when representing buyers. Course Materials: All handouts are included. There is no required textbook.

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License Renewal and Continuing Education Requirements Licenses expire May 31 of every even-numbered year. The Real Estate Commission mails renewal notices two to three months prior to the license expiration date. Notices are mailed to the most recent employer address that was reported to the Commission. The Postal Service does not forward licenses. The current license renewal cycle is June 1, 2016 through May 31, 2018. Section 404.1(a) of the Real Estate Licensing and Registration Act requires real estate brokers and salespersons to complete 14 hours of Commission-approved continuing education during each two-year license period.  If you are a new salesperson licensee and you are renewing your license for the first time, you are required to complete a specific set of continuing education courses: New Licensee General Module and either the New Licensee Residential Module or Commercial Module. The Greater Lehigh Valley Real Estate Academy offers both the General and Residential Modules. At the July 12, 2016 meeting of the Real Estate Commission, the Commission voted to impose a continuing education requirement for the 2016-2018 renewal period. The requirement is that a minimum of 3 hours of the required 14 hours of continuing education must be in the topic of Rules & Regulations. The coursework must be completed between June 1, 2016 and May 31, 2018 in order to meet the requirement. New licensees who are renewing for the first time are exempt from this one-time requirement, and are still required to complete the mandatory courses for new licensees. The Academy is offering this course in 2017 for 3.5 continuing education credits. Additionally, a licensed broker or salesperson who wishes to activate a license that has been placed on inactive status shall be required to document 14 hours of continuing education. Per Section 35.382(b) of the Regulations, continuing education that is used to reactivate a license cannot be used to renew the license during the same renewal period.  An additional 14 hours of continuing education will need to be completed prior to renewal. Per Section 501(b) of the Real Estate Licensing and Registration Act, “Any person who remains inactive for a period of five years without renewing his license shall, prior to having a license reissued to him, submit to and pass the examination pertinent to the license for which the person is reapplying.” If your license is currently inactive or expired, you have five years from the date of inactivity or expiration to reactivate your license without taking the licensing examinations.  Your completed application for reactivation must be received in our office before your five year deadline.  A completed application includes the reactivation fee, criminal background check, conviction documents (if applicable), and continuing education certificates.  Applications must be mailed and cannot be faxed or emailed. 11


2017 Continuing Education Courses Mandatory CE: General Module

development and environmental issues. Home inspections and warranties as well as mortgage information will also be discussed. The class will feature information on fair housing regulations as well as issues surrounding the agreement of sale.

Tuesday, March 28, Wednesday, September 13 9 a.m. - 5 p.m. Salesperson/Broker CE: 7 Hours Instructor: Barbara Coccioffo Investment: $65.00/$85.00

• Uniform Construction Code and Zoning

The Pennsylvania Real Estate Commission has mandated that all salespersons complete 14 hours of mandatory continuing education during their first renewal cycle. For the 2016-2018 renewal cycle, this applies to those licensed on or after December 1, 2015. While these courses are required for those newly licensed, any agent may benefit and receive continuing education credits for these courses.

• Environmental Issues

The General Module focuses on protection of the buyer and seller client as well as ways to develop professional business strategies to maximize professional development. At the conclusion of the course, participants will be able to abide by all applicable laws, complete and review forms and other contracts with consumers and recognize current legal issues that affect the transfer of property.

• Agreements of Sale

• Types of Construction • Land Development • Home Inspections and Home Warranties • Mortgage Information • Fair Housing • Case Studies from Real Estate and Disciplinary Actions

Mandatory CE: PA Rules and Regulations Tuesday, April 25, 9 a.m. - 12:30 p.m. Salesperson/Broker CE: 3.5 Hours Instructor: Ernest M. Nemeth Investment: $45.00/$65.00

• Closing Costs • Agreement of Sale, Addenda and Special Clauses

For the 2016-2018 license renewal, the PA Real Estate Commission made it mandatory that all licensees, excluding those who are new agents and required to take the Mandatory New Licensee courses, will be required to take a minimum of 3 hours of continuing education on PA Rules and Regulations.

• Title Reports • Zoning • Agency Relationships and Representative Agreements • Environmental Concerns

In this class, students will refresh and reinforce their understanding of PA license laws to ensure clients and customers are treated with a high level of competence and professionalism. Students will review the enforcement authority given to the Real Estate Commission to protect the public with disciplinary procedures and remedies for violations, and will also gain an understanding of acceptable standards of conduct and practices for licensees.

Mandatory CE: Residential Module Tuesday, April 18, Wednesday, October 4 9 a.m. - 5 p.m. Salesperson/Broker CE: 7 Hours Instructor: Barbara Coccioffo Investment: $65.00/$85.00 The Pennsylvania Real Estate Commission has mandated that all salespersons complete 14 hours of mandatory continuing education during their first renewal cycle. For the 2016-2018 renewal cycle, this applies to those licensed on or after December 1, 2015. While these courses are required for those newly licensed, any agent may benefit and receive continuing education credits for these courses.

NOTE: For the 2016-2018 license renewal period, the PA Real Estate Commission has mandated that licensees have a minimum of 3 hours in Rules and Regulations towards their 14 continuing education credits. This requirement excludes those who were licensed after December 1, 2015.

The Residential Module focuses on topics such as the Uniform Construction Code and zoning, land

Course Materials: All handouts are included. There is no required textbook. 12


Basic Agency Law for the R.E. Professional

Residential Mortgage Regulations

Tuesday, March 21, 9 a.m. - 12:30 p.m. Salesperson/Broker CE: 3.5 Hours

Date: TBD Salesperson/Broker CE: 3.5 Hours Instuctor: Dan Thierry Tuition: $45.00/$65.00

Today’s real estate consumer is looking for professional representation during the selling and/or buying experience. Today, more than ever, the professional REALTOR® needs to have a thorough understanding of representation by understanding the agency laws currently in place in Pennsylvania. This class will lead the real estate professional through the law, and will cover the PAR forms to help them help their customers and clients have a more comprehensive understanding of their rights and choices.

This course will educate the attendees on the impact of the pre-crisis lending practices, then consequently why and how mortgage industry regulations are created. They will learn the different sources of lending rules and how future rules will be issued. The different levels of lending rules will be explained, specifying which rules are law, agency rules and common practice among lenders and therefore might have some flexibility. This course will establish a greater understanding of contemporary lending practices, the recent past lending market, and educate REALTORS® to be more active legislatively, model their business and advise their customers.

Residental Income Property Valuation Wednesday, September 27, 9 a.m. - 12:30 p.m. Salesperson/Broker CE: 3.5 Hours Instructor: Ernest M. Nemeth Tuition: $45.00/$65.00

Greater Lehigh Valley Fair Housing Symposium

This course will engage agents through actual, realistic multi-family property valuation case studies.  Gain a better understanding of investment benefits and hazards, leverage, net operating income and construction of pro forma operating statements.  Learn how to analyze an apartment building using an income approach to value. The goal is to better serve your clients and yourself.

Date: TBD Salesperson/Broker CE: 3.5 Hours Instructors: TBD Tuition: $45.00/$65.00 Fair Housing is a critical component in the daily lives of real estate professionals. This half day event will bring together fair housing experts to discuss real world scenarios about fair housing challenges in the Greater Lehigh Valley and how REALTORS®, housing professionals, and community leaders can become more knowledgeable about compliance with fair housing laws.

Course Materials: All handouts are included. There is no required textbook.

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New Member Orientation In order for new members to achieve the coveted REALTOR® member designation, they must complete the New Member Orientation program within the first 90 days of submitting a new member application to GLVR. Designed to inform and teach new members the importance of conducting themselves professionally and ethically, the program covers a number of topics, including but not limited to, fair housing, anti-trust, and REALTOR® safety. Members will also be introduced to the Greater Lehigh Valley REALTORS® (GLVR), led by CEO Justin Porembo, who will cover the benefits of GLVR membership. GLVR staff will also present on government affairs, education, professional standards, e-communications, Supra lock box system, sponsors and affiliates, and the MLS. Upon completion of this program, members will receive their certificate of completion, their REALTOR® pin, and the privilege to use the REALTOR® term and logo in their professional businesses. There will be six (6) New Member Orientation programs in 2017. There is no cost to attend and pre-registration is required. Class runs from 8:30 a.m. to 12:30 p.m., and lite snacks and coffee are served. The 2017 dates for New Member Orientation are: Friday, February 24

Friday, June 23

Friday, November 11

Friday, April 21

Friday, September 22

Thursday, December 14

Questions? Please contact Cheryl Graham, GLVR Membership Administrator, at cheryl@glvr.org.

NAR Mandatory Code of Ethics Training Is Now BIENNIAL!

Beginning January 1, 2017 through December 31, 2018 and for successive two (2) year periods thereafter, REALTORS® are required to complete biennial ethics training of not less than two (2) hours and thirty (30) minutes of instructional time. REALTORS® completing such training during any two (2) year cycle shall not be required to complete additional ethics training in respect of this requirement as a requirement of membership in any other Board or Association. A REALTOR® completing the new member Code of Ethics orientation during any two (2) year cycle shall not be required to complete additional ethics training in respect of this requirement until a new two (2) year cycle commences. As soon as the learning objectives are available from NAR, GLVREA will offer the required ethics training in 2017 and 2018.

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MLS and RPR Training GLVR offers complimentary MLS and RPR training for members. Mike Naratil, MLS Director for GLVR, is the instructor for all classes. Please visit the IMS portal and under MLS Training you may register for these classes. Below are the classes and what is covered. Each class ends with a Q&A period: Matrix Basic Training:

Listing Input 101 / CMA:

Students will learn:

Students will learn:

• Browsers and how they affect Matrix • Review of the MLS navigation • Review of the MLS homepage and Market Watch • Overview of “My Matrix,” including customization settings (i.e. uploading an agent photo) • Review of help documentation and video tutorials • Full review of search options including map search, adding additional fields, and sorting, refining and saving searches • Displays • How to set default display and list count per page • Custom displays • E-mail options • Reports • Review of the directions feature • Review the difference between agent and client reports • Print options

• Review of help documentation and video tutorials • Review of input screen, quick edit, MLS# edit, edit existing • Cover “Fill from Tax,” “Start New,” and copying a listing • Review required vs. non-required fields • Review of how to save a listing as incomplete • Photo uploading, editing, order sorting, copying of photos • Common listing errors • How to utilize custom CMA tools • Modify listings for things like price changes • Go through input tabs and fields CRS Powertool: Students will learn: • Review basic search options from the CRS homepage • Review of the profile and settings page • Perform sample searches • Review search results and fields • Review the map view and map layers • Measuring tool • Comparables • Advanced property searches • Prospecting • Area map • Subdvision searching • Mailing labels and exports

MLS Prospecting 101: Students will learn: • Create a new contact from scratch • Create an auto e-mail from a search • Overview of sending/timing options regarding clients receiving notifications • Concierge review • Review of workflow from the consumer’s end • Personal signature and customized greeting settings • Portal overview • Hit Counter overview • Reverse prospecting • General housekeeping review of “My Matrix” • Review of help documentation and video tutorials

RPR Basics: Students will learn: • Search hundreds of datasets on more than 160 million on-and-off market properties • Create the ultimate listing package with RPR’s Comp Analysis tool • Calculate the ROI for your client’s home improvement • Research a property’s history • Send customized and branded

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2017 Professional Development Seminars The Greater Lehigh Valley REALTORS® and Greater Lehigh Valley Real Estate Academy are proud to offer real estate professionals a variety of free seminars, designed to enhance their knowledge of the real estate profession, and their careers. To register for seminars, please visit https://ims.glvr.org PAR Standard Forms Update

• Identify who is at the greatest risk and why • Protect yourself and your buyers from getting sick • What remediation is, how it is performed and what you should expect when completed properly! • What challenges each season brings for growth and remediation

Tuesday, February 7, 9:00 a.m - 12:00 p.m. & 1:00 p.m. – 4:00 p.m. Instructor: Desiree Brougher, PAR Standard Forms Manager Members: N/C; Non-Members: $25.00

Selling HUD Properties

Are you using the correct form(s) for your transactions? In January of 2016, PAR revised a number of standard forms, created new forms, and discontinued others. Stay on top of the latest changes by joining Desiree Brougher, Standard Forms Manager for PAR, as she takes you through these changes.

Wednesday, March 8, 1:30 p.m. to 3:30 p.m. Instructor: Jack Gross Members Only – N/C This 2-hour seminar will take you through the HUD sales process, from how to become an HUD authorized selling agent and the HUD agreement of sale. Covered topics include:

Mold Beyond Myth Wednesday, February 22, 10 a.m. to 12 p.m.

• How to register as a HUD authorized selling agent • Navigating the new www.hudhomestore.com web site • Owner occupant buyers versus investor buyers. Know the rules! • The ins and outs of getting your offer accepted • Preparing and submitting the HUD agreement of sale • HUD addendums • The new counter offer program • Getting to the closing table • New Title Company Buyers Choice document • Escrow money deposits

Instructor: Joe Murphy, Phoenix Restoration Members: N/C; Non-Members: $25.00 As more homes exhibit environmental hazards and government requirements become stricter and numerous, the liabilities associated with indoor mold exposure continue to grow. More than ever, it is vital that agents, brokers and investors understand the facts and fiction regarding mold and its remediation. Because there are NO requirements for mold remediation certification and training in Pennsylvania, your basic knowledge as a real estate professional is an important component of your overall financial success. Our training is designed to address the facts and knowledge needed to make you the expert in the room. It provides the tools necessary to:

Navigating the Social Media Maze Tuesday, April 4, 10 a.m. to 12 p.m. Instructors: George Wacker, Crystal Wacker – Lehigh Valley With Love Media

• Recognize mold in a home, and why it’s growing - and why there? • Identify and recognize environmental conditions that promote mold growth indoors • Look for growth if you believe there may be mold (hint…it’s not where you’d think!) • Understand how different types of moisture affect mold growth. What is relative humidity and why should I care? • Identify dangerous mold. And what about that BLACK MOLD!?? • Understand the health hazards associated with mold exposure

Members: N/C; Non-Members: $25.00 Facebook, Twitter, Instagram, Snapchat, LinkedIn - what is a real estate professional to do when it comes to utilizing social media sites to enhance their business presence and market their listings? George and Crystal Wacker, social media wizards, will show you how to use social media technologies to increase your online visibility and run your real estate practice with efficiency.

Course Materials: All handouts are included. 16


Pathways to Success Pathways to Success creates a pathway to leadership, building a bridge from newly licensed agents to practicing agent to seasoned agent to industry leader. REALTOR® Start-Up Toolkit This three week onboarding program and refresher course is tailored for newly licensed agents, and those who are seeking to refresh their skills and knowledge. Arming students with the tools and resources needed to launch, kick start, or enhance their careers, this program will prepare and educate students for life as a real estate agent. Each class module will be held once weekly for three consecutive weeks. Students must register for the entire program, and not individual modules. Attendance is mandatory, and upon completion students will receive a certificate of completion. Topics include: • Traits of a Successful Realtor® • Realities of Being an Independent Contractor • Brand Image • Website and Social Media Presence • MLS & RPR Training • Standard Forms Review • Regulatory Compliance and Staying Out of Jail • Developing Top-Notch Presentations • Lead Generation • Negotiating Skills • Working with Buyers and Sellers

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Events The Greater Lehigh Valley REALTORS® holds various events throughout the year, as a benefit to members and sponsors. Please check back for specific dates, times, and locations at www.GreaterLehighValleyRealtors.com. Installation Luncheon

Happy Hour

Annual membership luncheon scheduled for midJanuary. Newly elected Board of Directors are sworn into office for their upcoming term. Outgoing directors are recognized for their prior years of service. Association updates are provided by GLVR leadership.

Networking opportunity for members, sponsors, and affiliates. Usually scheduled quarterly with a changing venue. Snack foods are provided by the association with a cash bar for beverages. Various raffles and door prizes may be available.

General Membership Meeting Signature Event (Members & General Public)

Annual membership meeting scheduled for the spring and the fall. Guest speakers may include sponsors, local, state or national officials. The October GMM provides a financial review by GLVR accountant and voting results for Board of Directors election. Association updates are provided by GLVR leadership.

SAVE THE DATE – June 15, 2017 – MORE INFORMATION WILL BE ANNOUNCED SOON! Safety Seminar for REALTOR® Safety Month (September) Annual event that coincides with NAR REALTOR® Safety Month in September. Members are invited to attend an in-house event that features a guest speaker(s) who provides REALTOR® specific safety information and updates. There is no fee for this Member Appreciation Event.

Economic Outlook (Members & General Public) Association event open to both members and general public scheduled for late September. Guest speaker (economist) provides a forecast of how the economy will perform during an upcoming period. A local panel of business professionals may be included for their insight.

Emeritus/Past Presidents/Committees Cocktail Party (December)

Baseball Outing with the Lehigh Valley Iron Pigs

Annual event that takes place in late November or early December. Event is by invite only and includes Emeritus, Past Presidents and Committee Members. This event is usually held off site and includes recognition of the above individuals. Light food fare and beverages are available. There is no fee for this Member Appreciation Event.

Annual event that is held in late July or early August. Members have the opportunity to network with colleagues and friends and enjoy a night out at the ballpark. Non-refundable tickets can be purchased through GLVR at a reduced price. The event includes a private reserved area for our attendees, a picnic style buffet and non-alcoholic beverages.

Holiday Gala (December) Annual event (semi-formal) for members that takes place in mid-December. Event is held off site and guests are required to purchase a non-refundable ticket. The event can include a cocktail hour, dinner, dancing, entertainment (DJ or band) and a cash bar.

Tax Strategies for Real Estate Professionals Fear not! This is not some dry tax prep snooze-fest. It’s an entertaining, fast paced power packed free session with practical strategies you can start using now to build your business and keep more of your income.

Recycling Event Annual event that takes place in the 2nd quarter. The event is held on site and allows for members to bring electronics for recycling and/or paper documents for shredding. An outside vendor provides the on-site service. There is no fee for this Member Appreciation Event unless the vendor is charging for an item not on their standard recycling list.

Annual Ring Day (Benefiting the Salvation Army) Join REALTORS® across the country for the annual Ring Day event. Take a two hour shift, or ring as a team for the entire day. Double your difference by matching donations dropped in your red kettle. Gifts you collect will stay in your community to fund Salvation Army programs and services

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Consumer Seminars First Time Homebuyers Seminar If you are thinking of buying a home, or know someone who is a first time homebuyer, the Community Action Financial Services, a program of the Community Action Committee of the Lehigh Valley (CACLV), will present a First Time Homebuyer’s Seminar at GLVREA on April 1 and April 8. At this free, 2-day seminar, attendees will learn about: • Preparing for home ownership • Obtaining a mortgage • Establishing & maintaining good credit • Shopping for a home • Predatory lending • Completing the sale CACLV is handling registrations. Pre-registration is required. To register and for more information, please call 610-691-5620.

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GLVREA would like to thank the following members of the 2017 Education Committee and GLVREA’s Instructors for the guidance and collaboration on producing this Course Catalog and investing their time and expertise toward the development of a top-tier real estate school.

2017 Education Committee

Rebecca E. Williams

Ernest M. Nemeth

Chairman

Vice Chairman

Elias E. Aoun

Patricia Heine

Korbin V. Price

Kristie Bauder

Daniel Y. Joseph

Dulce M. Ridder

Anne Stuart Dubbs

Joseph T. Kochan

Robert V. Ritter

Debra A. Gault

Salvatore J. Lisinichia

Jane Schiff

Barbara Gorman

Jon D. Markley

Pamela M. Gothard

George P. Neely

GLVREA Instructors Cathy Amant

Melanie McLane

Desiree Brouhger

Michael Naratil

Barbara Cucciuffo

Justin Porembo Gail Shearer

Lloyd Dreibelbis

Daniel Thierry

Jack Gross Ernest M. Nemeth (School Director)


2017 GLVREA Course Catalog