2008 Regional Professional Standards
CLASS CODE: 08 PS	CLOCK HOURS: 7.5
7.5 clock hour course provides agents with the latest in high customer service standards through a look at the Code of Ethics and the changes that have been implemented for the current year. Learn how to avoid the pitfalls of an ethics violation and what the process is when a violation does occur. Learn the options for settling disputes with clients, customers and other practitioners. Learn how to run your business ethically! This day is filled with real life experiences, practices and exercises, and thought provoking information.

A Practical Guide to the Business Entities for the RE Professional
CLASS CODE: Practical Guide	CLOCK HOURS: 3.0
INSTRUCTOR: EDWARD M. McFERRAN As a Real Estate Professional you daily encounter customers who are investors in Corporations or Partnerships or Limited Liability Companies…ever wonder why they get involved in such legal entities? Want to know how these legal maneuvers may benefit your own interests? Want to understand what your customers are doing? This is the class that will go over all the nuts and bolts. It is a great beginning class for all Real Estate Professional. The information in the handout materials is worth the price of this class alone.

ABR Elective: E-Buyer
CLASS CODE: C5577	CLOCK HOURS: 7.0
INSTRUCTORS: PILI MEYER/MARGO WILLIS The internet has created new competition and opportunities in the real estate market. With the shift of power to the side of the consumer, agents need to address fundamental changes in how they relate to their buyers. In this course students will learn what is e-business, who is the e-buyer, how to represent the e-buyer and how to market the e-buyer.

ABR Elective: Forclosure Opportunities for Buyers/Clients
CLASS CODE: C5120	CLOCK HOURS: 7.5
INSTRUCTOR: PILI MEYER The goal of this course is enable students to spot opportunities for buyer-clients in the foreclosure market segment. This course will also teach students to counsel home-buying clients on the perils of risky finance programs so that foreclosure can be avoided. Course topics include: Understanding the process of foreclosure and how it occurs; Counseling buyer-clients to help them avoid foreclosure proceedings; Tapping into the foreclosure market for the benefit your business and buyer-clients; Spotting opportunities in pre-foreclosure workouts; Working with bank-owned real estate (REO) in pre- and post-foreclosure; Performing a needs assessment for a buyer-client considering a foreclosure property.

ABR Elective: Harness the Power
CLASS CODE: C4719	CLOCK HOURS: 7.5
INSTRUCTORS: PILI MEYER Harnessing the Power of Skills-Based Performance Management What separates the best from the rest? The best have systems not just for their real estate businesses but for themselves. They have harnessed the power of performance management skills to challenge themselves, to manage their time effectively, to build credibility and develop a personal vision. This course will show you how to eliminate the obstacles that conspire to prevent you from getting to that next level - in your business and in your life. This course is approved for full credit in the Performance Management Network and as an ABR elective.

ABR Elective: Innovative Marketing Techniques
CLASS CODE: C5562	CLOCK HOURS: 7.5
INSTRUCTOR: PILI MEYER One reason why new real estate licensees achieve only modest success is their inability to focus on the consumer's needs and to market their services accordingly. In the past, marketing courses have only provided insight into how to market the seller's property - not how to market to the buyer. In this course the student will learn how to devolp marketing awareness and vision, how to get to bat and how to use the counseling session as a marketing tool.

ABR Elective: Negotiating Skills for RE Professionals
CLASS CODE: C4086	CLOCK HOURS: 7.5
INSTRUCTORS: PILI MEYER We negotiate every day in many different contexts. Our experiences and studies in negotiating have crystallized for us negotiating principles that work in a variety of situations. Negotiating on behalf of others is the hallmark of representatives of both buyers and sellers of real estate. In the study of negotiations we can explore what others have developed by working, teaching and writing in the field of negotiations. We can integrate their ideas with our own experiences and be better equipped to apply workable techniques in negotiations. In this course we will be examining the main types of negotiation, the preparation for, participation in and evaluation of each process, what works and what does not work given specific situations. We will also examine unique issues when representing someone else in a negotiation and some of the ways to break a negotiation impasse.

ABR Elective: Successful New Home Sales
CLASS CODE: C5541	CLOCK HOURS: 7.5
INSTRUCTOR: PILI MEYER... Another important growth area for buyer agents is new home sales-buyers searching for a newly constructed or yet-to-be constructed home. These buyers tend to be less informed about real estate than the home seller since the sellers of new homes are developers/builders. Due to the special complexities of a new-home purchase, these buyers will need expert representation and advice. In this course, students will learn how the new-home sales market works, how to build relationships with buyers and sellers, how to serve the buyer's home finding needs, how to serve the buyer's transaction needs and how to market your services.

ABR Elective: Successful Relocation
CLASS CODE: C5540	CLOCK HOURS: 7.5
INSTRUCTOR: PILI MEYER... Relocation is an important area of knowledge for buyers' agents. Being new to the area, these buyers are in greater need of representation anfd counseling. Their situation is also more comlicated than that of a conventional buyer. In this course students will learn how relocation works, how to build relocation relationships, How to provide superior relocation services, and how to develop an effective marketing strategy.

ABR: Accredited Buyer Representative
CLASS CODE: C2161	CLOCK HOURS: 15
INSTRUCTOR: PILI MEYER With the Agency Reform of 1997, you will be representing buyers in more of your transactions. Now it's time to set yourself apart from other real estate licensees. start today to become recognized as a true professional in the area of buyer representation. Earn the nationally recognized designation for buyer's representatives. *Beginning January 1, 2002, students will be required to take the two-day ABR course plus one elective course to obtain the ABR designation.

Accredited Seller Representative
CLASS CODE: ASR	CLOCK HOURS: 12
The seller agency course is a twelve (12) hour course. Upon completion the agent must successfully complete a fifty (50) question exam. Seller agency topics covered include: Preparing for the listing appointment Preparing an in-depth market analysis Effectively pricing and positioning the property for marketing Effective marketing techniques for a new generation of buyers Property disclosure and contract provisions to protect the seller Defect resolution issues Effective communications from listing to closing Winning negotiating strategies Positioning and marketing yourself as a seller agent area expert Building a saleable business by becoming a "Market Area Specialist"

Advanced 1031 Exchange Strategies
CLASS CODE: C5528	CLOCK HOURS: 7.5
INSTRUCTOR: AMY GUSTIN

Advanced Issues in Completing 1031 Exchanges
CLASS CODE: Advanced	CLOCK HOURS: 3.5
INSTRUCTOR: EDWARD M. McFERRAN This Advanced 1031 Exchange class will cover the areas of 1031 Tax Deferred Exchanges that most agents are not aware of. Reverse exchanges, partnership issues, simultaneous exchange, delayed exchanges and much more will be covered in this advanced class.

Advanced Real Estate Investment
CLASS CODE: C4986	CLOCK HOURS: 4.0

Agricultural Land with Property Package
CLASS CODE: C5716	CLOCK HOURS: 15
INSTRUCTOR: Michael R. Schoonover, ALC Agricultural investment land in the United States is an estimated trillion-dollar market. To help students tap it, this in-depth course will explain: market forces that impact the value of agricultural land; importance of soils and how they determine the highest and best use of the land; why land is an investment that attracts investors from around the world; how to analyze income potential and estimate probable selling prices and costs; and how to market properties through online, print and electronic media, and RLI marketing sessions.

Alternatives to Tenants, Trash & Toilets
CLASS CODE: C5573	CLOCK HOURS: 3.0
INSTRUCTOR: AMY GUSTIN Generate more listings and learn to work with investors better by understanding their options. This class is designed for a residential or commercial realtor who has a basic understanding of 1031 exchanges. Students will learn about the mulit-billion dollar Tenant-in-Common market attracting their baby-boomer investors. They will also be exposed to other non-traditional replacement property types considered like-kind exchange options that are attracting many of the investors they sell properties for. Learn to generate listings from those tired of being a landlord and lean the benefits and pitfalls of securitized real estate to help better sell against securities brokers.

Always Stop for Red Flags Waving
CLASS CODE: C3262	CLOCK HOURS: 7.5
INSTRUCTOR: DOUG TINGVALL... "Always Stop for Red Flags Waving" will help licensees identify and handle "red flags" in real estate transactions. Students will learn how to comply with their legal duties under the agency and licensing laws; utilize disclosures and contingencies to reduce risks; recognize defects and discrepancies; identify common sources to be alert for red flags; handle red flags through a simple, yet effective, three-step process; find information to address red flags; and spot red flags through real life examples.

Asia/Pacific and International Real Estate
CLASS CODE: C3903	CLOCK HOURS: 7.5
Asia/Pacific and International Real Estate (1 day) - Covers real estate practices in Asia and the Pacific with emphasis on cultural influences, economic trends and assessment of investment opportunities. A special chapter on working with the Japanese is included.

At Home with Diversity
CLASS CODE: C2597	CLOCK HOURS: 7.5
INSTRUCTOR: MARGO WILLIS.... This training program helps real estate professionals tap the emerging market of diverse ethnic groups seeking to share in the dream of new home ownership. You will learn how to communicate with and relate to all buyers and sellers, regardless of ethnic and cultural differences. You will earn the "At Home with Diversity' certificate and the right to use the logos for "One America" and HUD.

Baby Boomers
CLASS CODE: C5133S	CLOCK HOURS: 7.5
INSTRUCTOR: DENISE LONES Baby Boomers have dominated the real estate market for the past 5 years. With more and more baby boomers it is imperative that real estate agents understand this unique group of buyers and sellers. Baby Boomers buy and sell more real estate than any other generation and they love to invest in real estate. This class will clearly show why the baby boomer client is the most important client of the future. This class will show today''s agent what motivates the baby boomer and what type of housing needs they have and why. The class will also cover the history of what has made the baby boomer so in favor of investing in real estate.

Baby Boomers Boot Camp
CLASS CODE: C4960	CLOCK HOURS: 3.0
INSTRUCTOR: DENISE LONES Baby Boomers have dominated the real estate market for the past 5 years. With more and more baby boomers it is imperative that real estate agents understand this unique group of buyers and sellers. Baby Boomers buy and sell more real estate than any other generation and they love to invest in real estate. This class will clearly show why the baby boomer client is the most important client of the future. This class will show today's agent what motivates the baby boomer and what type of housing needs they have and why. The class will also cover the history of what has made the baby boomer so in favor of investing in real estate.

Best of the Legal Hotline
CLASS CODE: C5649	CLOCK HOURS: 4.0
INSTRUCTOR: ANNIE FITZSIMMONS The Best of the Legal Hotline is a fun, interactive course designed to address YOUR questions and concerns from your real estate practice. The course content is always current, because it changes from class to class based on the topics that are relevant to the students in attendance. You will receive pointers and tips that you can apply immediately to your practice to reduce your own liability and to improve the quality and success of the transactions you put together. You will gain tools to assist you in creating a more pleasant and professional experience in all of your transactions for your clients, other industry professionals and yourself. The class routinely provides information beneficial to REALTORS from all experience levels, because all REALTORS are well served to know the latest legal issues and how to handle them.

Building a Dynamic & Prosperous Business
CLASS CODE: C3549	CLOCK HOURS: 7.5
INSTRUCTOR: CINDY WHITE Do you want a more prosperous? Top producers have systems that allow them to earn more and enjoy it! You’ll learn how to create those systems for your business. We’ll take a look at the changes that experts predict for the future and prepare your business to take advantage of them. Don’t know how to get control your day? You’ll learn a system to create more time for more productive activities. In a slump? This class will give you a system to get back on track. Technology confusion? We’ll create a technology plan for your business. When you walk out of this action-packed day, you’ll carry the tools to build a dynamic and prosperous business.

Building Relationships Using the Agency Law
CLASS CODE: C5084	CLOCK HOURS: 3.5

Building Wealth By Understanding Advance 1031 Exchange Standards
CLASS CODE: C5528	CLOCK HOURS: 7.5
INSTRUCTOR: AMY GUSTIN

Building Wealth: Residential RE as an Investment
CLASS CODE: C1494	CLOCK HOURS: 7.5
INSTRUCTOR: AMY GUSTIN

Business Leadership: exploring the gray areas of ethics
CLASS CODE: C3271	CLOCK HOURS: 7.5
INSTRUCTOR: CINDY WHITE... “Leadership in Business…Exploring the Grey Areas of Ethics is hands down the best class on ethics I’ve ever had and I’ve taken one each year for the past 6 years. All the info was so appropriate and up to date. Fabulous job”. That’s what one student had to say after taking Cindy White’s fast-paced, highly interactive course on ethics in the Realtor’s everyday world….how to handle the sticky spots and how to do it right! This course gives students the opportunity to get involved with real life problems and come up with useful solutions based on the best practices. If you hesitate because you’ve taken an Ethics course and thought it was boring, think again! You’ll be challenged, you’ll be inspired, and you’ll learn. Listen to what more students of this course have said: “Cindy is a wonderful teacher, informative yet keeping things interesting and fun”. “I usually fall asleep. I didn’t today”. An extra bonus? This course satisfies the 2008 NAR Ethics requirement. Sign up today!

Business Planning for Fun and Profit in 2009
CLASS CODE: Business	CLOCK HOURS: 3.0
Instructor: Claudia Wicks Most agents get into real estate to: MAKE MORE MONEY & HAVE MORE FREE TIME “How’s that working for you?” Build a very profitable business using the time-tested strategies of top agents across the US If you would like to earn more and play more, attend this business building class: *Create a plan to help you generate more business in 2009 *Develop a budget to help you monitor your ROI – let’s only spend money on what works! *Innovate your marketing with FREE or cost effective online marketing (84% consumers are online – you need to be there) Plan smart. Market online. Build your business!

Buyer Brokerage: Getting the Buyer to Pledge Allegiance to You
CLASS CODE: C5111	CLOCK HOURS: 4.0
INSTRUCTOR: PAUL ROY Buyer Brokerage Class - Getting the Buyer to Pledge Allegiance to You Would you work with a seller without signing a Listing Contract? Then why would you work with a buyer without a buyer's contract? If you're like most Realtors it's because you never learned the skills of getting the buyer to agree to work with you exclusively. If you are not ensuring that every viable buyer is committed to work with you exclusively, you are likely to waste time, energy and lose thousands of dollars each year to buyers who end up writing a contract with someone other than you. This class is worth thousands of dollars in income for you! Don’t miss your chance at mastering the skills of meeting and committing your buyer prospects to work with you exclusively every time. The get the Buyer Allegiance Class will teach you how to: • Motivate them to work with you exclusively using proven techniques • Learn how to get the buyer to meet with you on the first call • Instruct you how use effective presentation techniques • You will learn how to create a dynamic buyer presentation • Build your value and services in the client’s eyes • Get them to sign an exclusive Buyer/Agent Agreement • Gain Confidence and learn effective selling skills

Certified Negotiation Expert (CNE) Designation Course for Real Estate Professionals
CLASS CODE: CNE	CLOCK HOURS: 15
The Certified Negotiation Expert (CNE) Designation Course for Real Estate Professionals is a 2-day seminar focused on negotiation training applied to real estate negotiation situations. The course provides training in professional negotiation. Pat Jerns, will cover different approaches, persuasion principles, and the psychology of buying along with role plays, case studies, and group discussion topics. Students receive a 140 page Student Manual that contains training materials and numerous scripts using the proven persuasion techniques for real estate negotiations. This course will help real estate professionals become skilled negotiators in order to provide a higher standard of service to clients and to better help achieve client goals. Course Content How Buyers Buy & Sellers Sell Building Trust Identifying Listing/Offer Options for Clients Persuasion Principles Power/Emotions/Deadlocks Stand Area Motivator Model Why Attend? 98% of Buyers believe negotiation skills are Very Important or Somewhat Important in their real estate agent.* Buyers give Negotiation Skills the lowest satisfaction rating of all agent skills and qualities* *According to the NAR 2006 profile of Home Buyers and Sellers

Code of Ethics (Business Conference)
CLASS CODE: Code	CLOCK HOURS: 3.0
INSTRUCTORS: Jan Ellingson, Pili Meyer, Cindy White, Bobbie Chipman This course provides agents with the latest in high customer service standards through a look at the Code of Ethics and the changes that have been implemented for the current year. Learn how to avoid the pitfalls of an ethics violation and what the process is when a violation does occur. Learn the options for settling disputes with clients, customers and other practitioners. Learn how to run your business ethically! This day is filled with real life experiences, practices and exercises, and thought provoking information.

CODE OF ETHICS 3.0
CLASS CODE: C5535	CLOCK HOURS: 3
INSTRUCTOR: JAN ELLINGSON & CINDY WHITE... This course provides agents with the latest in high customer service standards through a look at the Code of Ethics and the changes that have been implemented for the current year. Learn how to avoid the pitfalls of an ethics violation and what the process is when a violation does occur. Learn the options for settling disputes with clients, customers and other practitioners. Learn how to run your business ethically! This day is filled with real life experiences, practices and exercises, and thought provoking information.

CODE OF ETHICS 4.0
CLASS CODE: C5551	CLOCK HOURS: 4
ROSE GALLOWAY, JAN ELLINGSON & KAREN LAVALLEE This course provides agents with the latest in high customer service standards through a look at the Code of Ethics and the changes that have been implemented for the current year. Learn how to avoid the pitfalls of an ethics violation and what the process is when a violation does occur. Learn the options for settling disputes with clients, customers and other practitioners. Learn how to run your business ethically! This day is filled with real life experiences, practices and exercises, and thought provoking information.

Core (Current Issues in WA Residential RE) WR
CLASS CODE: C0003CORE0809	CLOCK HOURS: 3.5
The Washington State Real Estate Commission and the Department of Licensing have adopted new rules that will require the completion of 3 clock hours of prescribed core curriculum. The 3.0 mandatory clock hours must be included in the 30 hours required for all active licensees. Topics Include *Sellers Disclosure *Current Legal/Regulatory Issues *Licensing Issues

CRS 200: Business Planning and Marketing
CLASS CODE: CRS 200	CLOCK HOURS: 14.5
A strong foundation is the key to building a successful real estate career. The Business Planning and Marketing course helps students learn the fundamentals of business planning. After taking this course, they will be able to identify the benefits of a business plan, develop income goals using the budgeting process, and create a marketing plan to meet their goals and objectives. These business essentials will generate increased profit and productivity. Course Content: Business plan development Prospecting techniques Budgeting and cost analysis Personal promotion techniques Required for CRS 200: standard calculator Course Topics: Business Planning Budgeting Marketing Goal Setting

CRS 204 Wealth Building Course
CLASS CODE: CRS 204	CLOCK HOURS: 15
More people have become wealthy investing in real estate than many other investments. Agents who want to learn the specific secrets to smart real estate investments can discover them in this course. Students will learn how to identify the right opportunities in a down market or an up market, compare real estate with other investments and create additional wealth – for themselves and their clients. This high-energy course explores another way to generate sales that has been overlooked. And the results can be life changing! This class is a must for any real estate professional looking to create wealth through residential real estate investment Course Content: • Identifying money-making opportunities • Comparing potential investment opportunities • Retirement planning and investing • Calculating initial investment to rate of return Required for CRS 204: financial calculator. Recommended are the HP-10BII, HP-12C or the TI-BA real estate calculator. Also elective course requirement for the ABR Designation.

CRS 210 Referral Course
CLASS CODE: CRS 210	CLOCK HOURS: 16
Building an Exceptional Customer Service Referral Business is a highly interactive course designed to deliver all the essentials for refocusing the student’s business plan to a customer service centered, repeat and referral business. The information provided will help identify the expectations of the “new consumer”, the “new behaviors” necessary to meet those expectations and specific systems to make the agent’s business more productive, more profitable and more enjoyable. Attracting a higher caliber client Meeting the expectations of the “new consumer” Dialogues and strategies for building a referral database Delivery systems to generate a successful referral business Course Topics: Customer Service Referrals

Current Financial Trends and Issues
CLASS CODE: C5564	CLOCK HOURS: 7.5
INSTRUCTOR GARY WISBEN Tune up your financial expertise with the >state's top mortgage instructor! If you are a seasoned >veteran or new to real estate you will benefit from >the latest information on FHA, VA, Conforming, as well >as the entire new world of non-conforming loans. >Embrace the lastest underwriting guidelines and newest >loan programs. Double your sales volume and income >with what you will take away from this class.

Current Issues in Residential Real Estate (CORE)
CLASS CODE: C0004CORE0809	CLOCK HOURS: 3.0
INSTRUCTORS: PILI MEYER, ANNIE FITZSIMMONS, CINDY WHITE, JAN ELLINGSON...The Washington State Real Estate Commission and the Department of Licensing have adopted new rules that will require the completion of 3 clock hours of prescribed core curriculum. The 3.0 mandatory clock hours must be included in the 30 hours required for all active licensees. Topics Include *Sellers Disclosure *Current Legal/Regulatory Issues *Licensing Issues

Current Issues in WA Residential Real Estate
CLASS CODE: CORE0809	CLOCK HOURS: 3.5
INSTRUCTORS: PILI MEYER, ANNIE FITZSIMMONS, CINDY WHITE, JAN ELLINGSON...The Washington State Real Estate Commission and the Department of Licensing have adopted new rules that will require the completion of 3 clock hours of prescribed core curriculum. The 3.0 mandatory clock hours must be included in the 30 hours required for all active licensees. Topics Include *Sellers Disclosure *Current Legal/Regulatory Issues *Licening Issues

Current Trends in Real Estate Mortgage Underwriting
CLASS CODE: C5179S	CLOCK HOURS: 3.0
This course attempts to present a historical perspective of the transition from manual to automated real estate loan underwriting over the last 20 years. In the process, home buyers have benefited from increased real estate mortgage availability and speed of loan processing. At the same time, certain groups of potential buyers have become viewed as second-class citizens who do not fit the computerized profile. Most significant is the potential for abuse of a system which invites loan originators to fit home buyers into zero down payment, stated income mortgages regardless of actual financial qualification. Traditionally, real estate sales professionals have maintained their distance from the mechanics of the mortgage transaction. However, with the growing proliferation of home loan products and "flexible" borrower qualification guidelines, the end doesn''t not always justify the means. The real estate sales professional must become a vigilant consumer advocate by understanding the underwriting criteria and loan terms applied to their client.

Disclosure Requirements
CLASS CODE: C4711	CLOCK HOURS: 7.5
DOUG TINGVALL....."Disclosure Requirements in Real Estate Transactions" is a compilation of the disclosures required by law in various types of real estate transactions. We have come a long way since the days of caveat emptor ("let the buyer beware"). The disclosures required in real estate transactions today come from different sources and were enacted at different times. Until now, there was no single source to consult for required disclosures. This course synthesizes the disclosure requirements in a practical and meaningful format, including a helpful matrix of the disclosures required for different types of properties.

Do You Mind if I ask you a Question?
CLASS CODE: C3969	CLOCK HOURS: 4.0
INSTRUCTOR: PILI MEYER........ A practical look at real estate communication. This practical look at the ways in which we communicate in our real estate practices, from presentations to interviews, will provide the practitioner with useful tools to apply in every day situations. 5 Steps of Effective Listening and the 4 Learning Styles are the building blocks for the material that will increase your effectiveness.

Doing the Negotiation Dance
CLASS CODE: C2182	CLOCK HOURS: 7.5
INSTRUCTOR: PILI MEYER... Effective negotiation skills begin with a knowledge of self. Assessing your style, your goals, your strengths and weaknesses, and your risk tolerances are all a part of self-knowledge in the negotiation process. You can only understand another if you understand yourself first. A large part of licensed activity has to do with “representation” and “agency.” To this end, we are negotiating on behalf of our clients. This is a day about building your skill sets to proved better representation to your clients.

ED CON 2008
CLASS CODE: EDCON 2008	CLOCK HOURS: 15

Environmental Issues in Real Estate
CLASS CODE: C5764	CLOCK HOURS: 4.0
INSTRUCTOR: JAN ELLINGSON The Sellers Disclosure Statement has undergone some major changes lately in the area of Environmental Hazards. This class will help you understand the purpose for these changes and what they mean to sellers. The class covers the items included in the Environmental Hazards section, as well as what their health and environmental effects are, and up to the minute information about real estate law and the role it plays in the day to day operation of your business. You will also learn what your agency duties are with respect to the completion of the form.

Europe and International Real Estate
CLASS CODE: C3907	CLOCK HOURS: 7.5
Europe and International Real Estate (1 day) - Provides information on working with clients in Western and Central Europe. The European Union and its impact on international real estate are covered, along with economic and real estate are covered, along with economic and real estate trends, networking and relationship building, plus marketing and selling practices.

Everything You Need to Know about New Construction
CLASS CODE: C5826S	CLOCK HOURS: 7.5
INSTRUCTOR: DENISE LONES

Expand Your Market
CLASS CODE: C5404	CLOCK HOURS: 5.0
MARGO WILLIS & MAY WAN....REALTORS® across the nation are increasing their business by expanding their markets to include culturally diverse buyers and sellers. The Expand Your Market Program will help you take advantage of expanding international business opportunities and understand how cultural differences impact business transactions. *Earn up to eight elective points towards the Certified International Property Specialist (CIPS)Designation! *** Expand Your Market will teach you how to: Recognize factors that contribute to the globalization of real estate directly in your local market. Discover the impact of current and predicted trends in the U.S. population in relations to the real estate market. Avoid typical U.S. business practices that may "turn off" a foreign or immigrant customer. Apply practices that will help you succeed in the international real estate business locally.

Expanding Finance Options for First-Time Buyers
CLASS CODE: C5215S	CLOCK HOURS: 3.0
This course attempts to address the primary obstacles to homeownership encountered by most prospective first-time buyers, namely marginal credit history and/or lack of cash. Recently, sub prime loan providers have captured the market with exotic mortgage products attempting to overcome these challenges while expanding their own bottom line. This is not necessarily in the best interest of the consumer or the real estate professional representing them. For the referral-minded agent, there are alternatives to these fast fixes with a high probability of future foreclosure. Advising a first-time buyer on how they can improve their credit and/or overcome their limited savings for a home purchase is challenging and will result in a lost business opportunity if done incorrectly. Empowered with new technology that allows the consumer to legitimately enhance their credit profile and armed with the knowledge of safe and sane mortgage products that address limited buyer cash, the true real estate professional can confidently prospect for and close more clients.

FHA Basics for the Housing Industry
CLASS CODE: C4812	CLOCK HOURS: 4.0
Instructor: Kristen Johnsen Did you know that there are still loans available for manufactured housing? And loans to help clients finance some fix ups for those “well used” homes? Spend some time learning about the FHA products that are available to help your clients make their dream of homeownership a reality. The FHA clock hour course will give you up to date information about FHA loans that are available to your clients. Within the past two years, FHA has made a number of changes to the program. For example, the FHA appraisal process and the level of closing costs allowed have been changed to bring them more in line with the conventional processes most lenders use. And with more families seeking homeownership, it is good to know that a variety of loan options may be available to them under the FHA program. Also discussed will be proposed changes Congress is reviewing and the future of the FHA program in helping clients here in the Pacific Northwest. At the end of the program, you will know about the various FHA loans available, the basic underwriting standards lenders use in qualifying FHA borrowers and what changes are on the horizon to help more families achieve homeownership.

Foreclosure & Short Sales of RE in Washington
CLASS CODE: C5341s	CLOCK HOURS: 4.0
INSTRUCTOR: EDWARD M. McFERRAN (Approved for both Real Estate Agents and Mortgage) With the market changing and some of the creative loans that have been made in the past few years, Foreclosure and Short Sales will become more and more prevalent. This class will give you information necessary to understand the process and how to fit it into your business.

FORECLOSURES & SHORT SALES OF REAL ESTATE IN WASHINGTON
CLASS CODE: SHORTSALES	CLOCK HOURS: 4.0
FORECLOSURES & SHORT SALES OF REAL ESTATE IN WASHINGTON - 4 Clock Hours (Approved for both Real Estate Agents and Mortgage) With the market changing and some of the creative loans that have been made in the past few years, Foreclosure and Short Sales will become more and more prevalent. This class will give you information necessary to understand the process and how to fit it into your business.

Form 17….What You Really Need To Know
CLASS CODE: Form 17	CLOCK HOURS: 3.0
INSTRUCTOR: EDWARD M. McFERRAN Law requires the Seller Disclosure Statement and the Real Estate Professional is not to fill it out for the client. It seems there are always lots of questions from the Seller and with this class you will know how to answer those questions and keep both you and your Seller safe from possible problems.

From the Wild, Wild West to World Wide Web
CLASS CODE: C4409	CLOCK HOURS: 3.0
INSTRUCTOR: DOUG TINGVALL "From the Wild, Wild West to World Wide Web" reviews the impact of technology on real estate brokerage law, including do-not-call rules, internet advertising, privacy, personality rights, virtual office websites, electronic signatures, domain names and mobile phones.

Fundamentals of Commercial Real Estate
CLASS CODE: C5706	CLOCK HOURS: 4.0
INSTRUCTOR: MICHAEL R. SCHOONOVER, ALC This course is specifically designed for residential real estate practitioners who know little or nothing about commercial real estate, but want to learn more. This course provides students with information they need to help them decide whether they want to seek additional, advanced education in order to pursue a career in real estate. Course Objectives: •Name the key players and their roles in commercial real estate •Identify differences between commercial and residential transactions •Illustrate the different types of commercial real estate •Describe different types of commercial real estate transactions •Discuss key terms in commercial contracts •Identify components of a commercial marketing plan •Review the skills needed to succeed •List other resources for information and education •Offer tips on how to begin a commercial real estate career Who can benefit from the course? •Newly licensed agents in small markets who intend to be involved in both residential and commercial transactions •Residential brokers-in-charge who supervise commercial agents •Residential agents who wish to learn more about commercial real estate •Commercial agents just entering the field •Real estate investors seeking information about commercial real estate

Getting Every Loan Approved
CLASS CODE: C3386	CLOCK HOURS: 4.0
INSTRUCTOR: GARY WISBEN... Double your sales! Eliminate the headaches! Stay in control of the loan process. Hear from W.A.R.'s top finance instructor the secrets only the best loan officers know. Incredible new loan programs. How to solve any credit problem. 10 questions to ask every loan officer. Stay in control. Become invaluable to every buyer and seller. This class will change the way you do business.

Green Designation
CLASS CODE: GREEN	CLOCK HOURS: 15

Green Elective (Residential)
CLASS CODE: GREEN ELECTIVE	CLOCK HOURS: 7.5

GRI 100
CLASS CODE: C0400	CLOCK HOURS: 30
Technology: A Vision for the Future Be smart about the internet-discover practical tips on internet marketing and effective use of email. Pricing, Sales & Marketing: Listing success requires skill at pricing and marketing properties, and presenting the listing agreement. Let our 1999 Washington Realtor Instructor of the Year show you how to succeed. Purchase & Sale Agreements: One of Washington's leading real estate attorneys will help you avoid legal pitfalls, while you have fun! Real Estate Finance: Spotting and avoiding potential lending problems is an essential skill. Our 1998 Instructor of the Year brings passion, humor and poetry to this session.

GRI 200
CLASS CODE: C0401	CLOCK HOURS: 30
Technology: The Next Level You'll get solid, constantly updated information on hardware selection, hi-tech tools and gadgets, plus intermediate Internet training. Buyer Representation: Discover the finer points of customer service for the buyer. Pili Meyer is a top producer and experienced ABR Instructor who will share her proven techniques with you. Personal Promotion & Negotiation: This session is loaded with proven success strategies for a personal marketing plan. Plus, you'll discover the real secrets of win-win negotiating. Our 1996 Instructor of the Year is a successful broker and entrepreneur who practices what she preaches. Professional Standards: The Code of Ethics is our guide to professionalism. Our 1999 Educator of the Year uses thought provoking examples to illustrate the Code's benefits to you. Environmental Issues/Land Use: Learn the latest on a range of common environmental hazards, from asbestos to lead.

GRI 300
CLASS CODE: C4865	CLOCK HOURS: 30
Business Management: You are running a business - achieve success by developing solid financial and management skills without losing sight of your personal values. Real Estate as an Investment: You'll develop your ability to analyze various investments, understand your clients needs and communicate your valuation. Taxation: Discover advanced techniques for estate building through real estate. You'll learn to minimize taxes for the sophisticated investor, and uncover corporate tax options for your own practice. Risk Management Skills: Reduce your legal risks with this comprehensive review of the dangers inherent in not understanding all the State and Federal regulations that govern our day-to-day business.

How a 1031 Exchange Can Benefit You
CLASS CODE: A 1031	CLOCK HOURS: 4.0
INSTRUCTOR: EDWARD M. McFERRAN A 1031 Tax Exchange can be an excellent way to increase your income. When you have completed this class you will understand how an exchange really works and how you can use the information to the benefit of your clients and yourself also. This class is required before taking the Advanced 1031 Class.

How To Get Your Listings Sold in Today''s Market
CLASS CODE: How to	CLOCK HOURS: 4.0
Instructor: Claudia Wicks With the number of listings on the market, it is essential for agents to know smart, cost-effective strategies to target market for a quicker sale. Attend this new marketing class and learn: *Innovative online marketing techniques to capture the attention of more Internet buyers (84% consumers are online – you need to be there!) *Tactics for pricing competitively and ensuring your listings are in marketable condition. Market smart. Market online. Get it sold!

How to Succeed in Real Estate 4.0
CLASS CODE: C4007	CLOCK HOURS: 4.0
INSTRUCTOR: PILI MEYER... Feeling a little overwhelmed by the constant change in real estate? Looking for ways to turn change into advantage? This class identifies the different trends in the marketplace and then outlines five strategies that will put you on top of your market. From marketing to technology, data mining to customer service to just plain planning--this class covers a broad spectrum of strategic ways to succeed in real estate.

How to Thrive in a Changing Market
CLASS CODE: C5703	CLOCK HOURS: 7.5
Today’s market and technology beg for different strategies on the part of agents in order to do more than merely survive. As the customers demand more from us more often and come more informed, we need to deliver different, targeted information in novel ways. We must differentiate in order to avoid being a commodity. This class offers many suggestions and ideas of how to reposition yourself in this changing market.

How to Thrive in Today''s Market - 4.0
CLASS CODE: C5773	CLOCK HOURS: 4.0
INSTRUCTOR: PILI MEYER Today’s market and technology beg for different strategies on the part of agents in order to do more than merely survive. As the customers demand more from us more often and come more informed, we need to deliver different, targeted information in novel ways. We must differentiate in order to avoid being a commodity. This class offers many suggestions and ideas of how to reposition yourself in this changing market.

Instructor Development Workshop
CLASS CODE: C0991	CLOCK HOURS: 15
This action-packed 2 day workshop will train you to know your audience, key in on your objectives, walk through your presentation plans, develop your materials, and deliver a dynamic presentation. Hugh Hawkins and Eddy Awards winner, Cindy White, will share her expertise in preparing and presenting powerful classes

International RE forLocal Markets
CLASS CODE: C5643	CLOCK HOURS: 15
CIPS I: International Real Estate for Local Markets (formerly Essentials) - is the two-day prerequisite introductory course to the CIPS international real estate courses. The course is an analysis of the international real estate business environment, including capital flow, currencies, government regulations and cultures. The practical aspects of international brokerage, networking, marketing and selling are discussed. Students must take this course before taking any of the other CIPS courses. Students will receive At Home with Diversity Certification (except when taking the online course which does not give AHWD credit) in addition to ABR, RSPS, and CRS elective credit with successful completion of this revised course.

Internet Marketing & Blogging
CLASS CODE: Internet	CLOCK HOURS: 7.5
INSTRUCTOR: DENISE LONES

Introduction to Real Estate Auction
CLASS CODE: Auction	CLOCK HOURS: 8.0
Instructor: Michael R. Schoonover, ALC Accredited Land Consultant Commercial Manager The Introduction to Real Estate Auction Course is designed to show how real estate professionals can use auctions as a means of selling or buying real estate. Real estate auctions are profitable, professional, and on the rise. Learn how auctions work, how to partner with an auctioneer, and how to use auctions as a unique marketing tool to grow your consumer base. Gain a competitive advantage with this ABR one-day, elective course. This course meets the elective course requirement for the ABR® Designation awarded by the Real Estate Buyers Agent Council (REBAC). COURSE OBJECTIVES After completing this course, you should be able to: • Define the term real estate auction. • Discuss the benefits of real estate auctions to sellers, buyers, and agents. • Identify sellers, properties, and markets that are favorable for real estate auction. • Explain how to establish alliances with auction firms. This course is specifically written for real estate professionals who are interested in introducing real estate auction as a marketing method to their sellers and buyers. This course is NOT intended to certify or accredit real estate professionals to be auctioneers or call auctions.

Investment and Financial Analysis for International Real Estate
CLASS CODE: C3904	CLOCK HOURS: 15.0
Investment and Financial Analysis (2 days) - Provides the tools needed to present investment information to international clients--in their currency and area. You will learn how to measure investment performance, prepare financial projections, and understand the effects of taxes and exchange rates on investment. This course is waived for CCIM designees. An HP-10BII calculators is REQUIRED for this course.

It's All About Price
CLASS CODE: C5735S	CLOCK HOURS: 7.5
INSTRUCTOR: DENISE LONES Whether you have been in the business a decade or a day, pricing remains one of the prime reasons sellers do or do not choose to list with you. Denise will show you a pricing method that is proven and powerful. Don’t miss the most important class you will ever attend. You will see real life examples of what sellers want from you when you are “attempting” to price their property. Every agent will leave with a pricing presentation that will knock the socks off the competition. This day will be fast paced, interactive and will generate results in your business for years to come.

Kick it up a Notch
CLASS CODE: C4269	CLOCK HOURS: 7.5
INSTRUCTOR: CINDY WHITE Is your business producing at the level you expect? Are you getting all you want out of your business and your life. Popular trainer Cindy White will provide you with a blueprint for building a better, stronger, more profitable business. And you’ll discover the tools you need to create a rewarding life around it. What a concept….more work, more fun, more out of life! After this day, you’ll really KICK IT UP A NOTCH!

Kick it up a Notch
CLASS CODE: C4390	CLOCK HOURS: 4.0
INSTRUCTOR - CINDY WHITE Is your business producing at the level you expect? Are you getting all you want out of your business and your life. Popular trainer Cindy White will provide you with a blueprint for building a better, stronger, more profitable business. And you’ll discover the tools you need to create a rewarding life around it. What a concept….more work, more fun, more out of life! After this day, you’ll really KICK IT UP A NOTCH!

Land 101: Fundamentals of Land Brokerage
CLASS CODE: C5587	CLOCK HOURS: 15
Instructor: Michael R. Schoonover, ALC In this introduction to the specialty, students learn the basics of land brokerage, such as: the various types of land; the land brokerage process; the importance of the 1031 tax-deferred exchange and how to use it; how to determine market value; what property rights and restrictions are involved; subdivisions and assemblage. The environmental and regulatory issues that land brokers must know and be ready to deal with are also stressed. *This course is required to attain the ALC designation.

Land Use & Environmental Law: From Planning to Permit
CLASS CODE: C5446	CLOCK HOURS: 4.0
INSTRUCTOR: BILL CLARKE This class focuses on water rights and water supply issues involved in real estate transactions and development projects, an increasingly complex issue in both urban and rural areas. The existing Seller’s Disclosure Form, which includes a number of questions on water supply issues, is used as a tool to help REALTORS® understand key issues, and to identify and preserve opportunities and minimize risks for their clients. Bill’s class includes a number of practical examples to help you understand how water rights and water supply issues enter into real estate transactions, and how you can effectively deal with them.

Lead Generations Stategies That Work
CLASS CODE: Lead	CLOCK HOURS: 7.5
INSTRUCTOR: DENISE LONES After working with thousands of real estate agents, Denise has found that the number one challenge for most agents is lead generation! Do you have a lead generation system that works as a ¡§faucet¡¨ which you can turn on and off at will? If not, you need this class! By the end of the day you will learn: „« Why lead generation is critical in today¡¦s real estate market „« What types of prospecting today¡¦s buyers and sellers are receptive to „« How to identify and develop strong ¡§faucets¡¨, such as: Absentee owners Luxury properties Condominiums MLS prospecting Equestrian properties Seniors Expired listings Short sales FSBOs Social networking Investors Teaching classes ¡§Living green¡¨ (eco homes) Vacation / second homes Waterfront properties „« What type of lead generation system is best suited for your personality „« How to create a lead generation system that works „« How to customize your lead generation program to maximize results This class is guaranteed to change your business. Don¡¦t hesitate ¡V enroll now!

Legal Aspects of New Construction
CLASS CODE: C0509	CLOCK HOURS: 7.5
INSTRUCTOR: DOUG TINGVALL... An investigation of legal aspects of selling vacant land, lots and new houses with emphasis on current completion of earnest money agreements and law affecting new construction. Students will be able to: Recognize pitfalls in deed release and subordinate clauses, Prepare accurate and tighter contingencies, Determine whether and land development act applies, and Comply with subdivision enabling act.

Listings: How to Organize the Chaos
CLASS CODE: C2035	CLOCK HOURS: 7.5
INSTRUCTOR: PILI MEYER... The class will cover systems and techniques that can be used in prospecting, listing property, maintaining listings and keeping clients within the framework of the current law, available technology and good relationship building. Specific topics: Fundamental elements of seller representation Elements of marketing listings Building relationships with sellers.

Making Money with Today's Technology 7.5
CLASS CODE: C5550S	CLOCK HOURS: 7.5
INSTRUCTOR: DENISE LONES MAKING MONEY WITH TECHNOLOGY This class is for the computer illiterate to the techno savvy. Today’s Technology can either make you a lot of money or break your piggy bank! Technology doesn’t have to be so confusing. Real estate professionals need to keep up with the latest technology without having to spend hours in class learning. This class will teach you what your REALLY need to know to make you more money and make you more productive. Denise will teach you successful strategies for using the latest technology in your business. Denise will show you how to use the most cost effective prospecting methods using your computer and will share with you the tips, tricks and trade secrets of the technology leaders. Learn how to increase productivity without having to learn new software systems in depth. She will show you the best techno marketing tips available using real life examples. Come and see the best and the worst of the web and learn systems you will never again be without. Denise will show you how to design a winning web site, how to use email to create lead generating responses, and how to gain a competitive sales advantage over your competition. She will also discuss PDA’s (Palm Pilots), Email marketing, software you can’t be without and many more exciting leading edge tools. Denise will show you that the world of technology doesn’t need to be intimidating or costly. Her visual examples say it all. This is a class you can not miss if you plan on using ANY for of technology in your business. Best of all her ideas and systems can implemented TODAY!

Making Sense of Buyer Agency Contracts
CLASS CODE: C2837	CLOCK HOURS: 3
INSTRUCTOR: PILI MEYER... Many brokers and agents are still afraid of buyer agency contracts. This fast paced, informative session gives brokers and agents the tools they need to use buyer agency contracts successfully and confidenlty. Now, students will know how to respond when a buyer asks: "What's in it for me?"

Making Use of Title Insurance as a Tool in your Real Estate Practice
CLASS CODE: Making Use	CLOCK HOURS: 3.0
INSTRUCTOR: EDWARD M. McFERRAN The practicing Real Estate Professional often misunderstands title insurance but with this class you will see that Title Insurance is really a very valuable tool to use in your business. You will learn to look for possible problems and how to clear them before you get to the closing table.

Managing the Different Generations
CLASS CODE: C5091S	CLOCK HOURS: 7.5
INSTRUCTOR: DENISE LONES Real estate agents today are subjected to all different generations and need to understand these generations to better serve them. This class will identify and discect the different generations and will give the real estate agent a thorough understanding of what drives each generation. The class will also go over buying and selling tendencies of the generations and will show real estate agents how to alter their services to match the generations. Understanding generational selling is an invaluable tool for todays real estate agent.

Marketing Magic
CLASS CODE: C4013	CLOCK HOURS: 4.0
INSTRUCTOR DENISE LONES........Real Estate is a Marketing business. Take your business to a level never before imagined. Learn the secrets of a proven Marketing Campaign and find out the fastest way to catapult your business and image to the next level.

Marketing Magic
CLASS CODE: C4053	CLOCK HOURS: 7.5
INSTRUCTOR DENISE LONES........Real Estate is a Marketing business. Take your business to a level never before imagined. Learn the secrets of a proven Marketing Campaign and find out the fastest way to catapult your business and image to the next level.

Marketing to the Generations - One Size Does NOT Fit all
CLASS CODE: Marketing	CLOCK HOURS: 3.0
Instructor: Claudia Wicks True service is delivering what clients want, when they want it and how they want it. In this fun, interactive class, you will learn the demographics and psychographics of the four generations Text and hold open houses online for the Gen X and Y’s, who comprise 65% of first time buyers; send personalized E-postcards to Boomers, who have more than a trillion in spending power. Learn how to craft innovative and cost-effective marketing to appeal to each generation’s preferred style of communication. Market smart. Capture more business. Close more transactions!

Mortgage Fraud: How to Avoid the Big House 4.0
CLASS CODE: C5170	CLOCK HOURS: 4.0
INSTRUCTOR: PILI MEYER Loan fraud and predatory lending are increasing concerns today. Without realizing it, real estate agents can be drawn into loan fraud, a federal crime. This class clarifies the difference between loan fraud and predatory lending. It identifies different schemes and ploys for both and lets the agent know what to do in the event either is suspected. List the differences between Mortgage Fraud and Predatory Lending Identify the warning signs of each Learn the difference between legitimate and fraudulent Property Flippin

New Statewide Forms
CLASS CODE: C5452	CLOCK HOURS: 3.0

New Statewide Forms - Update 4.0
CLASS CODE: Forms1	CLOCK HOURS: 4.0
This Fall (2007) a new set of residential purchase agreement forms and addenda will be released and made available to all REALTORS statewide, regardless of the MLS to which you belong. The old NWMLS forms and Washington REALTORS forms will no longer be available. All members of those Associations will be able to use the new statewide forms. This class will prepare you to recognize changes from the old forms and to use the new forms competently to meet the needs of your clients in your residential transactions. This class provides the best opportunity for you to see and understand the new form before you see it for the first time, in a transaction.

New Statewide Forms 7.5
CLASS CODE: FORMS	CLOCK HOURS: 7.5
This Fall (2007) a new set of residential purchase agreement forms and addenda will be released and made available to all REALTORS statewide, regardless of the MLS to which you belong. The old NWMLS forms and Washington REALTORS forms will no longer be available. All members of those Associations will be able to use the new statewide forms. This class will prepare you to recognize changes from the old forms and to use the new forms competently to meet the needs of your clients in your residential transactions. This class provides the best opportunity for you to see and understand the new form before you see it for the first time, in a transaction.

On Time, On Track and On the Money
CLASS CODE: C5419	CLOCK HOURS: 4.0

One Size Doesn't Fit All: Contract Drafting for Real Estate Professionals
CLASS CODE: C4464	CLOCK HOURS: 7.5
INSTRUCTOR: DOUG TINGVALL One Size Doesn’t Fit All: Contract Drafting for Residential Real Estate Professionals is an advanced course on contract drafting. There's much more to completing purchase and sales agreements than "filling in the blanks." Real estate licensees are admonished time and again not to engage in the practice of law; consequently, licensees typically are not trained in contract drafting and are left to their own devices — often with disastrous results! Printed forms are great, but they are “one size fits all” and not all transactions are the same size. This practical course covers drafting tips, rules of contract interpretation, avoiding ambiguity and drafting limitations on licensees.

Oscar: Outrageously Sloppy Contracts Agents Right 3.0
CLASS CODE: C4396	CLOCK HOURS: 3.0
INSTRUCTOR: DOUG TINGVALL “Oscar: Outrageously Sloppy Contracts Agent Right” take a light-hearted, but serious, look at real life examples of drafting nightmares. This short-course on contracts covers common drafting errors and how to avoid them.

Painless Prospecting
CLASS CODE: Prospecting	CLOCK HOURS: 3.0
Instructor: Claudia Wicks Hate prospecting? Then, this is the class for you! In this class you will learn 25 (cost-effective) ways to add prospects to your database- PAINLESSLY! Today, more than ever, agents need to generate leads and build a database of prospects. Learn how to build an E-Farm and manage a large database of prospects to provide a steady stream of business, regardless of market conditions. Market smart. Market online. Grow your business!

Power Selling & Creative Marketing Strategies for New Home Builders
CLASS CODE: C2173	CLOCK HOURS: 7.5
INSTRUCTOR: JJ JOHNSTON... This course is designed for real estate practitioners who currently work with or who have a desire to work with new home builders. You will learn on-site selling procedures, specialized new construction demonstration techniques and terminology, how to create successful advertising and merchandising campaigns for new home communities and how to effectively attract more builder business accounts. Course content includes: how to create a planned presentation and a sales presentation by using successful on-site techniques; how to create urgency, ask closing questions and handle buyer’s remorse; preparation and presentation of purchase and sale agreements to builders; and budget characteristics of providing proper advertising, marketing and merchandising support programs.

Practical GPS/GIS Navigation
CLASS CODE: C5210	CLOCK HOURS: 16
This course will provide the tools students need to help them understand land navigation and associated practical skills with map, compass, GPS and mapping software. It will also provide students with relevant navigational knowledge insights and skills to better equip them to locate, traverse, list and market land parcels.

Principles & Punch of Ad Writing
CLASS CODE: C4155	CLOCK HOURS: 4.0
INSTRUCTOR PILI MEYER......“Get the biggest bang out of your marketing dollar by dynamizing your ads. These principles will not just help you be more creative but, even more importantly, they will help your ads be more effective. Learn proven steps to get the most you can out of your investment.”

RE Brokerage Relationships, Rights, and Responsibilities - 3 R's
CLASS CODE: C2204	CLOCK HOURS: 7.5
INSTRUCTOR: DOUG TINGVALL... It will cover the new agency law and more: Creation of brokerage relationships, including sample forms Duties of licensees generally, including disclosure obligations Duties of seller’s agents, buyer’s agents and dual agents, including confidentiality Termination of agency relationships Bases for broker liability, including negligence, misrepresentation, unauthorized practice of law, and violation of the Consumer Protection Act Commission claims

RE Law Goes to the Movies
CLASS CODE: C5969	CLOCK HOURS: 4.0
“RE LAW Goes to the Movies” presented by attorney Doug Tingvall is a light-hearted look at the legal aspects of real estate ownership, transactions and professionals in movies. Through clips from such well-known movies as Hollywood Homicide, Glengarry GlenRoss, Dirty Rotten Scoundrels, and Poltergeist, students will examine ethics, conflicts of interest, misrepresentation, disclosure issues, discrimination, negotiations, etc.

Real Estate Investing 101
CLASS CODE: RE101	CLOCK HOURS: 7.5
INSTRUCTOR CATHY CAVANAGH: This class will provide RE agents and brokers with a process to analyze investing in real estate from the first step of accumulating income to actually understanding how to analyze investments. Focus on northwest market. Discussions on current trends and potential future trends and how the Realtor can prepare for this market.

Realtor Safety: 7 Habits of Real Estate Safety
CLASS CODE: C3572	CLOCK HOURS: 3.0
INSTRUCTOR: CINDY WHITE OR PILI MEYER... You think it will never happen to you and then you hear a story about a REALTOR who has become a victim of a violent crime and chills go down your spine. Random violence? You can proactively take yourself out of the bull's eye. In this class you will learn 10 Rules of Safety as well as discover some specific tools to help improve your safety.

Residential and Small Commercial Landlord Tenant Law
CLASS CODE: Residential	CLOCK HOURS: 3.5
INSTRUCTOR: EDWARD M. McFERRAN When owning rental properties, either Residential or Commercial, it is beneficial to understand Washington Landlord Tenant Laws. This course will cover the relationship of landlords and tenants of Residential or Commercial properties and how the laws affect either the landlord or tenant and sometimes both.

RESPA (Real Estate Settlement Procedures Act Reform in Washington State)
CLASS CODE: RESPA	CLOCK HOURS: 3.0
INSTRUCTOR: EDWARD M. McFERRAN With the Federal Government looking closely at what service providers are doing to enhance their business the class is a must for all Real Estate Professionals. You will learn what is legal, what is not and how to be sure that you are not caught in the web if violations are found.

Rotten to the Core
CLASS CODE: C0042CORE0809	CLOCK HOURS: 7.5
This class combines the Current Issues curriculum with a look at loan fraud and predatory lending. Today’s borrower and homeowner can become victimized in an increasingly complicated number of scams and real estate agents may unwittingly be roped in, too. Agents need tools to be aware of these traps.

Selling RE in a Multicultural World
CLASS CODE: C2960	CLOCK HOURS: 7.5
INSTRUCTOR: MAY WAN... In this class, you’ll get practical, real world advice and information to help you work with customers and clients from diverse backgrounds, particularly those from Asia. You’ll know how to avoid cultural stereotyping and how to act in social situations. You’ll feel more comfortable with your clients when you understand the family, social and cultural influences that may affect their decisions in real estate transactions.

Selling Real Estate in a Multicultural World
CLASS CODE: C3416	CLOCK HOURS: 3.0
INSTRUCTOR: MAY WAN... In this class, you’ll get practical, real world advice and information to help you work with customers and clients from diverse backgrounds, particularly those from Asia. You’ll know how to avoid cultural stereotyping and how to act in social situations. You’ll feel more comfortable with your clients when you understand the family, social and cultural influences that may affect their decisions in real estate transactions.

Selling with Sizzle
CLASS CODE: C0390	CLOCK HOURS: 7.5
INSTRUCTOR: KAREN LAVALLEE... Being effective in prospecting and counseling will lead to better business and increased income. Being knowledgeable about technical aspects and communication skills will lead to better service and satisfied customers. Students will be able to: Understand the business development plan and how to develop and structure your own business; Content and benefits of a counseling session; Determine the prospect’s need, motivation and financial abilities through the use of a qualifying form and questions; and Setting styles.

Seven Keys to Success in a 1031 Exchange
CLASS CODE: C5560	CLOCK HOURS: 3.5
INSTRUCTOR: AMY GUSTIN REALTORS have the opportunity to shine with the real estate investors when they understand the basics of a 1031 Exchange and can help their clients be successful in tax deferral. No snoozing in this tax class, students will learn to work with investors and master the basics of an exchange. Increase commissions by being more attractive to investors because you can help them navigate a 1031 exchange successfully.

SRES
CLASS CODE: C5350	CLOCK HOURS: 13
SRES® is the only designation and marketing program specifically designed to serve senior property owners. SRES® designees demonstrate requisite knowledge and expertise to council senior clients through the major financial and lifestyle transitions involved in relocating, refinancing, or selling a home.

State Wide Forms (SPOKANE MEMBERS ONLY)
CLASS CODE: C5425	CLOCK HOURS: 7.5
Fall (2007) a new set of residential purchase agreement forms and addenda will be released and made available to all REALTORS statewide, regardless of the MLS to which you belong. The old NWMLS forms and Washington REALTORS forms will no longer be available. All members of those Associations will be able to use the new statewide forms. This class will prepare you to recognize changes from the old forms and to use the new forms competently to meet the needs of your clients in your residential transactions. This class provides the best opportunity for you to see and understand the new form before you see it for the first time, in a transaction.

Stop Wasting Time and Money and Start Reaching Your Full Potential 3.5
CLASS CODE: C2924	CLOCK HOURS: 3.5
INSTRUCTOR: DENISE LONES... Too many agents "spin their wheels" with no clear idea of how to organize their business. This must-attend session explains a proven "real estate business success model" that focuses on the three pillars of business success: getting business, servicing it and keeping it. Students will know how to implement practical systems for growing their businesses, including: the building blocks of a successful marketing plan, the predictability graph, the operations manual, the success schedule, the importance of presentations/package/programs, effective prospecting programs, and past client program.

Stop Wasting Time and Money and Start Reaching Your Full Potential 7.5
CLASS CODE: C2923	CLOCK HOURS: 7.5
INSTRUCTOR: DENISE LONES... Too many agents "spin their wheels" with no clear idea of how to organize their business. This must-attend session explains a proven "real estate business success model" that focuses on the three pillars of business success: getting business, servicing it and keeping it. Students will know how to implement practical systems for growing their businesses, including: the building blocks of a successful marketing plan, the predictability graph, the operations manual, the success schedule, the importance of presentations/package/programs, effective prospecting programs, and past client program.

Stream & Wetland Ecology Basic Training
CLASS CODE: Stream & Wetland	CLOCK HOURS:

Strengthening You Inner Core
CLASS CODE: C0049CORE0809	CLOCK HOURS: 7.5
INSTRUCTOR: JAN ELLINGSON This class satisfies the DOL Mandated Core Curriculum requirement. Strengthening Your Inner CORE is a more detailed study of the Washington state continuing education requirement for the Current Issues is Residential Real Estate course. This course meets the bi-annual requirement, and gives you more tools to work with in our ever-changing market place. The class topics include: Statewide forms, environmental issues, significant changes to the Seller Disclosure Act, unfair business practices, RESPA, the Mortgage Brokers Act, predatory lending, earnest money, responsibilities for maintaining transaction files, and regulatory provisions and changes. The course also includes greater depth of study in agency laws and relationships, compliance with the Business and Professionals Act, avoiding Anti-Trust issues, and how to handle offers and counteroffers using the statewide forms along with a section on what makes real estate contracts binding and valid. This course is truly designed to be of benefit to all experience levels.

Surviving the Chaos
CLASS CODE: C5972	CLOCK HOURS: 7.5
INSTRUCTOR: GARY WISBEN This course explains how the Sub-Prime market came into prominence within the mortgage industry in the 1990''s and its eventual demise in 2007. The course explores how Sub-Prime created a heated national housing demand across the United States, causing home prices to dramatically rise in value. An elaborate banking system was created to sell these mortgage securities to investment companies. Most of these loans were short=term in nature, generally a two or three year ARM with a huge first payment adjustment. These newly qualified homeowners could not make the first payment adjustment. These newly qualified homeowners could not make the new payment and the loans began to go into default. As the public became increasingly aware of the rise in defaults and foreclosures they lost confidence in the mortgage industry and demand sharply fell off, creating the current housing slump nationwide. The course explores the necessary changes for our housing industry to recover, and what agents can be doing to adjust their sales strategies. The course looks at the significant changes FHA has made and its re-entry into the market as a major player once again. It also looks at the importance credit scoring has today, and the use of discount points to help buyer''s purchasing ability.

Tax Information for the Sole Proprietor Real Estate Agent
CLASS CODE: Tax	CLOCK HOURS: 3.5
INSTRUCTOR: EDWARD M. McFERRAN A class developed by the Internal Revenue Service for Realtors or other Sole Proprietors. This class will provide the student with information that is needed to keep good records and to understand what is allowed to be deducted and what is not.

Terms of Endearment
CLASS CODE: C4294	CLOCK HOURS: 4.0
INSTRUCTOR: GARY WISBEN......Today, as you may know, there are literally thousands of ways to structure loans. It’s smart money, and today’s homebuyer is concerned about hearing every option available to them. “Terms of Endearment” will examine the most savvy ways of purchasing real estate, from creative down payment options, eliminating mortgage insurance, lowering rates, increasing purchasing power, payment options, alternative documentation, interest only loans, paying loans off faster, and getting buyers approved when others say no. That is my specialty. The class will be an eye opener for both the new agent and the seasoned agent that is not aware of the financial universe we all now live in.

The Americas and International Real Estate
CLASS CODE: C1602	CLOCK HOURS: 7.5
The Americas and International Real Estate (1 day) - Practical information for professionals who work with Caribbean, North, Central, and South American investors. Historical and cultural influences, regional relationships, and investment opportunities are covered along with a special focus on Mexico.

The A-Z of Working with Buyers
CLASS CODE: The A-Z	CLOCK HOURS: 7.5
INSTRUCTOR: DENISE LONES

The Legal Summit
CLASS CODE: Legal Summit	CLOCK HOURS: 7.5

The Real Estate Coach
CLASS CODE: C3164	CLOCK HOURS: 7.5
INSTRUCTOR: RIC EVANS... The buzz-word of the decade-"The Coach" needs to hit the Real Estate industry. The professional industry; attorneys, accountants, counselors etc., have realized that they need to go beyond assisting clients with compliance, paperwork and just one area of their lives. Clients are looking for expertise is putting their "life plan" together. REALTORS® need to be available to counsel their clients for their lifetime on the role of real estate investments in that "life plan". The REALTOR® that recognizes the significant contribution real estate investments can make in building their clients estates will have clients for life. This class takes the REALTOR® through a lifetime of investment in real estate. Starting with an investment of only $10,000 in his mid-twenties, Jim builds his estate up to a million dollars by age 50 with simple leveraging and reinvesting in great properties thanks to his Real Estate Coach. At the end of the day, the REALTOR® will be ready to analyze each client's financial position in relation to real estate and start the coaching assignment.

The Ultimate Reality Show
CLASS CODE: C4419	CLOCK HOURS: 7.5
INSTRUCTOR: PILI MEYER "The Ultimate Reality Game for Realtors? That's writing and presenting the contracts we work with in our business--listings, buyer agreements, offers. Discover the secrets to writing a great contract and enviable presentation skills that will increase your success rate. We will cover the latest tips and legal issues with contracts. We will practice different presentation styles. "

Transitional Land
CLASS CODE: Transitional	CLOCK HOURS: 15
Land in transition is everywhere: agricultural land is being converted into recreational uses and urban brownfields into commercial and residential uses, just to name a few. This course helps land professionals analyze options and determine the optimum use of a property by learning about financial aspects; physical considerations; and governmental, legal and 3 economic factors that impact land in transition. Upon completion of the course, students will be able to package transitional land for sale and develop a plan that addresses market segmentation, seller counseling and property marketing.

Turning Training into Learning with Effective Technology Skills
CLASS CODE: ITI	CLOCK HOURS:
Turning Training into Learning with Effective Technology Skills: Instructor Training Institute Today’s real estate instructor educator needs to be armed with the most up to date skills from communicating across the generations to technology in the classroom that works. Join Amy Chorew for a day of learning. Come prepared with your laptop for a very interactive day where we turn methodology into measurable skills. This exciting interactive class will cover: Teaching to the Generations Writing an Effective CE Outline Using Video in the Classroom Using Online Webinars PowerPoint Unlocked! *Please bring your laptop

Understanding Foreclosures and Short Sales
CLASS CODE: Understanding	CLOCK HOURS: 7.5
INSTRUCTOR: DENISE LONES

Water Rights & Water Supply Issues for Realtors 3.5
CLASS CODE: C4927	CLOCK HOURS: 3.5
INSTRUCTOR: BILL CLARKE This class focuses on water rights and water supply issues involved in real estate transactions and development projects, an increasingly complex issue in both urban and rural areas. The existing Seller’s Disclosure Form, which includes a number of questions on water supply issues, is used as a tool to help REALTORS® understand key issues, and to identify and preserve opportunities and minimize risks for their clients. Bill’s class includes a number of practical examples to help you understand how water rights and water supply issues enter into real estate transactions, and how you can effectively deal with them.

Wealth Maximization
CLASS CODE: C0515	CLOCK HOURS: 7.5
INSTRUCTOR: RIC EVANS... There are many types of investment opportunities. Selecting the "best" investment for the customer/client will depend on a knowledgeable real estate licensee to determine the goals to be achieved by the investor. Course objectives: Determine financial goals of customer/client; Determine possible avenues for achievement; Explore the anatomy of real estate investments including income, property analysis, client/customer considerations and types of investments; Identify the personal and financial decisions necessary to select, acquire, operate and dispose of investment property; and Identify the skills and capabilities necessary to fully serve clients in commercial-investment opportunities.

What Every Investor Should Know re: 1031 Tax Deferred Exchanges
CLASS CODE: C1588	CLOCK HOURS: 7.5
INSTRUCTOR: GARY GILBERTSON... Understanding how exchanges help investors achieve their financial goals, the reasons for exchanging, and how the average investor can take advantage of this "tax loophole" will make each participant a more effective investor and REALTOR, accountant, escrow officer, and facilitator will be carefully discussed. Lots of practical examples will cover basic to advanced exchanges.

Why Real Estate
CLASS CODE: C5268	CLOCK HOURS: 7.5
INSTRUCTOR: CATHY CAVANAGH Entity planning for investments. Tenancy In Common vs LLC New Tax Laws on converting the Residence to an Investment. Update on the Home Office rules. Converting IRA and 401k to real estate. Current elections for Real Estate Professionals. A review of the legal tax loopholes for real estate investments. Vacation Rentals – VERY HOT!