Chandra Hall

Hall will present “The Good, the Bad, the Taxable and the Investor” during a three-and-a-half hour session each morning. The session will explain how REALTORS® who understand the numbers can provide buyers and sellers excellent service and opportunities in the profitable investment market. This course has been approved for 3.5 hours of PA real estate continuing education credit.

In the afternoons, her topic is “Systems Keep You Sane.” The program shows how taking advantage of the best systems can make a REALTOR’S® work day easier.

REALTORS® will also have an opportunity to visit with area vendors who will be exhibiting at each of the district conferences.

The conference is $59 for attendees. Register online or via fax at pref.biz.

Sponsored by PA REALTORS® Education Foundation (PREF), the conferences are scheduled for:

District 1: Tuesday, April 27
Mohegan Sun at Pocono Downs, Wilkes-Barre

District 5: Wednesday, April 28
Hoag’s Celebration Hall, State College

Districts 6 and 8: Thursday, April 29
Holiday Inn Washington-Meadow Lands, Washington

District 7: Friday, April 30
The Riverside Inn, Cambridge Springs

“While lending guidelines have changed in the industry, PHFA’s have remained the same,” said M. Dona Palmer, PHFA Business Development Manager. “We’re still a viable option for many homebuyers, especially first-time buyers.”

“Many homebuyers with a lower credit score or who have less than 20 percent saved are being turned away from the home buying process,” Palmer said. “PHFA has expanded its programs in order to assist more buyers.”

Seminars, which cost $25 per person, are being held from 8:30 a.m. to 4 p.m. at these locations: March 11, King of Prussia; March 16, Harrisburg; and March 18, Pittsburgh. To learn more or to register online visit the PHFA web site.

Those with questions can contact Denise Shearer or call 800-822-1174.

There are several versions of the GI Bill but the most recent allows active military personnel to pass some GI Bill benefits to eligible spouses and/or children. The expanded benefits were approved in August and most eligible service members should have been notified about the changes, according to Susan Wright, PAR’s education specialist.

The Graduate, REALTOR® Institute (GRI), Senior Real Estate Specialist (SRES), Accredited Buyer’s Representative (ABR) and GREEN designations classroom courses offered through PRI are all eligible for GI Bill benefits and these benefits are retroactive to October 16, 2008. Those who qualify for the benefits may be eligible for reimbursement of courses previously taken.

“This is a great opportunity for eligible REALTORS® to take advantage of the GI Bill benefits. The benefits are generous and can sometimes include travel as well as coursework,” Wright explained. “The two-day designation courses can also count toward broker education credits.”

Those interested in learning more about these benefits can contact Susan Wright.

Seventy-five hours of education will be required later this year prior to becoming an appraisal trainee under new regulations proposed by the State Board of Certified Real Estate Appraisers, according to Daniel Bradley, board chair.

Bradley said the changes will require applicants to complete 75 hours of coursework in specific topics, including the 15-hour Uniform Standards of Professional Appraisal Practice (USPAP) course, 30-hour Basic Appraisal Principles course and 30-hour Basic Appraisal Procedures course before applying to the board to become a licensed trainee.

Those currently working as appraisal assistants will have a window of time to submit their application to receive a trainee license. After the board sets the final date, anyone working to assist in the preparation of an appraisal must be a licensed trainee.

“At this time, anyone can be an appraisal assistant; there are no qualifications,” Bradley explained. “The new regulations will define an ‘appraisal trainee’ and the requirements to qualify for the new trainee license. The trainee will then be required to obtain a minimum of two years experience working with a certified appraiser before he can qualify to become a certified appraiser.”

The educational requirements follow the Appraiser Qualifications Board (AQB) recommendations to create consistency within the industry in Pennsylvania.

By requiring the application process up front, the board sees this as beneficial to applicants who may not meet the requirements to become certified appraisers. “An applicant may have a criminal record or some other barrier which would preclude him from being certified,” Bradley said. “We would prefer that he knows this before going through two years of training and then discovers that he doesn’t qualify.”

The appraisal board is considering limiting the number of times a person can renew a trainee license but it is making some allowance for a person who may be experiencing circumstances beyond his control, such as overseas military service or health issues.

The proposed regulation changes have had a first round of public comment during which PA Association of REALTORS® submitted comments in favor of the changes. The Independent Regulatory Review Commission (IRRC) has reviewed the regulation package and is going through final rulemaking. The proposed regulations will be sent back for public comment, as well as comments from the  House and Senate Professional Licensure committees, the Governor’s Policy Office and the IRRC.

Bradley said the appraisal board tentatively expects to finalize the regulations by April 1 and hopes to implement them by July 1.

Real estate professionals have just five months to complete 14 hours of approved continuing education before renewing their licenses. Real estate licenses need to be renewed with the PA Department of State by May 31, 2010.

Agents who received their licenses between Dec. 1, 2007 and Nov. 30, 2009 are required to take 14 hours of continuing education in specific, mandatory commission-developed courses.  Those who received their licenses after Nov. 30, 2009 will be waived from continuing education for the 2010 renewal but will be required to take the specific, mandatory commission-developed courses for the 2012 renewal.

Online license renewal is available beginning in early March but in order to complete the renewal process, a REALTOR’S^® broker must first have renewed his license.  The State Real Estate Commission will send renewal notices to brokers prior to agent renewal notices.

The commission will again utilize a post-renewal random continuing education audit, so licensees should not send CE information with their renewals unless they receive specific instructions from the commission to do so.

The State Bureau of Professional and Occupational Affairs (BPOA) and the PA Real Estate Commission altered the renewal system in 2008 to ensure an easier process. REALTORS^® have a registration code printed on their wallet cards that should be used to renew a license as early as 90 days prior to its expiration date even if a REALTOR^® hasn’t received his license renewal notice from the state.

REALTORS^® are encouraged to renew their license online, which is quicker and more efficient. Paper applications are being accepted but are not the preferred method.

The PA Association of REALTORS^® (PAR) does not participate in the license renewal process and does not keep records of members’ continuing education credits. REALTORS^® who have taken courses through the PA REALTORS^® Institute (PRI), PAR’s school, can call 800-745-5527 to obtain more information regarding their 2008-2010 continuing education credits.

For a brief FAQ of the requirements, read the Department of State’s January 2010 newsletter (PDF).

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New Standard of Practice 15-3 focuses on electronic communications. It obligates REALTORS® to “publish a clarification about or to remove statements made by others on electronic media the REALTOR® controls” when those statements include false or misleading information about competitors, competitors’ businesses and competitors’ business practices. This means when a REALTOR® learns false or misleading information is posted to his blog, Facebook wall or other social media site, he has the obligation to remove it or post a retraction/clarification of the statement.

The other new Standard of Practice (3-9) is designed to address the misuse of lock boxes, unauthorized access to a listed property and violation of other rules determined by the seller and listing broker. REALTORS® must remember that rules for property access must be followed and can often be found in the remarks section of the MLS.

New Case Interpretation 12-21 suggests that REALTORS® who change brokers need to be careful in how they advertise sold properties while affiliated with their prior broker. The case interpretation uses REALTOR® Q as an example. She advertises sold properties on her web site but when she switches brokers and continues to advertise the same sold properties on her site, she is found in violation of Article 12.

An updated copy of the new Code – with additions underlined – is available on the PAR web site, along with a summary of all changes and more detailed explanations.

All REALTORS® pledge to abide by the Code of Ethics. The code establishes a standard of conduct to protect consumers, the public and fellow REALTORS®.

Article co-authored by Hank Lerner, Esq., Director of Member & Legal Services at the Pennsylvania Association of REALTORS®.

Stefan Swanepoel

Image
Swanepoel said REALTORS® need an “extreme makeover” when it comes to image. “Fifty percent of consumers don’t understand the difference between agents, REALTORS® and brokers,” he said. “We’re the least trusted professional in surveys conducted. Consumers also believe REALTORS® have one of the highest overpaid jobs in the country.” And while Swanepoel said REALTORS®’ income may not be the highest, it’s the perception of many consumers.

REALTORS® should reconsider putting their faces on billboards, buses and benches because it doesn’t portray a professional image, Swanepoel said.

Attitude
 “Change your mindset and do more with less by leveraging your strengths,” he said. “Don’t let the negative attitude get you down,” Swanepoel added.

Swanepoel suggested that REALTORS® improve their skills by earning a designation. “Less than one percent of all REALTORS® hold the ABR (Accredited Buyer’s Representative) designation, which NAR says is the most popular.”

Mastering technology is another way to make a positive change. “Technology is a powerful tool and other companies are using it to their advantage,” he said.  He added that social media is an important part of technology. He said he began using social media about 18 months ago and he now attributes 25 percent of his business from social media. “Traditional marketing is dead. Only 14 percent of consumers said they trust advertising,” he added.

Communications
Swanepoel said REALTORS® should think like a consumer when they create their communications. “Think content. What does the consumer want?” he said. “How do you make it different and more unique than someone else? And consider other methods of communication like Facebook, Twitter, YouTube, blogs, podcasts and video.  There are one billion consumers using social media. There’s a new trend in town and we’ve never seen any trend grow at this rate before,” he added.

 “If you’re only using a blog it’s like only using a violin in an orchestra. You’re the conductor and social media is your orchestra. They all work well together.”

PA Association of REALTORS® members are invited to attend a PAR reception from 4:30 to 6 p.m. on Tuesday, Dec. 8. Cash prizes will be randomly given to 30 members.

Triple Play offers REALTORS® seminars on: reverse mortgages, real estate auctions, online consumers, new appraisal regulations and more. An additional $15 fee  per course is required for continuing education credits.

Former late night talk show host and author Ross Shafer will be the keynote speaker on Wednesday, Dec. 9 at 12:15 p.m. Shafer has written several business book including Nobody Moved Your Cheese  and Are You Relevant? 12 Reasons Smart Organizations Thrive in Any Economy. 

Triple Play is co-sponsored by the Pennsylvania, New Jersey and New York associations of REALTORS®.

If you miss the advance registration deadline, on-site registration is available at the annual convention held Dec. 8-10 in Atlantic City.

Several designation courses will be offered prior to the convention on Dec. 7 including ABR, CIPS, CRS, CRB, GREEN and RSPS. Additional fees are required for continuing education credits.

Triple Play offers REALTORS® seminars on: reverse mortgages, real estate auctions, online consumers, new appraisal regulations and more.

It also features nationally recognized speakers, continuing education credits, a trade show and networking opportunities.

Former late night talk show host and author Ross Shafer will be the keynote speaker on Wednesday, Dec. 9 at 12:15 p.m. Shafer has written several business books including Nobody Moved Your Cheese and Are You Relevant? 12 Reasons Smart Organizations Thrive in Any Economy.

Triple Play is co-sponsored by the Pennsylvania, New Jersey and New York associations of REALTORS®.

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REALTORS® who have a designation earn approximately $27,000 more per year than those who don’t, according to a 2009 NAR Member Profile survey.

The survey revealed that the median income of REALTORS® without a designation was $28,400 and the median income of those with at least one designation was $55,700. REALTORS® who pursue professional designations have a distinct competitive edge as a result of their increased expertise and marketability.

That’s no surprise to Pat Moyer of Prudential Fox & Roach, Malvern. Moyer holds the Accredited Buyer Representative (ABR), Certified Residential Specialist (CRS), Green and sustainable real estate issues (GREEN), Graduate, REALTORS® Institute (GRI), Seniors Real Estate Specialist (SRES) and Technology Specialist (e-PRO) designations. Moyer is also an ABR, GREEN, SRES and e-PRO instructor.

“Designations give us authority and credibility,” she said. “I urge REALTORS® to ask themselves: What separates me from the other real estate agents? What value do I bring to the consumer? How does the consumer make a choice?”

She continued, “Designations teach you so much more about the real estate profession. It shows that you have gone the extra mile to attain more knowledge and training.”

Designations also help REALTORS® focus their business on a specific part of the population. Moyer believes the ABR designation gives REALTORS® a more professional level to their business. “This designation allows REALTORS® to connect with a larger group of people. It helps them better represent the buyer,” she added.

The pinnacle of residential designations, according to Moyer, is the CRS. “Attaining the CRS designation requires more coursework, years in the business and reaching certain sales levels. There are many criteria to meet in order to earn this designation compared to others,” she noted.

The NATIONAL ASSOCIATION OF REALTORS® (NAR) has named November REALTOR® Designation Awareness Month. For a complete list of the official NAR family designations and certifications, visit realtor.org/education. For designation courses throughout Pennsylvania, visit parealtor.org.