2020 – 2021
Florida Department of Education
Curriculum Framework 

Program Title:	Real Estate Sales Associate Post Licensing
Program Type:	Career Preparatory
Career Cluster:	Marketing, Sales & Service

Career Certificate Program	
Program Number	M200100	
CIP Number	0252150101	
Grade Level	30,31	
Standard Length	45 hours	
Teacher Certification	Refer to the Program Structure section.	
CTSO	BPA	
SOC Codes (all applicable) 	41-9022 – Real Estate Sales Agents	
CTE Program Resources 	http://www.fldoe.org/academics/career-adult-edu/career-tech-edu/program-resources.stml	
Basic Skills Level	N/A	

Purpose

This program offers a course that provides coherent and rigorous content aligned with challenging academic standards and relevant technical knowledge and skills needed to prepare for further education and careers in the Marketing, Sales and Service career cluster; provides technical skill proficiency, and includes competency-based applied learning that contributes to the academic knowledge, higher-order reasoning and problem-solving skills, work attitudes, general employability skills, technical skills, and occupation-specific skills, and knowledge of all aspects of the Marketing, Sales and Service career cluster. 

The purpose of this program is to offer required licensed sales associate post-licensing education.  It will develop sales agents by laying the foundations for a successful career. Included are legal issues, listing, selling and financing real property and analyzing/managing investment property.

Additional Information relevant to this Career and Technical Education (CTE) program is provided at the end of this document.

Program Structure

This program is a planned sequence of instruction consisting of one occupational completion points.

This program is comprised of courses which have been assigned course numbers in the SCNS (Statewide Course Numbering System) in accordance with Section 1007.24 (1), F.S.  Career and Technical credit shall be awarded to the student on a transcript in accordance with Section 1001.44(3)(b), F.S.

To teach the course listed below, instructors must hold the teacher certification indicated for the course.

The following table illustrates the postsecondary program structure:

OCP	Course Number	Course Title	Teacher Certification	Length	SOC Code	
A	REE0089	Real Estate Sales Associate Post Licensing	Florida Licensed Real Estate Instructor 	45 hours	41-9022	

Common Career Technical Core – Career Ready Practices

Career Ready Practices describe the career-ready skills that educators should seek to develop in their students.  These practices are not exclusive to a Career Pathway, program of study, discipline or level of education.  Career Ready Practices should be taught and reinforced in all career exploration and preparation programs with increasingly higher levels of complexity and expectation as a student advances through a program of study. 

1. Act as a responsible and contributing citizen and employee. 

2. Apply appropriate academic and technical skills. 

3. Attend to personal health and financial well-being. 

4. Communicate clearly, effectively and with reason. 

5. Consider the environmental, social and economic impacts of decisions. 

6. Demonstrate creativity and innovation. 

7. Employ valid and reliable research strategies. 

8. Utilize critical thinking to make sense of problems and persevere in solving them. 

9. Model integrity, ethical leadership and effective management. 

10. Plan education and career path aligned to personal goals. 

11. Use technology to enhance productivity. 

12. Work productively in teams while using cultural/global competence. 

Standards

After successfully completing this program, the student will be able to perform the following:

01.0	Demonstrate an understanding of legal issues and risk management.
02.0	Demonstrate an understanding of the Fair Housing Act and the Americans with Disabilities Act.  
03.0	Demonstrate an understanding of business planning and time management.  
04.0	Demonstrate an understanding of prospecting for listings.
05.0	Demonstrate an understanding of pricing a property to sell.
06.0	Demonstrate an understanding of making a listing presentation. 
07.0	Demonstrate an understanding of listing contracts. 
08.0	Demonstrate an understanding of working with buyers. 
09.0	Demonstrate an understanding of sales and option contracts. 
10.0	Demonstrate an understanding of writing and presenting an offer.  
11.0	Demonstrate an understanding of mortgage alternatives. 
12.0	Demonstrate an understanding of acquiring financing for a property.  
13.0	Demonstrate an understanding of closing real estate transactions.
14.0	Demonstrate an understanding of analyzing and managing investment property.  
15.0	

2020 – 2021
Florida Department of Education
Student Performance Standards

Program Title:	Real Estate Sales Associate Post Licensing
Career Certificate Program Number:	M200100

Course Number:  REE0089
Occupational Completion Point:  A
Real Estate Sales Associate Post Licensing – 45 Hours – SOC Code 41-9022	
01.0	Demonstrate an understanding of legal issues and risk management – the student will be able to:	
01.01	Describe the required education for first and subsequent renewals.	
01.02	Differentiate between fraudulent and negligent misrepresentation.	
01.03	List at least six questions that should be asked in a Property Condition Disclosure form.	
01.04	Outline the differences between the duties of single agent brokers, transaction brokers and brokers with no brokerage relationship.	
01.05	Distinguish between the terms “principal” and “customer.”	
01.06	List the different disclosure forms a licensee must give to buyers and sellers of residential property and understand the uses of each.	
01.07	Describe the legal requirements for including the personal name of a licensee in an advertisement.	
02.0	Demonstrate an understanding of the Fair Housing Act and the Americans with Disabilities Act – the student will be able to:	
02.01	List the categories of people protected under the Fair Housing Act.	
02.02	List at least five discriminatory practices prohibited by the Fair Housing Act.	
02.03	Describe the exception to “adult only” designations.	
02.04	State which HUD form must be posted in all real estate offices.	
02.05	Describe at least four requirements of the Americans with Disabilities Act.	
03.0	Demonstrate an understanding of business planning and time management – the student will be able to:	
03.01	Explain why a Real Estate Sales Associate needs additional knowledge and experience to become more professional.	
03.02	Describe three types of communication skills that the professional Real Estate Sales Associate must master.	
03.03	List and distinguish the differences among the three types of knowledge a Real Estate Sales Associate needs.	
03.04	Describe the five requirements for effective goal setting.	
03.05	List at least ten services that an unlicensed personal assistant can perform.	
04.0	Demonstrate an understanding of prospecting for listings – the student will be able to:	
04.01	List the five principal sources of listings.	
04.02	Describe at least three types of properties a licensee should not attempt to list.	
04.03	Explain why a listing commission seems much higher than the stated percentage to the seller.	
04.04	List at least three circumstances under which a For Sale by Owner (FSBO) might be ready to list right away.	
04.05	Describe the three transactions that can be generated from a call to a For Rent by Owner.	
04.06	State the main reason that listings expire.	
04.07	List the five categories in a leads database.	
05.0	Demonstrate an understanding of pricing a property to sell – the student will be able to:	
05.01	Explain the types of appraisals a real estate licensee may provide for a fee.	
05.02	Differentiate between an appraisal and an opinion of value.	
05.03	List four conditions that must be met in order to fairly use a comparable sale.	
05.04	Describe the three categories of properties shown in a comparative market analysis.	
05.05	List at least three sources of information used in compiling a comparative market analysis.	
05.06	Explain the adjustment process and direction of adjustment.	
06.0	Demonstrate an understanding of making a listing presentation – the student will be able to:	
06.01	Enumerate at least four requirements for a proper listing presentation.	
06.02	List the five major steps in a listing presentation.	
06.03	Describe the steps in explaining a comparative market analysis (CMA).	
06.04	List two visual aids for a CMA presentation.	
06.05	List the three major sections in a Seller’s Estimate of Net Proceeds form.	
06.06	List at least eight costs that a seller may be expected to pay at closing.	
06.07	Explain why insurance and escrow amounts usually are not included in the Seller’s Estimate of Net Proceeds Form.	
06.08	Explain the reasons for rounding all figures used in the Seller’s Estimate of Net Proceeds form.	
06.09	Prepare a Seller’s Estimate of Net Proceeds form.	
06.10	Describe the problems a FSBO potentially faces when selling his or her home.	
07.0	Demonstrate an understanding of listing contracts – the student will be able to:	
07.01	Explain the wording used to protect both seller and broker from commission disputes caused by a buyer who improperly tries to leave the broker out of the transaction in an open listing.	
07.02	State the legally required elements in a listing contract.	
07.03	Explain the distinguishing characteristics of open listings, exclusive agency listings, and exclusive-right-of-sale listings.	
07.04	Discuss the purpose of an owner’s warranty in a listing contract.	
07.05	Discuss the purpose of the latent defects disclosure in the process of listing real property for sale.	
07.06	Explain the steps required to complete a residential profile sheet.	
07.07	Complete the residential profile sheet.	
07.08	Complete a listing contract.	
07.09	Explain each paragraph of the listing agreement that applies to a specific market area.	
07.10	Design a listing service program for the student’s personal listings.	
08.0	Demonstrate an understanding of working with buyers – the student will be able to:	
08.01	Explain four different ways to enhance product knowledge.	
08.02	List at least five sources of buyers.	
08.03	Give at least three methods to show a buyer why an appointment with you will benefit him or her.	
08.04	List two important reasons for qualifying a buyer.	
08.05	Explain how prioritizing buyers benefits both the buyers and the sales associate.	
08.06	Qualify a buyer using the Fannie Mae/Freddie Mac housing expense ratio and the total obligations ratio.	
08.07	Calculate the total monthly payment on a mortgage loan using PITI (principal, interest, taxes, insurance).	
08.08	Qualify a buyer using a do-it-yourself prequalification form.	
08.09	List two benefits of having a buyer prequalify at a mortgage lender’s office.	
08.10	List the steps between setting up an initial appointment with a buyer and writing a contract for purchase.	
08.11	Explain why you would show a limited number of homes to a potential buyer in one day.	
09.0	Demonstrate an understanding of sales and option contracts – the student will be able to:	
09.01	Explain the exceptions to the statute of frauds that are recognized as valid real estate transactions.	
09.02	List at least three transactions that are not suitable for using the Florida Association of Realtors residential sale and purchase contract.	
09.03	Describe the legal test for the sufficiency of a legal description.	
09.04	Complete a sales contract.	
09.05	List the requirements for completing an open contract.	
10.0	Demonstrate an understanding of writing and presenting an offer – the student will be able to:	
10.01	Prepare and explain a buyer’s cost disclosure.	
10.02	Write a contract for sale and purchase and explain it in easy to understand language.	
10.03	List the steps involved in presenting an offer.	
10.04	List the three possible seller responses to an offer.	
10.05	Prepare a counteroffer using information given in the problem.	
10.06	Describe the process involved when a seller makes a counteroffer.	
11.0	Demonstrate an understanding of mortgage alternatives – the student will be able to:	
11.01	Describe the components of the lender’s required Annual Percentage Rate (APR) disclosures.	
11.02	Calculate the effective interest rate on 30-year, fixed-rate loans and on loans for shorter periods.	
11.03	Calculate the PITI payment for a borrower.	
11.04	Compare the interest savings on a 15-year, fixed-rate mortgage to a 30-year, fixed-rate mortgage.	
11.05	Discuss the pros and cons of an Adjustable-Rate Mortgage (ARM).	
11.06	Explain the five components of an ARM.	
11.07	Calculate the interest rate adjustments on an ARM loan.	
12.0	Demonstrate an understanding of acquiring financing for a property – the student will be able to:	
12.01	List three federal statutes that control the information a lender may obtain and consider when qualifying an applicant.	
12.02	List the four basic loan processing procedures.	
12.03	List two of the latest trends in mortgage lending brought about by computer technology.	
12.04	Differentiate between qualifying the borrower and qualifying the property.	
12.05	Describe how lenders are using credit scoring to assist in the underwriting process.	
12.06	Itemize at least three sources of income that will be counted when qualifying a buyer.	
12.07	List the components of a full title report.	
12.08	Describe the differences between an owner’s title insurance policy and a lender’s title insurance policy.	
13.0	Demonstrate an understanding of closing real estate transactions – the student will be able to:	
13.01	Name the steps that a sales associate must follow after writing a contract to ensure a timely closing.	
13.02	List the things that a sales associate should do after a closing.	
13.03	Describe the reasons why a licensee might not want to personally order repairs on a property and what steps can be taken to protect the sales associate from liability.	
13.04	List at least four objectives of a pre-closing inspection.	
13.05	Describe the reasons a real estate sales associate should provide closing documents to the buyer and seller at least one day in advance of a closing.	
13.06	Describe the methods lenders use to set up an escrow account for prepaid taxes, hazard insurance, and private mortgage insurance.	
13.07	Calculate prepaid interest for a new loan.	
13.08	Calculate the expenses on the closing statement.	
13.09	Prepare and review a HUD-1 settlement statement.	
14.0	Demonstrate an understanding of analyzing and managing investment property – the student will be able to:	
14.01	Categorize the three basic changes and trends in the economy.	
14.02	Itemize the four phases of an economic cycle.	
14.03	List the major headings of an income property financial statement.	
14.04	Enumerate the four major property maintenance categories.	
14.05	List at least three different advertising mediums that help to market rental property.	
14.06	Describe the uses and benefits of a show list.	
14.07	Specify at least five of the essential elements of a valid lease.	
14.08	Identify and explain the purpose of three of the financial reports an apartment building owner needs.	
14.09	Describe those property managers who are exempt from the provisions of F.S. 475.	

Additional Information

Laboratory Activities

Laboratory investigations that include scientific inquiry, research, measurement, problem solving, emerging technologies, tools and equipment, as well as, experimental, quality, and safety procedures are an integral part of this career and technical program/course. Laboratory investigations benefit all students by developing an understanding of the complexity and ambiguity of empirical work, as well as the skills required to manage, operate, calibrate and troubleshoot equipment/tools used to make observations. Students understand measurement error; and have the skills to aggregate, interpret, and present the resulting data. Equipment and supplies should be provided to enhance hands-on experiences for students.

Special Notes

MyCareerShines is an interactive resource to assist students in identifying their ideal career and to enhance preparation for employment. Teachers are encouraged to integrate this resource into the program curriculum to meet the employability goals for each student.  Access MyCareerShines by visiting: www.mycareershines.org.

Career and Technical Student Organization (CTSO)

Business Professionals of America (BPA) is the intercurricular career and technical student organization(s) providing leadership training and reinforcing specific career and technical skills.  Career and Technical Student Organizations provide activities for students as an integral part of the instruction offered.  

Cooperative Training – OJT

On-the-job training is appropriate but not required for this program.  Whenever offered, the rules, guidelines, and requirements specified in the OJT framework apply. 

Basic Skills (if applicable)

In Career Certificate Programs offered for 450 hours or more, in accordance with Rule 6A-10.040, F.A.C., the minimum basic skills grade levels required for postsecondary adult career and technical students to complete this program are:  Mathematics N/A, Language N/A, and Reading N/A.  These grade level numbers correspond to a grade equivalent score obtained on a state designated basic skills examination.  

Adult students with disabilities, as defined in Section 1004.02(7), Florida Statutes, may be exempted from meeting the Basic Skills requirements (Rule 6A-10.040).  Students served in exceptional student education (except gifted) as defined in s. 1003.01(3)(a), F.S., may also be exempted from meeting the Basic Skills requirement.  Each school district and Florida College must adopt a policy addressing procedures for exempting eligible students with disabilities from the Basic Skills requirement as permitted in Section 1004.91(3), F.S.

Students who possess a college degree at the Associate of Applied Science level or higher; who have completed or are exempt from the college entry-level examination; or who have passed a state, national, or industry licensure exam are exempt from meeting the Basic Skills requirement (Rule 6A-10.040, F.A.C Exemptions from state, national or industry licensure are limited to the certifications listed on the Basic Skills and Licensure Exemption List which may be accessed from the CTE Program Resources page.

Accommodations

Federal and state legislation requires the provision of accommodations for students with disabilities to meet individual needs and ensure equal access. Postsecondary students with disabilities must self-identify, present documentation, request accommodations if needed, and develop a plan with their counselor and/or instructors. Accommodations received in postsecondary education may differ from those received in secondary education. Accommodations change the way the student is instructed. Students with disabilities may need accommodations in such areas as instructional methods and materials, assignments and assessments, time demands and schedules, learning environment, assistive technology and special communication systems. Documentation of the accommodations requested and provided should be maintained in a confidential file.

Note: postsecondary curriculum and regulated secondary programs cannot be modified.

Additional Resources

For additional information regarding articulation agreements, Bright Futures Scholarships, Fine Arts/Practical Arts Credit and Equivalent Mathematics and Equally Rigorous Science Courses please refer to:
http://www.fldoe.org/academics/career-adult-edu/career-tech-edu/program-resources.stml