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Utilize customer research methods to develop a potential customer base.

Describe how sales professionals use customer and product knowledge to satisfy customers’ needs.

Identify and utilize various follow-up techniques to be used upon completion of the sale.

Explain the importance of obtaining customer feedback and positive referrals for future sales.

Explain the importance of customer loyalty in order to retain a customer base.

Describe ways that customer feedback impacts future sales campaigns.

Legal Issues

Summarize provisions in laws and regulations associated with advertising and sales.

Discuss ethical issues related to sales and advertising.

Buying and Selling Real Estate

Foundational Standards

Incorporate safety procedures in handling, operating, and maintaining tools and machinery; handling materials; utilizing personal protective equipment; maintaining a safe work area; and handling hazardous materials and forces.

Demonstrate effective workplace and employability skills, including communication, awareness of diversity, positive work ethic, problem-solving, time management, and teamwork.

Explore the range of careers available in the field and investigate their educational requirements, and demonstrate job-seeking skills including resume-writing and interviewing.

Advocate and practice safe, legal, responsible, and ethical use of information and technology tools specific to the industry pathway.

Participate in a Career and Technical Student Organization (CTSO) to increase knowledge and skills and to enhance leadership and teamwork.

Discuss and demonstrate ways to value diversity.

Financing

Identify and explain basic concepts and terminology associated with buying and selling real estate.

Compare methods of financing real estate.

Gather and share information on types of loans used in buying real estate.

Contrast mortgages, trust deeds, and promissory notes as financing instruments.

Calculate costs and fees involved in buying and selling real estate.

Create and deliver a presentation outlining the real estate financing process from application to closing.

Contracts

Research and describe components of the code of ethics that governs Realtors® and real estate agents.

Research the laws that govern the real estate industry and describe the importance of legal compliance for a real estate agency or brokerage company.

Analyze applicable contracts, agreements, and forms for a real estate purchase.

Analyze clauses and contingencies in land, real property, and real estate contract negotiations.

Sales Process

Summarize state and federal rules and regulations that govern selling and buying real estate, including trust and escrow accounts, federal fair housing laws (protected classes, prohibited conduct, and exemptions) and the ADA (Americans with Disabilities Act).

Research and share information regarding the passage and implementation of the Fair Housing Act.

Gather and share information about ways fair and equal access to housing affects intergenerational mobility, including quality of educational opportunities, access to jobs and economic opportunity, and the ability to build wealth through home equity and home appreciation.

Comply with advertising regulations, including provisions regarding truth in advertising and fair housing issues.

Use technology ethically.