TX-AGENT-16

1. U N I T 1 2 : E V E RY D AY P R AC T I C E AN D R I S K
M AN A G E M E N T
TEXAS LAW OF AGENCY

2. UNIT 12: EVERYDAY PRACTICE AND RISK
MANAGEMENT
Working with Seller
• The Listing Appointment
• Steps to Follow
• Set the Price with the Seller
• Using the CMA to Help Set the Price
• Sell Your Abilities
• Present the Net Sheet
• Ask for the Listing
• Present the IABS Statement
• Disclose the Agency Relationship
• Establish the Agency with a Listing Agreement
• Servicing the Listing
• Receiving and Presenting Offers
• Counteroffers
• Presenting Multiple Offers
• Handling Back-Up Offers and Contracts

3. UNIT 12: EVERYDAY PRACTICE AND RISK
MANAGEMENT
Working with Buyers
• Buyer Consultation Meeting
• Get to Know the Buyers
• Homebuyer’s Wish List
• “Ask for the Order” – Get the Signed Agreement
• Showing Properties
• Involve a Lender
• Build Rapport
• Buying Signs
• Overcoming Objections to Making an Offer
• Ask the Buyers to Make an Offer

4. UNIT 12: EVERYDAY PRACTICE AND RISK
MANAGEMENT
Practical Guide to Agency Situations
• Listing Broker or Associate Working for Seller-Client
• Listing Broker or Associate Working with Buyer-Customer
• Subagent Working for Seller
• Buyer’s Broker or Associate Working for Buyer-Client
• Broker as Intermediary

5. UNIT 12: EVERYDAY PRACTICE AND RISK
MANAGEMENT
Risk Management
• Follow the Code of Ethics
• Buy Errors and Omissions Insurance
• Avoid Disciplinary Action and Lawsuits
• What Were They Thinking?
• Follow Agency Law
• Use Promulgated Contracts
• Misuse of Forms
• Disclose Material Facts
• Avoid Misrepresentation
• Comply with Advertising Guidelines
• Broker & Salesperson Name
• No False Advertising
• Broker or Salesperson Acting as a
Principal
• Trust Accounts
• Handling Trust Accounts – The Right
Way
• Handling Trust Accounts – The
Wrong Way
• Handling Company Funds

6. UNIT 12: EVERYDAY PRACTICE AND RISK
MANAGEMENT
Follow Anti-discrimination and Antitrust Laws
• Comply with Fair Housing Laws
• Follow HUD Advertising Guidelines
• Words Indicating Preference or Limitation
• Comply with ADA
• Comply with Antitrust Laws
• Summation of Law & Ethics Violations