Georgia Sales Agent Pre-License Course

This required course is 75 hours in length, and consists of in-class lectures, projects, exercises and examinations. All pre-license classes are divided into one and one half hour segments including a fifteen minute break.  All classes are taught to mastery and a final examination administered by the school must be passed in order to complete the course.

Sales Agent Pre-License Course

Interested in starting a new and rewarding career in real estate? This is where you start. The 75 hour sales agent pre-license course must be passed before you are authorized to take the pre-licensing examination.

The Pre-licensing 75 hour course shall include classroom lectures, student participation, exercises inside and outside the classroom and graded homework assignments.  The course shall cover all the basics of the real estate business such as real estate sales and brokerage, appraisal, property management, financing, subdivision and development, community association management, counseling, home inspection and education, real estate math, Georgia specific real estate laws and the transactional basis of the real estate sales industry.

This course also qualifies licensees for 75 hours of continuing education credit during the license renewal period.

Class # 1 Introduction to the Real Estate Business – 3 hours

  • The Real Estate Business
  • Real Estate: A Business of Many Specializations
  • Professional Organizations
  • Types of Real Property
  • The Real Estate Market

Class # 2 Real Property and the Law – 3 hours

  • Real Property and the Law
  • Land, Real Estate, and Real Property
  • Real Property versus Personal Property
  • Characteristics of Real Property
  • Laws Affecting Real Estate

Class # 3 Concepts of Home Ownership – 3 hours

  • Home Ownership Concepts
  • Home Ownership
  • Housing Affordability
  • Homeowner’s Insurance
  • Federal Flood Insurance Program

Class # 4 Agency – 3 hours

  • Introduction to Real Estate Agency
  • Law of Agency
  • Creation of Agency
  • Types of Agency Relationships
  • Costumer-Level Services

Class # 5 Real Estate Brokerage – 3 hours

  • Introduction
  • The History of Brokerage
  • Real Estate License Laws
  • Real Estate Brokerage
  • Antitrust Laws

Class # 6 Listing Agreements and Buyer Representation – 3 hours

  • Listing Agreements and Buyer Representation
  • Listing Agreements and Pricing Property
  • Termination of Listings
  • The Listing Process
  • The Listing Contract Form
  • Buyer Agency Agreements

Class # 7 Interests in Real Estate – 3 hours

  • Interests in Real Estate
  • Governmental Powers
  • Estates in Land
  • Encumbrances
  • Water Rights

Class # 8 Forms of Real Estate Ownership – 3 hours

  • Forms of Real Estate Ownership
  • Ownership in Severalty
  • Co-Ownership
  • Trusts
  • Ownership of Real Estate by Business Organizations
  • Condominiums, Cooperatives, Town Houses, and Time Shares

Class # 9 Legal Descriptions – 3 hours

  • Describing Land
  • Methods of Describing Real Estate
  • Preparing a Survey
  • Measuring Elevators

Class # 10 Real Estate Taxes and Liens – 3 hours
Graded Quiz (Corrected to 100%)

  • Real Estate Taxes and Liens
  • Liens
  • Real Estate Tax Liens
  • Other Liens on Real Property

Class # 11 Real Estate Contracts – 3 hours

  • Real Estate Contracts
  • Contract Law
  • Discharge of Contracts
  • Contracts Used in the Real Estate Business

Class # 12 Transfer of Title – 3 hours

  • Transfer of Title
  • Title
  • Voluntary Alienation
  • Involuntary Alienation
  • Conveyance of Decedent’s Property

Class # 13 Title Records – 3 hours

  • Title Records
  • Public Records
  • Proof of Ownership

Class # 14 Real Estate Financing Principles – 3 hours

  • Real Estate Financing Principles
  • Mortgage Law
  • Security and Debt
  • Promissory Note
  • Mortgages or Deeds of Trust
  • Provisions of Land Contracts and Owner Financing
  • Foreclosure

Class # 15 Real Estate Financing Practice – 3 hours

  • Real Estate Financing Practice
  • Introduction to the Real Estate Financial Market
  • Financing Techniques
  • Loan Programs
  • Other Financing Techniques
  • Finance Legislation and Georgia’s Residential Mortgage Fraud law
  • Computerized Loan Origination (CLO)

Class # 16 Leases – 3 hours
(Mid-Term Exam, 2 Hours)

  • Leases
  • Leasing Real Estate
  • Leasehold Estates
  • Lease Agreements
  • Types of Leases
  • Discharge of Leases
  • Fair Housing and Civil Rights Laws

Class # 17 Property Management – 3 hours

  • Property Management
  • The Property manager
  • The Management Plan and Agreement
  • The Property manager’s Responsibilities
  • Federal Laws Affecting Property Management
  • Risk Management and Environmental Issues Related to Property Management
  • Georgia Community Association Management

Class # 18 Real Estate Appraisal – 3 hours

  • Real Estate Appraisal
  • Appraising
  • The Appraisal Process
  • Value
  • The Three Approaches to Value
  • Georgia Appraiser Classifications

Class # 19 Land-Use Controls and Property Development – 3 hours

  • Land-Use Controls and Property Development
  • Land-Use Controls
  • The Comprehensive Plan
  • Zoning
  • Building Codes and Certificates of Occupancy
  • Subdivision
  • Private Land-Use Sales
  • Regulation of Land Sales

Class # 20 Fair Housing and Ethical Practices – 3 hours

  • Fair Housing and Ethical Practices
  • Equal Opportunity in Housing
  • Fair Housing Act
  • Georgia Fair Housing Law
  • Fair Housing Practices
  • Enforcement of the Fair Housing Act
  • Implications for Brokers and Salespeople
  • Professional Ethics

Class # 21 Environmental Issues and the Real Estate Transaction – 3 hours

  • Environmental Issues
  • Hazardous Substances
  • Groundwater Protection
  • Underground Storage Tanks
  • Waste Disposal Sites
  • Brownfields
  • Environmental Protection
  • Liability of Real Estate Professionals

Class # 22 Closing the Real Estate Transaction – 3 hours

  • Closing the Real Estate Transaction
  • Preclosing Procedures
  • Conducting the Closing
  • Real Estate Settlement Procedures Act (RESPA)
  • Preparation of Closing Statements
  • Prorations
  • Sample Closing Statement

Class #23 Georgia Real Estate License Law – 3 hours

  • Georgia Real Estate License Law
  • The Georgia Real Estate Commission and the Real Estate Commissioner
  • Obtaining and Maintaining a Real Estate License
  • License Categories and Requirements
  • The Licensing Examination
  • The Real Estate License
  • License Fees
  • Educations
  • Your Real Estate Business and the Georgia License Law
  • Disciplinary Provisions and Loss of License
  • The Real Estate Education, Research and Recovery Fund

Class # 24 Real Estate Mathematics – 3 hours

  • Real Estate Mathematics
  • Introduction to Calculators
  • Measurement Problems
  • Fractions, Decimals, and Percentages
  • Percentage Problems
  • Proration Problems

Final Exam, 4 Hours

Sales Agent Post-License Course

Congratulations! You have successfully completed your pre-license coursework, passed the state examination and obtained your sales agent license. There is a Georgia requirement in your first year to complete 25 hours of additional follow-on education.

This 25 hour post licensing course focuses on real estate fundamental practices and techniques in marketing and selling residential properties.  Course content includes real estate marketing, data analysis, target marketing, market segmentation, promoting yourself, products and services, objection handling techniques, marketing plans, closing the sale, listing and buyer presentations, discussions on Georgia Residential Fraud Law and ethical behavior of real estate agents relative to clients, customers or other agents.  Course work will be accomplished thru a series of lectures, reading assignments, exercises, group discussions, group and individual presentations.  After completing in class course work, students will receive PASS/FAIL grade based on presentations demonstrating skill mastery of course content and receiving a passing grade on final exam.

This course qualifies a licensee for 9 hours of the 36 total hours of continuing education credit required during the license renewal period.

All classes shall be conducted with fifteen minute breaks every one and half to two hours.  After three hours of class there will be a one hour break.  Only six hours of class shall occur in one day.  Group exercises, town hall style meetings, study groups, group presentations and interactive teaching methods and lectures will be used throughout the course.

A final exam will be administered prior to course certification.

Class #1 – Real Estate Marketing – 1.5 hours

  • Identify marketing activities
  • Discuss personal and brokerage marketing

Class #2 – The Marketing Concept – 1.5 hours

  • Analyze components of marketing
  • Who are role players?
  • Class #3 – Market Research – 1.5 hours
  • Look into market research
  • Explain the Federal Reserve

Class #4 – Data Analysis, Drawing Conclusions and Motivation – 1.5 hours

  • Describe data collection
  • Discuss Maslow’s hierarchy

Class #5 – Target Marketing – 1.5 hours

  • Identify segmenting the market
  • Discuss the market approach

Class #6 – Product and Pricing Strategy – 1.5 hours

  • Describe enhancing value
  • Compare price versus value
  • Explain property pricing
  • Group exercise – develop a list of items that will help sellers package a property for
    marketing and sale

Class #7 – Pricing Your Services – 1.5 hours

  • Distinguish commissions versus service pricing

Class #8 – Place and Promotion Strategy – 1.5 hours

  • Explain four elements of real estate promotion
  • Study Group – Promotional Plans
  • Group presentations

Class #9 – Ethics and Real Estate Professionalism – 3 hours

  • Describe sales and marketing and ethics
  • Discuss protecting clients

Class #10 – Georgia Residential Fraud Law – 2 hours

  • Identify fraud in advertising and in mortgage lending

Class #11 – Insights into a successful sale – No trust, no deal – 1.5 hours

  • List and explain ways to overcome trust issues

Class #12 – Insights into a successful sale – No help, no hurry – 1.5 hours

  • List and explain ways to overcome the FSBO mentality

Class #13 – Personal Selling – 2 hours

  • Describe the advantages of personal selling
  • Evaluate the importance of qualifying prospects
  • Town hall – Discuss marketing plans, good and bad

Class #14 – The Interview and the Close – 3 hours

  • Demonstrate multiple closing techniques
  • List ways of negotiating the sale
  • Identify solutions for trouble shooting
  • Practice overcoming objections – individual
  • Demonstrate skill and mastery via marketing plans
  • Group review and wrap up

Final Exam – 4 hours