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Business & Cross-Cutting · course plan

⚠ Pending professional review

This course plan, its lessons and its assessments has not yet been verified by a credentialed professional in the field or by a certification or approval body. It is a study draft and may contain errors. Do not use it as instructions for work on a job site or on live equipment. Always follow your instructor, your supervising professional, and current official references and regulations.

VoTechWorks program approval and accreditation are still in progress. Credentials are issued only by the certifying bodies named in each program, after their own exams.

Real Estate & Property Management

9 courses · 900 clock hours · 3–6 mo full-time. Grading is competency-based: each course requires the written exam, a competent skills demonstration with zero safety faults, a signed log, and a passed safety audit; percentage weights only rank performance above the competency floor.

~~$8,085~~ COMPLIMENTARYprogram tuition

9courses

54lessons

900hours

31assessments

Development progressPlanCourses, lessons and assessments written for this tradeLessons54 of 54 lesson pages writtenPractice433 practice questionsResources113 reference entries (study list)Review0 lesson pages reviewed by a licensed professional

Study now: 54 lesson pages are open (lesson titles below are links).

BUS-REAL58-01 Universal core

Universal Core: Safety, Math, Communication & Career for Real Estate & Property Management

148 hr · ~~$1,185~~ COMPLIMENTARY

This foundational course equips learners with the safety protocols, mathematical skills, communication competencies, and career-readiness tools required across every role in real estate sales and property management. Students complete OSHA 10-Hour General Industry training and Heartsaver First Aid/CPR certification, apply trade-specific math to property transactions and leasing scenarios, and develop the professional written and digital communication skills demanded by brokerages, property management firms, and licensing boards. All content is explicitly connected to the knowledge domains tested on the state real estate salesperson licensing exam and the IREM CPM credential.

Outcomes

Pass the OSHA 10-Hour General Industry course and demonstrate correct hazard-recognition and lockout/tagout procedures as applied to residential and commercial property worksites.
Perform trade-specific mathematical calculations—including area, prorations, commission splits, mortgage payment estimation, and capitalization rate—with at least 80% accuracy on timed assessments.
Read and accurately interpret lease agreements, property inspection reports, listing contracts, and regulatory notices at a professional level.
Compose clear, legally cautious written communications (emails, notices, reports) appropriate for clients, tenants, vendors, and regulatory agencies.
Use industry-standard digital tools—MLS platforms, property management software interfaces, spreadsheets, and e-signature workflows—to complete representative real estate tasks.
Construct a professional career portfolio including a résumé, LinkedIn profile, and 30-second professional introduction tailored to real estate and property management employment.

Course text

How the course runs. 7 blocks: Hazard Recognition and OSHA 10-Hour General Industry Certification; First Aid, CPR, and Emergency Response on Property; Trade Math: Area, Measurement, and Property Calculations; Technical Reading: Contracts, Leases, Inspection Reports, and Regulatory Documents; Professional Written and Digital Communication; Digital Tools for Real Estate and Property Management; Career Readiness: Professional Identity, Portfolio, and the Real Estate Career Pathway.

What competent looks like. Pass the OSHA 10-Hour General Industry course and demonstrate correct hazard-recognition and lockout/tagout procedures as applied to residential and commercial property worksites. Perform trade-specific mathematical calculations—including area, prorations, commission splits, mortgage payment estimation, and capitalization rate—with at least 80% accuracy on timed assessments. Read and accurately interpret lease agreements, property inspection reports, listing contracts, and regulatory notices at a professional level. Compose clear, legally cautious written communications (emails, notices, reports) appropriate for clients, tenants, vendors, and regulatory agencies. Use industry-standard digital tools—MLS platforms, property management software interfaces, spreadsheets, and e-signature workflows—to complete representative real estate tasks. Construct a professional career portfolio including a résumé, LinkedIn profile, and 30-second professional introduction tailored to real estate and property management employment.

Lessons · 7 blocks

#	Lesson	Hr	Type	Objective	Activities	Materials	Check
1	Hazard Recognition and OSHA 10-Hour General Industry Certification	26	theory	Students complete the OSHA 10-Hour General Industry training and correctly identify, classify, and report the workplace hazards most common to property management and real estate site work, including fall hazards, electrical hazards, chemical exposure (cleaning agents, mold, lead, asbestos indicators), and lockout/tagout requirements for maintenance scenarios.	Complete all required OSHA 10-Hour General Industry modules (delivered by an OSHA-authorized trainer or DOL-accepted online provider) and receive the OSHA 10 completion card. In small groups, conduct a simulated 'property walkthrough' using a provided inspection checklist and photograph or flag at least ten distinct hazard categories—falls, electrical, chemical, fire, and ergonomic—writing a corrective action note for each. Role-play a lockout/tagout scenario in which a 'maintenance tech' must de-energize a circuit before a 'property manager' enters a mechanical room; students alternate roles and critique each other against the OSHA LOTO standard procedure checklist.	OSHA 10-Hour General Industry course materials (authorized provider), OSHA 29 CFR 1910 Subpart J LOTO reference sheet, PPE kit (safety glasses, gloves, hard hat, hi-vis vest), property inspection checklist template, smartphone or tablet for photographing hazards, whiteboard for debrief	OSHA 10 completion card received; scored hazard-identification walkthrough report must flag at least 8 of 10 planted hazards and include a correct corrective action for each — 80% pass threshold.
2	First Aid, CPR, and Emergency Response on Property	10	lab	Students earn Heartsaver First Aid/CPR/AED certification (American Heart Association or American Red Cross) and demonstrate the correct emergency response sequence for the medical and environmental emergencies most likely to occur on a property, including cardiac events, slip-and-fall injuries, and chemical exposure.	Complete a full AHA Heartsaver or ARC First Aid/CPR/AED blended-learning or in-person skills session, including adult CPR compressions on a manikin, AED pad placement, and rescue breathing until the instructor signs off on each skill. Practice the 'property-context' scenario: a prospective buyer collapses during a showing — students call 911, begin CPR, locate and operate the building's AED, and brief the arriving EMS team, scored on a standardized skills checklist. Complete a written incident-report form for the simulated event, practicing the documentation habit required by property management liability protocols and the IREM CPM operations domain.	CPR manikins (1 per 2 students), AED trainer unit, First Aid kit, AHA Heartsaver or ARC course cards, incident report form template, gloves and face shields	AHA or ARC Heartsaver First Aid/CPR/AED card issued upon successful skills sign-off; incident report must include all required fields with accurate sequencing — card issuance is the pass standard.
3	Trade Math: Area, Measurement, and Property Calculations	24	practice	Students accurately calculate square footage of living areas and lots using standard measurement methods, convert between common units, compute prorated rent and taxes, estimate mortgage payments using a financial calculator, and apply capitalization rate and gross rent multiplier formulas at a level sufficient for state licensing exam math questions.	Measure a mock 'unit floor plan' (drawn to scale on graph paper) by walking dimensions with a measuring tape, compute gross and net leasable area, compare to the advertised figure, and explain any discrepancy in writing — mirrors ANSI Z765 measuring-standard concepts tested on the licensing exam. Work through a problem set of 20 licensing-exam-style math questions covering prorations (taxes, rent, insurance), commission splits, loan-to-value ratio, and simple interest; students check answers using a financial calculator (HP 10bII+ or equivalent) and identify error patterns. Build a spreadsheet model for a small four-unit rental property: input monthly rents, vacancy rate, operating expenses, and calculate gross operating income, net operating income, and cap rate; present the model to a partner who asks two clarifying questions.	25-ft tape measure, graph paper, ruler, HP 10bII+ financial calculator (or equivalent), laptop with spreadsheet software, licensing exam math problem set (instructor-prepared from publicly available sample questions), ANSI Z765 residential square-footage measurement standard summary sheet	Timed 25-question math quiz covering all formula types — students must score at least 80%; spreadsheet model must produce correct NOI and cap rate within 2% of instructor key.
4	Technical Reading: Contracts, Leases, Inspection Reports, and Regulatory Documents	22	theory	Students read, annotate, and accurately summarize the key obligations, deadlines, and risk-transfer provisions in a standard residential purchase agreement, a residential lease, a property inspection report, and a fair housing regulatory notice, demonstrating the close-reading habits required for both licensing exam performance and professional practice.	Annotate a blank state-promulgated residential purchase agreement (instructor provides a publicly available form): students underline every deadline, circle every contingency, and write a plain-English summary paragraph of each major section — this skill directly maps to the Contracts knowledge domain of the licensing exam. Compare two residential lease clauses covering the same topic (e.g., maintenance responsibility) — one tenant-favorable, one landlord-favorable — and write a one-page memo explaining the practical risk difference; connects to IREM CPM's leasing and operations modules. Work through an excerpt of a property inspection report and a local fair housing ordinance summary: answer ten comprehension questions requiring students to cite the specific section that supports each answer, building the evidence-based reading habit needed for regulatory compliance in property management.	State-promulgated residential purchase agreement (blank, publicly available), sample residential lease (instructor-prepared composite), sample property inspection report, fair housing ordinance excerpt, colored highlighters, annotation rubric	Annotated purchase agreement and lease comparison memo scored on a rubric: must correctly identify all major deadlines and contingencies and demonstrate accurate plain-English paraphrase — 80% of rubric points to pass.
5	Professional Written and Digital Communication	24	practice	Students produce professional-quality written communications—emails, tenant notices, listing descriptions, and a brief property management report—that are factually accurate, legally cautious, grammatically correct, and appropriately formatted for a real estate or property management audience.	Draft a late-rent notice to a fictional tenant following a provided state-law timeline (instructor supplies general statutory framework without specific code citations students must memorize), then peer-review a classmate's notice against a plain-language and legal-caution checklist before rewriting their own final version. Write a 150-word MLS listing description for a provided property fact sheet, applying fair housing language guidelines (no protected-class references), active voice, and accurate feature description; upload the draft to a shared document and receive instructor tracked-change feedback. Complete a simulated DocuSign e-signature workflow on a practice lease using the platform's free training environment, then write a one-paragraph email to a fictional landlord client explaining the e-signature process and confirming next steps — mirrors daily workflow in both brokerage and property management settings.	Laptop with word processing and email client, DocuSign or similar e-signature training account, MLS listing description rubric, late-rent notice template and checklist, fair housing language quick-reference guide (HUD-sourced), tracked-change-enabled shared document platform	Portfolio of three written pieces (notice, listing description, e-signature email) scored on instructor rubric: each piece must score at least 80% on accuracy, fair housing compliance, grammar, and professional tone — all three must pass to complete the lesson.
6	Digital Tools for Real Estate and Property Management	22	lab	Students navigate MLS search and listing input interfaces, use a property management software platform to enter a unit, post a work order, and generate a basic financial report, and apply spreadsheet functions to property analysis tasks at a level of proficiency required for day-one employment in a brokerage or property management office.	Using a demo or training-mode MLS account (e.g., through the local MLS training sandbox or a simulated environment), search for properties using multiple criteria, interpret the data fields on a listing detail sheet, and enter a fictional property listing including all required fields — directly reflects the technology competency tested in brokerage employment contexts. Log into a property management software training environment (e.g., AppFolio, Buildium, or Yardi demo accounts where available, or instructor-prepared simulated data set), create a fictional tenant record, post a maintenance work order, and generate a monthly rent roll report, then explain each step in a brief written procedure note. Build a five-year cash-flow projection for a small rental property in a spreadsheet (template provided with column headers, students enter formulas): calculate annual gross rent, vacancy loss, operating expenses, NOI, and estimated property value at a given cap rate — connects to IREM CPM financial analysis competency domain.	Laptop per student, MLS training sandbox access or instructor-simulated listing data, property management software demo account (AppFolio, Buildium, or Yardi training environment), spreadsheet software, five-year cash-flow template (instructor-prepared), printed MLS field reference guide	Completed MLS listing entry, work order, rent roll report, and cash-flow spreadsheet reviewed by instructor: all required fields populated correctly, formulas produce accurate outputs within 5% of answer key, and procedure note is coherent — 80% of checklist items correct to pass.
7	Career Readiness: Professional Identity, Portfolio, and the Real Estate Career Pathway	20	demo	Students articulate a clear professional introduction, build a career-ready résumé and LinkedIn profile tailored to real estate and property management employment, and explain the licensing and credentialing pathway — state salesperson license, broker license progression, and IREM CPM — including the role each credential plays in legal permission to practice versus employer recognition.	Draft, rehearse, and deliver a 30-second professional introduction (elevator pitch) appropriate for a real estate networking event or job interview, incorporating their program specialization and at least one specific skill or credential they are earning — peers score using a provided rubric and each student revises once based on feedback. Build a one-page chronological résumé using a professional template, listing the OSHA 10 card, CPR certification, and program coursework as credentials in progress; then create or update a LinkedIn profile with a professional photo (or placeholder), headline, about section, and education entry — instructor reviews both against a professional-standards checklist. Complete a structured 'credential map' worksheet: for each of the two target credentials (state salesperson license and IREM CPM), students fill in the credential issuing body, legal or professional purpose, general eligibility requirements, and how the program's coursework connects — reinforces the distinction between a government license and an industry portable credential and serves as a study reference for Exam Prep (Course 9).	Résumé template (Word or Google Docs), LinkedIn account (personal), professional photo or guidance on acceptable placeholder, credential map worksheet (instructor-prepared), peer feedback rubric, whiteboard for pitch rehearsal, printed career pathway diagram	Résumé and LinkedIn profile scored against professional-standards checklist (must include all required sections, no spelling errors, accurate credential listing) — 80% of checklist items met; credential map must correctly identify both issuing bodies and purposes — 80% accuracy to pass.

Assessments

Assessment	Type	Weight	Pass standard	Method & rubric
Safety and Regulatory Knowledge Exam	Written exam	25%	80% or higher (40 of 50 questions correct)	A 50-question multiple-choice exam administered under timed conditions covering OSHA hazard categories, lockout/tagout procedures, PPE selection, first aid and CPR protocols, fair housing regulatory reading, and property-site emergency response. Questions are written at the cognitive level of state licensing exam items to begin building exam stamina. Accuracy · Safety · Communication · Professionalism
Trade Math and Technical Reading Exam	Written exam	25%	80% or higher (32 of 40 questions correct)	A 40-question timed exam (financial calculator permitted) combining 25 math calculation problems — area, proration, commission, mortgage estimation, NOI, and cap rate — and 15 document-comprehension questions drawn from a purchase agreement excerpt and a lease excerpt. This exam directly mirrors the math and contract-reading content tested on the state salesperson licensing exam. Accuracy · Safety · Communication · Professionalism
Professional Communication and Digital Tools Portfolio	Project	25%	80% of total rubric points across all four portfolio pieces	Students submit a portfolio containing: (1) a revised late-rent notice, (2) an MLS listing description, (3) a completed five-year cash-flow spreadsheet, and (4) a one-page property management software procedure note. Each piece is scored on accuracy, professional language, fair housing compliance where applicable, and correct use of the relevant tool; the portfolio is reviewed by the instructor and one peer using a shared rubric. Accuracy · Safety · Communication · Professionalism
Career Readiness Oral Presentation and Portfolio Defense	Oral / panel	25%	Satisfactory rating (3 of 4 or higher on a 4-point scale) on all three defense criteria: professional introduction delivery, résumé and LinkedIn accuracy, and credential pathway explanation	Each student delivers their 30-second professional introduction, then responds to five instructor questions covering their résumé content, the purpose and issuing body of each target credential, and one trade-math or safety scenario from the course; the instructor scores the response using a four-point oral defense rubric, and students who do not pass on the first attempt have one opportunity to revise and re-defend within one week. Accuracy · Safety · Communication · Professionalism

BUS-REAL58-02 Trade course

Real Estate Licensing Law

88 hr · ~~$950~~ COMPLIMENTARY

This course covers the body of law, regulation, and ethics that governs real estate practice in the United States, preparing students to meet state salesperson licensing requirements and to operate legally and ethically from day one on the job. Students examine agency relationships, fair housing obligations, license maintenance rules, and the disciplinary process so they can protect clients, the public, and their own license. Lesson content is mapped to the legal and regulatory knowledge domains tested on state salesperson licensing examinations.

Outcomes

Explain the purpose and structure of state real estate license law, including who must hold a license, exemptions, and the consequences of unlicensed practice.
Describe the duties created by each recognized agency relationship and correctly apply disclosure requirements to a given transaction scenario.
Apply federal and state fair housing law to real estate advertising, showing, and tenant-selection decisions, identifying prohibited conduct and required accommodations.
Interpret the license maintenance requirements—continuing education, renewal cycles, trust-account rules, and record-keeping—needed to keep a salesperson license in good standing.
Analyze a fact pattern involving alleged misconduct and predict how a state real estate commission would likely investigate, adjudicate, and sanction the licensee.
Demonstrate compliance with the NAR Code of Ethics articles most frequently tested on state and IREM-pathway examinations.

Course text

How the course runs. 7 blocks: Structure of Real Estate License Law and the Regulatory Framework; License Application, Issuance, and the License Life Cycle; Agency Relationships and Fiduciary Duties; Fair Housing Law: Federal Requirements and Protected Classes; Trust Accounts, Record-Keeping, and Financial Compliance; License Violations, Disciplinary Process, and Professional Ethics; License Law Examination Simulation and Knowledge Integration.

What competent looks like. Explain the purpose and structure of state real estate license law, including who must hold a license, exemptions, and the consequences of unlicensed practice. Describe the duties created by each recognized agency relationship and correctly apply disclosure requirements to a given transaction scenario. Apply federal and state fair housing law to real estate advertising, showing, and tenant-selection decisions, identifying prohibited conduct and required accommodations. Interpret the license maintenance requirements—continuing education, renewal cycles, trust-account rules, and record-keeping—needed to keep a salesperson license in good standing. Analyze a fact pattern involving alleged misconduct and predict how a state real estate commission would likely investigate, adjudicate, and sanction the licensee. Demonstrate compliance with the NAR Code of Ethics articles most frequently tested on state and IREM-pathway examinations.

Lessons · 7 blocks

#	Lesson	Hr	Type	Objective	Activities	Materials	Check
1	Structure of Real Estate License Law and the Regulatory Framework	12	theory	Students will be able to identify the licensing authority in their state, list the categories of persons required to hold a real estate license, and state at least four recognized exemptions from licensure.	Students read their state's real estate license act (or a representative model act) and create an annotated outline identifying: the licensing body, license categories, exemption list, and penalty provisions for unlicensed practice. Small-group discussion: students receive six occupation-vignette cards (auctioneer, property manager, attorney, builder selling own property, cemetery salesperson, resident apartment manager) and debate whether each person needs a license, citing statutory text to support their position. Individual written response: given a scenario in which an unlicensed person negotiates a lease for compensation, students identify the violation, the likely civil and criminal penalties, and steps the aggrieved party can take—minimum one page with statutory citations.	State real estate license act (printed or PDF), state real estate commission website access, highlighters, whiteboard, case-study vignette cards	Exit ticket: 10 multiple-choice questions drawn from the lesson's core concepts; students must score 70% or higher to proceed without remediation.
2	License Application, Issuance, and the License Life Cycle	12	demo	Students will correctly complete a simulated salesperson license application, identify all pre-licensure education and background-check requirements, and describe renewal and reinstatement procedures.	Instructor demonstration: walk through the state licensing portal step by step, narrating each field of the application, the fee schedule, fingerprint and background-check submission process, and broker-sponsorship requirement; students follow along on lab computers. Students complete a practice application using a fictional persona provided by the instructor, flag three intentional errors planted in an annotated sample application, and write a one-paragraph explanation of why each error could result in denial. Timeline construction activity: working in pairs, students build a visual license life cycle timeline (pre-licensure education → application → exam → issuance → active/inactive status → continuing education → renewal → reinstatement) and present it to the class for peer critique.	State licensing portal access (or printed simulation forms), sample completed application with embedded errors, blank application forms, colored markers, poster paper, state commission fee schedule	Instructor reviews each completed practice application; students must correctly identify all three planted errors and complete the application with no additional errors to receive a pass mark.
3	Agency Relationships and Fiduciary Duties	16	practice	Given a transaction scenario, students will correctly identify the agency relationship present, list the fiduciary or statutory duties owed to each party, and draft a compliant agency disclosure statement.	Lecture and guided notes covering the six types of agency relationship common in state law (seller's agent, buyer's agent, dual agent, designated agent, transaction broker/facilitator, no-agency) and the duty set attached to each; students complete a comparison chart. Role-play exercise: students rotate through four scripted scenarios (listing appointment, buyer consultation, dual-agency situation, transaction-broker situation) and, in each role, deliver the appropriate agency disclosure verbally, then complete the written disclosure form used in their state. Case-study analysis: students read a three-page scenario involving an undisclosed dual agency, identify the fiduciary duties breached, predict the commission's likely findings, and write a corrective action plan—minimum 250 words; instructor provides written feedback.	State-specific agency disclosure forms, role-play scenario scripts, agency comparison chart template, real estate commission disciplinary case summaries (publicly available), pen and paper	Role-play scored with a rubric: student must correctly name the agency type, verbally deliver all required disclosure elements, and complete the written form without omissions to earn a pass; case-study analysis graded pass/fail on identification of all breached duties.
4	Fair Housing Law: Federal Requirements and Protected Classes	14	theory	Students will identify all federally protected classes under the Fair Housing Act, distinguish lawful from unlawful conduct in advertising and tenant selection, and describe the reasonable-accommodation and reasonable-modification process.	Structured reading: students read the U.S. Department of Housing and Urban Development's plain-language Fair Housing Act overview and complete a guided note-catcher identifying each protected class, the conduct prohibited, and the exemptions; class debriefs in a facilitator-led discussion. Advertising audit lab: students review twelve sample property advertisements (print and online mockups created by instructor) and flag any language that suggests a preference, limitation, or discrimination based on a protected class; students rewrite each flagged ad to achieve compliance. Scenario triage: students receive eight written tenant-screening situations and must classify each as: (a) lawful, (b) disparate treatment, or (c) disparate impact, and for those involving disability, draft a brief reasonable-accommodation or reasonable-modification response letter.	HUD Fair Housing Act plain-language guide (hud.gov), sample discriminatory and compliant advertisements, tenant-screening scenario cards, reasonable-accommodation letter template, whiteboard	Advertising audit: students must correctly flag all prohibited language in the twelve ads and produce compliant rewrites; scenario triage: 75% accuracy required on classification plus at least one complete and legally accurate accommodation letter.
5	Trust Accounts, Record-Keeping, and Financial Compliance	10	lab	Students will correctly record earnest money deposits, disbursements, and reconciliations in a simulated broker trust account ledger, applying state-mandated timelines and record-retention rules.	Instructor models the lifecycle of an earnest money deposit from receipt through closing or return, annotating each step with the state regulation that governs the timeline (deposit deadline, commingling prohibition, disbursement rules); students complete a guided ledger page in real time. Lab exercise: students receive a packet of twelve simulated transactions (deposits, returned checks, closings, disputed funds) and post each entry to a columnar trust-account ledger, then prepare a monthly reconciliation statement matching the ledger to a simulated bank statement. Error-hunt drill: students receive a completed but flawed trust-account ledger with five planted violations (late deposit, commingled funds, math error, missing transaction, improper disbursement) and write a violation report identifying each error, the applicable rule, and the corrective action.	Columnar trust-account ledger worksheets, simulated bank statements, transaction packet, state regulations on trust account handling (printed), calculator, pencils	Reconciliation must balance to zero discrepancy; all twelve transactions must be correctly posted; error-hunt must identify at least four of five violations with correct rule citation—failure on any element requires a repeat of the lab before proceeding.
6	License Violations, Disciplinary Process, and Professional Ethics	12	practice	Students will analyze disciplinary case summaries to identify the violation committed, the commission's investigative process, and the range of sanctions available, and apply NAR Code of Ethics articles to ethical dilemmas.	Case-file review: students read three published (anonymized or public-record) state commission disciplinary decisions and, using a structured analysis form, identify: the alleged violation, the statutory basis, the evidence considered, the sanction imposed, and whether they agree with the outcome—defended in a brief oral statement. Ethics scenario workshop: instructor presents five dilemmas drawn from NAR Code of Ethics Articles 1, 2, 3, 12, and 17; student teams deliberate and present the applicable article, the duty it creates, and the compliant course of action, with class discussion after each. Mock hearing role-play: one student plays a respondent licensee, one plays a complainant, and two play commission hearing officers using a simplified procedural script; remaining students serve as observers who score the hearing on a rubric and write a one-paragraph sanction recommendation.	State commission disciplinary case summaries (public records or instructor-created analogues), NAR Code of Ethics (current edition, available at nar.realtor), analysis form, mock hearing script, sanction rubric	Case-file analysis form scored by instructor: all four analytical fields must be correctly completed; ethics scenario presentations scored pass/fail on accurate article identification and legally sound recommendation; mock hearing observers must produce a written sanction recommendation citing at least one statutory basis.
7	License Law Examination Simulation and Knowledge Integration	12	practice	Students will complete two timed, full-length simulated licensing examination sections covering national and state license law content and score at or above the passing threshold on each, identifying remaining knowledge gaps for targeted review.	Timed simulation block 1 (national portion): students complete a 60-question multiple-choice practice set under test conditions (no notes, timed); instructor scores immediately and returns results with an item-analysis report showing each question mapped to a content area. Gap-analysis workshop: students rank their three weakest content areas from the item analysis, locate the relevant section in the state license act or course notes, and teach back the concept to a partner in a five-minute explanation—instructor circulates and corrects misconceptions. Timed simulation block 2 (state portion): students complete a 30-question practice set focused on state-specific license law; after scoring, students write a personal study plan listing specific topics, pages in the reference material, and a timeline for the remaining course days before the credential examination.	Practice examination question banks mapped to state licensing exam content outlines (from the state licensing authority or an approved test-prep publisher), answer sheets, item-analysis report template, course notes, state license act	Students must score 70% or higher on each simulation block to be marked competent for this lesson; students scoring below 70% on either block complete a targeted remediation session and a third abbreviated simulation before the course assessment.

Assessments

Assessment	Type	Weight	Pass standard	Method & rubric
License Law Knowledge Examination	Written exam	25%	70% correct (42 of 60 items)	A 60-item, closed-book multiple-choice examination covering all lesson content areas: regulatory framework, license life cycle, agency, fair housing, trust accounts, and disciplinary process. Items are written at the application and analysis levels to mirror the cognitive demand of state licensing examinations, and each item is tagged to the corresponding content domain of the state exam outline. Standard met · Safety · Time · Quality/finish · Documentation
Agency Disclosure and Client Counseling Skills Demonstration	Skills demonstration	45%	Minimum score of 21 of 28 rubric points across all six evaluated dimensions; no dimension may score zero	Each student conducts a seven-minute live role-play in which the instructor plays a prospective buyer or seller; the student must identify the appropriate agency relationship, deliver the required verbal disclosure clearly and completely, present the written disclosure form, and answer two compliance scenario questions posed by the instructor. Performance is scored on a seven-point, four-level rubric assessing accuracy, completeness, professionalism, and statutory compliance. Standard met · Safety · Time · Quality/finish · Documentation
Trust Account Lab Log	Log	15%	Reconciliation balances to zero; all twelve transactions posted correctly; at least four of five violations identified with correct rule citation	Students submit the completed trust-account ledger worksheets, the monthly reconciliation statement, and the written violation report produced during Lesson 5. The instructor reviews all three documents for numerical accuracy, regulatory accuracy, and completeness; any arithmetic error that causes the reconciliation to be off by more than one dollar requires a corrected resubmission before a pass is recorded. Standard met · Safety · Time · Quality/finish · Documentation
Fair Housing and Ethics Safety Check	Safety audit	15%	All twelve advertisements corrected with no remaining prohibited language; scenario triage 75% accurate; no unsafe or unlawful conduct demonstrated in the mock hearing role-play	This cumulative safety check verifies that students will not inadvertently expose a client, an employer, or themselves to civil rights liability or disciplinary action: it revisits the advertising audit from Lesson 4 with a fresh set of twelve ads, a new batch of five tenant-screening scenarios, and an instructor observation checklist applied to the student's role in the mock disciplinary hearing from Lesson 6. Any student who produces an advertisement containing prohibited language or recommends a discriminatory course of action in the screening scenarios must complete remediation and a second attempt before being cleared to advance. Standard met · Safety · Time · Quality/finish · Documentation

BUS-REAL58-03 Trade course

Real Estate Contracts

88 hr · ~~$950~~ COMPLIMENTARY

This course develops learners' ability to read, draft, negotiate, and manage the standard contracts used in residential and commercial real estate transactions, including purchase agreements, listing agreements, buyer representation agreements, and addenda. Learners apply state contract law principles and NAR Code of Ethics obligations to realistic transaction scenarios. Mapped lessons align with the contract and agency content tested on the state salesperson licensing exam and the IREM CPM portfolio documentation requirements.

Outcomes

Identify and explain the essential elements required for a valid, enforceable real estate contract under US common law principles.
Complete a residential purchase and sale agreement, listing agreement, and at least two standard addenda accurately and without material omissions.
Analyze a given contract scenario to detect common defects, contingencies, and risk factors and recommend appropriate corrective action.
Apply agency law principles—including disclosure obligations and fiduciary duties—correctly to contract drafting and negotiation situations.
Manage transaction timelines by tracking contingency deadlines, earnest money handling, and closing conditions using a digital transaction checklist.
Recognize ethical obligations under the NAR Code of Ethics and state license law as they apply to contract preparation and presentation.

Course text

How the course runs. 7 blocks: Foundations of Contract Law in Real Estate; Agency Relationships and Disclosure Obligations; Listing Agreements and Buyer Representation Agreements; Residential Purchase and Sale Agreements; Contract Contingencies, Amendments, and Termination; Commercial Leases and Property Management Contracts; Ethics, Risk Management, and Digital Transaction Management.

What competent looks like. Identify and explain the essential elements required for a valid, enforceable real estate contract under US common law principles. Complete a residential purchase and sale agreement, listing agreement, and at least two standard addenda accurately and without material omissions. Analyze a given contract scenario to detect common defects, contingencies, and risk factors and recommend appropriate corrective action. Apply agency law principles—including disclosure obligations and fiduciary duties—correctly to contract drafting and negotiation situations. Manage transaction timelines by tracking contingency deadlines, earnest money handling, and closing conditions using a digital transaction checklist. Recognize ethical obligations under the NAR Code of Ethics and state license law as they apply to contract preparation and presentation.

Lessons · 7 blocks

#	Lesson	Hr	Type	Objective	Activities	Materials	Check
1	Foundations of Contract Law in Real Estate	12	theory	Students will correctly identify and explain all elements required for a valid real estate contract and classify contract status (void, voidable, unenforceable, or valid) for at least five given scenarios.	Lecture and guided notes covering offer, acceptance, consideration, capacity, legality, and the Statute of Frauds as applied to real estate; students annotate a printed case summary identifying each element. Small-group sorting activity: students receive ten one-paragraph contract scenarios printed on cards and sort them into void, voidable, unenforceable, and valid categories, then defend their classifications to the class. Individual written exercise: students draft a one-page plain-language explanation of why a given defective contract (missing consideration, minor party) cannot be enforced, citing the relevant legal principle by name.	State real estate principles textbook (current edition), NAR contract law reference guide, printed scenario cards, whiteboard, projector	Exit quiz of 10 multiple-choice questions on elements and contract status; pass mark is 80%. Instructor reviews written exercise for correct identification of defect and legal principle.
2	Agency Relationships and Disclosure Obligations	12	theory	Students will accurately describe the fiduciary duties owed by a licensee to each principal in seller agency, buyer agency, and disclosed dual agency scenarios, and correctly complete a state-style agency disclosure form.	Instructor-led presentation on types of agency, fiduciary duties (loyalty, confidentiality, disclosure, obedience, reasonable care, accounting), and state mandatory disclosure timing; students complete a guided outline. Role-play pairs: one student acts as licensee, the other as a prospective buyer; students practice verbally explaining agency options and presenting a blank agency disclosure form, then switch roles and debrief with instructor feedback. Case study analysis: students read three short scenarios involving dual agency conflicts and identify which duties are at risk, what disclosure is required, and what the licensee must do, recording answers on a structured worksheet.	State agency disclosure form (current version), NAR Code of Ethics (current edition), state real estate license law summary, role-play rubric	Completed agency disclosure form evaluated against an answer key for all required fields; 100% of mandatory fields must be correctly filled. Case study worksheet graded for accuracy; pass mark is 80%.
3	Listing Agreements and Buyer Representation Agreements	13	demo	Students will correctly complete an exclusive-right-to-sell listing agreement and a buyer representation agreement, including commission structure, term, and termination provisions, with no material errors.	Instructor live demonstration using a projector: complete a sample exclusive-right-to-sell listing agreement field by field, explaining the legal significance of each clause (price, term, commission rate, MLS authorization, exclusions, expiration). Guided practice: students complete a blank listing agreement using a prepared fact sheet about a fictional property; instructor circulates and provides immediate correction before students finalize their forms. Paired comparison exercise: students receive one completed listing agreement and one completed buyer representation agreement, annotate five differences in duties, compensation triggers, and termination rights, and present findings in a five-minute oral summary to the group.	Current state-approved exclusive-right-to-sell listing agreement form, current buyer representation agreement form, sample property fact sheet, red/blue annotation pens, projector	Completed listing agreement scored against a 20-point rubric (each critical field = 1 point); pass mark is 17/20 with zero errors on price, commission rate, or expiration date.
4	Residential Purchase and Sale Agreements	16	lab	Students will complete a residential purchase and sale agreement and at least two addenda for a simulated transaction, with all material terms accurate, all required signatures flagged, and all contingency deadlines correctly calculated.	Lab setup: each student receives a detailed transaction scenario packet (buyer profile, property description, offer price, earnest money amount, financing terms, inspection period, closing date); students complete the full purchase and sale agreement independently using a current state form. Contingency timeline mapping: using the executed purchase agreement, students build a paper-based transaction timeline chart marking every deadline (inspection, financing, appraisal, closing), then verify dates using a calendar calculation worksheet. Addenda drafting: students select and complete two addenda from a set of options (financing contingency, inspection contingency, lead-based paint disclosure, home sale contingency) appropriate to their scenario and attach them correctly to the purchase agreement.	Current state residential purchase and sale agreement form, standard addenda set, transaction scenario packets, calendar calculation worksheet, ruler, pen, manila folders for file assembly	Completed contract package graded on a 30-point rubric: purchase agreement accuracy (20 pts), addenda selection and completion (6 pts), timeline accuracy (4 pts); pass mark is 24/30 with no errors in purchase price, earnest money amount, or closing date.
5	Contract Contingencies, Amendments, and Termination	12	practice	Students will correctly draft a written contract amendment and a notice of termination for a simulated transaction scenario, applying the contractually specified contingency and termination procedures without instructor assistance.	Instructor-led analysis of three real transaction breakdowns (names changed): students identify which contingency was triggered, whether proper notice was given, whether earnest money was at risk, and what the correct procedure should have been, using a structured discussion guide. Amendment drafting drill: each student receives a scenario in which the buyer and seller agree to extend the closing date and reduce the purchase price; student must draft a written amendment using a standard form that is complete, mutually referencing the original agreement, and correctly dated. Termination notice exercise: using a separate scenario where a financing contingency was not met, students draft a written notice of termination and a written earnest money release request, then peer-review each other's documents against a checklist before instructor evaluation.	Standard contract amendment form, earnest money release form, termination notice template, transaction scenario packets, peer-review checklist, state license law summary	Amendment and termination notice evaluated on a 10-point checklist (parties identified, original contract referenced, changed terms stated, signatures flagged, date correct, reason stated for termination, earnest money disposition indicated); pass mark is 9/10.
6	Commercial Leases and Property Management Contracts	13	theory	Students will distinguish the key structural differences between residential and commercial lease agreements and correctly identify the management agreement provisions most critical to IREM CPM portfolio documentation.	Side-by-side comparison lecture: instructor presents a residential lease and a commercial NNN lease on split-screen projection, guiding students through differences in term, rent structure, CAM charges, tenant improvement allowances, and assignment clauses; students complete a two-column comparison chart. IREM CPM connection activity: instructor explains which contract documents appear in the CPM portfolio requirement (management agreement, leasing policies); students read a sample management agreement and highlight the sections that correspond to CPM documentation categories on a provided annotation guide. Small-group scenario: groups receive a commercial property profile and must identify which lease type (gross, net, percentage) best fits the owner's goals, draft a one-paragraph written justification, and present their recommendation with contract clause references.	Sample residential lease, sample commercial NNN lease, sample property management agreement, IREM CPM certification overview (current), two-column comparison chart, annotation guide, projector	Completed two-column comparison chart scored against answer key; pass mark is 80%. Written justification paragraph graded for correct lease type selection and at least two contract clause references.
7	Ethics, Risk Management, and Digital Transaction Management	10	practice	Students will apply NAR Code of Ethics Articles relevant to contracts to resolve at least three ethical dilemma scenarios in writing, and demonstrate use of a digital transaction management checklist to track all critical dates and documents for a simulated closing.	Ethics case study workshop: students read five short scenarios involving misrepresentation, undisclosed dual agency, and failure to present offers promptly; individually they identify the applicable NAR Code of Ethics Article, describe the violation, and write the corrective action in a structured response form. Digital transaction management lab: using a spreadsheet template (Google Sheets or Excel), students enter all transaction data from the Lesson 4 purchase agreement and build a complete transaction checklist with conditional formatting to flag overdue dates; instructor verifies data entry and formula accuracy. Mock closing preparation review: students assemble a complete simulated transaction file folder (listing agreement, purchase agreement, two addenda, agency disclosure, timeline chart, transaction checklist) and conduct a self-audit using a closing file checklist, correcting any missing items before submitting for final review.	NAR Code of Ethics (current edition), ethics scenario response forms, laptop or tablet with spreadsheet software, transaction checklist template file, closing file checklist, printed documents from prior lessons, manila folder	Ethics response forms scored on a 15-point rubric (correct Article cited, violation clearly described, corrective action appropriate); pass mark is 12/15. Digital checklist reviewed for completeness and correct date formulas; all 10 key milestone dates must be present and accurate.

Assessments

Assessment	Type	Weight	Pass standard	Method & rubric
Contract Law and Agency Knowledge Exam	Written exam	25%	75% correct (38/50 questions)	A 50-question multiple-choice exam covering contract elements, agency types and duties, listing and buyer representation agreements, contingency provisions, commercial lease types, and NAR Code of Ethics obligations, mapped directly to state salesperson license exam content domains. Students have 90 minutes; the exam is administered in class under standard testing conditions. Standard met · Safety · Time · Quality/finish · Documentation
Complete Transaction File Skills Demonstration	Skills demonstration	45%	Minimum 85 points out of 100 on the transaction file rubric, with zero critical errors (errors in purchase price, party names, earnest money, or closing date are automatically critical)	Each student independently assembles a complete simulated residential transaction file from a new scenario packet, including a listing agreement, purchase and sale agreement, two appropriate addenda, agency disclosure form, written amendment, and transaction timeline checklist, working without notes or peer assistance. The instructor evaluates the file using a 100-point rubric assessing accuracy, completeness, and proper form selection. Standard met · Safety · Time · Quality/finish · Documentation
Contract Drafting Lab Log	Log	15%	All seven lessons documented with completed work samples attached; average rubric score across lab entries of 80% or higher	Students maintain a cumulative lab log throughout the course, filing one completed work product per lesson (scenario worksheet, completed form, timeline chart, checklist, ethics response, etc.) with a brief self-reflection note identifying one error they corrected and one skill they will apply on the job. The log is submitted at the end of the course and reviewed for completeness, accuracy of attached documents, and quality of reflection. Standard met · Safety · Time · Quality/finish · Documentation
Ethical and Legal Compliance Safety Check	Safety audit	15%	100% correct on all five mandatory compliance items; any failure requires immediate remediation and recheck before the student may proceed to the next course	Instructor conducts a structured oral and written check of five non-negotiable compliance behaviors: correct agency disclosure timing, proper earnest money handling procedures, prohibition on practicing law (advising clients on legal interpretation), obligation to present all offers promptly, and required record-retention practices under state license law. Each item is scored pass/fail with no partial credit, reflecting the real-world consequence that errors in these areas can result in license suspension or civil liability. Standard met · Safety · Time · Quality/finish · Documentation

BUS-REAL58-04 Trade course

Real Property Valuation

87 hr · ~~$940~~ COMPLIMENTARY

Students learn the three recognized approaches to real estate value—sales comparison, cost, and income capitalization—and practice the data-gathering, analysis, and reporting skills appraisers and agents use every day. Instruction is anchored to Uniform Standards of Professional Appraisal Practice (USPAP) vocabulary and the valuation competencies tested on the state salesperson licensing exam and the IREM CPM credential. By course end each student produces a complete broker price opinion and a one-unit residential summary report in standard appraisal format.

Outcomes

Explain the legal definition of market value and identify the economic principles that influence real property value.
Collect and verify comparable sales, rental, and cost data using MLS, public records, and commercial databases.
Complete a sales-comparison analysis with grid adjustments that support a supportable final opinion of value.
Apply the income capitalization approach to estimate value for a small income-producing property using gross rent multipliers and direct capitalization.
Estimate replacement cost new and apply depreciation categories to produce a cost-approach value indication.
Prepare a written broker price opinion (BPO) and a residential summary report that meet standard format requirements and professional ethics obligations.

Course text

How the course runs. 7 blocks: Value Concepts, Economic Principles, and USPAP Ethics; Data Collection: Comparable Sales, Public Records, and MLS; Sales-Comparison Approach: Grid Analysis and Adjustments; Cost Approach: Replacement Cost New and Depreciation; Income Capitalization Approach: GRM and Direct Capitalization; Broker Price Opinion (BPO) Preparation and Professional Ethics; Reconciliation, Report Writing, and Credential Exam Review.

What competent looks like. Explain the legal definition of market value and identify the economic principles that influence real property value. Collect and verify comparable sales, rental, and cost data using MLS, public records, and commercial databases. Complete a sales-comparison analysis with grid adjustments that support a supportable final opinion of value. Apply the income capitalization approach to estimate value for a small income-producing property using gross rent multipliers and direct capitalization. Estimate replacement cost new and apply depreciation categories to produce a cost-approach value indication. Prepare a written broker price opinion (BPO) and a residential summary report that meet standard format requirements and professional ethics obligations.

Lessons · 7 blocks

#	Lesson	Hr	Type	Objective	Activities	Materials	Check
1	Value Concepts, Economic Principles, and USPAP Ethics	11	theory	Students define market value and the four elements of value, state the major appraisal principles, and summarize USPAP competency and ethics requirements relevant to the salesperson and property manager roles.	Lecture and Socratic discussion: students match each appraisal principle (substitution, anticipation, contribution, conformity, highest-and-best-use, etc.) to a real local market scenario the instructor supplies on index cards, then defend their choices to the group. Reading exercise: students read the USPAP Definitions and Ethics Rule sections (current edition provided by instructor) and complete a structured annotation worksheet identifying prohibited acts, competency obligations, and confidentiality rules. Case-study debate: in pairs, students analyze two brief fact patterns—one involving an unlicensed opinion of value, one involving a state-licensed broker price opinion—and argue whether USPAP applies, citing specific USPAP language in their written rationale.	Current USPAP edition (Appraisal Foundation); state real estate license law statute excerpts; whiteboard; printed case-study packets; highlighters	Five-question written quiz on value definitions, principles, and ethics rules; students must score 80% or higher to advance.
2	Data Collection: Comparable Sales, Public Records, and MLS	12	lab	Students locate, retrieve, and verify a minimum of six comparable residential sales using MLS, county assessor records, and deed records, and document the source and verification method for each.	Instructor-led walkthrough of the local MLS search interface and county assessor portal; students replicate each search step in real time on their own workstation using a sample subject property address provided by the instructor. Lab exercise: each student selects a subject property from a class roster of ten actual properties and searches MLS, the county recorder/assessor site, and one commercial data source (CoStar or equivalent provided through school subscription) to pull a minimum of six sales within the past twelve months, recording grantor, grantee, recording date, sale price, and property characteristics on a standardized data sheet. Verification drill: students cross-check two of their sales by comparing MLS data against the recorded deed and assessor card; they note any discrepancies, identify the more reliable source, and write a one-paragraph reconciliation memo per sale explaining their conclusion.	Computers with MLS access and county portal access; CoStar or equivalent commercial database subscription; standardized comparable data collection worksheet; county assessor and recorder websites; printer for deed copies	Instructor reviews each student's data sheet for six verified comparables with complete fields and source documentation; completeness and source-notation accuracy must reach 80% of required data points to pass.
3	Sales-Comparison Approach: Grid Analysis and Adjustments	18	practice	Students complete a paired-sales adjustment analysis and a fully populated sales-comparison grid for a residential subject property, arriving at a reconciled value indication supported by quantified adjustments.	Paired-sales demonstration: instructor works through two paired-sales extraction examples on the whiteboard (isolating location, garage, and GLA adjustments from actual sales data); students then work three additional paired-sales problems independently and share adjustment conclusions with the group for critique. Grid exercise: each student populates a standard six-comparable sales-comparison grid (in the format used on the FNMA Form 1004 or equivalent residential report form) for their assigned subject property, entering raw data from Lesson 2, applying dollar adjustments with written support rationale in the 'comments' column, netting adjustments, and circling the comparable that required the fewest gross adjustments. Reconciliation writing workshop: students draft a two-paragraph reconciliation narrative explaining why they weighted certain comparables more heavily, how they handled outliers, and what their final sales-comparison value indication is; peers exchange drafts and apply a provided rubric before instructor feedback.	Printed or PDF FNMA Form 1004 (current version); paired-sales data packets; calculator or spreadsheet software; reconciliation rubric; instructor answer key for paired-sales problems	Graded grid: adjustments must be arithmetically correct, each adjustment above a threshold amount must carry a written rationale, and the final reconciled value must fall within a defensible range established by the instructor's key; passing score 75% on rubric.
4	Cost Approach: Replacement Cost New and Depreciation	12	demo	Students estimate the replacement cost new of a residential improvement using a published cost service, then classify and quantify physical, functional, and external depreciation to arrive at a depreciated cost indication.	Instructor demonstration: using a local cost manual or Marshall & Swift/Boeckh reference provided by the school, the instructor walks through the base-cost lookup, local multiplier application, and size/shape adjustment for one sample house; students record each step and ask clarifying questions. Student cost exercise: students apply the same cost service to their subject property, calculating cost per square foot, applying local and current-cost multipliers, adding site improvements and entrepreneurial profit, and producing a replacement cost new figure; they show their arithmetic on a structured worksheet. Depreciation classification exercise: students examine three property description scenarios (physical deterioration—curable and incurable; functional obsolescence; external/economic obsolescence) and estimate appropriate depreciation amounts using the age-life method and the breakdown method; they compare results and write a brief paragraph reconciling any difference between the two methods.	Published residential cost service manual or school-licensed digital equivalent; local cost multiplier tables; structured cost worksheet; depreciation calculation worksheet; calculator; whiteboard	Completed cost worksheet reviewed by instructor: replacement cost new must be within 5% of instructor's model answer, and at least two of the three depreciation categories must be correctly classified and calculated; passing score 75%.
5	Income Capitalization Approach: GRM and Direct Capitalization	14	practice	Students reconstruct a potential gross income schedule, apply vacancy and expense ratios to derive net operating income, and convert NOI to a value indication using both the gross rent multiplier and direct capitalization methods.	Income-and-expense reconstruction drill: instructor provides a two-page operating statement for a small residential rental property (four to eight units) with some line items missing or mislabeled; students identify above-the-line and below-the-line items, correct the format per IREM Income/Expense Analysis conventions, and calculate effective gross income and NOI. GRM derivation exercise: using MLS rental and sale data for small residential income properties (provided in a packet), students extract gross rent multipliers from at least four sales and apply the median GRM to their subject property's scheduled gross rent to produce a GRM value indication. Direct capitalization exercise: students research published or instructor-supplied capitalization rates for the property type and market area, apply the rate to their NOI figure (NOI ÷ Cap Rate = Value), and write a one-page narrative comparing their income approach value indication to their sales-comparison result, explaining which they give greater weight and why.	Sample operating statement packet; IREM Income/Expense Analysis publication (current edition or relevant excerpts); MLS rental data packet; capitalization rate reference (instructor-supplied or published market survey excerpt); financial calculator or spreadsheet	Completed income approach worksheet and narrative: NOI calculation must be arithmetically correct; GRM and direct cap value indications must use verifiable inputs; narrative must address both methods; passing score 75% on provided rubric.
6	Broker Price Opinion (BPO) Preparation and Professional Ethics	11	field	Students complete a fully documented exterior BPO for an assigned property by driving the subject and comparables, photographing required items, and presenting a final value opinion in a standard BPO form that complies with state license law limitations.	Pre-field orientation: instructor reviews state license law provisions governing who may prepare a BPO, the required disclosures, and the prohibition against calling a BPO an 'appraisal'; students complete a compliance checklist and sign an ethics acknowledgment form before departure. Field data collection: in pairs (for safety, following the buddy-system protocol discussed in Course 1), students drive to the assigned subject property and at least three comparables, photograph street-facing views, note neighborhood factors, measure lot frontage where accessible, and complete the exterior observation checklist; each student maintains an individual field log. BPO form completion and review: each student independently completes the school's standard residential BPO form (interior section left blank per exterior assignment), enters comparables with adjustments, states a recommended list price and a suggested distressed or as-is value, attaches photographs, and submits for peer review using a provided format checklist before final instructor grading.	BPO form (school-provided, current residential format); state license law excerpt on BPO authority; camera or smartphone; exterior observation checklist; measuring tape; field log notebook; vehicle (school or student-provided); ethics acknowledgment form	Completed BPO package reviewed against format checklist: all required fields populated, minimum three comparables with documented adjustments, photographs attached, disclosures present, and no prohibited 'appraisal' language; passing score 80% on format checklist.
7	Reconciliation, Report Writing, and Credential Exam Review	9	theory	Students integrate the three value indications from their subject property analyses into a final reconciled opinion, draft a reconciliation narrative meeting professional standards, and correctly answer valuation questions drawn from the state licensing exam and IREM CPM exam competency areas.	Reconciliation workshop: each student brings their three value indications (sales comparison, cost, income) from prior lessons; in small groups, students apply a weighted-reconciliation process, discuss which approach is most reliable for their property type and why, and write a final reconciliation paragraph; groups present conclusions to the class for critique. Report assembly exercise: students assemble all completed forms, grids, photographs, and narratives from Lessons 3 through 6 into a single summary report package with a cover page, table of contents, subject photograph, neighborhood description, highest-and-best-use analysis statement, and the three approach sections; instructor walks through each section against a report-quality rubric. Credential exam drill: instructor administers a timed 30-question practice set drawn from state licensing exam valuation topic areas (appraisal principles, approaches to value, market analysis) and from IREM CPM Body of Knowledge financial-analysis competencies; students self-score, identify weak areas, and write a one-paragraph study plan for the items they missed.	Assembled report packets from prior lessons; report-quality rubric; 30-question practice exam packet (state licensing and IREM CPM mapped items); answer key; pencils; timer	Practice exam score reviewed: students must score 75% or higher; reconciliation narrative graded against rubric for logical support, correct weighting rationale, and absence of unsupported conclusions; students scoring below 75% on practice exam complete a remediation worksheet before the course assessment.

Assessments

Assessment	Type	Weight	Pass standard	Method & rubric
Valuation Principles and Methods Knowledge Exam	Written exam	25%	75% correct (38 of 50 questions)	A 50-question multiple-choice exam covering value definitions, economic principles, USPAP ethics obligations, adjustment logic, cost and depreciation concepts, and income capitalization mechanics, mapped directly to state salesperson licensing exam valuation content areas and IREM CPM financial-analysis competencies. Students complete the exam individually, without notes, in a timed 75-minute session. Standard met · Safety · Time · Quality/finish · Documentation
Residential Summary Report Skills Demonstration	Skills demonstration	45%	75% on the instructor rubric across all required sections	Each student presents and defends their assembled summary report (cover page, neighborhood analysis, HBU statement, sales-comparison grid with adjustments, cost approach worksheet, income approach with GRM and direct cap, and final reconciliation narrative) in a 15-minute oral defense before the instructor; the instructor asks at least three probing questions about adjustment support and approach weighting, and scores the report and defense against a published rubric. Standard met · Safety · Time · Quality/finish · Documentation
Field and Lab Data Collection Log	Log	15%	Complete and accurate entries for all six required lessons (no lesson log score below 70%)	Students maintain a running lab log beginning in Lesson 2, including their comparable data sheets, paired-sales calculations, cost worksheets, income and expense reconstruction, BPO exterior checklist, and field photographs; the instructor reviews the log at the end of the course for completeness, source documentation, arithmetic accuracy, and professional notation standards. Standard met · Safety · Time · Quality/finish · Documentation
Site and Data Safety Compliance Check	Safety audit	15%	100% compliance on all mandatory safety and ethics items; any unchecked mandatory item requires remediation before the student receives a course grade	The instructor reviews the student's signed ethics acknowledgment form, BPO field log buddy-system notation, and compliance checklist from Lesson 6 to confirm the student followed required safety protocols (field buddy system, prohibited solo entry of vacant structures, proper disclosure language in the BPO) and did not represent a BPO as a USPAP appraisal; this check also verifies that the student completed the OSHA 10 field-awareness reminders introduced in Course 1 and applied them during the field assignment. Standard met · Safety · Time · Quality/finish · Documentation

BUS-REAL58-05 Trade course

Leasing: Residential and Commercial Rental Practice

87 hr · ~~$940~~ COMPLIMENTARY

This course prepares students to market rental properties, qualify applicants, negotiate and execute lease agreements, and manage tenant relationships in compliance with federal fair housing law and state landlord-tenant statutes. Students apply leasing math, digital listing tools, and professional communication skills to simulate the full leasing cycle from vacancy to move-in. Lesson content maps directly to the IREM CPM leasing and marketing competency areas and to state salesperson license exam topics covering agency, disclosure, and lease contracts.

Outcomes

Apply federal Fair Housing Act protected classes and state-level fair housing requirements to screen applicants and market vacancies without unlawful discrimination.
Calculate key leasing figures including prorated rent, security deposit limits, vacancy rate, and net effective rent using standard formulas.
Prepare and explain a complete residential or commercial lease agreement, identifying essential clauses, required disclosures, and common addenda.
Conduct a legally compliant tenant screening process using written criteria, credit and background reports, and documented adverse-action notices.
Develop a property marketing plan using digital listing platforms, property descriptions, and comparative market analysis to set a competitive asking rent.
Execute move-in and move-out procedures including written condition inspections, security deposit accounting, and proper notice requirements.

Course text

How the course runs. 7 blocks: Fair Housing Law and Ethical Leasing Practice; Leasing Math: Rent Calculations, Deposits, and Vacancy Metrics; Marketing Rental Properties: Pricing, Advertising, and Digital Platforms; Tenant Screening: Application, Credit, Background, and Adverse Action; Lease Agreements: Clauses, Disclosures, and Addenda; Move-In and Move-Out Procedures: Inspections, Deposits, and Notices; Lease Renewal, Termination, and Resident Retention.

What competent looks like. Apply federal Fair Housing Act protected classes and state-level fair housing requirements to screen applicants and market vacancies without unlawful discrimination. Calculate key leasing figures including prorated rent, security deposit limits, vacancy rate, and net effective rent using standard formulas. Prepare and explain a complete residential or commercial lease agreement, identifying essential clauses, required disclosures, and common addenda. Conduct a legally compliant tenant screening process using written criteria, credit and background reports, and documented adverse-action notices. Develop a property marketing plan using digital listing platforms, property descriptions, and comparative market analysis to set a competitive asking rent. Execute move-in and move-out procedures including written condition inspections, security deposit accounting, and proper notice requirements.

Lessons · 7 blocks

#	Lesson	Hr	Type	Objective	Activities	Materials	Check
1	Fair Housing Law and Ethical Leasing Practice	12	theory	Students will identify all federally protected classes under the Fair Housing Act, describe prohibited discriminatory acts in advertising and tenant selection, and state the agency disclosure obligations that apply when a licensee represents an owner in a leasing transaction.	Read and annotate the HUD Fair Housing overview publication and a sample state fair housing statute summary; students highlight each protected class and note any additional classes added by the state. Case-study analysis: students review three written scenarios describing rental advertising copy or applicant screening decisions and write a one-paragraph opinion identifying any Fair Housing violation and the corrective action required. Role-play pairs: one student plays a prospective tenant, one plays a leasing agent; students practice a phone inquiry and showing using a script, then debrief on any language that could imply steering or discriminatory preference.	HUD Fair Housing Act summary (hud.gov), state fair housing statute handout, sample rental ads (compliant and non-compliant), role-play script cards, whiteboard	Written case-study responses graded against an answer key; students must correctly classify the violation and corrective action in at least 4 of 5 scenarios to pass (80%).
2	Leasing Math: Rent Calculations, Deposits, and Vacancy Metrics	11	lab	Students will accurately calculate prorated rent for partial-month occupancy, determine allowable security deposit amounts under a given state rule, compute property vacancy rate and economic occupancy, and derive net effective rent from concession offers.	Instructor-led demonstration of the proration formula (daily rate method and 30-day-month method) followed by a timed drill of 10 proration problems with varied move-in dates. Spreadsheet lab: students build a simple Excel or Google Sheets template that inputs monthly rent, move-in date, concession amount, and deposit multiplier, then automatically outputs prorated first month, net effective rent, and maximum deposit; instructor checks formulas. Group problem set: teams of three solve a five-property portfolio scenario requiring vacancy rate calculation (number of vacant units divided by total units, expressed as a percent) and economic occupancy (actual rent collected divided by potential gross rent); teams present answers and reconcile discrepancies.	Calculator, laptop or computer with spreadsheet software, leasing math worksheet packet, dry-erase board for formula reference	Spreadsheet template reviewed by instructor for formula accuracy; written problem set graded individually; passing standard is 80% of calculation problems correct with no formula logic errors in the template.
3	Marketing Rental Properties: Pricing, Advertising, and Digital Platforms	12	demo	Students will perform a rental market analysis to support a recommended asking rent, write a legally compliant and compelling property listing, and post that listing to at least one major digital rental platform using correct photo and copy standards.	Instructor demonstrates how to gather comparable rental data from public listing sites and a provided sample rent-roll report; students complete a rental comparable grid for a fictitious subject property and arrive at a supported asking rent range. Writing workshop: students draft a 150-word property description for the same subject property, then peer-edit for Fair Housing compliance (no discriminatory language), accuracy, and persuasive appeal; instructor provides a compliance checklist. Live platform lab: using a dummy or demo account on a widely used rental listing platform, students upload photos (provided), enter property details, set the asking rent, and publish a listing; the class reviews each posted listing on the projector screen and discusses visibility, accuracy, and photo quality.	Laptop with internet access, rental comparable grid worksheet, Fair Housing advertising compliance checklist, sample property photos (provided by instructor), demo rental listing platform account	Completed rental comparable grid with documented reasoning (pass: supported rent recommendation within a reasonable market range); published listing reviewed against compliance checklist (pass: zero Fair Housing violations and all required fields complete).
4	Tenant Screening: Application, Credit, Background, and Adverse Action	13	practice	Students will apply a written set of uniform screening criteria to evaluate a rental application package, interpret a sample consumer credit report, and prepare a compliant adverse-action notice under the Fair Credit Reporting Act when an applicant does not qualify.	Students receive a written property-specific screening criteria policy (minimum income ratio, credit score threshold, rental history requirement) and three complete fictional application packages with supporting documents; they evaluate each application against the criteria and record a written decision with supporting notes. Credit report interpretation exercise: instructor distributes a sample redacted consumer credit report; students identify the credit score, derogatory items, payment history summary, and collections; class discusses how each element relates to the screening criteria. Adverse-action notice drafting: for the application that did not qualify, students complete a sample FCRA-compliant adverse-action notice form, selecting the correct reason codes and verifying that required creditor and applicant information fields are included; instructor reviews for legal completeness.	Sample rental application forms, fictional applicant packages (income verification, ID, reference letters), sample redacted consumer credit report, uniform screening criteria policy template, FCRA adverse-action notice form, FCRA summary handout (cfpb.gov reference)	Written application decisions reviewed against an answer key; adverse-action notice reviewed for FCRA required elements; passing standard is correct qualification decision on at least 2 of 3 applications and a fully complete adverse-action notice with no missing required fields.
5	Lease Agreements: Clauses, Disclosures, and Addenda	14	practice	Students will identify and explain the essential clauses of a residential lease agreement, correctly complete a standard lease form for a given scenario, and attach legally required disclosures and common addenda including lead-based paint disclosure for pre-1978 properties.	Clause-by-clause annotation: students receive a blank standard residential lease form and an annotation guide listing essential clauses (parties, premises description, term, rent amount and due date, late fees, maintenance responsibilities, entry notice, termination provisions); students label each clause and write a one-sentence plain-language explanation in the margin. Lease completion simulation: using a written scenario with specific property, tenant, rent, and term details, students fill in a complete residential lease form, select applicable addenda from a provided list (pet addendum, parking addendum, lead-based paint disclosure), and attach the required HUD lead-based paint disclosure for a pre-1978 unit. Instructor-led review of completed lease packets: instructor projects a correctly completed version; students self-check their work item by item and note discrepancies; class discussion covers common errors and the legal consequence of missing required disclosures.	Standard residential lease form (state-generic or provided by instructor), HUD-required lead-based paint disclosure form, sample addenda (pet, parking, mold, utility), annotation guide handout, scenario card	Completed lease packet graded against an answer key covering all required fields and attached disclosures; passing standard is all essential clauses correctly completed and required lead-based paint disclosure properly attached and signed, with no more than two minor errors on supplemental fields.
6	Move-In and Move-Out Procedures: Inspections, Deposits, and Notices	13	field	Students will conduct a written move-in property condition inspection, document findings with photos and a written report, calculate a security deposit disposition accounting statement, and draft a legally required notice of deposit return or deduction within a simulated statutory deadline.	Move-in inspection walkthrough: in pairs, students inspect a staged or actual rental unit (or a detailed physical mock-up set up in the classroom) using a written condition inspection checklist; they note the condition of each room and feature, take photos with a phone or tablet, and sign and date the completed form as they would in practice. Move-out comparison exercise: students receive a completed move-out inspection report for the same unit showing new damage items; they compare the two inspections side by side and list damages that exceed normal wear and tear, which would be chargeable against the security deposit. Deposit disposition accounting: using the damage list and a provided schedule of repair costs, students complete a security deposit itemization form, calculate the balance owed to the tenant or additional amount due from the tenant, and draft a written notice to the tenant within the scenario's stated statutory return deadline; instructor reviews for math accuracy and required notice elements.	Written move-in and move-out condition inspection checklists, staged unit or detailed room-condition photo packet, smartphone or tablet for photos, security deposit itemization form, scenario cost schedule, state landlord-tenant notice template	Move-in inspection checklist reviewed for completeness (all sections completed, signed, dated); deposit disposition accounting graded for math accuracy (passing: correct final balance) and compliant notice (passing: all required elements present); overall pass requires both components correct.
7	Lease Renewal, Termination, and Resident Retention	12	practice	Students will prepare a lease renewal offer with a revised rent justified by a market analysis, draft proper written termination notices for month-to-month and fixed-term tenancies, and develop a written resident retention plan identifying at least three measurable strategies.	Renewal negotiation role-play: using a scenario with current lease terms and updated comparable rental data, one student plays the property manager presenting a renewal offer with a rent increase, and the other plays the tenant; students practice professional negotiation language, then switch roles; debrief focuses on relationship preservation and Fair Housing compliance. Notice drafting exercise: students draft three written notices — a landlord's notice to terminate a month-to-month tenancy, a tenant's notice of non-renewal for a fixed-term lease, and a cure-or-quit notice for a lease violation — using the applicable notice period from a provided state-law summary handout; instructor reviews for required content and timing. Resident retention plan: individually, students write a one-page retention plan for a 24-unit apartment community with a 20% vacancy rate; the plan must include at least three specific, measurable strategies (for example, a renewal incentive program with defined criteria, a maintenance response time standard, or a resident survey process) and a projected impact on vacancy rate.	Scenario cards with current lease terms and updated rent comparable data, state notice period summary handout, cure-or-quit and termination notice templates, resident retention plan rubric	Notices reviewed against a legal elements checklist (pass: all required elements and correct notice period); retention plan graded on rubric requiring at least three specific measurable strategies and a logical vacancy-impact projection (pass: rubric score of 80% or higher).

Assessments

Assessment	Type	Weight	Pass standard	Method & rubric
Leasing Law and Practice Knowledge Exam	Written exam	25%	75% correct (38 of 50 questions)	A 50-question multiple-choice exam covering Fair Housing protected classes and prohibited acts, lease clause identification, tenant screening requirements under FCRA, required disclosures, security deposit rules, and notice requirements; questions are aligned to the state salesperson license exam format and to the IREM CPM leasing and marketing competency domain. Students have 60 minutes to complete the exam. Standard met · Safety · Time · Quality/finish · Documentation
Full Leasing Cycle Skills Demonstration	Skills demonstration	45%	Pass on all four required tasks; any Critical Fail item (Fair Housing violation or missing required disclosure) requires a remediation and re-demonstration	Each student independently completes a structured leasing simulation: market a fictional vacancy using a written listing, qualify one applicant using uniform screening criteria, complete and execute a full lease packet with required addenda and disclosures, and conduct a move-in inspection with a signed condition report. An instructor evaluator scores each task using a standardized rubric; the demonstration maps to the IREM CPM leasing execution competency and to state license exam practical knowledge areas. Standard met · Safety · Time · Quality/finish · Documentation
Leasing Math and Document Lab Log	Log	15%	80% of calculation problems correct and all required form fields accurately completed across the log entries	Students maintain a cumulative lab log throughout the course recording their completed leasing math worksheets (proration, vacancy rate, net effective rent, deposit calculations) and all completed forms (rental comparable grid, lease form, deposit disposition statement, adverse-action notice); the log is reviewed at the end of the course for accuracy, completeness, and correct formula application. Standard met · Safety · Time · Quality/finish · Documentation
Fair Housing and Screening Compliance Safety Check	Safety audit	15%	Zero tolerance: any discriminatory statement in advertising, any screening decision that cannot be tied to a written uniform criterion, or any missing legally required disclosure results in an automatic fail requiring remediation before course completion	Instructor reviews each student's completed advertising copy, applicant decisions, and lease packet specifically for Fair Housing compliance and FCRA adverse-action notice completeness; this check mirrors the compliance standard a licensed property manager must meet in professional practice and is treated as a non-negotiable safety gate aligned to both the state licensing board's conduct standards and the IREM CPM code of professional ethics. Standard met · Safety · Time · Quality/finish · Documentation

BUS-REAL58-06 Trade course

Facilities Management for Real Estate & Property Management

87 hr · ~~$940~~ COMPLIMENTARY

This course prepares students to oversee the physical operation and maintenance of residential and commercial properties, covering building systems, preventive maintenance, vendor coordination, and regulatory compliance. Students apply OSHA safety standards, trade math, and property management software to plan and document facility operations. Lesson content maps directly to IREM CPM exam domains covering physical asset management and to the operational knowledge tested on state salesperson licensing exams.

Outcomes

Identify and describe the major building systems—HVAC, plumbing, electrical, roofing, and life-safety—and explain the property manager's maintenance responsibilities for each.
Develop and implement a written preventive maintenance schedule that reduces emergency work orders and documents compliance with habitability standards.
Apply lockout/tagout procedures, select appropriate PPE for common facility hazards, and demonstrate emergency response steps for building incidents.
Read and interpret building plans, equipment manuals, material safety data sheets (SDS), and contractor proposals to make informed facility decisions.
Use property management software and spreadsheet tools to track work orders, maintenance budgets, and capital improvement reserves.
Evaluate vendor bids, draft a scope of work, and monitor contractor performance in accordance with property management ethics and fiduciary duty to the owner.

Course text

How the course runs. 7 blocks: Building Systems Overview and the Property Manager's Role; Safety in Facilities: OSHA Standards, Lockout/Tagout, PPE, and Hazardous Materials; Preventive Maintenance Planning and Work Order Management; Reading Building Plans, Specifications, and Contractor Proposals; Facilities Budgeting, Capital Reserve Planning, and Trade Math; Vendor Management, Regulatory Compliance, and Habitability Standards; Integrated Facilities Scenario: Maintenance Crisis Response and Documentation.

What competent looks like. Identify and describe the major building systems—HVAC, plumbing, electrical, roofing, and life-safety—and explain the property manager's maintenance responsibilities for each. Develop and implement a written preventive maintenance schedule that reduces emergency work orders and documents compliance with habitability standards. Apply lockout/tagout procedures, select appropriate PPE for common facility hazards, and demonstrate emergency response steps for building incidents. Read and interpret building plans, equipment manuals, material safety data sheets (SDS), and contractor proposals to make informed facility decisions. Use property management software and spreadsheet tools to track work orders, maintenance budgets, and capital improvement reserves. Evaluate vendor bids, draft a scope of work, and monitor contractor performance in accordance with property management ethics and fiduciary duty to the owner.

Lessons · 7 blocks

#	Lesson	Hr	Type	Objective	Activities	Materials	Check
1	Building Systems Overview and the Property Manager's Role	12	theory	Students will identify the primary building systems found in residential and commercial properties and explain the property manager's legal and fiduciary responsibility for each system's safe operation.	Illustrated lecture and annotated diagram exercise: students label components of HVAC, plumbing, electrical panels, roofing assemblies, and life-safety systems (fire alarms, sprinklers, egress lighting) on blank building cross-section sheets. Case-study analysis: students read two one-page scenarios—one describing deferred maintenance leading to habitability violation, one describing proactive upkeep—and write a short comparison identifying the manager's duties and risks in each. Group jigsaw: teams each research one building system using manufacturer specification sheets and the IREM publication 'Managing the Physical Asset,' then present a five-minute summary to the class and answer peer questions.	Annotated building cross-section handouts, IREM 'Managing the Physical Asset' reference, sample equipment spec sheets, projector for illustrated lecture, whiteboard	Exit quiz of 20 multiple-choice questions covering system identification and manager responsibilities; students must score 75% or higher to advance.
2	Safety in Facilities: OSHA Standards, Lockout/Tagout, PPE, and Hazardous Materials	14	lab	Students will correctly apply OSHA General Industry lockout/tagout (LOTO) procedures, select task-appropriate PPE, and locate and interpret Safety Data Sheets for common property maintenance chemicals.	Hands-on LOTO station drill: using a de-energized practice panel and lockout devices, each student individually follows the written LOTO procedure checklist—notify, isolate energy source, apply lock and tag, verify zero energy—while the instructor observes and records errors. PPE selection exercise: instructor presents eight facility maintenance scenarios (e.g., unclogging a floor drain, replacing a breaker, handling a roof sealant) and students must select the correct PPE combination from a supply table, then justify each choice in writing. SDS scavenger hunt: students are given three common maintenance product containers (bleach-based cleaner, paint stripper, HVAC refrigerant oil) without labels and must locate the corresponding SDS sheets in the classroom binder, identify the hazard class, required PPE, and spill response steps, then record findings on a structured worksheet.	Practice electrical panel with lockout devices, locks, tags, and hasp; assortment of PPE (gloves, safety glasses, face shield, respirator, hard hat, hi-vis vest); SDS binder with at least six product sheets; OSHA 29 CFR 1910 reference handout; student LOTO checklist forms	Instructor-observed LOTO demonstration scored on a pass/fail performance rubric with zero tolerance for skipping the energy-verification step; PPE selection worksheet scored at 80% or higher; both must pass before student may continue.
3	Preventive Maintenance Planning and Work Order Management	14	practice	Students will create a twelve-month preventive maintenance (PM) calendar for a sample property and enter, assign, and close simulated work orders using property management software.	PM calendar build: each student receives a two-page property profile (building type, system ages, equipment list) and uses a provided PM task frequency table—sourced from equipment manufacturer recommendations and IREM guidelines—to populate a blank twelve-month calendar, assigning tasks to the correct month and estimating labor hours. Work order simulation: using instructor-provided login credentials to a property management software demo environment (such as AppFolio or Buildium demo), students create five work orders from a scripted tenant complaint list, assign priority levels, attach notes, and mark two as completed with cost entries. Deferred maintenance cost analysis: students are given a five-year maintenance log for a sample HVAC unit showing skipped PM tasks and the resulting emergency repair invoices; they calculate total spend under deferred maintenance versus an estimated PM cost scenario using a provided spreadsheet template, then write a one-paragraph recommendation to the property owner.	Property profile handouts, PM task frequency reference table, blank twelve-month calendar template, computers with property management software demo access, deferred maintenance cost spreadsheet template, calculators	Completed PM calendar reviewed by instructor against an answer key; must include all critical annual tasks (HVAC filter, fire-alarm test, roof inspection, etc.) with no more than two omissions to pass. Work order entries checked for completeness—all required fields populated—with 80% of entries correct.
4	Reading Building Plans, Specifications, and Contractor Proposals	12	demo	Students will interpret a basic architectural floor plan, a mechanical specification section, and a contractor bid proposal to extract information needed for facilities decision-making.	Instructor-led plan reading demonstration: instructor projects a set of simplified architectural and mechanical plans and walks through title block, scale, symbols, room labels, and specification references while students annotate a paper copy; students then answer ten comprehension questions independently. Scope-of-work extraction drill: students receive two contractor proposals for the same roofing repair job with differing scope language; working in pairs, they use a provided checklist to identify what each proposal includes and excludes, flag ambiguous language, and produce a side-by-side comparison table. Mock proposal review role-play: one student plays the property manager and one plays a contractor; the manager must ask at least five clarifying questions about warranty, materials, license, insurance, and schedule before approving a simulated work authorization form, then the pair switches roles.	Printed simplified architectural and mechanical plan sets (reduced scale), scale ruler, two sample contractor proposals for the same hypothetical job, proposal comparison checklist, work authorization form template, projector	Ten-question plan comprehension quiz scored at 75% or higher; proposal comparison table reviewed for identification of at least four material differences between the two bids—must identify all four critical items (warranty, materials spec, license/insurance requirement, timeline) to pass.
5	Facilities Budgeting, Capital Reserve Planning, and Trade Math	13	practice	Students will calculate operating maintenance budgets, estimate capital reserve contributions, and apply trade math (area, volume, unit pricing, percentage variance) to real facilities scenarios.	Budget build exercise: using a provided income and expense template and a list of sample vendor invoices and utility bills, students construct a one-year facilities operating budget for a 24-unit apartment property, categorizing costs as routine maintenance, repairs, utilities, and contracted services. Reserve study interpretation: students receive a simplified reserve study report for a hypothetical property and calculate the percent funded, the annual contribution required to reach full funding in ten years using the provided formula, and identify the three items with the highest replacement cost. Trade math stations: students rotate through four timed stations—(1) calculating square footage of flooring for an L-shaped room, (2) determining gallons of paint needed given coverage rate, (3) computing cost variance between budgeted and actual HVAC repair, (4) converting a contractor's linear-foot price to a total job cost—recording all work on a structured worksheet.	Budget template spreadsheet, sample vendor invoices and utility bills packet, reserve study report handout, reserve funding formula reference card, trade math station worksheets, calculators, measuring tape for reference	Budget completed with correct category totals within a 5% rounding tolerance; reserve calculation correct to within one year on funding timeline; trade math stations scored at 80% or higher overall with no station left entirely blank.
6	Vendor Management, Regulatory Compliance, and Habitability Standards	12	field	Students will conduct a structured property walk-through using a habitability and compliance inspection checklist, document findings, and prepare a written vendor scope of work to address identified deficiencies.	Guided site inspection: students walk a training property or a campus facility with the instructor, using a standardized inspection checklist that covers egress, fire extinguisher placement, lighting, plumbing fixtures, HVAC access panels, and exterior conditions; students record findings, photograph deficiencies using a smartphone, and note any code-related concerns. Inspection report writing: back in the classroom, each student independently writes a one-page inspection summary report addressed to a hypothetical property owner, using their checklist notes and photos, prioritizing deficiencies by urgency (immediate safety hazard vs. routine maintenance vs. long-term capital item). Scope of work drafting: students select one deficiency from their inspection report and write a one-page scope of work suitable for soliciting contractor bids, including a description of the problem, the work required, material standards, timeline expectations, and required proof of license and insurance.	Printed habitability and compliance inspection checklists, smartphones or cameras for documentation, clipboards, site access to a training property or campus facility, word processing software for report writing, scope of work template	Inspection checklist completed with a minimum of 15 items evaluated; inspection report must correctly prioritize at least three deficiencies by urgency with written justification; scope of work must include all five required elements to pass—graded on a rubric with a 75% minimum score.
7	Integrated Facilities Scenario: Maintenance Crisis Response and Documentation	10	lab	Students will manage a simulated multi-system maintenance crisis by applying safety protocols, issuing work orders, communicating with stakeholders, and producing complete documentation—demonstrating integrated competency across all course areas.	Scenario inject: instructor presents a written scenario in which a property manager arrives Monday morning to find a burst pipe affecting three units, an HVAC failure in common areas, and a fire extinguisher with a failed inspection tag; students have 20 minutes to prioritize responses, write initial work orders for each issue, and draft a brief notice to affected tenants. Stakeholder communication role-play: students take turns playing the property manager in a five-minute simulated phone call with an agitated tenant and a separate call with the property owner requesting an update; peers evaluate using a communication rubric assessing clarity, professionalism, and accuracy of information given. Complete documentation package: students assemble a final folder containing the prioritized action list, three work orders, tenant notice, owner update memo, a revised PM calendar entry to prevent recurrence, and a cost estimate summary—submitted for instructor review as the lesson's capstone deliverable.	Written scenario packets, work order forms, tenant notice template, owner memo template, PM calendar template, cost estimate worksheet, communication rubric, file folders for documentation assembly	Documentation package scored on a ten-item rubric (prioritization logic, completeness of work orders, accuracy of cost estimate, professionalism of communications, PM calendar update); minimum score of 75% required; any missing safety step—such as failing to document the fire extinguisher hazard as an immediate priority—triggers an automatic remediation conference before the student advances to the Capstone course.

Assessments

Assessment	Type	Weight	Pass standard	Method & rubric
Building Systems and Facilities Management Knowledge Exam	Written exam	25%	75% correct (38 of 50 questions)	A 50-question multiple-choice and short-answer exam covering building system identification, preventive maintenance principles, habitability standards, vendor management concepts, and facilities budgeting. Questions are written to mirror the physical asset management domain of the IREM CPM exam and the operational knowledge portion of state salesperson licensing exams. Standard met · Safety · Time · Quality/finish · Documentation
Preventive Maintenance Plan and Vendor Scope of Work Skills Demonstration	Skills demonstration	45%	Rubric score of 75% or higher; all five required scope elements must be present	Each student independently produces a twelve-month PM calendar and a contractor scope of work for an assigned sample property profile, then presents and defends their decisions to the instructor in a ten-minute oral review. The instructor asks at least three probing questions about budget, priority rationale, or regulatory compliance to assess depth of understanding. Standard met · Safety · Time · Quality/finish · Documentation
Facilities Lab Log	Log	15%	All seven lesson lab worksheets submitted; average score of 75% or higher across all entries	Students maintain a cumulative lab log throughout the course, submitting completed worksheets from each hands-on lesson—including the LOTO drill checklist, PPE selection form, work order entries, trade math station sheets, inspection checklist, and the final integrated scenario documentation package. The log is reviewed at course end as evidence of consistent applied learning. Standard met · Safety · Time · Quality/finish · Documentation
Safety Protocol Practical Check	Safety audit	15%	Pass/fail; zero tolerance for skipping energy-verification in LOTO or omitting SDS hazard class identification	A direct observation check conducted by the instructor in which each student individually performs the full lockout/tagout sequence on the practice panel, selects PPE for two assigned tasks, and verbally states the spill response for one product using its SDS. Any critical safety step omitted results in an automatic retest after remediation; the student may not submit the Externship application until this check is passed. Standard met · Safety · Time · Quality/finish · Documentation

BUS-REAL58-07 Capstone

Capstone Project: Real Estate & Property Management Integration

108 hr · ~~$1,080~~ COMPLIMENTARY

Students synthesize all prior coursework by researching, planning, and presenting a complete property management and acquisition project for a realistic residential or mixed-use property scenario. The capstone requires students to produce a professional documentation package—including a comparative market analysis, a lease-up plan, a facilities maintenance schedule, and a management proposal—and defend their work before a panel. Successful completion demonstrates readiness for the state salesperson licensing exam, the IREM CPM pathway, and entry-level professional practice.

Outcomes

Produce a written comparative market analysis (CMA) that applies standard valuation methods to support a defensible list-price recommendation for an assigned property.
Draft a complete residential lease and accompanying move-in/move-out inspection report that complies with fair housing law and the lease clauses covered in Course 3.
Develop a twelve-month preventive maintenance schedule and emergency-response protocol for an assigned property using the facilities principles from Course 6.
Prepare a professional management proposal addressed to a prospective owner-client that integrates pricing, leasing, maintenance, and budget projections into a single cohesive document.
Deliver an oral defense of the project before a review panel, responding accurately to questions drawn from state licensing exam content areas and IREM CPM competency domains.
Demonstrate safe, compliant work practices throughout the project by correctly identifying relevant OSHA hazard categories and referencing them in the facilities section of the management proposal.

Course text

How the course runs. 4 blocks: Project Scoping, Research, and Comparative Market Analysis; Lease Drafting, Fair Housing Compliance, and Move-In Documentation; Facilities Plan, Maintenance Schedule, and Safety Protocol; Management Proposal Assembly, Rehearsal, and Panel Defense.

What competent looks like. Produce a written comparative market analysis (CMA) that applies standard valuation methods to support a defensible list-price recommendation for an assigned property. Draft a complete residential lease and accompanying move-in/move-out inspection report that complies with fair housing law and the lease clauses covered in Course 3. Develop a twelve-month preventive maintenance schedule and emergency-response protocol for an assigned property using the facilities principles from Course 6. Prepare a professional management proposal addressed to a prospective owner-client that integrates pricing, leasing, maintenance, and budget projections into a single cohesive document. Deliver an oral defense of the project before a review panel, responding accurately to questions drawn from state licensing exam content areas and IREM CPM competency domains. Demonstrate safe, compliant work practices throughout the project by correctly identifying relevant OSHA hazard categories and referencing them in the facilities section of the management proposal.

Lessons · 4 blocks

#	Lesson	Hr	Type	Objective	Activities	Materials	Check
1	Project Scoping, Research, and Comparative Market Analysis	27	lab	Students select a realistic property scenario, gather comparable sales and rental data from public MLS records and county assessor databases, and produce a written CMA with a documented price opinion supported by at least three valid comparables.	Instructor assigns each student (or two-person team) a property profile packet containing address, property type, age, square footage, and a brief owner-client brief; students independently verify property details using county assessor and GIS tools and write a one-page scope-of-project memo. Students conduct a structured comparable search using a simulated MLS platform or publicly available data, complete a comparable grid worksheet requiring adjustments for size, condition, location, and amenities, and calculate a reconciled value range. Each student writes the CMA narrative section—methodology, market conditions summary, and final price opinion—and submits a draft for peer review using a provided rubric before instructor feedback.	County assessor website access, simulated MLS dataset (provided by instructor), CMA grid worksheet template, Course 4 Valuation notes, HUD residential appraisal guidance (general), calculator, word-processing software	Instructor reviews the CMA against a scoring rubric: correct comparable selection (at least 3 valid comps), logical adjustment reasoning, reconciled value within a defensible range, and professional written format. Pass = 75% rubric score.
2	Lease Drafting, Fair Housing Compliance, and Move-In Documentation	27	lab	Students draft a legally complete residential lease for the capstone property, annotate each key clause for compliance with federal Fair Housing Act protected-class provisions, and prepare a move-in inspection report that could withstand a security-deposit dispute.	Students use a standard residential lease template (state-generic form) to draft a lease for a fictional tenant selected from the property scenario packet, then highlight and annotate a minimum of eight lease clauses—including rent, term, late fees, maintenance responsibilities, and entry notice—linking each to the relevant legal principle studied in Course 3. Working in pairs, students role-play a leasing interview: one plays the leasing agent, the other plays an applicant; the agent must conduct the interview without asking any question that violates the Fair Housing Act, and the observing partner completes a Fair Housing Compliance Checklist; roles then switch. Students complete a move-in inspection report form for the capstone property using a set of instructor-provided property photographs, recording the condition of every room and system; they also draft the companion security-deposit accounting worksheet showing permissible versus impermissible deductions.	State-generic residential lease template, Fair Housing Act summary (HUD.gov), Fair Housing Compliance Checklist, move-in inspection report form, property photograph set (instructor-provided), Course 3 Contracts and Course 5 Leasing notes	Instructor scores the lease packet: lease draft completeness (all required clauses present), Fair Housing annotation accuracy, and move-in report thoroughness. Pass = zero prohibited fair-housing violations in the role-play and 75% on the written lease rubric.
3	Facilities Plan, Maintenance Schedule, and Safety Protocol	27	lab	Students build a twelve-month preventive maintenance calendar for the capstone property, identify at least four OSHA-relevant hazard categories present in common residential maintenance tasks, and draft an emergency-response protocol covering fire, flood, and hazardous-material incidents.	Students inventory all major building systems for their property scenario (HVAC, plumbing, electrical, roofing, common areas) using a provided Building Systems Inventory Worksheet, then assign each system a manufacturer-recommended or industry-standard service frequency and enter the full schedule into a twelve-month calendar grid. Using the OSHA 10-hour General Industry hazard categories reviewed in Course 1 and Course 6, students complete a Job Hazard Analysis (JHA) form for three representative maintenance tasks (e.g., changing HVAC filters, cleaning gutters, inspecting electrical panels), identifying the hazard, required PPE, and applicable lockout/tagout consideration for each. Students draft a one-page emergency-response protocol for fire, water intrusion/flooding, and a discovered suspected hazardous material (e.g., visible mold or unknown chemical in a utility room), specifying the immediate actions, who is notified, and references to OSHA's general duty obligations and EPA guidance (general, no specific code numbers invented).	Building Systems Inventory Worksheet, twelve-month maintenance calendar grid template, OSHA 10 General Industry study card (from Course 1), Job Hazard Analysis form, PPE selection reference chart, Course 6 Facilities notes, EPA general mold guidance (EPA.gov)	Instructor evaluates the facilities package: maintenance calendar completeness (all major systems covered, frequencies plausible), JHA accuracy (correct PPE and hazard identification for all three tasks), and emergency protocol clarity. Pass = 75% rubric score with no safety errors left uncorrected.
4	Management Proposal Assembly, Rehearsal, and Panel Defense	27	practice	Students compile all prior work into a professional written management proposal addressed to the fictional owner-client, rehearse a structured oral presentation, and deliver a timed defense before a two- or three-person panel that includes questions mapped to state licensing exam content areas and IREM CPM competency domains.	Students assemble the final management proposal binder in the required order—executive summary, property profile, CMA, proposed management fee structure and first-year operating budget, lease-up plan summary, twelve-month maintenance schedule, safety and emergency protocol, and professional references section—and conduct a self-audit against the Final Proposal Checklist before submission. Students deliver a ten-minute rehearsal presentation to a small peer group (three to four students), receive structured feedback using the Oral Presentation Rubric (organization, accuracy, professionalism, ability to answer questions), and revise both the proposal and talking points before the formal defense. Students present to the panel (instructor plus at least one guest evaluator, such as an adjunct with licensure or IREM membership when available): fifteen minutes of presentation followed by ten minutes of panel questions; questions are drawn from a published bank covering state licensing exam content areas (agency law, contracts, finance, fair housing, property management) and IREM CPM domains (financial performance, tenant relations, maintenance management, ethics).	Final Proposal Checklist, Oral Presentation Rubric, panel question bank (instructor-prepared, mapped to state licensing exam content areas and IREM CPM competency domains), presentation technology (projector or display), printed or digital proposal binder	Panel scores the written proposal (60% of defense score) and the oral defense (40%) using the rubric. Pass = combined score of 75% or higher, with no unanswered safety or fair-housing question left uncorrected after prompting.

Assessments

Assessment	Type	Weight	Pass standard	Method & rubric
Integrated Management Proposal (Project)	Project	60%	Score of 75% or higher on the Final Proposal Rubric across all four sections: CMA, lease and compliance package, facilities and safety plan, and proposed budget/executive summary; zero unresolved fair-housing errors.	The written management proposal is the primary capstone artifact: a professional-grade document an owner-client could realistically receive from a licensed property management firm. It is scored on technical accuracy, completeness, internal consistency across all four subject areas, and professional presentation. Meets specification · Within estimate · Workmanship · Safety · Documentation
Capstone Documentation Portfolio (Portfolio)	Portfolio	20%	All required documents present and individually scored at 75% or higher on their respective rubrics; OSHA JHA and Fair Housing Compliance Checklist must be error-free or corrected to error-free before portfolio is accepted.	The portfolio collects every individual artifact produced across the four lessons—CMA grid and narrative, annotated lease, move-in inspection report, Building Systems Inventory, twelve-month maintenance calendar, JHA forms, and emergency-response protocol—demonstrating the progression of professional work and the student's ability to produce trade-standard documentation for multiple credential domains. Completeness · Organization · Evidence quality
Oral Defense Before Panel (Oral)	Oral / panel	20%	Combined oral defense score of 75% or higher; student must correctly answer or, after one prompt, self-correct on any question involving safety obligations, fair housing, or agency law—these are automatic re-do items if answered incorrectly without correction.	The oral defense is a fifteen-minute structured presentation of the management proposal followed by ten minutes of panel questions drawn from state salesperson licensing exam content areas and IREM CPM competency domains, assessing the student's ability to explain, justify, and defend professional decisions under realistic questioning conditions. Explains decisions · Answers technical questions · Professional communication

BUS-REAL58-08 Externship / clinical

Externship / Worksite Placement – Real Estate & Property Management

162 hr · ~~$650~~ COMPLIMENTARY

Students complete 162 supervised hours at an approved real estate brokerage, property management company, or commercial real estate firm, applying classroom knowledge in live professional settings under the direct oversight of a licensed broker or Certified Property Manager. Placement activities span leasing, property inspections, tenant relations, maintenance coordination, and administrative operations, mirroring duties tested on the State Salesperson License exam and the IREM CPM credential. A structured employer evaluation and a reflective field log document competency attainment across all major credential exam domains.

Outcomes

Perform at least three supervised leasing or listing tasks—such as conducting a property showing, preparing a lease agreement packet, or entering a listing into an MLS system—in compliance with state license law and brokerage policy.
Execute a documented property inspection using a standardized checklist, identify at least two maintenance or habitability issues, and initiate the correct work-order or vendor-contact procedure in accordance with site policy.
Demonstrate professional communication with at least two distinct stakeholder groups (e.g., prospective tenants and property owners) by drafting written correspondence and participating in at least one face-to-face or virtual meeting observed and evaluated by the site supervisor.
Apply fair housing principles and ethical standards in every client interaction during the placement, with zero substantiated violations recorded by the site supervisor.
Maintain a complete, timestamped field log for all 162 hours that connects each worksite activity to a specific IREM CPM exam domain or state license law topic area.
Receive a passing composite score on the employer's final competency evaluation form, demonstrating readiness for entry-level employment as a real estate salesperson or assistant property manager.

Course text

How the course runs. 4 blocks: Orientation, Site Safety, and Worksite Protocols; Supervised Leasing, Listing, and Client-Facing Operations; Property Inspection, Maintenance Coordination, and Financial Records; Final Employer Evaluation and Reflective Field Log Completion.

What competent looks like. Perform at least three supervised leasing or listing tasks—such as conducting a property showing, preparing a lease agreement packet, or entering a listing into an MLS system—in compliance with state license law and brokerage policy. Execute a documented property inspection using a standardized checklist, identify at least two maintenance or habitability issues, and initiate the correct work-order or vendor-contact procedure in accordance with site policy. Demonstrate professional communication with at least two distinct stakeholder groups (e.g., prospective tenants and property owners) by drafting written correspondence and participating in at least one face-to-face or virtual meeting observed and evaluated by the site supervisor. Apply fair housing principles and ethical standards in every client interaction during the placement, with zero substantiated violations recorded by the site supervisor. Maintain a complete, timestamped field log for all 162 hours that connects each worksite activity to a specific IREM CPM exam domain or state license law topic area. Receive a passing composite score on the employer's final competency evaluation form, demonstrating readiness for entry-level employment as a real estate salesperson or assistant property manager.

Lessons · 4 blocks

#	Lesson	Hr	Type	Objective	Activities	Materials	Check
1	Orientation, Site Safety, and Worksite Protocols	12	field	Students will identify all site-specific safety hazards, emergency procedures, and professional conduct expectations at their placement site and document them in a written orientation summary.	Complete the employer's new-worker orientation—reviewing emergency exit routes, injury-reporting procedures, COVID or similar health protocols, key-control and lockbox policies, and the brokerage or management firm's code of conduct; record all findings in a structured orientation worksheet. Walk the primary property or office site with the supervisor, photograph any OSHA-relevant hazard (e.g., trip hazards in common areas, chemical storage in maintenance closets, ladder-access points) and note the corrective action already in place or needed, referencing OSHA 10 general industry or construction standards as applicable. Role-play the firm's visitor and tenant check-in procedure with the supervisor acting as an evaluator, then write a one-page personal safety and conduct commitment statement that identifies three specific risks in this trade environment and how each will be mitigated during placement.	Employer orientation packet, site safety checklist (program-issued), OSHA 10 pocket card, smartphone or camera for hazard photos, personal protective equipment as required by site (e.g., hard hat and high-visibility vest for construction or renovation property visits), student field log binder	Supervisor signs the completed orientation worksheet confirming all sections were reviewed; student's written orientation summary correctly identifies at least three site-specific hazards with mitigations and earns a supervisor rating of 'Satisfactory' or higher — pass mark: supervisor sign-off plus a score of 80% or above on the program-issued orientation checklist rubric.
2	Supervised Leasing, Listing, and Client-Facing Operations	60	field	Students will perform at least five distinct supervised client-facing tasks—including a property showing, a lease-packet preparation, and one owner or tenant communication—documenting each in the field log with reference to the relevant state license law or IREM CPM domain.	Shadow and then co-conduct at least two residential or commercial property showings with a licensed broker or CPM; after each showing, complete a showing-debrief form that records the prospect's needs, the features communicated, fair housing compliance steps taken, and the follow-up action assigned—maps to State License Law (agency, disclosure, fair housing) and IREM CPM domain: Leasing and Marketing. Prepare a complete lease-packet for a new or renewing tenant under supervisor review: pull the approved lease form, populate all required fields, attach required state disclosure forms, calculate prorated rent and security deposit amounts, and submit the packet to the supervisor for a line-by-line compliance review before any tenant contact—maps to State License Law (contracts, disclosures) and IREM CPM domain: Tenant Relations and Lease Administration. Draft and send (or present for supervisor approval before sending) two pieces of professional written correspondence—one to a property owner updating them on leasing activity and one to a prospective or current tenant—then debrief with the supervisor on tone, legal compliance, and accuracy; log the activity with the IREM CPM domain: Communications and Client Relations.	State-approved lease and disclosure forms (provided by brokerage), MLS or property management software access (site-issued credentials), fair housing quick-reference card, rent proration worksheet (program-issued), student field log binder, employer debrief form	Field log entries for each activity are reviewed bi-weekly by both the site supervisor and the program instructor; each entry must include the date, task, time spent, credential domain mapped, and supervisor initials — pass mark: 80% of entries rated 'Satisfactory' or above on the program field-log rubric, and supervisor confirms zero fair housing or license-law violations.
3	Property Inspection, Maintenance Coordination, and Financial Records	60	field	Students will complete at least two supervised property inspections using a standardized checklist, initiate at least one work order or vendor contact, and reconcile or review at least one basic property financial report, logging each activity with the corresponding IREM CPM exam domain.	Conduct a move-in or routine property inspection alongside the supervisor using the program-issued inspection checklist: assess unit condition room by room, photograph deficiencies, assign a severity rating (routine, urgent, emergency), and produce a written inspection report that is reviewed by the supervisor before being filed—maps to IREM CPM domain: Property and Asset Management; also reinforces State License Law knowledge of habitability standards. Using the firm's maintenance request system (software or paper-based), initiate a complete work order for at least one identified deficiency: select the appropriate vendor category, draft the work description in plain language, confirm insurance or license status of vendor per firm policy, and follow the order through to supervisor sign-off; debrief with supervisor on the prioritization decision and cost-control considerations—maps to IREM CPM domain: Maintenance and Risk Management. Sit with the property manager or accountant to review one month's operating statement or rent roll for a property in the portfolio: identify income line items, operating expense categories, and any variance from budget; then complete a structured financial-review worksheet noting three observations and one question for the supervisor—maps to IREM CPM domain: Financial Operations; reinforces trade math skills from Course 1.	Program-issued property inspection checklist, site maintenance-request software or paper work-order forms, smartphone or camera for documentation, sample operating statement or rent roll (provided by site, with any confidential tenant data redacted per firm policy), financial-review worksheet (program-issued), student field log binder, PPE as required (safety vest, gloves) for exterior or maintenance-area inspections	Two completed inspection reports signed by supervisor and filed per firm protocol; one closed work order with supervisor confirmation of correct procedure; one completed financial-review worksheet reviewed by program instructor — pass mark: all three deliverables rated 'Satisfactory' or above on the field-log rubric, and inspection reports contain zero missed mandatory checklist items as confirmed by supervisor.
4	Final Employer Evaluation and Reflective Field Log Completion	30	field	Students will submit a complete, organized field log for all 162 hours and participate in a formal end-of-placement evaluation meeting with the site supervisor, achieving a passing composite score that confirms entry-level professional readiness.	Compile and organize the complete field log: sort all entries chronologically, verify that every hour is accounted for with a task description, time notation, and credential domain mapped, then write a two-page reflective summary identifying three professional strengths demonstrated during placement and two areas for continued development—this document is submitted to both the site supervisor and the program instructor one week before the final evaluation meeting. Participate in the formal end-of-placement employer evaluation meeting: the supervisor completes the program's standardized competency rating form covering professional conduct, leasing and listing skills, property management tasks, communication, fair housing compliance, and safety practices; the student responds to at least three evaluator questions about specific placement experiences, citing concrete examples from the field log. Present a five-to-ten minute verbal summary to the program instructor (in person or via video call) covering the placement site's business model, the credential exam domains encountered in real tasks, one ethical challenge or gray-area situation observed, and how classroom knowledge translated to worksite practice—this debrief serves as the student's professional reflection and is recorded in the field log as the final entry.	Complete student field log binder (all 162 hours), program-issued employer competency evaluation form, program instructor evaluation rubric, state license law summary sheet and IREM CPM domain outline (for reference during debrief), any firm-provided performance documentation	Field log is complete with 162 hours documented and all entries supervisor-initialed; reflective summary addresses all required elements; employer competency evaluation composite score meets or exceeds the pass threshold; verbal debrief is coherent and grounded in specific field-log examples — pass mark: employer composite rating of 'Satisfactory' or above (minimum 80% of items rated satisfactory) AND program instructor rates the field log and verbal debrief at 80% or above on the program rubric.

Assessments

Assessment	Type	Weight	Pass standard	Method & rubric
Employer Competency Skills Demonstration Evaluation	Skills demonstration	70%	Composite score of 80% or above on the program-issued employer competency rating form, with no individual domain rated below 'Needs Improvement' (i.e., every domain must reach at least the 'Satisfactory' level), and zero documented fair housing or state license law violations during placement.	The site supervisor completes the program's standardized employer competency rating form at the conclusion of the placement, rating the student across six domains: professional conduct and ethics, leasing and listing operations, property management and maintenance coordination, client and stakeholder communication, financial record review, and safety compliance. Ratings are discussed in a formal evaluation meeting with the student, and the completed form is submitted directly to the program instructor to serve as the primary skills demonstration record for this course. Competency · Safety · Attendance · Conduct · Initiative
Field Log and Reflective Journal	Log	30%	All 162 hours documented with timestamped entries, supervisor initials on each entry, and at least one credential exam domain (State License Law topic or IREM CPM domain) cited per activity; reflective summary rated 80% or above on the program rubric for completeness, accuracy of domain mapping, and quality of professional reflection.	The student maintains a running field log throughout the placement, recording every worksite activity with the date, duration, task description, domain mapped, and supervisor initials; the log concludes with a two-page written reflective summary and the notes from the final verbal debrief with the program instructor. The complete log is submitted to the program instructor for review and scoring using the program's field-log rubric, and it serves as the permanent record of supervised hours required for any future credential application that demands documented work experience. Complete · Verified

BUS-REAL58-09 Exam prep

Certification Exam Preparation: State RE Salesperson License & IREM CPM

45 hr · ~~$450~~ COMPLIMENTARY

This 45-hour course systematically reviews every domain tested on the State Real Estate Salesperson licensing exam and the IREM Certified Property Manager (CPM) credential exam, using timed practice sets, gap analysis, and full-length mock exams. Students identify weak content areas through diagnostic scoring, then reinforce those areas through targeted review before sitting full simulated exams under realistic conditions. The course ends with a comprehensive mock exam block that mirrors the format, pacing, and content weighting of both credentialing bodies.

Outcomes

Correctly answer practice questions across all major State RE Salesperson exam content domains—including real estate law, contracts, valuation, finance, and agency—at a passing-score level on a full-length timed mock exam.
Correctly answer practice questions across all major IREM CPM exam content domains—including financial management, property operations, leasing, risk management, and ethics—at a passing-score level on a full-length timed mock exam.
Use a personal score report from a diagnostic practice set to construct and execute a written study plan that allocates review time proportional to demonstrated weakness in each domain.
Apply test-taking strategies—including time allocation per question, elimination of distractors, and flagging for review—to improve accuracy and pacing on timed multiple-choice exams.
Interpret a post-mock score report to distinguish mastered domains from those requiring additional self-study before the live credentialing exam.
Demonstrate professional exam-day conduct by following standardized testing protocols, including proper handling of scratch materials and consistent pacing throughout a full-length simulated exam.

Course text

How the course runs. 4 blocks: Diagnostic Assessment and Study Plan Development; Targeted Domain Review — State RE Salesperson Exam; Targeted Domain Review — IREM CPM Exam; Full-Length Mock Exams and Final Score Review.

What competent looks like. Correctly answer practice questions across all major State RE Salesperson exam content domains—including real estate law, contracts, valuation, finance, and agency—at a passing-score level on a full-length timed mock exam. Correctly answer practice questions across all major IREM CPM exam content domains—including financial management, property operations, leasing, risk management, and ethics—at a passing-score level on a full-length timed mock exam. Use a personal score report from a diagnostic practice set to construct and execute a written study plan that allocates review time proportional to demonstrated weakness in each domain. Apply test-taking strategies—including time allocation per question, elimination of distractors, and flagging for review—to improve accuracy and pacing on timed multiple-choice exams. Interpret a post-mock score report to distinguish mastered domains from those requiring additional self-study before the live credentialing exam. Demonstrate professional exam-day conduct by following standardized testing protocols, including proper handling of scratch materials and consistent pacing throughout a full-length simulated exam.

Lessons · 4 blocks

#	Lesson	Hr	Type	Objective	Activities	Materials	Check
1	Diagnostic Assessment and Study Plan Development	8	practice	Students complete a timed diagnostic practice set for each exam, score it by domain, and produce a written prioritized study plan with specific topics and hours allocated per domain.	Complete a 100-question timed diagnostic practice set covering State RE Salesperson exam domains (real estate law and regulation, agency relationships, contracts, property ownership and transfer, valuation and appraisal, finance, and fair housing), then score by domain using the provided answer key and domain map. Complete a 75-question timed diagnostic practice set covering IREM CPM exam domains (financial management, maintenance and operations, leasing and marketing, risk management, ethics, and leadership), then score by domain using the provided answer key and domain map. Using both score reports, complete a 'Gap Analysis Worksheet' that lists each domain, the student's percentage correct, the recommended benchmark, the gap, and a planned number of review hours; compile findings into a one-page written study plan with a daily schedule for Lessons 2 and 3.	Printed or LMS-delivered 100-question State RE Salesperson diagnostic practice set; printed or LMS-delivered 75-question IREM CPM diagnostic practice set; domain-coded answer keys and domain-weighting reference sheets for each exam; Gap Analysis Worksheet template; student planners or calendar grids; pens, highlighters.	Instructor reviews Gap Analysis Worksheet and study plan for completeness and logical time allocation; study plan must identify at least one specific topic per domain with fewer than 70% correct and assign measurable review hours; pass standard: all required fields completed and study plan reviewed and initialed by instructor before Lesson 2 begins.
2	Targeted Domain Review — State RE Salesperson Exam	12	theory	Students review all major State RE Salesperson exam content domains through instructor-led explanation, worked examples, and focused practice sets, with emphasis on domains identified as weak in the diagnostic.	Participate in an instructor-led rotating review of each State RE Salesperson exam domain (real estate law and license law, agency and fiduciary duties, contracts and disclosures, property ownership and land use, valuation principles and comparative market analysis, financing concepts including loan types and the closing process, and fair housing law); for each domain, instructor presents key rules, common question formats, and frequent misconceptions, then students complete a 15-question domain-focused practice set and discuss wrong answers as a class. Work in pairs on a 'Rule Card' activity: for each domain, pairs write one index card summarizing the single most commonly tested rule or calculation (e.g., commission splits, loan-to-value ratio math, option contract requirements) in their own words, then present the card to another pair for peer correction before cards are collected by the instructor for accuracy review. Complete a 50-question crossover practice set that mixes all State RE Salesperson domains under timed conditions (1.5 minutes per question), then self-score and annotate each wrong answer with a one-sentence explanation of the correct rule, using course notes and the state real estate license law reference provided.	State real estate license law statutory reference (provided as course handout, jurisdiction-specific); instructor-prepared domain review slide decks; domain-focused practice question sets (15 questions each, 7 domains); blank index cards; 50-question mixed practice set with answer key; course textbooks from Courses 2–5 (Licensing Law, Contracts, Valuation, Leasing) as reference.	Domain-focused 15-question sets scored and discussed in class; Rule Cards reviewed by instructor for factual accuracy; 50-question timed mixed set scored and annotated wrong answers reviewed by instructor; students scoring below 70% on any domain set are flagged and assigned additional self-study practice questions from the LMS question bank before Lesson 3; pass standard: 70% or above on the 50-question mixed timed set.
3	Targeted Domain Review — IREM CPM Exam	12	theory	Students review all major IREM CPM exam content domains through instructor-led explanation, case scenarios, and focused practice sets, with emphasis on domains identified as weak in the diagnostic.	Participate in an instructor-led rotating review of each IREM CPM exam domain (financial management including budgeting, NOI, and financial reporting; property operations and maintenance management; leasing and marketing; risk management including insurance concepts and emergency procedures; ethics and the IREM Code of Professional Ethics; and leadership and human resources); for each domain, instructor presents key concepts, defines critical vocabulary (e.g., net operating income, capitalization rate, deferred maintenance, fiduciary duty), and works through a representative practice question type with think-aloud reasoning. Complete a case-scenario activity: given a two-page property management situation describing a 120-unit residential apartment complex with a deferred maintenance issue, a below-market occupancy rate, and a budget shortfall, student teams answer 12 structured questions that span financial, operations, leasing, and risk management domains, then debrief answers as a class against the IREM CPM domain framework. Complete a 50-question timed CPM-domain mixed practice set (1.5 minutes per question), self-score using the answer key, and complete a 'Second-Chance Log' in which students rewrite each wrong answer question in their own words and write the correct reasoning in one to two sentences, citing the specific IREM CPM domain; logs are submitted to instructor.	IREM CPM exam candidate handbook (current edition, available from IREM at irem.org); instructor-prepared IREM domain review slide decks; domain-focused practice question sets for CPM domains; two-page case-scenario packet for the team activity; 50-question mixed CPM practice set with answer key; Second-Chance Log template; IREM Code of Professional Ethics reference sheet.	Domain-focused practice sets scored and discussed; case-scenario team answers reviewed for correctness against instructor key; Second-Chance Log reviewed by instructor for accuracy and completeness; students scoring below 70% on any domain set are assigned targeted LMS question bank modules before Lesson 4; pass standard: 70% or above on the 50-question mixed timed set.
4	Full-Length Mock Exams and Final Score Review	13	practice	Students complete one full-length timed mock exam for the State RE Salesperson exam and one for the IREM CPM exam under standardized testing conditions, then use scored results to identify remaining gaps and confirm readiness.	Sit a full-length State RE Salesperson mock exam under standardized conditions (exam booklets distributed face down, no phones or notes, instructor-timed, answer sheet bubbled in pencil); questions reflect the content domains, difficulty distribution, and format of the live exam; upon time call, answer sheets are collected and scored by domain; students receive a printed score report showing percentage correct overall and by domain. Sit a full-length IREM CPM mock exam under standardized conditions using the same testing-room protocols; questions reflect CPM exam domains and include scenario-based items; upon time call, answer sheets are collected and scored by domain; students receive a printed score report. Participate in a structured 90-minute 'Score Conference' debrief: each student reviews both score reports, circles domains that remain below 70%, and meets one-on-one with the instructor for a 10-minute review session to discuss the top three priority topics for self-study before the live credentialing exam date; student then writes a one-page 'Final Readiness Summary' identifying exam registration steps completed, remaining weak domains, and a self-study schedule for the days before the live exam.	Full-length State RE Salesperson mock exam (150 questions, printed and sealed until exam start); full-length IREM CPM mock exam (120 questions, printed and sealed); No. 2 pencils; bubble answer sheets; instructor answer keys and domain-weighting scoring guides; printed individual score report templates; exam-day protocol checklist (valid ID requirements, arrival time, prohibited items) from state licensing authority and IREM; Final Readiness Summary template.	State RE Salesperson mock exam: student must score 70% or above overall to be assessed as exam-ready; IREM CPM mock exam: student must score 70% or above overall to be assessed as exam-ready; students scoring below 70% on either mock exam receive a written remediation assignment (minimum 2 additional hours of targeted LMS practice in flagged domains) and may request a second mock sitting if time permits; Final Readiness Summary reviewed and signed by instructor; pass standard: 70% or above on both full-length mock exams.

Assessments

Assessment	Type	Weight	Pass standard	Method & rubric
Full-Length Dual Mock Certification Exam	Mock certification exam	100%	70% or above on the full-length State RE Salesperson mock exam AND 70% or above on the full-length IREM CPM mock exam, both administered under standardized timed testing conditions; students who do not meet the threshold on either exam must complete a documented remediation plan before the program issues an exam-readiness endorsement.	Students sit one full-length State RE Salesperson mock exam and one full-length IREM CPM mock exam on the same day under standardized testing-room conditions that replicate the live credentialing environment, including timed administration, no-notes protocols, and bubble-sheet answer recording. Scored results are reported by domain so that the student and instructor can confirm readiness for the live credentialing exams or identify the specific content domains requiring additional self-study before registration. Score · Time management

Program completion

External credential: IREM CPM; State RE Salesperson License

Students sit the State Real Estate Salesperson License examination administered by their state real estate licensing authority, and work toward the IREM Certified Property Manager (CPM) credential administered by the Institute of Real Estate Management. Pass standard: Credential issued by the body.

Back to Real Estate & Property Management · How the school gets authority to award these credentials