Anne Marie Lorusso, sales representative

In this seminar, Mark Weisleder, LL.B., REI, teaches how to make sure you never lose a deal and always develop loyal clients.

The objectives of this course are to understand:

1. Tricks that buyers or their lawyers insert into offers to enable them to terminate the agreement without penalty if the market suddenly drops;
2. Why being careful and prepared will save your clients unwelcome surprises after closing a deal.

• Learn how to effectively deal with any change to the fine print of the Ontario standard form Agreement of Purchase and Sale, or an addition in any schedule that changes the meaning of the fine print

Also covered:

• Understand why client surveys both before and after closing will assist you in developing loyal clients
• Learn why sellers are not agreeing to return deposits even after the home inspection report is not satisfactory to the buyer
• Understand all the issues and how to protect a buyer and seller in a multiple offer situation
• Learn what it means when a warranty survives closing
• Understand if a closet organizer is a chattel or a fixture
• Learn what happens when a property is damaged prior to closing
• Understand how to properly sign up prospects to Buyer Representation Agreements in a more timely manner.

Below you’ll see a list of (most of) the courses I’ve taken just this year.  I like to say that I have unpopular opinions which, I’m quite certain, other agents would say I’m crazy for expressing.  I’ll usually preface what I say with “you’re going to think I’m crazy for saying this but” and then I’ll tell you what I think.  I also answer the question “what do you think about….” with “do you want me to tell you what you want to hear or what I really think” beause what I think often won’t be the popular opinion. 

So, all that being said, I like taking courses from our Continuing Education series so that I can have a broad knowledge on a variety of topics.  I tend to know a little bit about a lot of things and know who to call when I don’t know the answer to your question.  I may not always have the fine details on immediate recall but I will usually remember something and can get back to you with a complete answer soon. 

You’ll find that most realtors take the minimum amount of courses (about 3-5 per year) and avoid taking these courses until the very last minute because they don’t value on-going learning the way that I do.  I dare you to ask your realtor to name any of the courses they’ve studied in the past year through our Continuing Education series… then call me.

Here’s my list… (12 courses in 2011)

• Tips & Tricks, Parts 1, 2 and 3
• Advanced Real Estate: Tips you need to know
• Buyer Beware: The Buyer’s Duty to Inspect, The Agent’s duty to Protect.
• Land Registry & Assessment Data
• Boundary Rights – Fence Lines, Title Disputes and Related Issues
• Buying a New Condominium: Legal Issues for Salespeople
• Real Estate Council of Ontario Code of Ethics under the Real Estate and Business Brokers Act (of Ontario)  - our (required) update on our Code of Ethics.
• The Buyer Representation Agreement – which I don’t necessarily agreewith by the way!  Ask me what I think.
• Understanding Social Media
• Technology Tools Update: Re-Districting and More
• A Comprehensive Review of MLS Rules

Upcoming courses – 12 more to be taken in 2012:

• Appraisal for Superior Sales
• Perfecting your Evaluations
• MPAC update for 2012
• Home Inspections & the Real Estate Transaction
• The Realtor and the Minor Variance
• Legal Concerns for Residential Properties
• Residential Investment Properties
• The Ins and Outs of Multi-Residential Buildings
• Title Insurance
• The Grey Market in Real Estate
• Insurance Concerns for Buyers
• Wills and Estate Planning

*** Please note ***  I do not expect you to sign a Buyer Representation upon meeting me or even on our first or even second meeting.  I am happy to prove myself and earn your confidence and respect during those first couple of meetings.  I am happy to respond questions about this issue in person or on the phone and how this document makes a difference to you and our relationship.

This course teaches you how to deal effectively with your Buyer Client.

• Qualifying the buyer – the first meeting with the client
• Identifying and establishing goals for the buyer client relationship
• Explaining the benefits of being a Buyer Client
• Explaining the pitfalls of not being officially represented by a Realtor
• An introduction to the Buyer Registry Service (BRS)

This course is designed to help Salespeople/Brokers in the advancement of their professional career in dealing with “Buyer/Clients” in a practical manner. It covers all aspects of Salespeople/Broker’s duties and responsibilities, from the first contact to the offer presentation. Throughout this course, the requirements of REBBA 2002 Code of Ethics are discussed as they apply to your day-to-day business.