Pricing Strategies:Mastering the CMA Certification(PSA) In-Person & Virtual

MODULE 1:

CMA BUILDING BLOCKS

The CMA—Process and Presentation

Valuation Services Matrix

What Does a CMA Analyze?

CMAs For Sellers, Buyers, Real Estate Professionals

Cost, Price, or Value?

CMA Building Blocks

Pricing and the REALTOR® Code of Ethics

Gaining CMA Competency

Exercise: What Would You Do?

MODULE 2:

GETTING STARTED—SELECTING COMPARABLES

Choosing Comparables

Fannie Mae Guidelines

First Step—Identify Subject Characteristics

Location Guidelines

Date of Sale Guidelines

Size Guidelines

More Selection Criteria

Other Issues

Comparables—How Many?

Sources for Comparables.

Realtors Property Resource®

Comparable Roadblocks

Comparable Property Evaluation Checklist

Exercise: Selecting Comparables

MODULE 3:

COMBINING FACTS AND NUMBERS

Methods for Adjusting Comparables

Paired Sales Analysis

Making the Adjustments

Principles of Market Expectation and Substitution

Date of Sale and Time Adjustments

Specific Considerations in Determining Adjustments

Adjustment Pitfalls

Exercise: Adjusting Comparables, Figuring a Price Range

MODULE 4:

PREPARING THE CMA

Assembling the CMA Report

What the CMA Report Contains

Disclaimers

Preparing to Lead the Discussion

Understanding the Market

Buyer’s or Seller’s Market?

Exercise: Using Absorption Rate to Advise Clients

Retaining CMAs for Future Reference

Listening to the Market

Developing an Expert Network

Industry News Resources

MODULE 5:

PRESENTING THE CMA

Guiding Sellers and Buyers through the CMA

From Price Range to Listing or Offer Price

Educating Sellers and Buyers

Revisiting Price

Legal and Ethical Requirements

Exercise: What Would You Say?

Discussion: Your Challenges in Pricing Discussions

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MODULE 6:

WORKING WITH APPRAISERS

The Appraiser’s Role and Responsibilities

Steps in Working with the Appraiser

How to Read an Appraisal Report

When a Property Appraises Below Offer Price

The Long Life of FHA Appraisals

Requesting An Appraisal Reconsideration

How to Address A Low Appraisal and Tips for

Agents and Appraisers

Wrap Up

Host or Publisher Excel School of Real Estate (Hosting for Josh Cadillac)