Florida Department of Education
Curriculum Framework 

Program Title:	Real Estate Sales Agent
Program Type:	Career Preparatory
Career Cluster:	Marketing, Sales & Service

Career Certificate Program	
Program Number	M807010	
CIP Number	0252150107	
Grade Level	30, 31	
Program Length	63 hours	
Teacher Certification	Refer to the Program Structure section.	
CTSO	Collegiate DECA, FBLA-PBL	
SOC Codes (all applicable) 	Please see the CIP to SOC Crosswalk located at the link below.	
CTE Program Resources 	http://www.fldoe.org/academics/career-adult-edu/career-tech-edu/program-resources.stml	
Basic Skills Level	N/A	

Purpose

This program offers a sequence of courses that provides coherent and rigorous content aligned with challenging academic standards and relevant technical knowledge and skills needed to prepare for further education and careers in the Marketing, Sales and Service career cluster; provides technical skill proficiency, and includes competency-based applied learning that contributes to the academic knowledge, higher-order reasoning and problem-solving skills, work attitudes, general employability skills, technical skills, and occupation-specific skills and knowledge of all aspects of the Marketing, Sales and Service career cluster. 

The purpose of this program is to prepare students for employment as real estate sales agents, or to provide supplemental training for people previously or currently employed in these occupations.  The student is also prepared for the respective state license examination.

The content includes, but is not limited to, selling, buying, renting, advertising, and financing real estate and real estate services.

Additional Information relevant to this Career and Technical Education (CTE) program is provided at the end of this document.

Program Structure

This program is a planned sequence of instruction consisting of one occupational completion point.

This program is comprised of courses which have been assigned course numbers in the SCNS (Statewide Course Numbering System) in accordance with Section 1007.24 (1), F.S.  Career and Technical credit shall be awarded to the student on a transcript in accordance with Section 1001.44(3)(b), F.S.

To teach the course listed below, instructors must hold the teacher certification indicated for the course.

The following table illustrates the postsecondary program structure:

OCP	Course Number	Course Title	Teacher Certification	Length	
A	REE0047	Real Estate Sales Agent	Florida Licensed Real Estate Instructor	63 hours	

Common Career Technical Core – Career Ready Practices

Career Ready Practices describe the career-ready skills that educators should seek to develop in their students.  These practices are not exclusive to a Career Pathway, program of study, discipline or level of education.  Career Ready Practices should be taught and reinforced in all career exploration and preparation programs with increasingly higher levels of complexity and expectation as a student advances through a program of study. 

1. Act as a responsible and contributing citizen and employee. 

2. Apply appropriate academic and technical skills. 

3. Attend to personal health and financial well-being. 

4. Communicate clearly, effectively and with reason. 

5. Consider the environmental, social and economic impacts of decisions. 

6. Demonstrate creativity and innovation. 

7. Employ valid and reliable research strategies. 

8. Utilize critical thinking to make sense of problems and persevere in solving them. 

9. Model integrity, ethical leadership and effective management. 

10. Plan education and career path aligned to personal goals. 

11. Use technology to enhance productivity. 

12. Work productively in teams while using cultural/global competence. 

Standards

After successfully completing this program, the student will be able to perform the following:

01.0	Demonstrate an understanding of the real estate business.
02.0	Demonstrate an understanding of licensing laws and qualifications for licensure.
03.0	Demonstrate an understanding of licensing laws and administration.
04.0	Demonstrate an understanding of brokerage relationships and ethics.
05.0	Demonstrate an understanding of real estate brokerage operations.
06.0	Demonstrate an understanding of complaints, violations and penalties.
07.0	Demonstrate an understanding of federal and state housing laws.
08.0	Demonstrate an understanding of property rights (estates, tenancies and multiple ownership interests).
09.0	Demonstrate an understanding of title, deeds and ownership restrictions.
10.0	Demonstrate an understanding of legal descriptions.
11.0	Demonstrate an understanding of real estate contracts.
12.0	Demonstrate an understanding of real estate finance.
13.0	Demonstrate an understanding of the mortgage market.
14.0	Demonstrate an understanding of computations and title closing.
15.0	Demonstrate an understanding of estimating real property value.
16.0	Demonstrate an understanding of product knowledge.
17.0	Demonstrate an understanding of real estate investment analysis and business opportunity brokerage.
18.0	Demonstrate an understanding of taxes affecting real estate brokerage.
19.0	Demonstrate an understanding of the real estate market.
20.0	Demonstrate an understanding of planning and zoning.
21.0	

Florida Department of Education
Student Performance Standards

Program Title:	Real Estate Sales Agent
Career Certificate Program Number:	M807010

Course Number:  REE0047
Occupational Completion Point:  A
Real Estate Sales Agent – 63 Hours	
01.0	Demonstrate an understanding of the real estate business.  The student will be able to:	
01.01	Define “farm area.”	
01.02	Distinguish among the five major sales specialties.	
01.03	Define “business opportunity brokerage.”	
01.04	Define “absentee owner.”	
01.05	Define “USPAP.”	
01.06	Distinguish between a CMA and an appraisal.	
01.07	Define “dedication.”	
01.08	Distinguish among the three categories of residential construction.	
02.0	Demonstrate an understanding of licensing laws and qualifications for licensure.  The student will be able to:	
02.01	Define sales associate, broker associate, and broker.	
02.02	List the academic requirements for sales associate and broker licenses.	
02.03	List the application requirements for sales associate and broker licenses.	
02.04	Identify services of real estate requiring licensure.	
02.05	Recognize exemptions from licensure.	
02.06	Distinguish between post-licensing education and continuing education.	
03.0	Demonstrate an understanding of licensing laws and administration.  The student will be able to:	
03.01	Describe the composition of and member qualifications for the Florida Real Estate Commission.	
03.02	Explain how members of the Florida Real Estate Commission are appointed.	
03.03	Distinguish between active license status and inactive license status.	
03.04	Explain the purpose of multiple and group licenses.	
03.05	Distinguish between void licenses and ineffective licenses.	
04.0	Demonstrate an understanding of brokerage relationships and ethics.  The student will be able to:	
04.01	Distinguish between the terms general agent and special agent.	
04.02	Describe which legal provisions apply only to residential real estate transactions.	
04.03	Describe the duties of a transaction broker.	
04.04	Describe the duties and disclosure requirements that single agents have to their principals.	
04.05	Define “dual agent.”	
04.06	Describe the purpose and requirements of the Florida No Brokerage Relationship Notice.	
04.07	List the real estate licensee’s duties in a no-brokerage relationship.	
04.08	Describe the process of transitioning from a single agent to a transaction broker.	
04.09	Identify actions that will lead to the termination of an agency.	
04.10	Recognize activities that would constitute fraud.	
05.0	Demonstrate an understanding of real estate brokerage operations.  The student will be able to:	
05.01	Identify the requirements for a broker’s office(s).	
05.02	Explain what determines whether a temporary shelter must be registered as a branch office.	
05.03	List the requirements related to sign regulation.	
05.04	List the requirements related to the regulation of advertising by real estate licensees.	
05.05	Explain the term “immediately” as it applies to earnest money deposits.	
05.06	Describe the four settlement procedures available to a broker who has received conflicting demands or who has a good-faith doubt as to who is entitled to disputed funds.	
05.07	Explain the rule regarding the advertisement of rental property information or lists or the negotiation of rentals.	
05.08	Describe the obligations placed on a sales associate who changes employers.	
05.09	Contrast the features of various types of business organizations.	
05.10	Explain real estate operations in a Limited Liability Corporation (LLC) and as a Professional Association (PA).	
05.11	Describe the benefits of various types of technology in real estate.	
05.12	Explain using electronic forms in real estate transactions and electronic signature “Do’s and Don’ts”.	
05.13	Explain which forms are required versus recommended in a real estate transaction (e.g., Lead-based Paint, Homeowners Association Riders, FHA, VA, etc.).	
06.0	Demonstrate an understanding of complaints, violations and penalties.  The student will be able to:	
06.01	Explain the procedures involved in the reporting of violations, the investigation of complaints and the conduct of hearings.	
06.02	Describe the elements of a valid complaint.	
06.03	Describe the composition of the probable cause panel.	
06.04	Describe events that would cause a license to be denied.	
06.05	Recognize actions that would cause a license to be subject to suspension or revocation.	
06.06	Identify individuals who would be eligible to seek reimbursement from the Real Estate Recovery Fund.	
06.07	Describe the monetary limits imposed by law on the Real Estate Recovery Fund.	
07.0	Demonstrate an understanding of federal and state housing laws.  The student will be able to:	
07.01	Describe the features of the Civil Rights Acts of 1866 and 1968.	
07.02	Recognize examples of steering, redlining, and blockbusting.	
07.03	Describe the features of the Truth-in-Lending Act, the Equal Credit Opportunity Act and the Real Estate Settlement Procedures Act.	
07.04	Describe the provisions of the Florida Residential Landlord and Tenant Act.	
08.0	Demonstrate an understanding of property rights (estates, tenancies and multiple ownership interests).  The student will be able to:	
08.01	Define “land,” “real estate” and “real property.”	
08.02	List and explain the physical components of real property.	
08.03	Explain the four tests courts use to determine if an item is a fixture.	
08.04	Distinguish between real and personal property.	
08.05	Describe the bundle of rights associated with real property ownership.	
08.06	List the principal types of estates (tenancies) and describe their characteristics.	
08.07	Describe the features associated with the Florida Homestead Law.	
08.08	Distinguish among cooperatives, condominiums and timeshares.	
08.09	Describe the five main documents associated with condominiums.	
09.0	Demonstrate an understanding of title, deeds and ownership restrictions.  The student will be able to:	
09.01	Differentiate between voluntary and involuntary alienation.	
09.02	Explain the various methods of acquiring the title to real property.	
09.03	Describe the conditions necessary to acquire real property by adverse possession.	
09.04	List and describe the various types of governmental and private restrictions on ownership of real property.	
09.05	Distinguish between actual notice and constructive notice.	
09.06	Distinguish between an abstract of title and a chain of title.	
09.07	Explain the different types of title insurance.	
09.08	Describe the essential elements of a deed.	
09.09	List and describe the four types of statutory deeds.	
10.0	Demonstrate an understanding of legal descriptions.  The student will be able to:	
10.01	Explain the necessity for legal land descriptions.	
10.02	List and explain the various methods of describing real property.	
10.03	Calculate the number of acres in a parcel described by the government survey system.	
10.04	Identify the location of a township by township and range number.	
10.05	Number the sections of a township.	
11.0	Demonstrate an understanding of real estate contracts.  The student will be able to:	
11.01	List and describe the essentials of a real estate contract.	
11.02	Describe the differences between formal contracts and parol contracts.	
11.03	Distinguish among bilateral, unilateral, implied, express, executor and executed contract.	
11.04	Describe the various ways in which an offer is terminated.	
11.05	Describe the various methods of terminating a contract.	
11.06	Explain the remedies for a breach of contract.	
11.07	Describe the effects of the statute of frauds and the statute of limitations.	
11.08	Describe the elements of an option.	
11.09	Differentiate among the various types of listings.	
12.0	Demonstrate an understanding of real estate finance.  The student will be able to:	
12.01	Distinguish between title theory and lien theory doctrines.	
12.02	Distinguish between the mortgage instrument and the note.	
12.03	Explain the provisions of the various mortgage clauses.	
12.04	Differentiate among FHA, VA and conventional mortgages.	
12.05	Describe the features of amortized, adjustable, package and purchase-money mortgages.	
12.06	Explain the purpose of an estoppel certificate.	
12.07	Calculate the loan-to-value (LTV) ratio, given the purchase price and down payment amounts.	
12.08	Calculate the down payment, given the purchase price and LTV ratio.	
13.0	Demonstrate an understanding of the mortgage market.  The student will be able to:	
13.01	Describe the factors that influence the supply and demand for mortgage funds.	
13.02	Distinguish between the primary and secondary markets.	
13.03	Understand the mortgage practices of commercial banks, savings associations, mutual savings banks and life insurance companies.	
13.04	Distinguish between a mortgage banker and mortgage broker.	
13.05	Describe the three methods the federal government uses to control the supply of money in circulation.	
13.06	Describe the functions of Fannie Mae, Ginnie Mae and Freddie Mac.	
13.07	Calculate the cost of discount points and the approximate yield resulting from discounts.	
14.0	Demonstrate an understanding of computations and title closing.  The student will be able to:	
14.01	Compute a sale commission.	
14.02	Calculate the percent of profit or loss, given the original cost of the investment, the sale price and the dollar amount of profit or loss.	
14.03	Amortize a level-payment plan mortgage when given the principal amount, the interest rate and the monthly payment amount.	
14.04	Prorate the buyer’s and seller’s expenses using either the 30-day-month method or the 365-day method.	
14.05	Calculate the dollar amount of transfer taxes on deeds, mortgages and notes.	
14.06	Allocate taxes and fees to the proper parties and compute individual costs.	
15.0	Demonstrate an understanding of estimating real property value.  The student will be able to:	
15.01	Differentiate among the terms “price,” “cost,” and “value.”	
15.02	Describe the four characteristics of value.	
15.03	Differentiate among the three approaches to estimating the value of real property.	
15.04	Describe the three types of depreciation and recognize examples of each type.	
15.05	Apply the steps in the various approaches to estimating value when given an appropriate scenario.	
16.0	Demonstrate an understanding of product knowledge.  The student will be able to:	
16.01	Contrast pier and slab-on-grade foundations.	
16.02	Distinguish among the various lot types.	
16.03	Distinguish among the three types of frame construction.	
16.04	Identify various roof styles.	
16.05	Explain how a basic electrical system works.	
16.06	Describe basic residential plumbing and mechanical systems.	
16.07	Identify the various window types.	
17.0	Demonstrate an understanding of real estate investment analysis and business opportunity brokerage.  The student will be able to:	
17.01	Identify the advantages and disadvantages of investing in real estate.	
17.02	Distinguish among the various types of risk.	
17.03	Explain the concepts of liquidity and leverage.	
17.04	Describe the similarities and differences between real estate brokerage and business brokerage.	
17.05	Describe the types of expertise required in business brokerage.	
17.06	Distinguish among the methods of appraising businesses.	
17.07	Describe the steps in the sale of a business.	
18.0	Demonstrate an understanding of taxes affecting real estate brokerage.  The student will be able to:	
18.01	Distinguish between immune and exempt or partially-exempt properties.	
18.02	Calculate the total tax exemptions on a property, given a scenario.	
18.03	Describe the various personal exemptions available to qualified owners of homestead property.	
18.04	Compute the property tax on a specific parcel, given the current tax rates, assessed value and eligible exemptions.	
18.05	List the steps involved in the tax appeal procedure.	
18.06	Describe the purpose of Florida’s Green Belt Law.	
18.07	Calculate the cost of a special assessment, given the conditions and amounts involved.	
18.08	List tax advantages resulting from home ownership.	
19.0	Demonstrate an understanding of the real estate market.  The student will be able to:	
19.01	List factors that influence supply and demand for real estate.	
19.02	Describe the five characteristics unique to the real estate market.	
19.03	Distinguish between a buyer’s market and a seller’s market.	
20.0	Demonstrate an understanding of planning and zoning.  The student will be able to:	
20.01	Distinguish among the six types of land-use planning background studies.	
20.02	Distinguish among zoning ordinances, building codes and health ordinances.	
20.03	Explain the purposes of a variance, a special exception and a nonconforming use.	
20.04	Calculate the number of lots available for development, given the total number of acres contained in a parcel, the percentage of land reserved for streets and other facilities and the minimum number of square feet per lot.	
20.05	Describe the characteristics of a planned unit development.	

Additional Information

Laboratory Activities

Laboratory investigations that include scientific inquiry, research, measurement, problem solving, emerging technologies, tools and equipment, as well as, experimental, quality, and safety procedures are an integral part of this career and technical program/course. Laboratory investigations benefit all students by developing an understanding of the complexity and ambiguity of empirical work, as well as the skills required to manage, operate, calibrate and troubleshoot equipment/tools used to make observations. Students understand measurement error; and have the skills to aggregate, interpret, and present the resulting data. Equipment and supplies should be provided to enhance hands-on experiences for students.

Career and Technical Student Organization (CTSO)

Collegiate DECA and Future Business Leaders of America-Phi Beta Lambda (FBLA-PBL) are the co-curricular career and technical student organization(s) providing leadership training and reinforcing specific career and technical skills.  Career and Technical Student Organizations provide activities for students as an integral part of the instruction offered.  

Cooperative Training – OJT

On-the-job training is appropriate but not required for this program.  Whenever offered, the rules, guidelines, and requirements specified in the OJT framework apply. 

Accommodations

Federal and state legislation requires the provision of accommodations for students with disabilities to meet individual needs and ensure equal access. Postsecondary students with disabilities must self-identify, present documentation, request accommodations if needed, and develop a plan with their counselor and/or instructors. Accommodations received in postsecondary education may differ from those received in secondary education. Accommodations change the way the student is instructed. Students with disabilities may need accommodations in such areas as instructional methods and materials, assignments and assessments, time demands and schedules, learning environment, assistive technology and special communication systems. Documentation of the accommodations requested and provided should be maintained in a confidential file.

Note: postsecondary curriculum and regulated secondary programs cannot be modified.