Melanie McLane

ABR, CRB, CRS, ePRO, Green, GRI, RAA, SRES, SRS

Real estate agent and appraiser educator, Melanie J. McLane has decades of experience in all facets of real estate education: from course development to presentation.

Melanie’s Virtual Sessions Feature

  • A short video to help you promote

  • Resources and/or session materials for download

  • A 10-15 minute Bonus Q&A Session

  • A follow up with Melanie as arranged by you

  • A drawing for a free coaching session with Melanie

Appraisals in an Overheated Market

Navigate the challenges of an overheated market with extremely low inventory and multiple offers above listing price. This market has created friction between the appraisers--who must follow USPAP and lender guidelines and can only use existing comparable sales--and the agents who are seeing multiple above list offers, using escalation clauses, and appraisal contingencies. We’ll clarify roles, examine the symptoms of an overheated market, evaluate outlier sales versus incoming trends, and so much more:
• When the comps aren’t there—what happens?
• When the market is moving quickly, what can an appraiser do?
• How should buyers be advised if going over listed price may mean the property will not appraise?
• What will happen when this ends (and it will)?

Economics and Real Estate

What’s the Fed got to do with it? Lots! Economic forces impact real estate in many ways. We’ll discuss the history of economic trends and housing in the United States and give students the tools necessary to look at economic trends in order to be prepared for their effect on the housing market. This course is designed to help appraisers put economic trends in perspective within their market. 2 – 4 hrs

What’s It Worth?

This fast-paced session is packed with information to help REALTORS® understand the various facets of property pricing and evaluation while comparing and contrasting a BPO /CMA and an appraisal. You’ll get useful tips for accurately pricing a property based on analyzing supply and demand in a marketplace, focusing on the type of property and neighborhood, establishing neighborhood parameters in terms of price range and price per square foot, analyzing sales data with respect to units of comparison, and more. Led by a nationally recognized appraisal instructor, active appraiser, AND agent, you’ll better understand “where they got THAT number.” 3 – 4 hrs

Pricing in a Changing Market

In this course, case studies are adapted to either demonstrate stable, increasing, and declining markets, or just declining markets. It shows students how to read a market by analyzing supply, demand, list price/sales price ratio, days on market, seller concessions, and other factors. In many areas, the market matters more than the particular features of the property. We’ll discuss appraisal fundamentals, including influences on value and end with the ‘Seller’s 7 Deadly Sins.’ 3 – 4 hrs

Calculate Your Way to More Income

This course explores ways to add value to a transaction, or to create value in another niche by assisting consumers with things such as identifying highest and best use; determining whether a proposed improvement will result in increasing or decreasing returns; evaluating whether a property should be rehabbed, remodeled, or torn down; crunching the numbers on income producing properties to determine the return; and analyzing the effect of a 1031 Exchange versus a straight sale on a property. Alternate title Consult Your Way to More Income 4 – 7 hours

Big Data and Real Estate Professionals

Big data algorithms do predictive modeling, estimate value, detect market patterns, and more. Professionals industry-wide are using big data – from property valuation using AVMs (automated valuation model) to selling the leads generated by the listing back to the listing agent. Increasingly, computer models are using data to enhance or disrupt real estate. We’ll discuss big data’s pros and cons, issues with its use, and the agent or appraiser’s role in protecting consumers while obeying the law. 1 – 3+ hours

Basic Construction Refresher

This AQB approved course is designed for real estate agents and appraisers to review fundamental construction methods, both old and new, in residential real estate. We will cover construction, from site preparation to completion. Major components of a house are identified, including building materials and mechanical systems. Further, the course reveals ‘red flags’ that are discernible to agents and appraisers when inspecting a home for a listing, sale, or valuation. Finally, the course describes how physical and functional issues in houses affect value. 7 hrs; offered in cooperation with Hondros Learning. Note: other shorter courses on construction are available.

Anatomy of an Appraisal

It seems like everyone who looks at an appraisal report wants to find errors, fault or even fraud—or minimally, they just want to understand what is in the report. In this class, we examine the requirements of USPAP for preparing a report which has “credible results.” We will review what appraisers must do to abide with USPAP, what other layers of requirements are created by their clients and how to review an appraisal report to determine whether the report is “credible” or not. We will cover typical red flags, such as missing data, overuse of boilerplate, inconsistency of data and unsubstantiated adjustments. 3 – 4 hrs

Age in Place: Accessible Design, Smart Houses and the Agent

Do you plan on working with Millennials, Boomers, or the generations in between? This course is for you. The aging Baby Boomer population and advancing technology is changing both new construction and existing housing. Builders, agents, and others in the industry will be challenged to find housing designed for all of life’s stages, abilities and sophistications. Smart Home amenities (such as “assistive domotics”) will help aging or disabled populations stay in their homes while also enticing Millennials and others with enhanced control and comfort (86% of Millennials are willing to spend more money for already implemented Smart Home technology). Find out about these new consumer demands, accessible design features, trending technology and the value cost benefit so you’re ready for any generation. 2 – 4 hrs

Valuation in the Internet Age: Zapping Zillow®

One of the biggest challenges today for agents is contending with “values” consumers get from AVMs (Automated Valuation Models), such as Zillow®. Buyers and sellers “know” that this information is correct—but professionals know this information is often flawed. On top of that, lenders are using AVMs to second guess appraisers, as well as using CU® [Collateral Underwriter] to challenge appraisers. Agents need to be on top of their game to be able to explain and demonstrate to consumers why a value from a local REALTOR® is much more reliable than a “zestimate” or other online value. We will also discuss how REALTORS® can use RPR® (REALTORS® Property Resource). 1.5 – 3 hrs

Hybrid Appraisals–Safe or Sorry?

We’ll explore hybrid appraisal models being used by some appraisal management companies in which another person, such as a real estate licensee, collects data and takes photos of a property. This information is then passed on to a certified real estate appraiser who performs a desk-top appraisal using the information provided by the third party. We will explore USPAP compliance, E & O insurance coverage, and if this is just a simpler way to do more appraisals or something with inherent risk. 1 – 3 hrs

Green Trends

What’s the current buzz on Green? Find out what’s trending and how to identify new materials, methods and techniques in building. This course covers new construction and retrofitting, greening the MLS, adjusting for green features, and understanding what motivates buyers. 2.5 – 4 hrs

Financing and Closing the Real Estate Transaction

We will cover the basics of financial qualification, review lender ratios, the three C’s of credit, how amortization works, and the basic financial skills needed by a real estate licensee. We will also discuss lenders’ requirements for various loan programs, how lenders are valuing properties for mortgages, and how to shepherd a sale to a successful closing. Please bring a financial calculator that can calculate mortgages and outstanding balances or download a smart phone app that does so. 3.5 hrs

Anatomy of a House

When you sell a house, what are you selling? Every agent should know and understand the anatomy of a house. In this class, we define and discuss the parts of the building envelope; the systems within a house and how they function; what agents should look for when listing homes and what is typically found in various types of residential construction. 2-4 hrs

7 Construction Facts Appraisers Wish You Knew

Don’t miss this fast-moving session covering the facts and about construction every REALTOR should know. Rich with photographs and specific strategies regarding new and old construction, you’ll learn to how to identify key red flags affecting value and functionality. 1.5 – 3 hrs

Competition, Cooperation and Common Courtesy

Real estate is a uniquely cooperative, yet competitive, business. Courtesy to others is essential for ongoing smooth professional interactions. Buyers and sellers come and go; transactions close, but real estate professionals find themselves interacting with their competitors over and over again. REALTORS® need to keep in mind the Code of Ethics, business ethics, and NAR’s “Pathways to Professionalism,” all while keeping their clients’ needs foremost. 1-3 hours

What will “Normal” Look Like? Market Indicators to Watch

We don’t know when we will return to ‘normal’, what it will look like and whether our market will continue to be strong, or we will have challenges. In this webinar, we’ll talk about the things you need to keep your eye on as market indicators. 30 mins

Using Social Media when You have to Social Distance

In this webinar, we’ll discuss how to keep in touch with clients while you are under quarantine, using social media that your clients use. We’ll also discuss how make this time productive for you, so you can hit the ground running when the market re-opens. 30 mins

Fun and Games!

This fast-paced course is a review of how to engage students from beginning to end, touching on techniques which will engage all four types of adult learners. We design ice-breakers, games, polling, case studies, and other techniques within the classroom. (1-3 hours; time flexible)

I Have an Idea for a Course: Now What?

This is course in how to write a course and get it approved by a licensing board, and make the students want to take it! We review Bloom’s taxonomy, and work on it in class, writing learning objectives. We draw on the three learning domains (which will be reviewed, students do not need to take all of these courses, or in any order) and discuss and plan how to implement the ideas. We practice writing case studies, and we explore scaffolding, which is building a skill set with a learner so that they progress from a lack of knowledge to competence. (1-3 hours; time flexible)

What Am I Doing Here?

This is Melanie’s basic IDW and it covers things all instructors need to learn, or be reminded about. That include Knowles’ five learning assumptions, the four types of adult learners, the three learning domains, and how to identify and prepare your teaching plan to match up with your students and the domain best suited to the topic. (1-3 hours; time flexible)

Getting to Yes—Negotiating on Behalf of Your Client

Learn how to successfully negotiate on behalf of your client, without violating fiduciary duties. The goal of every negotiation is win/win; agents need to consult with their clients to determine the client’s goal and then structure a negotiating strategy that will help them reach it. Agents tend to focus on price; negotiations are about price, terms, and conditions. Part of a negotiation includes carefully reading the contract as presented and determining, with the client, what is acceptable and what needs to be negotiated.

Fair Housing in a Diverse World

This course covers the real life dilemmas agents find themselves in, with respect to diversity among buyers and sellers, and the requirements of Fair Housing. We will review national, state, and if applicable, local fair housing laws, as well as the changes to Article 10 in the REALTOR® Code of Ethics. We will discuss the necessity of agents providing equal access to all clients, as well as respecting the diversity of clients. 2 – 4 hours

Navigating Cooperation with Competition

The real estate business is uniquely cooperative and competitive. To succeed in real estate, agents need to know how to cooperate, compromise and – above all – remain professional. Agents owe duties to their clients, customers, and to all consumers. We will review the NAR Code of Ethics and the requirements for presentation of offers, disclosures and notices to consumers and other agents. Broker Version Available. 1-3 hours

Ethical Behavior in a Wired World

Most agents today are involved in social media. They’re on Facebook, LinkedIn; they are tweeting and blogging—but are they doing it in an ethical manner? Social media is a great way to market . . . and a great way to destroy your reputation. Ethical Behavior in a Wired World explains to agents how to use social media in a professional and ethical way. 3-4 hours

So What Have You Done for Me Lately?

Many members take the association and its many activities for granted. Some, if not many, members are ignorant of the amount of services provided by an association. Many members think of the board as “only the MLS” and tend to see membership as a cost of doing business, not a benefit. In this workshop, we’ll discuss ways to both increase value to the members as well as communicate to the members the value added by an association.

Procuring Cause: Whose Commission Is It, Anyway?

Commission issues affect REALTOR® associations, as well as REALTORS®. When a dispute over a commission arises, the local AE or staff may need to convene an arbitration hearing panel. Guiding a hearing panel through an arbitration hearing is often a challenge for an association executive or professional standards administrator, particularly if there are few such hearings at their local association. This workshop is designed to assist the AE or Pro Standards Administrator to work confidently with arbitration panels for the benefit of the association’s members.

The Power of Synergy: How to Work with Volunteers

The AE sets the association culture, which should involve mutual respect and shared goals. Not all volunteers are on board with the association culture. Some volunteers become involved because of personal agendas, whether it is building a resume or trying to “fix the board.” The AE is also challenged with drawing members from various specialties into the association, as well as bringing in fresh faces and developing future leadership. Gain tips and techniques you need to interact with your diverse members while still accomplishing association goals.

Risk Management: What You Say and Do Can be Used Against You

Real estate licensees have duties and responsibilities to consumers as well as their customers and clients. These duties are based on federal, state, and local laws and regulations. Participants in this course will learn more about fiduciary duties, the most frequent claims against agents, misrepresentation and fraud, agency, fair housing, escrow, and risk reduction. 2.5 – 4 hours

Policy Matters! Designing Your Office Policy Manual

An office policy and procedures manual can be the most dynamic document you have in your broker arsenal. Real estate licensees affiliated with a brokerage look to management for guidance in determining how they will respond to specific real estate situations that may or may not be covered by real estate law. Reduce your vicarious liability for licensee performance and build a firm foundation for your company mission and vision by attending this vital course on building your office policies. 3 – 4 hrs

Multiple Offers: Keeping It Legal, Ethical and Sane

This course will discuss the legal and ethical issues of multiple offers, as well as the agent’s fiduciary duties to clients. The REALTOR® Code of Ethics, as well as state law, will be discussed, compared and contrasted. 3 – 4 hrs

Advertising, Social Media and the Agent

Family room? Mother-in-law suite? Can you say those things in an ad? What does the REALTOR® Code of Ethics have to say about advertising? Is a Tweet an advertisement? Advertising, Social Media and the Agent explores requirements for advertising according to HUD guidelines, which includes Fair Housing, as well as Article 12 in the Code of Ethics. Is a Tweet an ad? What about Facebook? If you don’t know, you need to find out! May be made state specific. 2 – 4 hours

10 Do’s and Don’ts for Working with Appraisers

What should you do (or not do) as an agent when working with an appraiser? What is the appraiser doing and why? The relationship between appraisers and agents should be professional and one of mutual respect. Good appraisers value input and information from agents; good agents understand that appraisers have a framework they must work within to produce credible results. In this fast-paced class, we talk about the issues surrounding appraisers, agents and the resulting friction on both sides: both the “deal-killers” and “trying to influence me” situations. 1.5 – 3 hours

Real estate agent and appraiser educator, Melanie J. McLane has decades of experience in all facets of real estate education: from course development to the presentation. She is a REBAC Hall of Fame trainer and was RSPS of the Year in 2012. She was recently named Pennsylvania’s REALTOR® of the Year.

Melanie is a certified appraiser, licensed associate broker, and seasoned real estate educator.

Decades of experience in the real estate industry, she has owned and operated a real estate brokerage, taught everything from pre-licensing through designation courses, and continues to practice as both an appraiser and an associate broker. She is a certified USPAP instructor.

In addition to her own courses, Melanie’s sessions include most of the National Association of  REALTORS®, REBI and REBAC courses.

Appraisals in an Overheated Market

Navigate the challenges of an overheated market with extremely low inventory and multiple offers above listing price. This market has created friction between the appraisers--who must follow USPAP and lender guidelines and can only use existing comparable sales--and the agents who are seeing multiple above list offers, using escalation clauses, and appraisal contingencies. We’ll clarify roles, examine the symptoms of an overheated market, evaluate outlier sales versus incoming trends, and so much more:
• When the comps aren’t there—what happens?
• When the market is moving quickly, what can an appraiser do?
• How should buyers be advised if going over listed price may mean the property will not appraise?
• What will happen when this ends (and it will)?

Using Social Media when You have to Social Distance

In this webinar, we’ll discuss how to keep in touch with clients while you are under quarantine, using social media that your clients use. We’ll also discuss how make this time productive for you, so you can hit the ground running when the market re-opens. 30 mins

What will “Normal” Look Like? Market Indicators to Watch

We don’t know when we will return to ‘normal’, what it will look like and whether our market will continue to be strong, or we will have challenges. In this webinar, we’ll talk about the things you need to keep your eye on as market indicators. 30 mins

Competition, Cooperation and Common Courtesy

Real estate is a uniquely cooperative, yet competitive, business. Courtesy to others is essential for ongoing smooth professional interactions. Buyers and sellers come and go; transactions close, but real estate professionals find themselves interacting with their competitors over and over again. REALTORS® need to keep in mind the Code of Ethics, business ethics, and NAR’s “Pathways to Professionalism,” all while keeping their clients’ needs foremost. 1-3 hours

Multiple Offers: Keeping It Legal, Ethical and Sane

This course will discuss the legal and ethical issues of multiple offers, as well as the agent’s fiduciary duties to clients. The REALTOR® Code of Ethics, as well as state law, will be discussed, compared and contrasted. 3 – 4 hrs

10 Do’s and Don’ts for Working with Appraisers

What should you do (or not do) as an agent when working with an appraiser? What is the appraiser doing and why? The relationship between appraisers and agents should be professional and one of mutual respect. Good appraisers value input and information from agents; good agents understand that appraisers have a framework they must work within to produce credible results. In this fast-paced class, we talk about the issues surrounding appraisers, agents and the resulting friction on both sides: both the “deal-killers” and “trying to influence me” situations. 1.5 – 3 hours

Advertising, Social Media and the Agent

Family room? Mother-in-law suite? Can you say those things in an ad? What does the REALTOR® Code of Ethics have to say about advertising? Is a Tweet an advertisement? Advertising, Social Media and the Agent explores requirements for advertising according to HUD guidelines, which includes Fair Housing, as well as Article 12 in the Code of Ethics. Is a Tweet an ad? What about Facebook? If you don’t know, you need to find out! May be made state specific. 2 – 4 hours

Policy Matters! Designing Your Office Policy Manual

An office policy and procedures manual can be the most dynamic document you have in your broker arsenal. Real estate licensees affiliated with a brokerage look to management for guidance in determining how they will respond to specific real estate situations that may or may not be covered by real estate law. Reduce your vicarious liability for licensee performance and build a firm foundation for your company mission and vision by attending this vital course on building your office policies. 3 – 4 hrs

Risk Management: What You Say and Do Can be Used Against You

Real estate licensees have duties and responsibilities to consumers as well as their customers and clients. These duties are based on federal, state, and local laws and regulations. Participants in this course will learn more about fiduciary duties, the most frequent claims against agents, misrepresentation and fraud, agency, fair housing, escrow, and risk reduction. 2.5 – 4 hours

The Power of Synergy: How to Work with Volunteers

The AE sets the association culture, which should involve mutual respect and shared goals. Not all volunteers are on board with the association culture. Some volunteers become involved because of personal agendas, whether it is building a resume or trying to “fix the board.” The AE is also challenged with drawing members from various specialties into the association, as well as bringing in fresh faces and developing future leadership. Gain tips and techniques you need to interact with your diverse members while still accomplishing association goals.

Procuring Cause: Whose Commission Is It, Anyway?

Commission issues affect REALTOR® associations, as well as REALTORS®. When a dispute over a commission arises, the local AE or staff may need to convene an arbitration hearing panel. Guiding a hearing panel through an arbitration hearing is often a challenge for an association executive or professional standards administrator, particularly if there are few such hearings at their local association. This workshop is designed to assist the AE or Pro Standards Administrator to work confidently with arbitration panels for the benefit of the association’s members.

So What Have You Done for Me Lately?

Many members take the association and its many activities for granted. Some, if not many, members are ignorant of the amount of services provided by an association. Many members think of the board as “only the MLS” and tend to see membership as a cost of doing business, not a benefit. In this workshop, we’ll discuss ways to both increase value to the members as well as communicate to the members the value added by an association.

Ethical Behavior in a Wired World

Most agents today are involved in social media. They’re on Facebook, LinkedIn; they are tweeting and blogging—but are they doing it in an ethical manner? Social media is a great way to market . . . and a great way to destroy your reputation. Ethical Behavior in a Wired World explains to agents how to use social media in a professional and ethical way. 3-4 hours

7 Construction Facts Appraisers Wish You Knew

Don’t miss this fast-moving session covering the facts and about construction every REALTOR should know. Rich with photographs and specific strategies regarding new and old construction, you’ll learn to how to identify key red flags affecting value and functionality. 1.5 – 3 hrs

Navigating Cooperation with Competition

The real estate business is uniquely cooperative and competitive. To succeed in real estate, agents need to know how to cooperate, compromise and – above all – remain professional. Agents owe duties to their clients, customers, and to all consumers. We will review the NAR Code of Ethics and the requirements for presentation of offers, disclosures and notices to consumers and other agents. Broker Version Available. 1-3 hours

Anatomy of a House

When you sell a house, what are you selling? Every agent should know and understand the anatomy of a house. In this class, we define and discuss the parts of the building envelope; the systems within a house and how they function; what agents should look for when listing homes and what is typically found in various types of residential construction. 2-4 hrs

Financing and Closing the Real Estate Transaction

We will cover the basics of financial qualification, review lender ratios, the three C’s of credit, how amortization works, and the basic financial skills needed by a real estate licensee. We will also discuss lenders’ requirements for various loan programs, how lenders are valuing properties for mortgages, and how to shepherd a sale to a successful closing. Please bring a financial calculator that can calculate mortgages and outstanding balances or download a smart phone app that does so. 3.5 hrs

Green Trends

What’s the current buzz on Green? Find out what’s trending and how to identify new materials, methods and techniques in building. This course covers new construction and retrofitting, greening the MLS, adjusting for green features, and understanding what motivates buyers. 2.5 – 4 hrs

Hybrid Appraisals–Safe or Sorry?

We’ll explore hybrid appraisal models being used by some appraisal management companies in which another person, such as a real estate licensee, collects data and takes photos of a property. This information is then passed on to a certified real estate appraiser who performs a desk-top appraisal using the information provided by the third party. We will explore USPAP compliance, E & O insurance coverage, and if this is just a simpler way to do more appraisals or something with inherent risk. 1 – 3 hrs

Valuation in the Internet Age: Zapping Zillow®

One of the biggest challenges today for agents is contending with “values” consumers get from AVMs (Automated Valuation Models), such as Zillow®. Buyers and sellers “know” that this information is correct—but professionals know this information is often flawed. On top of that, lenders are using AVMs to second guess appraisers, as well as using CU® [Collateral Underwriter] to challenge appraisers. Agents need to be on top of their game to be able to explain and demonstrate to consumers why a value from a local REALTOR® is much more reliable than a “zestimate” or other online value. We will also discuss how REALTORS® can use RPR® (REALTORS® Property Resource). 1.5 – 3 hrs

Age in Place: Accessible Design, Smart Houses and the Agent

Do you plan on working with Millennials, Boomers, or the generations in between? This course is for you. The aging Baby Boomer population and advancing technology is changing both new construction and existing housing. Builders, agents, and others in the industry will be challenged to find housing designed for all of life’s stages, abilities and sophistications. Smart Home amenities (such as “assistive domotics”) will help aging or disabled populations stay in their homes while also enticing Millennials and others with enhanced control and comfort (86% of Millennials are willing to spend more money for already implemented Smart Home technology). Find out about these new consumer demands, accessible design features, trending technology and the value cost benefit so you’re ready for any generation. 2 – 4 hrs

Anatomy of an Appraisal

It seems like everyone who looks at an appraisal report wants to find errors, fault or even fraud—or minimally, they just want to understand what is in the report. In this class, we examine the requirements of USPAP for preparing a report which has “credible results.” We will review what appraisers must do to abide with USPAP, what other layers of requirements are created by their clients and how to review an appraisal report to determine whether the report is “credible” or not. We will cover typical red flags, such as missing data, overuse of boilerplate, inconsistency of data and unsubstantiated adjustments. 3 – 4 hrs

Basic Construction Refresher

This AQB approved course is designed for real estate agents and appraisers to review fundamental construction methods, both old and new, in residential real estate. We will cover construction, from site preparation to completion. Major components of a house are identified, including building materials and mechanical systems. Further, the course reveals ‘red flags’ that are discernible to agents and appraisers when inspecting a home for a listing, sale, or valuation. Finally, the course describes how physical and functional issues in houses affect value. 7 hrs; offered in cooperation with Hondros Learning. Note: other shorter courses on construction are available.

Fair Housing in a Diverse World

This course covers the real life dilemmas agents find themselves in, with respect to diversity among buyers and sellers, and the requirements of Fair Housing. We will review national, state, and if applicable, local fair housing laws, as well as the changes to Article 10 in the REALTOR® Code of Ethics. We will discuss the necessity of agents providing equal access to all clients, as well as respecting the diversity of clients. 2 – 4 hours

Big Data and Real Estate Professionals

Big data algorithms do predictive modeling, estimate value, detect market patterns, and more. Professionals industry-wide are using big data – from property valuation using AVMs (automated valuation model) to selling the leads generated by the listing back to the listing agent. Increasingly, computer models are using data to enhance or disrupt real estate. We’ll discuss big data’s pros and cons, issues with its use, and the agent or appraiser’s role in protecting consumers while obeying the law. 1 – 3+ hours

Calculate Your Way to More Income

This course explores ways to add value to a transaction, or to create value in another niche by assisting consumers with things such as identifying highest and best use; determining whether a proposed improvement will result in increasing or decreasing returns; evaluating whether a property should be rehabbed, remodeled, or torn down; crunching the numbers on income producing properties to determine the return; and analyzing the effect of a 1031 Exchange versus a straight sale on a property. Alternate title Consult Your Way to More Income 4 – 7 hours

Pricing in a Changing Market

In this course, case studies are adapted to either demonstrate stable, increasing, and declining markets, or just declining markets. It shows students how to read a market by analyzing supply, demand, list price/sales price ratio, days on market, seller concessions, and other factors. In many areas, the market matters more than the particular features of the property. We’ll discuss appraisal fundamentals, including influences on value and end with the ‘Seller’s 7 Deadly Sins.’ 3 – 4 hrs

What’s It Worth?

This fast-paced session is packed with information to help REALTORS® understand the various facets of property pricing and evaluation while comparing and contrasting a BPO /CMA and an appraisal. You’ll get useful tips for accurately pricing a property based on analyzing supply and demand in a marketplace, focusing on the type of property and neighborhood, establishing neighborhood parameters in terms of price range and price per square foot, analyzing sales data with respect to units of comparison, and more. Led by a nationally recognized appraisal instructor, active appraiser, AND agent, you’ll better understand “where they got THAT number.” 3 – 4 hrs

Economics and Real Estate

What’s the Fed got to do with it? Lots! Economic forces impact real estate in many ways. We’ll discuss the history of economic trends and housing in the United States and give students the tools necessary to look at economic trends in order to be prepared for their effect on the housing market. This course is designed to help appraisers put economic trends in perspective within their market. 2 – 4 hrs

Getting to Yes—Negotiating on Behalf of Your Client

Learn how to successfully negotiate on behalf of your client, without violating fiduciary duties. The goal of every negotiation is win/win; agents need to consult with their clients to determine the client’s goal and then structure a negotiating strategy that will help them reach it. Agents tend to focus on price; negotiations are about price, terms, and conditions. Part of a negotiation includes carefully reading the contract as presented and determining, with the client, what is acceptable and what needs to be negotiated.

What Am I Doing Here?

This is Melanie’s basic IDW and it covers things all instructors need to learn, or be reminded about. That include Knowles’ five learning assumptions, the four types of adult learners, the three learning domains, and how to identify and prepare your teaching plan to match up with your students and the domain best suited to the topic. (1-3 hours; time flexible)

I Have an Idea for a Course: Now What?

This is course in how to write a course and get it approved by a licensing board, and make the students want to take it! We review Bloom’s taxonomy, and work on it in class, writing learning objectives. We draw on the three learning domains (which will be reviewed, students do not need to take all of these courses, or in any order) and discuss and plan how to implement the ideas. We practice writing case studies, and we explore scaffolding, which is building a skill set with a learner so that they progress from a lack of knowledge to competence. (1-3 hours; time flexible)

Fun and Games!

This fast-paced course is a review of how to engage students from beginning to end, touching on techniques which will engage all four types of adult learners. We design ice-breakers, games, polling, case studies, and other techniques within the classroom. (1-3 hours; time flexible)

DESIGNATION/CERTIFICATION COURSES

ABR Core Course, Accredited Buyer Representative.

ABR Electives: Real Estate Marketing Reboot, Successful Buyer Representation in New Home Sales, Successful Buyer Representation in Relocation, Buyers by Generation 

PSA, Pricing Strategy Advisor: Pricing Strategies: Mastering the CMA (Melanie is co-author and lead instructor)

Green Day 1: The Resource-Efficient Home – Retrofits, Remodels, Renovations, and New Home Construction

Green Day 2: Why All Clients are Green and How to Represent Them

CRB, Certified Real Estate Brokerage Manager Courses: Business Planning for Maximum Results, Position Your Business for Profit, Real Estate is Risky Business, Sales Leadership that Drives Performance

RSPS, Resort and Second-Home Property Specialist, Home Sweet Home (Melanie was editor of the latest rewrite & named “RSPS of 2012”)

SRES, Seniors Real Estate Specialist

SRS, Sellers Representative Specialist

USPAP (Uniform Standards of Professional Appraisal Practice)

Appraisers throughout the United States are required to take the 15-hour USPAP course in order to become a certified or licensed appraiser. Every two years, each licensed or certified appraiser must take the 7-hour USPAP update course. Only instructors such as Melanie who are certified by the Appraisal Qualifications Board (AQB) may teach these courses.

Watch Melanie in Action

Melanie’s Past Conferences

She is a wealth of knowledge and our members like that when she teaches she teaches to the meat, there’s no fluff with her.

Lacy Schuldt
Director of Education and Professional Development
Minneapolis Area REALTORS®

Thank you so much and thank you for your wonderful course. I am very impressed with you, your knowledge and your gift of teaching. If only all time spent in class was as worthwhile as the time I spent with you. My thanks again …

Ester Seguiti
REALTOR®

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