The Graduate, Realtor® Institute program includes seven courses, available online or in a classroom. The full program consists of 105 coursework hours on topics such as marketing, profitability, listings and real estate law.
Each GRI series module combines a 15-hour course with a 1.5-hour exam. Each module is approved for continuing education credit or 15 hours of sales associate, broker/broker associate post-licensing credit. Students must complete all course work within 5 years to earn the designation.
The GRI 101, 102 and 103 are offered at no cost to incoming ECAR members who are newly licensed and need 45 hours of Florida post-license credit.
GRI 100 Series: Standards of Practice
GRI 101 : Realtors: Professionalism and the Law
Standards of Practice 101 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit + 3 hours of Core Law credit + 3 hours of Ethics and Business Practices credit OR 15 hours of Sales Associate Post-Licensing Credit per module.
101 – Professional Standards…
• Compare regulatory concepts with that of the National Association of REALTORS® (NAR) Code of Ethics;
• Interpret key aspirational concepts found in the Preamble to the NAR Code of Ethics;
• Apply the concepts established in the Articles of the NAR Code of Ethics;
• Evaluate given scenarios for possible ethics violations based on the concepts and Standards of Practice established in Articles 1, 2, 12, and 17 of the NAR Code of Ethics;
• Outline the primary factors considered by hearing panels in procuring cause disputes;
• Apply the professional standards process for enforcing the NAR Code of Ethics;
• Illustrate with examples the violations of the “Pathways to Professionalism” courtesy and etiquette guidelines.
This curriculum qualifies for the periodic ethics training required by NAR. You will receive a certificate stating this along with your completion letter.
101 – Fair Housing and Diversity…
• Apply definitions of the seven protected classes and their exemptions to daily business encounters;
• Demonstrate behavior compliant with federal fair housing and related laws including the American with Disabilities Act (ADA);
• Compare obligations of the NAR Code of Ethics and REALTOR® Fair Housing Declaration to the requirements of the Fair Housing Act;
• Apply an understanding of the U.S. Housing and Urban Development’s (HUD) complaint and penalty process regarding fair housing violations;
• Demonstrate person-first behavior in the context of diversity;
• Construct a niche marketing plan that reflects an awareness of and sensitivity to diversity.
101 – Law…
• Demonstrate behavior consistent with the laws regarding relationships between brokers and associates and licensed and unlicensed persons;
• Demonstrate a working knowledge of general property ownership rights and types, and related applicable laws;
• Demonstrate behavior consistent with the federal laws affecting real estate;
• Demonstrate the ability to address the disclosure of facts affecting title or material value.
GRI 102 : Starting Your Business
Standards of Practice 102 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Sales Associate Post-Licensing Credit per module.
102 – Contacts to Contracts…
• Apply the elements of a professional image and marketing strategy to contacting potential clients;
• Apply methods to identify, capture, and qualify buyer clients;
• Prepare accurate, lawful contracts or documents related to the transaction while avoiding the unauthorized practice of law;
• Differentiate between the types of listing agreements;
• Upon examination, identify physical defects of the subject property prior to listing;
• Explain each party’s rights and obligations in documents related to the transaction while avoiding the unauthorized practice of law;
• Explain and guide buyers and sellers through applicable aspects of the transaction;
• Perform or assist with transaction tasks that are appropriate to buyers and sellers;
• Perform tasks unique to FHA and VA financing, including inspection requirements;
• Apply methods, including referral, to capture seller clients.
102 – Goal Setting and Business Planning…
• Prepare clear, concise, and attainable written goals;
• Differentiate between goal gross income and goal net income;
• Specify which activities they should do and how often in order to achieve their goals;
• Illustrate the importance of a business plan;
• Develop a basic business plan using at least three business plan elements;
• Complete a sample income statement using a case study;
• Complete a sample balance sheet using a case study;
• Complete a sample cash flow statement using a case study;
• Prepare financial and statistical information for use in goal-setting and business planning.
102- Professional Success: Transaction by Transaction…
• Identify behavior that erodes professional performance;
• Discuss what constitutes professional behavior;
• Understand items that can stop a transaction before it gets started;
• Determine if you are showing property properly;
• Know the REALTOR® Pathways to Professionalism;
• Identify the most common transaction pitfalls;
• Understand the issues regarding disclosures.
GRI 103 : Maximize Your Profitability
Standards of Practice 103 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit + 3 hours of Core Law credit OR 15 hours of Sales Associate Post-Licensing Credit per module.
• Describe how the primary and secondary (including GSEs) mortgage markets and entities operate;
• Demonstrate knowledge of the requirements and rules regarding VA loans, FHA-insured loans, and various conventional loan types;
• Perform basic calculations for fixed and adjustable-rate mortgages to include qualifying ratios, down payment, monthly payment, PMI, principal, interest, MIP and discount points;
• Perform calculations unique to VA loans and FHA-insured loans;
• Advise a client about the appropriateness of available loan products and programs;
• Determine when a client should be referred elsewhere for professional lending advice and processing;
• Describe the requirements and processes of a reverse annuity mortgage;
• Prepare a client for the three stages of the mortgage loan process;
• Demonstrate a working knowledge of the credit scoring system;
• Discover potentially fraudulent mortgage activity.
103- Negotiating and Counseling…
• Manipulate the critical elements of negotiation to a strategic advantage.
• Implement negotiation tactics and strategies appropriately;
• Demonstrate behavior consistent with the Four Negotiating Principles in a negotiation situation;
• Respond to and guide clients through negotiation objections and sales resistance;
• Summarize the job description and requirements of a real estate counselor;
• Evaluate the potential of real estate counseling as a career addition.
• Comply with the Florida Brokerage Relationship Disclosure Act;
• Demonstrate behavior consistent with the laws regarding relationships between brokers and associates and licensed and unlicensed persons;
• Demonstrate behavior consistent with the Florida laws affecting real estate;
• Describe the procedures involved in the entrustment and transfer of funds related to escrow;
• Demonstrate the ability to address the disclosure of facts affecting title or material value;
GRI 200 Series: Essential Real Estate Techniques
GRI 201 : It’s All About You!
Essential Real Estate Techniques 201 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Broker Post-Licensing Credit per module.
201- Taxes and Real Estate…
• Illustrate how marginal tax brackets are used;
• Calculate how real estate-related deductions affect taxes;
• Classify moving expenses as deductible or non-deductible;
• Calculate how IRC Section 121 exclusions affect taxes;
• Calculate capital gain on the sale of personal residence;
• Relate the impact of Foreign Investment in Real Property Tax Act (FIRPTA) requirements;
• Illustrate income tax ramifications of financing the purchase of a residential property;
• Classify debt as secured or non-secured.
201- Personal Promotion…
• Develop a USP, elevator speech, and brand for use in personal promotion;
• Apply the Do Not Call rules to marketing efforts;
• Utilize promotional materials and communication channels that are consistent with a personal brand, the target market, and an overall promotional plan;
• Determine a target market for personal promotional efforts;
• Use individualized marketing components as basis for the development of an overall personal promotional plan;
• Apply the NAR Code of Ethics to marketing efforts.
201- Sales and Marketing…
• Seek and provide the information necessary to best serve the customer;
• Apply the elements of a marketing plan to sell a property;
• Prepare a pre-listing and listing presentation;
• Demonstrate communication models that gain appointments, listings, and answer listing objections;
• Manage the complete listing process;
• Demonstrate an understanding of the issues relating to pricing a property;
• Use proven, successful approaches with “FSBO” and expired listings.
GRI 202 : Technology and Investments
Essential Real Estate Techniques 202 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Broker Post-Licensing Credit per module.
Real Estate Specialties GRI 202 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Broker Post-Licensing Credit per module.
202- Taxes and the Real Estate Professional…
• Choose a proficient tax preparer;
• Apply allowable deductions against commission to reduce tax liability;
• Calculate taxable income for an independent contractor;
• Apply methods to calculate automobile deductions;
• Classify allowable business expenses.
202- Technology Tools and Recourses…
• Relate the growth of technology in the real estate industry to consumer demands and expectations;
• Select electronic hardware (including computer, peripherals, accessories, etc.) appropriate to his or her needs;
• Select software and services appropriate to his or her needs;
• Utilize the minimum features and content necessary to develop a website;
• Apply Florida law, federal law, and the NAR Code of Ethics to all electronic marketing;
• Apply etiquette and best practices to all electronic marketing and communication;
• Enact basic maintenance and security measures to protect computer hardware and data.
• Catalogue the risks and benefits of investment real estate;
• Identify the terminology associated with income-investment property;
• Perform various investment analyses on a given property including the calculation of Effective Gross Income, Cash Flow, and Capitalization Rate;
• Calculate the sales price and tax consequences on the disposal or refinance of investment real estate;
• Calculate and explain tax related considerations for investment property such as interest deduction, passive loss, and depreciation.
GRI 300 Series: Essential Real Estate Techniques
GRI 301 : It’s More Than Just Sales
Real Estate Specialties GRI 301 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Broker Post-Licensing Credit per module.
• Generalize the role of the appraiser and the appraisal in a real estate transaction;
• Evaluate the forces at work in the marketplace as they affect appraisals;
• Apply the principles of appraisal to understand an appraisal report;
• Classify the six types of value;
• Use all applicable approaches to value when pricing various types of properties;
• Calculate the square footage of living area and the total lineal footage of a subject property;
• Predict what an appraiser will “look for” in the exterior and interior of a subject property;
• Relate the differences between an appraisal and a Comparative Market Analysis (CMA);
• Illustrate the differences between physical depreciation, functional obsolescence, and external obsolescence and how they affect property values.
301 Property Management and Common Ownership…
• Manage the most common property management assignments and the specific challenges with each;
• Perform the duties and obligations of a property manager for the owner(s);
• Perform the duties and obligations of a property manager for tenant(s);
• Operate (manage) properties in compliance with legal requirements;
• Demonstrate professional communication and business management skills as a property manager.
• Relate the value of exchanges as a strategy for customers to benefit from tax and financial incentives;
• Illustrate the differences between selling and exchanging properties under the tax laws;
• Apply the methods of exchanging under Section 1031 of the tax code.
GRI 302 : Thinking Outside the Box
Real Estate Specialties GRI 302 is a 15-hour course with a 1.5-hour exam approved for 8 hours of CE Specialty Credit OR 15 hours of Broker Post-Licensing Credit per module.
302 Land, Environment and Private Property Rights…
• Predict land use demand and the highest-best use of land;
• Relate federal laws regarding land use and the environment to the practice of real estate;
• Relate state laws regarding land use and the environment (including the “Growth Management Act”) to the practice of real estate;
• Disclose known adverse conditions to consumers;
• Evaluate urban land locations for potential use and growth patterns;
• Relate Florida’s property rights legislation to specific customer scenarios.
302 International Real Estate…
• Calculate the effect currency fluctuation has on a real estate transaction;
• Illustrate the essential elements of international transactions;
• Relate the expectations of international clients, including the importance of cultural sensitivity;
• Employ skills necessary to enhance effectiveness in building cross cultural relationships;
• Apply the regulations and taxes that must be adhered to by foreign parties participating in a real estate transaction.
302 An Introduction to Single Family Residential Construction… OBJECTIVES:
• Apply knowledge of building codes and the processes prior to construction when assisting customers in transactions;
• Apply knowledge of the supporting documentation surrounding the construction process (including codes, maps, liens, plans, and licenses);
• Demonstrate an ability to identify and discuss the basic structural components of a house;
• Advise customers regarding property conditions in terms of home inspections and warranties;
• Apply knowledge of “Green” concepts, issues, and practices when advising customers.
302 Brokerage Management…
• Evaluate, plan, and prepare in order to open a brokerage;
• Operate a brokerage in compliance with legal requirement;
• Apply basic managerial and leadership skills to brokerage operations and personnel;
• Develop brokerage policies, procedures, and budgets.