ࡱ>  HJ=>?@ABCDEFG bjbj g_`sss$PT;$"'Y(o(o(o(تتتΚКККККККsت"تتتКo(o(Gت^lo(so(ΚتΚN ~{G,o(g9+6^&<؂ gg`gsz@ تتتتتتتККHتتتتتتتgتتتتتتتتت :  The Code of Ethics: Our Promise of Professionalism The REALTORS Code of Ethics Quadrennial Member Education Program Third Cycle Facilitators Guide  (Copyright 2009 NATIONAL ASSOCIATION OF REALTORS( The Code of Ethics: Our Promise of Professionalism Facilitators Guide ____________________________________________________________________________________ Table of Contents Facilitators Guide General Instructions 1 Objectives (5 minutes) 2 Exercise: Ice-breaker (10 minutes) 4 Part 1: History of the Code of Ethics (10 minutes) 6 Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 8 1. Business Ethics (5 minutes) 8 2. Aspirational Concepts of the Preamble to the Code (10 minutes) 10 3. The Structure of the Code and How It Is Amended (10 minutes) 14 4. The Code and the Law (5 minutes) 16 5. Pathways to Professionalism (5 minutes) 18 Exercise: Pathways to Professionalism (10 minutes) 20 Part 3: Enforcement of the Code of Ethics 24 1. Background (5 minutes) 24 2. REALTOR Dispute Resolution (5 minutes) 26 3. Informal Dispute Resolution Ombudsman Program (10 minutes) 28 4. Informal Dispute Resolution Mediation Program (10 minutes) 30 5. Filing an Ethics Complaint (10 minutes) 32 6. Filing an Arbitration Request (10 minutes) 34 Part 4: Concepts of Procuring Cause in Arbitration (10 minutes) 36 1. NARs Arbitration Guidelines 36 2. Key Factors in Procuring Cause Disputes 36 Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics 38 1. Article 1 (5 minutes) 38 Exercise: Article 1 Case Study (10 minutes) 40 2. Article 2 (5 minutes) 44 Exercise: Article 2 Case Study (10 minutes) 46 3. Article 12 (5 minutes) 50 Exercise: Article 12 Case Studies (20 minutes) 52 4. Article 17 (5 minutes) 60 Exercise: Article 17 Case Study (10 minutes) 62 Part 6: Conclusion (10 minutes) 66 (Copyright 2009 NATIONAL ASSOCIATION OF REALTORS( ( Facilitators Guide General Instructions How This Course Works Updated for the third quadrennial training cycle, this course is designed to reach adult learners, based on the principle that different people learn differently. Its format and structure depend on a variety of learning techniques to reach different types of learners through variety and interest and involvement in participatory exercises. Concepts are introduced through discussion points, exercises, and case studies. The exercises may be applied in a variety of ways all are conducive to group work, but most can be completed individually, followed by town hall-style feedback discussions with the participants. Note: All Quadrennial Code of Ethics course training materials are available on line at:  HYPERLINK "http://www.realtor.org/mempolweb.nsf/pages/quadrennialtrainingmaterials" http://www.realtor.org/mempolweb.nsf/pages/quadrennialtrainingmaterials. Optional Examination An optional true-false examination comprised of 25 questions is provided with the course materials available on line. How the Facilitators Guide Works It is recommended that the Facilitators Guide either be printed or photocopied as a double-sided (back-to-back) document. This guide contains exactly the same information as the Participants Guide on the right-facing pages and is supplemented with facilitators notes and instructions for each exercise and discussion on the left-facing pages, indicated by the heading: ( Facilitators Notes. Course Time Allotment Approximate instructional times for each segment and exercise are indicated throughout this facilitators guide by a clock: (. Instructional times also are indicated following each heading in the Table of Contents preceding this page. The course is comprised of three-and-one-half (3.5) hours of instruction to meet or exceed continuing education credit requirements in many states. In addition to the instruction time, it is recommended to give two short breaks (not more than 15 minutes each). If a shorter course is required, or if it is necessary only to meet the 2.5-hour NAR minimum requirement, then some of the exercises may be completed by participants outside of class. However, be sure to let participants know where to obtain the exercise answers so that they benefit from completing them on their own. Participants Guide Page Numbers Corresponding Participants Guide page numbers are indicated as PG, page __ on both the PowerPoint slides and in the facilitators instructions at the start of each segment and exercise. PowerPoint Presentation The PowerPoint presentation slides are numbered to correspond to the order of the material being presented and are indicated in the Facilitator s Notes as % Slide __. The slides themselves feature corresponding page numbers for the Participant s Guide, indicated as: PG, page __. Course Copyright This course is copyrighted by the NATIONAL ASSOCIATION OF REALTORS( for use by REALTORS( and REALTOR associations, so please indicate that the materials are copyrighted by the National Association of REALTORS( when copying them for distribution. Direct all comments or questions about the license and use of these materials to the NATIONAL ASSOCIATION OF REALTORS(. Objectives ( Facilitators Notes Suggested Method of Delivery: Share the learning objectives with the class; go over the course agenda and make any other introductory statements. ( Suggested time: 5 minutes Start time: _____ End time: _____ PG, page 1 % Slides 2 and 3 Objectives Upon completion of  The Code of Ethics: Our Promise of Professionalism course, participants will be able to: identify key aspirational concepts found in the Preamble to the NATIONAL ASSOCIATION OF REALTORS Code of Ethics describe general business ethics, and compare and contrast the REALTORS Code of Ethics with business ethics, generally describe the concepts established in Articles 1, 2, 12, and 17 of the Code of Ethics identify possible violations of the Code of Ethics specifically related to the Articles cited above, after participating in interactive learning methods (case studies, quizzes, role plays, demonstrations, and group discussions about fact scenarios) describe the professional standards process for enforcing the Code of Ethics, including the duty to arbitrate identify critical elements of due process as they relate to Code enforcement identify factors considered by hearing panels in procuring cause disputes Exercise: Ice-breaker ( Facilitators Notes Suggested Method of Delivery: An ice-breaker exercise is an excellent tool for involving participants and setting the tone for the class. It also quickly introduces participants to the concepts discussed in the material. Emphasize that this is not a graded exercise; rather, it is meant to familiarize participants with concepts to be discussed during the class. Assign each group all or several questions to answer, time permitting. (Example: Ask Table #1 to answer the first five questions). After the class finishes the exercise at their tables, ask each group to report their answers. ( Suggested time: 5 minutes for group work; 5 minutes for feedback from the group. Start time: _____ End time: _____ PG, page 2 % Slides 4 and 5 Ice-breaker Exercise Make only truthful and objective statements. Avoid the unauthorized practice of law. Participate in professional standards enforcement. Keep client funds in separate escrow accounts. Receive compensation from one party only with informed consent. Respect exclusive relationships. Cooperate with other brokers. Disclose present or contemplated interests in property. Treat all parties honestly. Arbitrate contractual disputes. Equal professional services for all. Make your true position known when presenting offers. Be competent in your field of practice. Get transactional details in writing. Disclose pertinent facts. Disclose financial benefits from recommending products/services. Paint a true picture in advertising.Answers 1. Article 15 2. Article 13 3. Article 14 4. Article 8 5. Article 7 6. Article 16 7. Article 3 8. Article 5 9. Article 1 10. Article 17 11. Article 10 12. Article 4 13. Article 11 14. Article 9 15. Article 2 16. Article 6 17. Article 12 Exercise: Ice-breaker Instructions: Read each statement and select the Article of the Code of Ethics from the list below that the statement most closely describes. Write the correct Article number in the space next to each statement. No Articles are to be selected twice. NOTE: The statements in this exercise do not fully represent the comprehensive ethical principles of each Article of the Code of Ethics. To gain a full understanding of the principles of the REALTORS Code of Ethics, each Article must be read and understood in its entirety. Choose from Articles: 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 14, 15, 16, 17 1. Make only truthful and objective statements. 2. Avoid the unauthorized practice of law. 3. Participate in professional standards enforcement. 4. Keep client funds in separate escrow accounts. 5. Receive compensation from one party only with informed consent. 6. Respect exclusive relationships. 7. Cooperate with other brokers. 8. Disclose present or contemplated interests in property. 9. Treat all parties honestly. 10. Arbitrate contractual disputes. 11. Equal professional services for all. 12. Make your true position known when presenting offers. 13. Be competent in your field of practice. 14. Get transactional details in writing. 15. Disclose pertinent facts. 16. Disclose financial benefits from recommending products/services. 17. Paint a true picture in advertising. _______ _______ _______ _______ _______ _______ _______ _______ _______ _______ _______ _______ _______ _______ _______ _______ _______  Part 1: History of the Code of Ethics ( Facilitators Notes Suggested Method of Delivery: Deliver a short lecture using the information below and the corresponding slides. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 3 % Slides 6 through 11 Lecture: Prior to 1900, the real estate business had a history of speculation, exploitation, and disorder. This was before state regulatory licensing agencies and consumer advocacy were established. It was a time when real estate practitioners, if licensed at all, were licensed as peddlers. It was an era of caveat emptor, when the motto of robber barons was, Let the public be damned. The NATIONAL ASSOCIATION OF REALTORS( was formed in 1908 and the Code of Ethics was adopted in 1913. The purpose of the Code was to establish a professional standard of conduct for real estate practitioners. The REALTOR( Code of Ethics is based on the concepts of service to the public, and a commitment to professionalism. These central concepts of public protection are the foundations upon which the Articles of the Code stand. The NATIONAL ASSOCIATION OF REALTORS( was one of the first business groups to adopt a code of ethics. The first Code included duties to clients and duties to other brokers. Later, when real estate license laws were established, many of these laws were based on the standards set in the REALTOR( Code of Ethics. To this day, many judicial decisions cite the REALTOR( Code of Ethics as the recognized standard of conduct in the real estate industry. Courts have applied the standards of conduct embodied in the Code of Ethics even to real estate licensees who are not REALTORS(. Similarly, the use of arbitration in monetary disputes between REALTORS( was a pioneering effort. While alternative dispute resolution systems such as arbitration and mediation are used in the civil law system more frequently today, the requirement that REALTORS( arbitrate monetary disputes between fellow REALTORS( has been in effect since the inception of the Code of Ethics nearly 90 ago. Furthermore, the first Code also provided for respect for other brokers exclusive relationships with clients and cooperation among members. Part 1: History of the Code of Ethics 1. Pre-1900 There was no licensing of real estate practitioners. Speculation, exploitation, and disorder was the rule. Caveat emptor (buyer beware) governed transactions. 2. NATIONAL ASSOCIATION OF REALTORS( Formed in 1908 The Code of Ethics was adopted in 1913 to establish professional standards of conduct. The Code of Ethics was the first business ethical code, after those of medicine, engineering, and law. Service to the public Commitment to professionalism The original Code included Duties to Clients and Duties to Other Brokers. 3. Code of Ethics as Basis for Later-adopted License Laws 4. Code Requirements Since its inception, the Code has required: Arbitration of contractual disputes between/among REALTORS Respect for other brokers exclusive relationships with clients Cooperation between members Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 1. Business Ethics ( Facilitators Notes Suggested Method of Delivery: Present the concept of business ethics to give participants a sense of how the REALTOR Code of Ethics fits into the overall picture of ethics in industry. Use accompanying slides. ( Suggested Time: 5 minutes Start time: _____ End time: _____ PG, page 4 % Slides 12 through 14 Lecture: Business ethics can be made up of industry codes, such as the REALTOR Code of Ethics, or can include company policies and individual moral values. Legal standards generally set minimum standards of conduct. Ethical standards usually encompass principles higher than legal standards. Regardless of their real estate business specialties (appraisal, residential, commercial, property management, etc.), all REALTORS are bound by the Code of Ethics. Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 1. Business Ethics What are "business ethics?" Industry codes and standards Company policies and practices Individual values Business ethics and legal standards Business ethics and the REALTORS( Code of Ethics Note: REALTORS engage in many specialty areas and may be subject to the various codes and canons of those fields (such as legal ethics, the Uniform Standards of Professional Appraisal Practice [USPAP], the National Auctioneers Association [NAA] Code of Ethics, and the codes of the NATIONAL ASSOCIATION OF REALTORS Institutes, Societies, and Councils, etc.). Regardless of their real estate specialties or fields of practice, all REALTORS are bound by the Code of Ethics of the NATIONAL ASSOCIATION OF REALTORS. Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 2. Aspirational Concepts of the Preamble to the Code ( Facilitators Notes Suggested Method of Delivery: Concepts embodied in the Preamble are presented as bullet points in the Participants Guide. Select three or four important concepts to impart in a lecture, using the information below and accompanying slides. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 5 % Slide 15 Lecture: The Preamble is the Code s aspirational foundation. While its concepts may not serve as the basis for disciplinary action against REALTORS(, they are timeless principles upon which the professionalism of the industry is based. In fact, every REALTOR( makes a personal commitment to uphold the Code of Ethics, which defines high standards of ethical conduct for our industry. The Code defines professionalism and is based on the overall concept of service to the public, embodying the values of honesty, integrity, fair dealing, and competency. It also protects practitioners who, if they follow the Code, will minimize their legal liabilities. [Lecture continued on page ___.) Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 2. Aspirational Concepts of the Preamble to the Code Preamble Under all is the land. Upon its wise utilization and widely allocated ownership depend the survival and growth of free institutions and of our civilization. REALTORS should recognize that the interests of the nation and its citizens require the highest and best use of the land and the widest distribution of land ownership. They require the creation of adequate housing, the building of functioning cities, the development of productive industries and farms, and the preservation of a healthful environment. Such interests impose obligations beyond those of ordinary commerce. They impose grave social responsibility and a patriotic duty to which REALTORS should dedicate themselves, and for which they should be diligent in preparing themselves. REALTORS, therefore, are zealous to maintain and improve the standards of their calling and share with their fellow Realtors a common responsibility for its integrity and honor. In recognition and appreciation of their obligations to clients, customers, the public, and each other, REALTORS continuously strive to become and remain informed on issues affecting real estate and, as knowledgeable professionals, they willingly share the fruit of their experience and study with others. They identify and take steps, through enforcement of this Code of Ethics and by assisting appropriate regulatory bodies, to eliminate practices which may damage the public or which might discredit or bring dishonor to the real estate profession. REALTORS having direct personal knowledge of conduct that may violate the Code of Ethics involving misappropriation of client or customer funds or property, willful discrimination, or fraud resulting in substantial economic harm, bring such matters to the attention of the appropriate Board or Association of REALTORS. (Amended 1/00) Realizing that cooperation with other real estate professionals promotes the best interests of those who utilize their services, REALTORS urge exclusive representation of clients; do not attempt to gain any unfair advantage over their competitors; and they refrain from making unsolicited comments about other practitioners. In instances where their opinion is sought, or where REALTORS believe that comment is necessary, their opinion is offered in an objective, professional manner, uninfluenced by any personal motivation or potential advantage or gain. The term REALTOR has come to connote competency, fairness, and high integrity resulting from adherence to a lofty ideal of moral conduct in business relations. No inducement of profit and no instruction from clients ever can justify departure from this ideal. In the interpretation of this obligation, REALTORS can take no safer guide than that which has been handed down through the centuries, embodied in the Golden Rule, Whatsoever ye would that others should do to you, do ye even so to them. Accepting this standard as their own, REALTORS pledge to observe its spirit in all of their activities whether conducted personally, through associates or others, or via technological means, and to conduct their business in accordance with the tenets set forth below. (Amended 1/07) Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 2. Aspirational Concepts of the Preamble to the Code ( Facilitators Notes (continued) PG, page 6 % Slides 16 through 18 Lecture  Under all is the land : This phrase is a powerfully descriptive beginning to the Preamble that sets the stage for all that follows. It clearly conveys the immense and all-encompassing nature of real estate and the real estate calling. Land is the foundation of many aspects of society, whether it be the basics of food and shelter or the more sophisticated aspects of economy and prosperity. Truly, REALTORS( deal in one of societys most important commodities. Golden Rule: There is no safer guide than that which has been handed down through the centuries, embodied in the Golden Rule: Whatsoever ye would that others should do to you, do ye ever so to them. Widely allocated ownership and widest distribution of land ownership: These phrases are presented in terms of the survival and growth of free institutions and of our civilization and with the notion that the interests of the nation and its citizens require . . . the widest distribution of land ownership. Such concepts speak to a fundamental premise upon which our nation was founded. Given that much of our law and governance derived from England, where the king used to hold much of the available land, it is understandable why our nations founders desired to have more than just a few individuals own vast quantities of it. The accumulation of land can lead to inordinate power in the hands of a few. REALTORS( support the fundamental concept that many persons owning small parcels of land is vital to our democracys efficient function. Several concepts relate to protecting the professions integrity. Aspirations to maintain and improve the standards of their calling, strive to become and remain informed on issues affecting real estate, identify and take steps to eliminate practices which may damage the public or which might discredit or bring dishonor to the real estate profession, and sharing with fellow REALTORS( a common responsibility for the integrity and honor of the real estate business, all speak to REALTORS common obligations in looking for the wider implications of their individual conduct during their daily practice. Competency, fairness, high integrity: Highlight these watchwords of professional conduct. No inducement of profit and no instruction from clients: This powerful principle directly follows competence, fairness and high integrity. In a nutshell, the entire paragraph summarizes the critical concepts of the Code. Important Note: Remind participants that the Preamble may not be the basis for disciplining a REALTOR. Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 2. Aspirational Concepts of the Preamble to the Code (continued) Under all is the land . . . The Golden Rule Widely allocated ownership and widest distribution of land ownership Maintain and improve the standards of our calling. Share our common responsibility for the integrity and honor of the real estate profession. Become and remain informed about issues affecting real estate. Share your experience and expertise with others. Identify and eliminate practices that damage the public or might discredit or bring dishonor to the real estate profession. Urge exclusive representation of clients. Refrain from taking unfair advantage of your competitors. Dont make unsolicited comments about other practitioners. If your opinion is sought about a competitor (or if you believe a comment is necessary), offer it in an objective, professional manner. Remember, the term REALTOR stands for competency, fairness, high integrity, moral conduct in business relations. Keep in mind that no inducement of profit or instruction from clients can justify departure from the Codes duties. Important Note: The Preamble may not be the basis for disciplining a REALTOR. Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 3. The Structure of the Code and How It Is Amended ( Facilitators Notes Suggested Method of Delivery: Deliver a short lecture using the information below and accompanying slides; use the Code as a prop. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 7 % Slides 19 through 24 Lecture: It is important for members to be able to  navigate the Code of Ethics and to understand its format. This section moves from the Code s broadest concepts to the most specific. The first part deals with the  three major categories. The Code is categorized into three sections: Duties to Clients and Customers, Duties to the Public, and Duties to REALTORS. There are 17 Articles of the Code -- broad statements of ethical principles. Only violations of the Articles (and not the Standards of Practice themselves) may lead to disciplinary actions. The Standards of Practice that follow each Article of the Code support, interpret, and amplify the Articles. A REALTOR may not be found in violation of a Standard of Practice. A Standard of Practice only may be cited in a disciplinary proceeding to support actions related to an Article. One of the most important resources to help one understand the Code is The Official Interpretations of the Code, which are specific fact situations that explain the Articles and/or Standards of Practice. These case interpretations do not cover all fact situations, but provide appropriate guidance relative to some of the more common ones. The Code of Ethics, Standards of Practice, and Case Interpretations consistently are reviewed, analyzed, and revised, when necessary. Amendments are made during the NAR Midyear Meetings and the REALTORS Conference and Expo. But, before amendments become effective, the NAR Professional Standards Committee and the NAR Board of Directors must approve them. Many of these changes result from recommendations by the Interpretations and Procedures Subcommittee of the Professional Standards Committee. Any change to an Article of the Code must also be approved by the NAR Delegate Body. Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 3. The Structure of the Code and How It Is Amended Three major sections Duties to Clients and Customers Duties to the Public Duties to REALTORS The Codes 17 Articles are broad statements of ethical principles Important Note: Only violations of the Articles can result in disciplinary action. The Standards of Practice support, interpret, and amplify the Articles under which they are stated REALTORS may not be found in violation of a Standard of Practice, only its foundational Article. Standards of Practice may be cited in support of an alleged violation of an Article (such as a violation of Article 1, as interpreted by Standard of Practice 1-3). The Official Case Interpretations are specific fact situations that explain Articles and/or Standards of Practice How the Code evolves When needed, amendments to the Code, the Standards of Practice, and the Official Interpretations are made at the NAR Midyear Meetings and the REALTORS Conference and Expo. The NAR Interpretations and Procedures Subcommittee frequently makes recommendations to the Professional Standards Committee about enhancements to professional standards procedures and to the Code of Ethics. All proposed changes to the Code and to the policies and procedures by which the Code is enforced must be approved by the Board of Directors. Amendments to the 17 Articles must also be approved by the Delegate Body. Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 4. The Code and the Law ( Facilitators Notes Suggested Method of Delivery: Deliver a short lecture using the information below, the Code as a prop, and accompanying slides. ( Suggested Time: 5 minutes Start time: _____ End time: _____ PG, page 8 % Slide 25 Lecture: The Code of Ethics must be reasonably and consistently construed with the law. Where the Code conflicts with the duties of law, the law takes precedence. At the same time, the Code does, in most instances, impose a higher standard than that of law. The Code often restates certain fundamental legal principles, such as those found in contract, agency, and fair housing laws. Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 4. The Code and the Law The Code must be reasonably and consistently construed with the law The Code imposes duties above and in addition to the duties imposed by law or regulation The Code restates certain fundamental legal principles (contract, agency, fair housing) Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 5. Pathways to Professionalism ( Facilitators Notes Suggested Method of Delivery: Deliver a short lecture using the information below and accompanying slides. ( Suggested Time: 5 minutes Start time: _____ End time: _____ PG, page 9 % Slide 26 Lecture: The Code includes objective and enforceable ethical standards, but does not address the voluntary, professional courtesies and etiquette guidelines discussed in the Pathways to Professionalism. Courtesies such as responding promptly to questions and requests for information, returning phone calls, showing courtesy and respect to everyone these and similar guidelines for good business are included in the Pathways to Professionalism document. Although not a complete list, the Pathways to Professionalism may be supplemented to include local customs and practices. The Pathways to Professionalism reflects how we all would like everyone to act in the real estate profession. Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism 5. Pathways to Professionalism Is a comprehensive list of service criteria for the industry and professional courtesies for REALTORS to enhance their professional conduct. Three major sections Respect for the public Respect for property Respect for peers Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism Exercise: Pathways to Professionalism ( Facilitators Notes Suggested Method of Delivery: Break participants into groups. Refer the class to the Pathways to Professionalism, reprinted on the facing page from the NAR Code of Ethics and Arbitration Manual. From the Pathways to Professionalism list of courtesies, ask each group to identify three items that relate to their markets and to name any additional local customs or practices they would add. ( Suggested Time: 10 minutes for group work; 5 minutes for feedback Start time: _____ End time: _____ PG, pages 10 and 11 % Slide 27 Part 2: Business Ethics, NAR Code of Ethics, and Pathways to Professionalism Exercise: Pathways to Professionalism Instructions: Break into groups and identify three areas in the  Pathways to Professionalism document that relate to your market. Select a group spokesperson to summarize the groups discussion. Pathways to Professionalism These professional courtesies are intended to be used by REALTORSon a voluntary basis, and cannot form the basis for a professional standards complaint. Respect for the Public Follow the Golden Rule -- Do unto others as you would have them do unto you. Respond promptly to inquiries and requests for information. Schedule appointments and showings as far in advance as possible. Call if you are delayed or must cancel an appointment or showing. If a prospective buyer decides not to view an occupied home, promptly explain the situation to the listing broker or the occupant. Communicate with all parties in a timely fashion. When entering a property, ensure that unexpected situations, such as pets, are handled appropriately. Leave your business card if not prohibited by local rules. Never criticize property in the presence of the occupant. Inform occupants that you are leaving after showings. When showing an occupied home, always ring the doorbell or knock -- and announce yourself loudly -- before entering. Knock and announce yourself loudly before entering any closed room. Present a professional appearance at all times; dress appropriately and drive a clean car. If occupants are home during showings, ask their permission before using the telephone or bathroom. Encourage the clients of other brokers to direct questions to their agent or representative. Communicate clearly; dont use jargon or slang that may not be readily understood. Be aware of and respect cultural differences. Show courtesy and respect to everyone. Be aware of -- and meet -- all deadlines. Promise only what you can deliver -- and keep your promises. Identify your REALTOR and your professional status in contacts with the public. Do not tell people what you think -- tell them what you know. (continued) This page intentionally left blank Pathways to Professionalism (continued) Respect for Property Be responsible for everyone you allow to enter listed property. Never allow buyers to enter listed property unaccompanied. When showing property, keep all members of the group together. Never allow unaccompanied access to property without permission. Enter property only with permission even if you have a lockbox key or combination. When the occupant is absent, leave the property as you found it (lights, heating, cooling, drapes, etc). If you think something is amiss (e.g. vandalism) contact the listing broker immediately. Be considerate of the sellers property. Do not allow anyone to eat, drink, smoke, dispose of trash, use bathing or sleeping facilities, or bring pets. Leave the house as you found it unless instructed otherwise. Use sidewalks; if weather is bad, take off shoes and boots inside property. Respect for Peers Identify your REALTOR and professional status in all contacts with other REALTORS. Respond to other agents calls, faxes, and e-mails promptly and courteously. Be aware that large electronic files with attachments or lengthy faxes may be a burden on recipients. Notify the listing broker if there appears to be inaccurate information on the listing. Share important information about a property, including the presence of pets, security systems, and whether sellers will be present during the showing. Show courtesy, trust, and respect to other real estate professionals. Avoid the inappropriate use of endearments or other denigrating language. Do not prospect at other REALTORS open houses or similar events. Return keys promptly. Carefully replace keys in the lockbox after showings. To be successful in the business, mutual respect is essential. Real estate is a reputation business. What you do today may affect your reputation -- and business -- for years to come. Part 3: Enforcement of the Code of Ethics Background ( Facilitators Notes Suggested Method of Delivery: Deliver a short lecture using the key concepts below and the accompanying slides. It is important to note that while the primary focus of this course is on the Code of Ethics itself and not on enforcement procedures, the Code does have an enforcement process. Because local associations have a duty to enforce the Code and members might some day be involved in an ethics complaint whether as a complainant, a respondent, a witness, or a panel member it is important for members to be familiar with how the Code is enforced. ( Suggested Time: 5 minutes Start time: _____ End time: _____ PG, page 12 % Slides 28 through 30 Lecture: Each state and local association is responsible for enforcing the Code of Ethics, which includes providing mediation and conducting arbitration hearings. However, only REALTORS and REALTOR-ASSOCIATES are obligated to abide by the Code, although all association members are encouraged to do so. Associations where membership is held or where MLS access is provided have jurisdiction to receive and resolve ethics complaints and arbitration requests filed against their members and MLS participants. Remember, associations do not determine whether the law or real estate regulations have been violated. Such decisions reside with the regulatory bodies and courts. Often difficulties between real estate professionals result from misunderstanding, miscommunication, or lack of adequate, ongoing communication. Open, constructive communication and dialogue often resolves questions or differences, diminishing the need for action by the association. Part 3: Enforcement of the Code of Ethics 1. Background Associations of REALTORS are responsible for enforcing the Code of Ethics. That obligation includes providing mediation services and conducting arbitration hearings. Only REALTOR and REALTOR-ASSOCIATE members are subject to the Code of Ethics. Associations in which REALTORS hold membership and/or participate or access MLS have jurisdiction over those individuals to receive and resolve ethics complaints and arbitration requests. Associations do not determine whether law or real estate regulations have been violated. Those decisions can only be made by the regulatory authorities or courts. Often, difficulties between real estate professionals (whether REALTORS or not) result from misunderstanding, miscommunication, or lack of adequate, ongoing communication. Open, constructive discussion often resolves questions or differences, diminishing the need for further action. Part 3: Enforcement of the Code of Ethics REALTOR Dispute Resolution ( Facilitators Notes Suggested Method of Delivery: Deliver a short lecture using the key concepts below and the accompanying slides. ( Suggested Time: 5 minutes Start time: _____ End time: _____ PG, page 13 % Slide 31 Lecture: When REALTORS are unable to settle disagreements themselves, the local association can help. There are two options available: 1. informal dispute resolution through mediation or an ombudsman program 2. formal dispute resolution by filing an ethics complaint or an arbitration request Ombudsman or mediation can resolve many disagreements and misunderstandings without the need for a more formal process. Both ombudsman and mediation programs use a neutral third party to help disputants work through differences. However, when a formal process is needed, the local association can also help, by hearing ethics and arbitration cases. Ethics complaints might be described as conduct cases that deal with possible violations of the Code of Ethics. Arbitration cases might be described as money cases, in which disputed commissions between REALTORS (generally from different firms) are resolved. Cases dealing with commission disputes between REALTORS in different firms are required to be arbitrated, rather than litigated, if any party requests arbitration. Part 3: Enforcement of the Code of Ethics 2. REALTOR Dispute Resolution If REALTORS cannot settle disagreements between/among themselves, two options are available to them (1) informal dispute resolution and (2) filing an ethics complaint and/or an arbitration request. Option #1: Informal Dispute Resolution Ombudsman: A voluntary process in ethics where the parties communicate with an ombudsman whose primary role is communication and conciliation, not adjudication. Ombudsmen do not determine whether ethics violations have occurred; rather they anticipate, identify, and help resolve misunderstandings and disagreements before they ripen into disputes and possible charges of unethical conduct. Mediation: A voluntary process through which the parties meet with a mediator who helps facilitate a mutually acceptable resolution. Option #2: Ethics Complaints and Arbitration Requests Ethics: Ask, Is there a possible violation of the Code of Ethics? Arbitration: Ask, Is there an arbitrable issue a monetary dispute? (Typically a dispute over entitlement to cooperative commission in a transaction.) Part 3: Enforcement of the Code of Ethics Informal Dispute Resolution  Ombudsman Program ( Facilitator s Notes Suggested Method of Delivery: Deliver a short lecture using the key concepts below and the accompanying slides. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 14 % Slides 32 through 34 Lecture: Not all associations offer ombudsman services, but at those that do, it is a voluntary process in which a neutral third party helps disputing individuals communicate or better understand their situation. An ombudsman can field and respond to inquiries and complaints about real estate transactions, ethical practices, and Code enforcement. When appropriate, an ombudsman can contact the other party to solicit a response or schedule a meeting with everyone involved. This individual can be integral in helping repair breakdowns in communication and in developing resolutions. However, parties failure to reach or comply with a resolution does not prevent them from filing a formal ethics complaint. Part 3: Enforcement of the Code of Ethics 3. Informal Dispute Resolution Ombudsman Program Only available if offered as a service of the local association of REALTORS. Voluntary on the part of REALTORS and consumers. Associations have considerable latitude in developing criteria for serving as an ombudsman. Ombudsmen should be familiar with the Code of Ethics, state real estate regulations, and current real estate practices. REALTORS, staff, and others may act as ombudsmen. Ombudsmen can: field and respond to inquiries and complaints about real estate transactions, ethical practice, and Code enforcement issues receive and respond to questions and complaints about members, solicit responses, and meet with the disputing parties Parties may decline to use ombudsmen services Ethics complaints resolved through an ombudsman are considered dismissed. Failure or refusal of a member to comply with the terms of a mutually agreed upon resolution permits the complaining party to file or re-file an ethics complaint. The filing deadline is the date when the matter was originally brought to the attention of the association. Part 3: Enforcement of the Code of Ethics Informal Dispute Resolution Mediation Program ( Facilitators Notes Suggested Method of Delivery: Using the accompanying slides, describe mediation and review the outline in the Participants Guide. Note that all associations of REALTORS have been required to provide mediation services to their members since January 1, 2002. Explain that mediation is the preferred dispute resolution tool of the REALTOR family. Point out the differences between mediation and arbitration and identify additional reading materials about mediation. Suggested Handouts: No Losers in Mediation and Mediation The Alternative for Win-Win articles, available on line at Realtor.org as part of the Quadrennial Code of Ethics Training Materials (http://www.realtor.org/mempolweb.nsf/pages/quadrennialtrainingmaterials). ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 15 % Slides 35 through 38 Part 3: Enforcement of the Code of Ethics 4. Informal Dispute Resolution Mediation Program Mediation is the preferred dispute resolution tool of the REALTOR organization Voluntary Vehicle for creating a mutually acceptable resolution of disputes (instead of having a decision imposed by a hearing panel) Must be available to all REALTORS Local association option: Mediation may be offered to disputants before or after a grievance committees review of arbitration requests. If offered before, then mediation must be offered again after the grievance committee determines an arbitrable matter exists. Process Disputing parties meet with a mediator appointed by the association. Parties explain their issues and positions and have an opportunity to ask each other questions. Mediators use a wide variety of techniques to move the parties toward a mutually acceptable resolution. If an agreement is reached, then the parties put the agreement into a signed document expressing the terms, and no arbitration hearing is held. Mediation compared with arbitration MediationArbitrationLow costModerate costLittle delayModerate delayMaximum range of solutionsWin/lose/splitParties control the outcomeArbitrators control the outcomeUncertain closureDefinite closureMaintains/improves relationshipsMay harm relationships Additional mediation resources: Mediation The Alternative for Win-Win article by Bruce H. Aydt, ABR, ABRM, CRB, Copyright 2001 and the "No Losers in Mediation" article, first published in the September/October 2001 issue of Real Estate Business. Part 3: Enforcement of the Code of Ethics Formal Dispute Resolution Filing an Ethics Complaint ( Facilitators Notes Suggested Method of Delivery: This section is devoted to the functions of grievance committees and professional standards hearing panels. Using the accompanying slides, briefly walk participants through the two-step process of Code enforcement described in the Participants Guide: a grievance committees review of an ethics complaint a professional standards hearing of an ethics case Stress that authorized disciplinary actions spelled out in the NAR Code of Ethics and Arbitration Manual are the only sanctions that may be imposed for Code violations. Panels may not impose any sanction not included on this list. Present the list of authorized disciplinary actions on the facing page and be sure to make it clear that administrative processing fees are not discipline and only may be applied when an association has adopted a policy whereby administrative processing fees are imposed in all cases where a member has been found in violation of the Code. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 16 % Slides 39 through 43 Part 3: Enforcement of the Code of Ethics 5. Formal Dispute Resolution Filing an Ethics Complaint Who can file a complaint? Grievance committee in ethics A screening body comprised of members of the association. Answers key question: If the allegations in the complaint are taken as true on their face, is it possible a violation of the Code of Ethics occurred? Important Note: A grievance committees review of an ethics complaint is not a hearing on the merits, but rather a preliminary review to determine if the complaint requires a hearing. Ethics hearing panel Conducts full due process hearings, including sworn testimony, counsel, witnesses, and evidence. Is comprised of members of an associations professional standards committee. After a hearing, decides in executive session whether there has been a violation of the Code of Ethics. Violations of the Code must be supported by clear, strong, and convincing proof. Must also determine the discipline (if any) to be imposed on the violator when a violation of the Code of Ethics has been found Authorized discipline and administrative processing fees Letter of Warning Letter of Reprimand Education Fine not to exceed $5,000 Probation for one year or less Suspension for not less than 30 days or more than one year Expulsion from membership for one to three years Suspension or termination of MLS privileges. Administrative processing fee (if found in violation) not to exceed $500 The primary emphasis of discipline for an ethics violation is educational, to create a heightened awareness of and appreciation for the Code. More serious or repeated violations might lead to more severe forms of discipline. Note: Administrative processing fees are not discipline. Fees should not to be assessed on a case-by-case basis, but consistently, subject to association policy. Part 3: Enforcement of the Code of Ethics 6. Formal Dispute Resolution Filing an Arbitration Request ( Facilitators Notes Suggested Method of Delivery: Deliver a short lecture using the key concepts below and the accompanying slides. Explain that a grievance committee determines arbitrability when it reviews arbitration requests. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 17 % Slides 44 through 48 Lecture: Arbitration is defined by -- and the arbitration of disputes is limited to -- circumstances that fall within the parameters of Article 17. For example, the desire to collect damages for an automobile accident is not an arbitrable matter under the Code just because two REALTORS( were involved in an accident. Such a claim is not one arising out of their relationship as REALTORS(. In the event an arbitration award is not voluntarily paid, the award may be enforced through judicial action. Alternatively, associations may adopt procedures requiring that awards be deposited with and held by the association, pending procedural review or legal challenges. Part 3: Enforcement of the Code of Ethics 6. Formal Dispute Resolution Filing an Arbitration Request Authority to conduct arbitration is established in Article 17 of the Code of Ethics and in the state arbitration statute Article 17 establishes arbitration can occur when there are: contractual disputes or specific non-contractual disputes (see Standard of Practice 17-4) between REALTORS (principals) associated with different firms arising out of their relationship as REALTORS Note: Although less common, clients also may invoke mandatory arbitration against their REALTOR (principal). Grievance committee in arbitration Performs an initial screening function similar to its role in reviewing ethics complaints. Asks key question: If the claims in the request for arbitration are taken as true on their face, is the matter at issue related to a real estate transaction and properly arbitrable? (Is there some basis on which an arbitration award could be based?) Note: A grievance committees review of an arbitration request is not a hearing on the merits, but rather a preliminary review to determine if a hearing is warranted. Arbitration hearing panel Conducts full due process hearing, including sworn testimony, counsel, witnesses, and evidence. Comprised of members of an associations professional standards committee. After a hearing, decides in executive session who is entitled to an award, as demonstrated by a preponderance of the evidence. Payment of awards Awards may be judicially enforced when not paid by the nonprevailing party. Many associations require that when awards are not paid, an equivalent amount must be deposited with the association, pending review of the hearing process or during the pendency of any legal challenge. Part 4: Concepts of Procuring Cause in Arbitration 1. NARs Arbitration Guidelines and 2. Key Factors in Procuring Cause Disputes ( Facilitators Notes Suggested Method of Delivery: Deliver a short lecture using the material below and the accompanying slides. Part 4 deals with the substantive matters of an arbitration hearing and involves a short introduction to procuring cause concepts. Create awareness among participants of the NAR arbitration guidelines used to resolve commission disputes. Point out fundamental procuring cause concepts included in those guidelines, found in the Code of Ethics and Arbitration Manual. Photocopy and distribute Appendix II to Part Ten Arbitration Guidelines of the current NAR Code of Ethics and Arbitration Manual to use as a reference throughout this section. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 18 % Slides 49 through 53 Lecture: Procuring cause is the determiner of entitlement in cooperative transactions formed through MLS. Guidelines for determining procuring cause are provided in the NAR Code of Ethics and Arbitration Manual in Appendix II to Part Ten. Some key factors that are guiding principles in a procuring cause dispute include: no predetermined rules of entitlement hearing panels must consider the entire course of events events such as the first property showing, writing the successful offer, or existing agency relationships with buyers are not, in and of themselves, exclusive determiners of procuring cause/entitlement As defined by Blacks Law Dictionary, procuring cause is: The proximate cause; the cause originating a series of events which, without break in their continuity, result in the accomplishment of the prime object. Or, as the Arkansas Supreme Court said: Its not the squirrel that gathers the nuts, but the one who shakes the tree [who is entitled to be paid]. NARs guidelines governing procuring cause disputes are similar to, and are based on the legal definition, but are more extensive and tailored to typical situations found in broker-to-broker disputes (as opposed to broker-versus-owner disputes that typically are litigated). Part 4: Concepts of Procuring Cause in Arbitration 1. NARs Arbitration Guidelines Published in the Code of Ethics and Arbitration Manual. Guide hearing panels in resolving arbitrable issues. Focus primarily on procuring cause, because that is the determiner of most disputes between brokers. 2. Key Factors in Procuring Cause Disputes There are no predetermined rules of entitlement. Hearing panels must consider the entire course of events. Events such as the first property showing, writing a successful offer, or an existing agency relationship with the buyer are not, in and of themselves, exclusive determiners of procuring cause/entitlement. Blacks Law Dictionary, Fifth Edition, defines procuring cause as, The proximate cause; the cause originating a series of events which, without break in their continuity, result in the accomplishment of the prime object. Or, as the Arkansas Supreme Court said: Its not the squirrel that gathers the nuts, but the one who shakes the tree [who is entitled to be paid]. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics ( Facilitators Notes General Suggested Method of Delivery: Generally Introduce Part 5, which features summaries and case studies of four particular Articles of the Code of Ethics. The material is divided into Article summaries and case studies, so present the accompanying slides and discussion points for each Article. When studying each Article, introduce the related case study and each case study thereafter in the same manner. Direct participants to work through each case study in their groups (three to six individuals recommended). Time permitting, ask for feedback from each groups spokesperson or debrief the exercise in town hall format if time is limited. Answers to the case study questions are indicated by boldfaced type in the Facilitators Notes for Part 5. Alternative Method of Delivery: A short video segment for each Article of the Code of Ethics is available on line at  HYPERLINK "http://www.Realtor.org/codevideos" www.Realtor.org/codevideos and may be used in place of or to supplement the lecture for this section. Each video may be directly streamed from Realtor.org, or downloaded and saved to a DVD to play during class. Also included with each video segment are discussion questions and support materials. Note that Article 1 features two video segments one devoted to Article 1 and the other devoted to Article 13. The video for Article 2 also includes a segment focused on Article 3. All case studies are based on actual Case Interpretations in the NAR Code of Ethics and Arbitration Manual. PG, page 19 % Slide 54 ---------------------------------------------------------------------------------------------------------------------- 1. Article 1 ( Facilitators Notes Suggested Method of Delivery: Using accompanying slides, summarize the central concepts of Article 1 presented in the Participants Guide. Standard of Practice 1-2 is mentioned because it defines various terms used in the Code. This Standard of Practice also establishes the concept that the Code applies to all types of agency and non-agency relationships recognized by law. Work through the group case study for Article 1. Alternative Method of Delivery: Use the Article 1 video segments (there are two, because Article 13 also is covered), available on line at  HYPERLINK "http://www.Realtor.org/codevideos" www.Realtor.org/codevideos. ( Suggested Time: 5 minutes Start time: _____ End time: _____ PG, page 19 % Slide 55 Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics 1. Article 1 Protect and promote your clients interests. This obligation to your clients is primary. With that duty in mind, REALTORS( must also treat all parties honestly. Standard of Practice 1-2 defines key terms, including client, customer, agent, and broker. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 1 Case Study (Based on Case Interpretation #1-26) ( Facilitators Notes Suggested Method of Delivery: Direct participants to work through the case study in their groups (three to six individuals recommended). Time permitting, ask for feedback from each groups spokesperson or debrief the exercise in  town hall format if time is limited. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 20 % Slide 56 Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 1 Case Study (Based on Case Interpretation #1-26) REALTOR Leo is a sales associate with Done Right, REALTORS. To promote Done Rights in-house listings, the firms principals offer $1,000 bonuses to the companys sales associates for each listing sold. Dr. Newcomer, a recent transferee to the town, enters into a buyers representation agreement with Done Right, REALTORS through REALTOR Leo. Dr. Newcomer explains he has specific needs, foremost of which is that any home he purchases must be convenient for and readily accessible to Dr. Newcomers spouse, who is physically challenged. Part of my wifes physical conditioning program is swimming, says Dr. Newcomer. So, he explains, in addition to everything else, I am looking for a home with a pool or room to build a pool. During the next few days, REALTOR Leo shows Dr. Newcomer several properties in the Blackacre Subdivision, all of which are listed with Done Right, including one with an outdoor swimming pool. Not included among the properties shown to Dr. Newcomer are several similar homes in Blackacre that are listed with other firms, including one with an indoor pool. After considering the properties he sees with REALTOR Leo, Dr. Newcomer makes an offer on the home with the outdoor pool. His offer is accepted, and the transaction closes. Several months later, REALTOR Leo receives notice that an ethics complaint has been filed against him by Dr. Newcomer. From a colleague at the hospital who lives on the same block, Dr. Newcomer learned about the home with the indoor pool that REALTOR Leo failed to show him when Dr. Newcomer was looking for just the right property. The complaint alleges that REALTOR Leo put his own interests and those of Done Right ahead of Dr. Newcomers interests by exclusively promoting Done Rights listings and by not telling Dr. Newcomer about the similarly priced property with the indoor pool. Dr. Newcomer also says in the complaint that he believes the unshown property suited his familys needs much better than the property he did purchase, because his wife would have been able to use the pool all year long. The complaint spells out that REALTOR Leo received a bonus for selling one of Done Rights listings to Dr. Newcomer, and that Dr. Newcomer believes that REALTOR Leos failure to tell him about the house with the indoor pool was motivated by REALTOR Leos desire for the bonus. During the hearing, REALTOR Leo defends his actions, explaining that properties rarely meet all of a potential purchasers desires, and that he made Dr. Newcomer aware of several properties that met most of his requirements, including one property with an outdoor pool. REALTOR Leo goes on to say that Dr. Newcomer must have been satisfied, because he ultimately purchased that home. (Continued) Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 1 Case Study (Based on Case Interpretation #1-26) ( Facilitators Notes (continued) PG, page 21 Questions (Answers indicated in boldfaced type.) 1. REALTOR Leos obligations under Article 1 call for him to (check all that apply): find Dr. Newcomer a house that he is willing to buy show Dr Newcomer all properties that meet his specific needs and requirements, regardless of whether those properties are listed with Done Right, REALTORS or another firm subordinate his own interests to those of Dr Newcomer explain that he honestly believes other physical conditioning programs might be better than swimming for Dr. Newcomers wife 2. Article 1 requires REALTOR Leo to disclose the $1,000 bonus that was offered by his firm when he entered into the exclusive buyers representation agreement with Dr. Newcomer. True False Facilitators Note: While there is no obligation established in the Code to disclose the $1,000 bonus, nothing prohibits the agents from doing so to fully inform their clients and to eliminate the potential for future problems. 3. If a second offer was submitted for the property by another real estate office at the same time as Dr. Newcomers offer was submitted, what disclosures to that cooperating broker, if any, would Done Right REALTORS be required to make? A. The existence of Dr. Newcomers offer B. That Dr Newcomers offer was obtained by another licensee within Done Right REALTORS C. The existence of Dr. Newcomers offer and that it was obtained by another licensee within Done Right REALTORS, but only if asked by the other cooperating broker and given approval to do so by the seller D. There are no disclosure requirements for multiple offer situations When questioned by the hearing panel, REALTOR Leo acknowledges he knew about but did not show the house with the indoor pool to Dr. Newcomer. He concedes that a year-round, indoor pool was better suited to the familys needs than a seasonal, outdoor pool. He also admits that failing to tell Dr. Newcomer about the house with the indoor pool was, at least in part, motivated by the prospect of the bonus offered by his firm. But, he also argues, aside from the indoor pool, that house is no different than the one that Dr. Newcomer bought. Questions 1. REALTOR Leos obligations under Article 1 call for him to (check all that apply): find Dr. Newcomer a house that he is willing to buy show Dr Newcomer all properties that meet his specific needs and requirements, regardless of whether those properties are listed with Done Right, REALTORS or another firm subordinate his own interests to those of Dr Newcomer explain that he honestly believes other physical conditioning programs might be better than swimming for Dr. Newcomers wife 2. Article 1 requires REALTOR Leo to disclose the $1,000 bonus at the time of entering into the exclusive buyers representation agreement with Dr. Newcomer. True False 3. If a second offer was submitted for the property by another real estate office at the same time as Dr. Newcomers offer was submitted, what disclosures to that cooperating broker, if any, would Done Right REALTORS be required to make? A. The existence of Dr. Newcomers offer That Dr Newcomers offer was obtained by another licensee within Done Right REALTORS C. The existence of Dr. Newcomers offer and that it was obtained by another licensee within Done Right REALTORS, but only if asked by the other cooperating broker and given approval to do so by the seller D. There are no disclosure requirements for multiple offer situations Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics 2. Article 2 ( Facilitators Notes Suggested Method of Delivery: Deliver a brief lecture using accompanying slides and information below. Alternative Method of Delivery: Use the Article 2 video segment, available on line at  HYPERLINK "http://www.Realtor.org/codevideos" www.Realtor.org/codevideos. Note that the Article 2 video segment also includes information about Article 3. ( Suggested Time: 5 minutes Start time: _____ End time: _____ PG, page 22 % Slide 57 Lecture: Article 2 might also be referred to as the  disclosure article. The first bullet point talks about avoiding exaggeration, misrepresentation, and concealment of pertinent facts about the property or the transaction. In other words, Article 2 requires more than simply disclosing property defects. REALTORS( are not required to be experts in every possible aspect of real estate transactions. For example, Article 2 makes it clear that REALTORS( may not be home inspectors, professional engineers, architects, accountants, attorneys or the like. These areas would generally be considered to be outside the scope of a typical real estate licensees expertise and not required by the licensing statute. However, REALTORS( have an obligation to be aware of conditions and matters which a reasonably knowledgeable real estate licensee in the state or locality would know. In other words, a REALTOR( cannot ignore a condition about which he or she is aware just because he or she believes that a home inspector also might note the condition. REALTORS( should make the appropriate disclosures to the appropriate parties of the information which the REALTOR( is aware at the time. Article 2 also does not require the discovery of latent defects. A synonym for latent is hidden. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics 2. Article 2 Avoid exaggeration, misrepresentation and concealment of pertinent facts about the property or the transaction But there is no obligation to discover latent defects, matters outside scope of license, or matters confidential under agency or non-agency relationships Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 2 Case Study (Based on Case Interpretation #2-7) ( Facilitators Notes Suggested Method of Delivery: Direct participants to work through the case study in their groups (three to six individuals recommended). Time permitting, ask for feedback from each groups spokesperson or debrief the exercise in town hall format if time is limited. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 23 % Slide 58 Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 2 Case Study (Based on Case Interpretation #2-7) Homebuilder REALTOR Dean shows one of his newly constructed houses to Buyer Bert. Bert sees some kind of construction beginning nearby, and asks REALTOR Dean about it. I really dont know, says REALTOR Dean, but I believe its the attractive new shopping center planned for this area. Following Buyer Berts purchase of one of the houses, Buyer Bert learns that the construction actually is a bottling plant, and the area adjacent to it is zoned as industrial. Buyer Bert files a complaint with the board of REALTORS, charging REALTOR Dean with unethical conduct for failing to disclose a pertinent fact. He says in his complaint that, had he known about the proximity of the new bottling plant when he first saw the house, he would not have purchased it. During the ethics hearing, REALTOR Deans defense is that he honestly answered Berts question, because at the time, he had no knowledge about what was being built. All he knew was that other developers were planning an extensive shopping center somewhere in the general area, so he simply ventured a guess. REALTOR Dean goes on to say that, as indicated in Buyer Berts testimony, he prefaced his response to Bert by saying he didnt know the answer to Berts question. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 2 Case Study (Based on Case Interpretation #2-7) ( Facilitators Notes (continued) PG, page 24 Questions (Answers indicated in boldfaced type.) 1. Is REALTOR Dean in violation of Article 2? No, because he prefaced his response by clearly saying that he didnt know. No, because Buyer Bert could have researched the new construction and zoning himself. Yes, because REALTOR Dean is obligated to discover and disclose adverse factors that are reasonably apparent to a licensed real estate professional. Maybe, if the new construction was identified as a non-material fact in law or regulation. 2. How should REALTOR Dean have responded when asked about the new construction? Refer Bert to the developer. Explain that although he didnt know the answer, he would research it and get back to Bert. Say he didnt know the answer and leave it at that. Advise Bert to wait and see if the construction is a shopping center or something else before submitting an offer. Questions 1. Is REALTOR Dean in violation of Article 2? No, because he prefaced his response by clearly saying that he didnt know. No, because Buyer Bert could have researched the new construction and zoning himself. Yes, because REALTOR Dean is obligated to discover and disclose adverse factors that are reasonably apparent to a licensed real estate professional. Maybe, if the new construction was identified as a non-material fact in law or regulation. 2. How should REALTOR Dean have responded when asked about the new construction? Refer Bert to the developer. Explain that although he didnt know the answer, he would research it and get back to Bert. Say he didnt know the answer and leave it at that. Advise Bert to wait and see if the construction is a shopping center or something else before submitting an offer. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics 3. Article 12 ( Facilitators Notes Suggested Method of Delivery: Deliver a brief lecture using accompanying slides and information below; group case study devoted to the Article. Alternative Method of Delivery: Use the Article 12 video segment (there is only one), available on line at  HYPERLINK "http://www.Realtor.org/codevideos" www.Realtor.org/codevideos. ( Suggested Time: 5 minutes Start time: _____ End time: _____ PG, page 25 % Slides 59 and 60 Lecture: Also known as the  true picture Article, Article 12 requires REALTORS to present a true picture in all of their real estate communications, including advertising, marketing, and other representations. In short, a true picture is truthful and accurate advertising, marketing, and other representations by a REALTOR. Another important component of the true picture test for REALTORS is disclosing ones status as a real estate professional in all advertising by using the term, REALTOR, REALTORS, or REALTOR-ASSOCIATE, or by disclosing ones status as a licensed broker, appraiser, property manager, salesperson, etc. The true picture test also applies to websites of REALTORS, REALTOR firms, and all affiliated licensees, and to their domain names and URLs. For instance, Article 12 requires REALTORS to remove outdated information (such as expired listings) from their websites. The Article also bars the use of misleading Internet domain names, including the use of competitors names or firm names. Additionally, Article 12 governs the use of For Sale signs on property. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics 3. Article 12 Be honest and truthful in real estate communications. Present a true picture in your advertising, marketing, and other representations. Ensure that your status as a real estate professional is readily apparent in your advertising, marketing, and other representations. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 12 Case Studies Case #1 (Based on Case Interpretation #12-17) ( Facilitators Notes Suggested Method of Delivery: Direct participants to work through the case study in their groups (three to six individuals recommended). Time permitting, ask for feedback from each groups spokesperson or debrief the exercise in town hall format if time is limited. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 26 % Slide 61 Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 12 Case Studies Case #1 (Based on Case Interpretation #12-17) A principal broker of Tech-friendly Realty, REALTOR Bob is technologically savvy and constantly looking for ways to use the Internet to promote his firm and drive additional traffic to his website. Being an early adapter to the Internet he registered, but did not use, several domain names that incorporated or played on the names of many of his competitors and their firms, including Top Notch, REALTORS. REALTOR Bob and his information technology vendor recently came to the conclusion that one way to drive traffic to Tech-friendly Realtys website is to take better advantage of the search engines commonly used by potential buyers and sellers. They determine that when potential buyers or sellers search on real estate, REALTORS, or similar words, lists of related, registered domain names appear. So, REALTOR Bob decides to activate some of the dormant domain names of his competitors, including the topnotchREALTORS.com, and use them to point consumers to his own website. In a matter of days, REALTOR Bob learns that he had been charged with a violation of Article 12 of the Code of Ethics by the owner of Top Notch, REALTORS, REALTOR Sally, who alleges that REALTOR Bobs use of the domain name topnotchREALTORS.com presents a false picture on the Internet to potential buyers and sellers. During the hearing, REALTOR Bob defends himself, by saying that in his opinion, using a domain name is not advertising or a representation to the public, but simply a convenient way for Internet users to find relevant Web sites. He goes on to say that, When Web surfers reach my home page, there is no question, but that its my site, because it clearly displays Tech-friendly Realtys name and status as a real estate firm. He goes on to say that, These complaints are just a lot of sour grapes from dinosaurs who dont keep up with the times, and who dont realize that on the Internet, its every man for himself. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 12 Case Studies Case #1 (Based on Case Interpretation #12-17) ( Facilitators Notes (continued) PG, page 27 Questions (Answers indicated in boldfaced type.) Which Standard of Practice applies to this situation? Standard of Practice 12-9 Standard of Practice 12-10 Standard of Practice 12-11 Standard of Practice 12-12 Has REALTOR Bob violated Article 12? Yes. No. Only if using a domain name based on another firms name is precluded by law or regulation. It depends on the disclosures and any other information displayed on REALTOR Bobs Web site. Case #1 Questions 1. Which Standard of Practice applies to this situation? Standard of Practice 12-9 Standard of Practice 12-10 Standard of Practice 12-11 Standard of Practice 12-12 2. Has REALTOR Bob violated Article 12? Yes. No. Only if using a domain name based on another firms name is precluded by law or regulation. It depends on the disclosures and any other information displayed on REALTOR Bobs Web site. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 12 Case Studies Case #2 (Based on Case Interpretation #12-17) ( Facilitators Notes Suggested Method of Delivery: Direct participants to work through the case study in their groups (three to six individuals recommended). Time permitting, ask for feedback from each groups spokesperson or debrief the exercise in town hall format if time is limited. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 28 % Slide 62 Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 12 Case Studies Case #2 (Based on Case Interpretation #12-19) REALTOR Owen spots a dilapidated  For Sale sign on an otherwise attractive wooded lot. He gets out of his car to look closer at the sign, and is barely able to discern REALTOR Sloans name, which he later uses to locate REALTOR Sloans company website on the Internet. Later, when he has a chance to view REALTOR Sloans website, he sees detailed information about the lot. He sends an e-mail to REALTOR Sloan, requesting lot dimensions and the propertys asking price. Several days later, he receives a response that simply says, That listing expired. The day after receiving the e-mail from REALTOR Sloan, REALTOR Owen contacts another area broker, REALTOR Caren, to see if the wooded lot is still available. REALTOR Caren confirms her firm has had an exclusive listing on the property for the past six months. Thats funny, responds REALTOR Owen, REALTOR Sloan has a For Sale sign on the property and information about it on his website. I was under the impression he still has that listing. Although the lot was out of REALTOR Owens price range, the For Sale sign and information on REALTOR Sloans website stayed on his mind. Finally, he contacted the local association of REALTORS and filed an ethics complaint alleging that REALTOR Sloans For Sale sign and website information indicates that the property is listed with his firm, but this has not been the case for over six months. REALTOR Owen writes that in his opinion, REALTOR Sloans conduct violates Article 12, because it does not present a true picture in a public representation and is advertising a property without authority, practices both prohibited by Article 12, as interpreted by Standard of Practice 12-4. During the professional standards hearing, REALTOR Sloan claims that failing to remove the For Sale sign simply was an oversight, and if anyone is to blame, it is his personal assistant, Brenda, who is responsible for removing signs and lockboxes from expired and sold listings. He says, If you want to blame anyone, blame her, since shes supposed to bring back all of our For Sale and Sold signs. REALTOR Sloan acknowledges that the stale listing information on his Web site continued to appear for more than six months after the listing expired, and compares this to finding outdated property information in an old newspaper advertisement. Its possible, he points out, that someone might come across a six- month-old newspaper with my listings in it, and those ads were true when I ran them. How can I control when and where someone will come across old newspaper ads, months or even years later?, he asks. Besides, he adds, REALTORS have better things to do than constantly monitor their websites to make sure that everything is absolutely, positively up-to-the-minute. If we did that, none of us would have time to list or sell, he concludes. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 12 Case Studies Case #2 (Based on Case Interpretation #12-17) ( Facilitators Notes (continued) PG, page 29 Questions (Answers indicated in boldfaced type.) Is REALTOR Sloan obligated to keep his companys listing information up to date on his firms website? Yes. No. Only if the same listing information does not also appear in a newspaper. 2. If he is obligated to keep his website current, then how long does REALTOR Sloan have to remove outdated or expired property information from the website? REALTORS websites must be immediately and continuously updated to avoid the inclusion of outdated and misleading information. REALTORS should use reasonable efforts to ensure information on their websites is current and accurate. It depends on the multiple listing services IDX and VOW Rules. Both B and C. REALTORS are not obligated to update the information shown on their websites. 3. When he took the listing, REALTOR Sloan received permission from the seller to post a sign on the property and to advertise it on his website. Such authority remains in effect even after the listing expires. True False Case #2 Questions Is REALTOR Sloan obligated to keep his companys listing information up to date on his firms website? Yes. No. Only if the same listing information does not also appear in a newspaper. 2. If he is obligated to keep his website current, then how long does REALTOR Sloan have to remove outdated or expired property information from the website? REALTORS websites must be immediately and continuously updated to avoid the inclusion of outdated and misleading information. REALTORS should use reasonable efforts to ensure information on their websites is current and accurate. It depends on the multiple listing services IDX and VOW Rules. Both B and C. REALTORS are not obligated to update the information shown on their websites. 3. When he took the listing, REALTOR Sloan received permission from the seller to post a sign on the property and to advertise it on his website. Such authority remains in effect even after the listing expires. True False Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics 4. Article 17 ( Facilitators Notes Suggested Method of Delivery: A brief lecture using accompanying slides and information below; group case study devoted to the Article. Alternative Method of Delivery: Article 17 video segment (there is only one), available on line at  HYPERLINK "http://www.Realtor.org/codevideos" www.Realtor.org/codevideos. ( Suggested Time: 5 minutes Start time: _____ End time: _____ PG, page 30 % Slide 63 Lecture: Arbitration is a privilege and an obligation. Article 17 requires a REALTOR to arbitrate disputes with other REALTORS and with clients (those clients who have requested arbitration and agreed to be bound by the decision). 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Under Article 17, arbitrability stems from there having been a successful transaction, which is defined as a property transaction that has closed or a lease that has been executed. Arbitration typically is used to settle disputes between REALTOR principals of two different real estate firms, concerning entitlement to a commission or to cooperating brokers compensation. Entitlement is determined by an arbitration hearing panel of an associations professional standards committee, based on determining which party is the procuring cause of sale or lease. During an arbitration hearing, the determining standard of proof is the preponderance of evidence presented by parties, defined by Statement #26 of the Statements of Professional Standards Policy Applicable to Ethics Proceedings in the NAR Code of Ethics and Arbitration Manual, as evidence which is of greater weight or more convincing than the evidence which is offered in opposition to it; evidence which as a whole shows that the facts sought to be proved are more probable than not. Once a matter has been arbitrated by an association of REALTORS, neither party may initiate a later arbitration before a different association based on the same issue. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics 4. Article 17 REALTORS (principals) are required to arbitrate contractual and specific non-contractual disputes identified in Standard of Practice 17-4 that they have with REALTORS (principals) in other firms. REALTORS clients may invoke mandatory arbitration with their REALTOR (principal). REALTORS are obligated to cause their firms to arbitrate. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 17 Case Study (Based on Case Interpretation #17-1) ( Facilitators Notes Suggested Method of Delivery: Direct participants to work through the case study in their groups (three to six individuals recommended). Time permitting, ask for feedback from each groups spokesperson or debrief the exercise in town hall format if time is limited. ( Suggested Time: 10 minutes Start time: _____ End time: _____ PG, page 31 % Slide 64 Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 17 Case Study (Based on Case Interpretation #17-1) REALTORS Linda and Amy participate in a cooperative transaction that results in a dispute over entitlement to compensation. Rather than request arbitration at the local association of REALTORS, REALTOR Linda instead files a lawsuit against REALTOR Amy for the compensation she feels is owed to her. When REALTOR Amy receives notification a lawsuit has been filed, she turns around and requests arbitration at the local association. Because Linda and Amy are REALTOR principals in different firms, the associations Grievance Committee classifies the arbitration as mandatory and schedules it for a hearing. REALTOR Linda receives notice of the grievance committees decision, but refuses to withdraw her lawsuit, so REALTOR Amy then files an ethics complaint alleging that REALTOR Amy has violated Article 17, as interpreted by Standard of Practice 17-1. After receiving the complaint, the association schedules a hearing before the Board of Directors. During that hearing, REALTOR Amy presents evidence that she sought REALTOR Lindas agreement to submit the dispute to arbitration. REALTOR Linda defends her actions by asserting that under state law, REALTOR associations have no authority to bar her access to the courts, or to require her to arbitrate disputes with other REALTORS. The Board of Directors acknowledges that REALTOR Linda is correct about her legal rights and about the associations inability to prevent her from filing a lawsuit. That said, the Board of Directors points out the association is a voluntary organization whose members agree to assume certain obligations with respect to their relations with other REALTORS. The board advises Linda that if she wishes to continue as a REALTOR member, she is obligated to adhere to the Codes duty to arbitrate, as established in Article 17. Part 5: Summaries and Case Studies of Selected Articles of the Code of Ethics Exercise: Article 17 Case Study (Based on Case Interpretation #17-1) ( Facilitators Notes (continued) PG, page 32 Questions (Answers indicated in boldfaced type.) Does filing litigation against another REALTOR over a contractual dispute always lead to a violation of Article 17? Yes. No, because everyone is entitled to file litigation. It depends on whether: (1) a request for arbitration has been filed, (2) the grievance committee determines the matter to be arbitrable and of a mandatory nature, and (3) a separate ethics complaint alleging a charge of Article 17 has been filed. Arbitration always is voluntary. REALTORS may be relieved of their obligation to arbitrate through the local association of REALTORS when: a grievance committee or a hearing panel find the matter to be too legally complex or the amount involved to be too large or too small both parties voluntarily choose to litigate, rather than arbitrate the arbitration is classified as voluntary by a grievance committee the request for arbitration is filed after the filing deadline All of the above. Is failing to pay an arbitration award always a violation of Article 17? Yes. Only if a pattern of arbitrarily refusing to pay arbitration awards is established. Yes, depending on whether the arbitration is mandatory or voluntary. No, arbitration awards must be enforced through the courts. Questions 1. Does filing litigation against another REALTOR over a contractual dispute always lead to a violation of Article 17? Yes. No, because everyone is entitled to file litigation. It depends on whether: (1) a request for arbitration has been filed, (2) the grievance committee determines the matter to be arbitrable and of a mandatory nature, and (3) a separate ethics complaint alleging a charge of Article 17 has been filed. Arbitration always is voluntary. 2. REALTORS may be relieved of their obligation to arbitrate through the local association of REALTORS when: a grievance committee or a hearing panel find the matter to be too legally complex or the amount involved to be too large or too small both parties voluntarily choose to litigate, rather than arbitrate the arbitration is classified as voluntary by a grievance committee the request for arbitration is filed after the filing deadline All of the above. 3. Is failing to pay an arbitration award always a violation of Article 17? Yes. Only if a pattern of arbitrarily refusing to pay arbitration awards is established. Yes, depending on whether the arbitration is mandatory or voluntary. No, arbitration awards must be enforced through the courts. Part 6: Conclusion ( Facilitators Notes Suggested Method of Delivery: Summarize and emphasize the points in the Participants Guide, using accompanying slides. Although other articles of the Code were not covered during class due to time limitations, encourage participants to read and familiarize themselves with all 17 Articles outside of class. Remind them that video segments for Articles not covered may be accessed at  HYPERLINK "http://www.Realtor.org/codevideos" www.Realtor.org/codevideos. 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