A comprehensive 8-day training curriculum for 12th-grade real estate students in Iowa, focusing on professionalism, business planning, code of ethics, and dispute resolution. This unit bridges the gap between licensing exam standards and real-world brokerage operations.
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| Step C: Gross Commission Income (GCI) Required (Add Step A + Step B) Total professional income needed prior to split with your broker. |
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| Step D: Total Closed Transactions Needed Assume $3,750 net commission payout per transaction side (3% split). |
Sales
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2. The Prospecting and Lead Generation Flow
In real estate, closed deals are driven by active lead generation. List your primary lead source priorities and fill out your weekly block schedule.
My Target Lead Sources (Choose 3)
Sphere of Influence (Family, Friends, Neighbors) Open Houses (Sponsoring for active team listings) Social Media Marketing (Iowa regional focus posts) Cold Outreach (Expired listings, FSBOs)
Outline one strategic script you will use for your top lead source:
Enforcement Pathways for Board Members Slide 5 of 6
Case Study: The Off-Market Offer
Practical Application
An Iowa agent secures an exclusive listing for a home in Ames. A buyer approaches the listing agent directly, asking the agent to withhold a higher competing offer from the seller for 24 hours so they can secure financing.
Ethical Duty (Article 1)
Submit all offers as quickly as possible; protect client interests above all self-dealings.
Legal Duty (Chapter 543B)
Written presentment of statutory disclosures. Failure to present offers is license fraud.
Dissecting Real Real Estate Cases in Tomorrow's Workshop Slide 6 of 6
Procuring Cause
Q1: Board Evaluation: Identify the factors that support Agent Bill's claim as the procuring cause. What actions did he take?
Q2: Board Evaluation: Identify the factors that support Agent Linda's claim. Does a signed buyer agency contract automatically win commission?
Q3: Panel Verdict & Ruling: As the local Board Arbitration Panel, which agent do you award the commission to? Justify your decision.
Iowa Agent Blueprint • Case Study 2 Page 2 of 2
Teacher Guide
1. Multiple Choice Answer Key
Q1 B
Q2 C
Q3 B
Q4 A
Q5 B
Q6 C
Q7 B
Q8 A
Q9 B
Q10 B
2. Agent Business Planner Evaluation Rubric
Criteria
Excellent (5-4 pts)
Developing (3-2 pts)
Unsatisfactory (1-0 pts)
Organizational Charting
Accurately diagrams regulatory supervising broker oversight and logical back-office support roles.
Includes roles but lacks clear supervisory lines or logical administrative support.
Incorrect structure; missing supervising broker box or compliance structure.
Financial Math & Splits
Calculates perfect pipeline math with clear business expense deductions and realistic transaction volume.
Calculates income but fails to account for marketing expenses or broker splits.
Math contains severe errors; income goals are physically impossible for transaction side.
Lead Generation Strategy
Identifies 3 highly viable lead generation sources with a structured script focused on local regulations.
Lists sources but lacks practical scripts or specific actionable pacing steps.
Vague sources (e.g. "advertising") with no script or schedule details.
Fiduciary Knowledge
Demonstrates master-level grasp of client agency disclosures, dual-agency limits, and care duties.
Understand general representation but confused on dual agency boundaries or timing.
Lacks basic comprehension of statutory disclosure mandates.
