GRI: Graduate REALTOR® Institute 100 Series - 103

Tuesday, June 27, 2023 8:00 AM - Wednesday, June 28, 2023 5:30 PM (EDT)


GRI 103 is a two-day course. You must be present for both days - Tuesday, June 27th from 8:00 am - 5:30 pm & Wednesday, June 28th from 8:00 am - 5:30 pm.

103- Finance…


• 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.


103- Law…


• 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;


REALTORS® Association of Lake & Sumter Counties
3001 State Road 19
Tavares, FL 32778
Event Contact
Alisha Kissee Garcia
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Tuesday, June 27, 2023 8:00 AM - Wednesday, June 28, 2023 5:30 PM (EDT)
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