Test

ORIENTATION PAGE
1
INDEX 2
3
Sales Associate’s Job Description 4-8
The Cornerstones of the Real Estate Business 9
Undergraduate Real Estate Professional Program Description 10
Dress Code and Dress Code Policy 11
12
Client and Transaction File Processing, Retention and Destruction Policy 13

Undergraduate Real Estate Professional Program Modules 14-18
Undergraduate Real Estate Professional Program Assignments 19
Undergraduate Program Graduation Requirements 20
Northwood Realty Services Mergers and Acquisitions 21
Northwood Realty Services Offices and Corporate Roster 22
Agent Support Staff Directory 23
Accounting Department Staff Directory
Cellular Phone Discount Flyer 24-31
The Training News Hotline Number - Information Page

Directions from Northwood’s Corporate Office to West Penn Multi-List Office
Code of Ethics and Standards of Practice of the National Association of Realtors®

NOTES

_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________

SALES ASSOCIATE’S JOB DESCRIPTION:

1._______________________ - Searching for customers
2._______________________ - Prequalify / Preapprove
3._______________________ - Presentations (Buyers and Sellers)
4._______________________ - Ask for the order
5._______________________ - Write the offer / Settlement
6._______________________ - After closing - create a “Client for life”

PA-Undergraduate/Orientation-js/8-2016 Page 1 of 31

THE CORNERSTONES OF THE REAL ESTATE BUSINESS

Build strong relationships by getting FACE TO FACE.

_____________ __________________ ______________ – Smile. Make eye contact.
Keep an open, relaxed demeanor. Be interested.

_______________ _____ __________________ – Be positive. Be trustworthy.

Be helpful. Be credible. Believe you can make a difference.

____________________ _____ ______ ____________ – Tune in. Focus.

Listen completely. Think before you speak.

______________________ ______ _____________________ – Know your products
and services well. Be a problem solver. Find the best solution.

Be _____________________. All clients deserve to be treated with
respect, even if they’re difficult to work with or upset.
Be _____________________. Proactive support is all about identifying
and resolving issues before they become a problem.
Be _____________________. Your word is your bond and your clients
expect you to live up to your promises. Go the extra mile and exceed
your client’s expectations.

Providing superior client service pays long-term dividends. Your satisfied clients’ positive
“word-of-mouth” endorsements have always been and always will be your greatest asset
and most effective marketing program.

PA-Undergraduate/Orientation-js/8-2016 Page 2 of 31

UNDERGRADUATE REAL ESTATE
PROFESSIONAL PROGRAM

The Undergraduate Real Estate Professional program is a three-module program of
fifteen class sessions. Some activities you may complete on your own and others
will require help from your Sales Manager/Sales Director/Mentor.

Every possible effort will be made to conduct the class sessions on the dates and
hours set forth in the training schedule.

Classes will start on time so that we may finish on time. Prompt arrival for class is
an ingredient of professional courtesy.

There will be a one-hour lunch break for daytime classes. There are many
restaurants in the general proximity or bring a “brown bag” and eat in the Learning
Center. Any other breaks will be at the discretion of the instructor.

1. Classroom Attire. - wear proper business attire to class.

2. Name Cards and Reference Manual - Bring both to every class session
and wear your name tag once you have received it.

3. Attendance Sheet - Be sure you sign the attendance sheet at every class
session. It is our only record of your attendance.

4. Evaluation Form - Complete the Undergraduate Real Estate
Professional training evaluation form and turn it in at the end of each
class session. We do especially appreciate your comments on the form.

PA-Undergraduate/Orientation-js/8-2016 Page 3 of 31

DRESS CODE

INTRODUCTION: BUSINESS CASUAL DRESS CODE IN THE OFFICE

The objective of Northwood Realty Services in establishing a dress code for the offices is
to allow our employees and sales associates a comfortable work environment. We also
need our employees and sales associates to project a professional image for our clients,
potential employees and community visitors. Business casual is the standard for this dress
code.

Since not all casual clothing is suitable for the office, these guidelines will help you
determine what is appropriate to wear to work. The way you dress speaks volumes about
who you are as a person and as a business communicator. Your clothes and body language
always speak first.

During business hours or when representing Northwood Realty Services, employees and
sales associates are expected to present a clean, neat and professional appearance. Dress,
grooming and personal cleanliness instantly influence a person’s opinion and perception
of you and the company.

An employee’s manager may make certain exceptions based on the job assignment at a
given time. Reasonable accommodation may be made for a person with a disability or
illness, where necessary. If a manager or instructor feels that an employee’s or sales
associate’s personal appearance or hygiene is inappropriate, he or she may be asked to
leave the workplace until properly dressed or groomed.

PA-Undergraduate/Orientation-js/8-2016 Page 4 of 31

GUIDELINES FOR MEN’S BUSINESS CASUAL IN THE OFFICE

Ties:
Ties are not necessary for business casual in the office, but you can wear a tie. It never hurts to
slightly overdress; by dressing nicely, you pay a compliment to your co-workers and clients.

Shirts:
Long-sleeved, collared shirts are considered appropriate even in summer. Polo or golf shirts (tucked
in) are acceptable.

Pants:
Khaki or dress pants that are neatly pressed are appropriate.

Shoes:
Shoes should be kept clean and well polished. Athletic shoes, hiking boots or flip-flops are not
appropriate.

Jewelry:
Keep jewelry to a minimum. Avoid extremes.

Facial hair:
Facial hair, if worn, should be neat and well groomed.

GUIDELINES FOR WOMEN’S BUSINESS CASUAL IN THE OFFICE

Pants/skirts:
Casual pants or skirts are acceptable. Neither should be tight. For the most business-like
appearance, pants should be creased and tailored.

Skirt length:
Skirts, dresses, skorts and culottes should be knee length (or slightly above or below). Avoid
extremes. Undergarments should not be visible.

Shoes:
Shoes should be kept clean and well polished. Athletic shoes, hiking boots or flip flops are not
appropriate.

Cosmetics:
Make-up should be kept conservative. Avoid extremes.

Jewelry/accessories:
Keep jewelry to a minimum. Avoid extremes.

PA-Undergraduate/Orientation-js/8-2016 Page 5 of 31

MISCELLANEOUS GUIDELINES

 Baseball caps and bandanas are not appropriate (except for religious or medical purposes).

 Tank tops, crop tops, halter-tops, spaghetti strap tops or any other revealing or extremely form
fitting clothing is not acceptable.

 Clothing that reveals excessive cleavage, back, chest, feet, stomach or undergarments is not
appropriate for a business setting.

 Any clothing that has words, phrases, pictures or cartoons that may be offensive to others is
unacceptable. This includes wording or images that are politically or religiously derogatory in
nature, are sexually provocative, use profanity or are insulting to others.

 Clothing that has the Northwood logo is encouraged. Sports team, university and fashion brand
logos on clothing are generally acceptable.

 Short-shorts, spandex or other form-fitting pants including leggings are not acceptable.

 Sweat suits, jogging suits or wind suits are not appropriate.

 Bib overalls are not acceptable.

 Jeans are not acceptable, except when permitted by management due to the employee’s job
assignment or on designated days.

 Excessively worn, frayed, ripped or wrinkled clothing is not acceptable.

 Extreme hairstyles or color do not present an appropriate professional appearance and are
discouraged.

 Nails should be clean and well groomed. Avoid extremes of nail length and polish color.

 Perfume, cologne and after-shave lotion should be used moderately or avoided altogether. Some
individuals may be sensitive to strong fragrances.

 Offensive body odor and poor personal hygiene will not be tolerated.

 Facial jewelry, such as eyebrow rings, nose rings, and lip rings or tongue studs are not
professionally appropriate.

 Tattoos and similar body art should be covered during business hours and work-related functions.

PA-Undergraduate/Orientation-js/8-2016 Page 6 of 31

“DRESSING TO IMPRESS” FOR BUYER AND SELLER APPOINTMENTS
When on an appointment, it is always important to dress professionally and to wear your best
business attire, regardless of the dress code of the organization.

Proper business attire is about being professional. It is also presenting yourself in a way that makes
your clients feel comfortable and confident with you. It is always important to make a good first
impression. Dressing for success is still the rule.

DRESS DOWN / LOGO / SPORTS DAYS
Occasionally, Fridays may be informally designated by the company, offices or departments as
“dress down” days. Certain other days may also infrequently be declared as “dress down” days;
such as Northwood logo days or days to show support for the local sports teams, etc. On these days,
jeans, jerseys, sneakers and a more casual approach to dressing, although potentially offensive to
others, are allowed. On these designated days, your appearance and outfit should still maintain a
respectable standard for appropriate attire in the workplace.

CONCLUSION ABOUT THE BUSINESS CASUAL DRESS CODE IN THE OFFICE
Your work attire is a reflection of you and your professionalism. People judge us first by the way
we dress. In all situations, business and social, our outward appearance sends a message. Your
choice of business apparel speaks to your professional character and credibility. It is important to
understand how to dress for business if you wish to promote yourself and Northwood Realty
Services in a positive manner.

No dress code can cover all circumstances. Employees and sales associates must exercise a certain
amount of judgment in their choice of clothing to wear to work. If you experience uncertainty about
acceptable business casual attire for the workplace, please consult your Sales Manager.

PA-Undergraduate/Orientation-js/8-2016 Page 7 of 31

Dress Code Policy 

Personal appearance plays an important role when interfacing with customers and the community.  The overriding 
goal of our dress code is to allow agents and employees to work comfortably while projecting a professional image. 
 

• Dress Code Policy applies to ALL personnel, including, agents, employees and management, any time they are 
in the office and when conducting business on behalf of the company outside of the office. 

 

• Clothing, shoes, accessories, jewelry and grooming, hair and makeup must be ….. 

 

Professional – Minimum standard is ‘Business Casual’.  Clothing must be clean, neat, and in good 
condition without tears or stains.   

 

Respectful – Images and words that reference  violence, weapons, drugs, alcohol, smoking, race, sex, or 
obscenities are prohibited. 

 

Inoffensive – Excessively revealing, distracting, provocative or sexually suggestive clothing is prohibited. 

 

• Personnel who perform physical labor as part of their job (IT, maintenance etc) may wear clothing suitable to 
the task and worksite. 

 

• Occasionally, management may declare ‘Casual Fridays’ (not every Friday is a Casual Friday), ‘Dress‐down 
Days’ or other occasions when more casual clothing is acceptable provided it is clean, neat, respectful and 
inoffensive. 

 

• Accommodations based on religious beliefs or for other personal reasons will be considered on a case‐by‐
case basis.   

 

• If clothing fails to meet dress code, as determined by employee’s supervisor, an employee will receive a 
verbal warning and may be sent home to change into acceptable clothing and return to work.  Any time lost 
will not be compensated.   Progressive disciplinary action which may include written warnings, required time 
off without compensation, or termination of employment, will be applied for subsequent violations.  

 

  Guidelines ‐ These guidelines are not intended to be all‐inclusive, but to establish general parameters for 

appropriate ‘Business Casual’.  Employees and agents are expected to use good judgment and common sense 

  about items not specifically addressed.  If there is doubt as to whether a piece of clothing or outfit is 

appropriate, do not wear it in the workplace or ask your supervisor. 

  
• ‘Business Casual’ attire includes suits, pants, shirts, jackets, dresses and skirts. Sweatshirts, sweatpants, 

  overalls, shorts and clothing for athletics, exercise, beach, yard work or hunting is not acceptable.   

 

• Clothing should not be excessively tight, short or revealing.  Halter, tank,  muscle, midriff  and other shirts 

  that are backless, strapless or have spaghetti straps should be covered by a sweater or jacket. 
 
• Faded jeans are obviously not appropriate but denim may be acceptable depending on color, style and 

  condition. If at all unsure, check with your supervisor. 

 

• Appropriate shoes must be worn.  Athletic/tennis shoes, thongs, flip‐flops and slippers are not acceptable. 
  

• Accessories and jewelry should be in good taste with limited visible body piercing. 

 

  • Hats and Head Coverings are not appropriate in the office 

 

• Proper appearance includes personal hygiene and grooming.   Hair should be clean and neatly trimmed.     
Makeup, perfume and cologne should be worn with restraint and limited tattoos visible. 

9/  

9/16/13

 

PA-Undergraduate/Orientation-js/8-2016 Page 8 of 31

CLIENT AND TRANSACTION FILE PROCESSING,
RETENTION AND DESTRUCTION POLICY

OBJECTIVE
The purpose of this document is to communicate Northwood Realty’s formal policy regarding the processing,
retention and destruction of paper and electronic Client and Transaction files.

CLIENT and TRANSACTION FILES – DEFINED
For the purpose of this policy, Client files and Transaction files are defined below:

CLIENT FILES: All documents and data when a business relationship has been established, but no
transaction has been executed. Such documents include, but are not limited to: Consumer Notices,
Consumer Guides to Agency, Consumer Handbook Acknowledgements, Comparative Market
Analysis’, Pre-Approval letters, Buyer (Tenant) Agency Contracts, Non-Exclusive Buyer Agency
Agreements, Non-Representation Acknowledgments, etc.

TRANSACTION FILES: All documents and data relative to: Listings, Relists, Expired Listings,
Withdrawn Listings, Leases, Listings Sold, Pending Sales, Closed Sales, and Terminated Sales

CLIENT FILE PROCESSING, RETENTION AND DESTRUCTION POLICY
Paper Client files must be created following established Company and Office processing guidelines within fourteen
(14) days of establishing a business relationship. Branch offices are responsible for retaining paper Client files in a
secure manner and in compliance with all applicable laws for the period of retention time mandated by the state’s
governing agency, at which time the branch office must arrange for secure and timely destruction of paper Client
files.

During the retention period of the paper Client file, should a Client execute a transaction as defined in Transaction
Files above then the paper Client file must be converted to an electronic Transaction file, at which time the policies
established for the processing, retention and destruction of Transaction files become effective.

TRANSACTION FILE PROCESSING, RETENTION AND DESTRUCTION POLICY
Transaction files must be created electronically in Northwood Realty’s electronic file management system following
Company and Office processing guidelines. Electronic files must be created no later than within fourteen (14) days
of any business relationship converting to a transaction. Any subsequent data or documents relative to the
transaction must be added to the electronic file within fourteen (14) days of receipt or execution of such data or
documents. The data and documents contained in these electronic files will be considered the only legal and binding
file recognized by Northwood Realty.

Electronic files will remain in Northwood Realty’s electronic file management system for the period of retention
time mandated by the state’s governing agency, then subsequently destroyed.

Should the branch office choose to retain paper Transaction files, they may do so during the active life of the
transaction, and for a period not to exceed one (1) year after the time of completion or fulfillment of the transaction
due to closing, termination, cancellation, expiration, withdrawal, etc.. It is the responsibility of the branch office to
ensure that all paper files are stored in a secure manner and in compliance with all applicable laws, and that they
are securely destroyed in a timely manner, in compliance with this policy and all applicable laws.

PA-Undergraduate/Orientation-js/8-2016 Page 9 of 31

UNDERGRADUATE REAL ESTATE PROFESSIONAL

PROGRAM MODULES

Module 1 – Professional Selling Skills

Orientation
Relocation

Agency
Technology
Agent Support
Home Warranty
Insurance

Module 2 – Buyer Services

Financing and Settlement
Meeting the Buyer

Telephone and Showing
Agreement of Sale

Negotiating the Offer
Prospecting: Regular and High Tech
Prospecting Tools and Business Planning

Module 3 – Seller Services

Seller Counseling
Market Analysis
Listing Agreement
Marketing, Staging and the Generations

PA-Undergraduate/Orientation-js/8-2016 Page 10 of 31

UNDERGRADUATE REAL ESTATE PROFESSIONAL
PROGRAM ASSIGNMENTS

Module 1

1. Read AGENCY after the Agency class.
2. Read TECHNOLOGY after the Technology class.

Module 2

1. Read MEETING THE BUYER before the Meeting the Buyer class.
2. Read TELEPHONE AND SHOWING after the Telephone and Showing class.
3. Review FINANCING after the Financing and Settlement class.
4. Read the PAR STANDARD AGREEMENT FOR THE SALE OF REAL ESTATE

before the Agreement of Sale class.
5. Review NEGOTIATING THE OFFER after the Negotiating the Offer class.
6. Read PROSPECTING after the Prospecting Tools and Business Planning class.

Module 3

1. Read SELLER COUNSELING after the Seller Counseling class.
2. Read LISTING AGREEMENT before the Listing Agreement class.
3. Read MARKET ANALYSIS before the Market Analysis class.
4. Review MARKETING, STAGING and the GENERATIONS after the class.

PA-Undergraduate/Orientation-js/8-2016 Page 11 of 31

UNDERGRADUATE PROGRAM

GRADUATION REQUIREMENTS

1. Agent must have received their real estate salesperson’s license.

2. Join your local Multi-List. If you have not already done so, see your Sales
Manager.

3. Attendance at all Undergraduate Real Estate Professional Program classes is
company policy. Be sure you sign the attendance sheet at every session. This
is our only record of your attendance.

4. Sales Associates are expected to complete all classes of the Undergraduate
program within six months.

5. You will receive an Undergraduate Real Estate Professional Program
graduation certificate upon completion of these requirements.

* No business plan or presentation is required to complete the
Undergraduate program.

**A written business plan plus a role-playing buyer and listing
presentation will be accomplished as part of Mentoring/Coaching.

PA-Undergraduate/Orientation-js/8-2016 Page 12 of 31

Today’s Northwood Realty Services is the culmination of many
significant mergers and acquisitions throughout the years

The following companies have strengthened Northwood’s
position as one of the area’s largest real estate agencies:

Bernhard Realty Harshaw’s Real Estate, Inc.
Better Homes & Gardens Hosack Real Estate Herrington and Long Real Estate Services

Bittel and Company Jean Jamison Real Estate
Brass Lantern Real Estate Kelly Wood Real Estate
Brumbaugh & Assoc. Better Homes & Gardens Len Church and Associates
Century 21 Arrow Realty McBurney & Company, Inc. Real Estate
Century 21 Berkeley Hills Real Estate Janet P. Moreau Real Estate
Century 21 Dicesare Real Estate Oliver Residential Realty
Century 21 Massie-Giant Oaks Realty Remax Metrocorp Realty
Century 21 Prestige Realty Sandin-Thomas Real Estate
Century 21 Thomas Realty
Century 21 West Penn, LLC Stainbrook Realty
Stamp Realty, Inc.
Choice Homes Realty The Real Estate Company
Coldwell Banker First Place Real Estate Wunderly Weston Agency
Coldwell Banker Rita Halverson Realtors #1 Choice Real Estate
201 Realty GMAC
Cooper Agency
ERA Showcase Homes

PA-Undergraduate/Orientation-js/8-2016 Page 13 of 31

Northwood Realty Services – Office Roster Last update – 12/1/2016

ADAMS TOWNSHIP (777) BOARDMAN (670) CRANBERRY (109)

550 Adams Shoppes 1315 Boardman Canfield Road, Suite #9 730 Parkwood Drive, Suite 300

Mars, PA 16046 Boardman, OH 44512 Cranberry Township, PA 16066
Office #
724-741-2111 Office # 330-629-8300 Office # 724-776-9705
Fax # 724-741-2140
Fax # 330-629-8318 Fax # 724-776-9708
E-mail: [email protected] E-mail: [email protected]
SALES MANAGER: TONI ORRICO SALES MANAGER: MARLIN PALICH Email: [email protected]
SALES MANAGER: TONI ORRICO
Cell # 724-831-1717 Cell # 330-727-1723
Email: [email protected] Cell # 724-831-1717
Email: [email protected] ADMIN MANAGER: Gay Stack Direct: 724-553-3515
SALES DIRECTOR: CARLA HARDT
Cell#: 724-859-0121 ADMIN. COOR.: Nannette Tibolla E-mail: [email protected]
SALES DIRECTOR: CARLA HARDT
Email: [email protected] Cell#: 724-859-0121

ADMIN MANAGER: Erin Kelly 724-553-3570 Direct: 724-553-3575 E-

BUTLER (514) Email: [email protected]

AIRPORT/W.SUBURBAN (106) 1629 North Main Street Ext. SALES DIRECTOR: LEANNE DEMAIO

Butler, PA 16001 Cell # 412-848-3383
Office # Email: [email protected]
995 Beaver Grade Road, Suite C-1 724-282-1313
ADMIN MANAGER: Erin Kelly 724-553-3570
Moon Township, PA 15108-2745 Fax # 724-282-6688
Fax # 724-287-1717
Office # 412-262-4090
Fax # 412-264-3471
Email: [email protected]
E-mail: [email protected] SALES MANAGER: GARY STRAUB
EDGEWOOD (338)

SALES MANAGER: CHRIS GRAHAM Cell # 412-389-5278 105 Maple Avenue
Email: [email protected]
Direct # 412-329-3626 ADMIN MANAGER: Peg Chaff 724-256-4482 Pittsburgh, PA 15218-1438
ADMIN COOR: Stephanie Barnes 724-282-1313
Cell # 412-849-2326 Office # 412-731-9300

Email: [email protected] SALES MANAGER: CAROL PALOMERA

ADMIN MANAGER: Rita Ebright 412-329-3600 Cell # 412-334-1462
Email: [email protected]

ALLIANCE (672) CANFIELD (675) GREENSBURG (415)

1021 West State Street 22 West Main Street 801 N. Greengate Road, Suite 340

Alliance, Ohio 44601 Canfield, OH 44406 330-533-8600 Greensburg, PA 15601
Office # Office #
330-829-3960 Fax # 330-533-8616 Office # 724-838-9643
Fax # 724-837-5568
Fax # 330-829-3961 Email: [email protected] Email: [email protected]
SALES MANAGER: MARLIN PALICH SALES MANAGER: MARLIN PALICH
Cell # 330-727-1723 SALES MANAGER: SUSAN ROGERS Ext.1902
Email: [email protected] Cell # 330-727-1723 Direct#: 724-216-1902
ADMIN MANAGER: Beth Miller Email: [email protected]
ADMIN MANAGER: Gay Stack Cell # 724-612-3000
Email: [email protected]
ADMIN COOR: Marilyn Parillo ADMIN. MANAGER: Stacy Sadler 724-216-1901

BEAVER (127) GREENSBURG TRIBUNE REVIEW COOR:

Denise Ison 724-216-1942

1071 3rd Street CITY (337) GREENVILLE (561)

Beaver, PA 15009-2046 724-775-1000 1935 Murray Ave. 41 Hadley Road
Office #

Fax # 724-775-3111 Pittsburgh, PA 15217-1607 Greenville, PA 16125-9773

Email: [email protected] Office # 412-521-5100 Office # 724-588-1810
SALES MANAGER: RON MASZAK Fax # 412-521-3473
Cell # 412-303-1388 Fax # 724-588-1803
Email: [email protected] Email: [email protected]
Email: : [email protected] SALES MANAGER: CAROL PALOMERA, Ext. 4703
SALES MANAGER: MARY ANNE GIBSON
SALES DIRECTOR: DIANA FIGURELLI Direct: 412-894-4703 Office # 412-548-1504

Cell # 724-651-6677 Cell # 412-334-1462 Cell # 724-622-5520
Email: [email protected]
Email: [email protected] Email: [email protected]
SALES DIRECTOR: LEANNE DEMAIO ADMIN MANAGER: Tiffani Yogman Ext. 4715
SALES DIRECTOR: NANCY SCHLEGEL
Cell # 412-848-3383 Direct: 412-894-4715 Cell#: 724-866-1005

ADMIN MANAGER: Val Cecconi 724-371-8160 Email: [email protected]

ADMIN MANAGER: Amy Chrispen
ADMIN COOR: Carol Campbell
CLEVELAND (677)
BLAIRSVILLE (416)

53 W. Market Street 1935 West 25th Street GROVE CITY (562)

Blairsville, PA 15717 Cleveland, OH 44113 120-B South Broad Street

Office # 724-459-6770 Office # 216-303-7300 Grove City, PA 16127
SALES MANAGER: JOHN EATON
Fax # 724-459-6772 Cell # 330-219-5758 Office # 724-458-8800 - 1-800-490-4004
Fax # 724-458-6728
E-mail: [email protected] Email: [email protected]
Email: [email protected]
SALES MANAGER: TOM MOREAU ADMIN MANAGER: Sheelagh Cafferkey SALES MANAGER: GARY STRAUB
Cell# 724-388-1785
Email: [email protected] Cell # 412-389-5278
Email: [email protected]
ADMIN COOR: Sharon L. Grove ADMIN MANAGER: Peg Chaff
ADMIN COOR: Bridget Casteel

HAMPTON (102) MURRYSVILLE (334) PENN HILLS (304)

4100 Route 8 4488 William Penn Highway 11722 Frankstown Road

Allison Park, PA 15101-3060 Murrysville, PA 15668-1900 Pittsburgh, PA 15235-3433
Office # 412-487-3200
Fax # 412-486-6196 Office # 724-327-5600 Office # 412-242-4100
412-795-4100
E-mail: [email protected] Fax # 724-733-4080 Fax # 412-242-3511
Email: [email protected]
SALES MANAGER: PATRICK CANNON Email: [email protected]
Cell # 724-612-3642 SALES MANAGER: SUSAN ROGERS Ext.1902
Email: [email protected] SALES MANAGER: STACI RULLO
Direct#: 724-216-1902
Direct Office # 412-723-6003
Cell # 724-612-3000
ADMIN MANAGER: Laura Novitsky 412-219-1200 Cell # 412-889-8929
ADMIN MANAGER: Denise Ison 724-519-5256 Email: [email protected]

NATRONA HEIGHTS (339) ADMIN ASSISTANT: Julie Mazur

HERMITAGE (564) Direct Office # 412-723-6019
Email: [email protected]
52 Highland Mall
490 North Kerrwood Drive, Suite 202 MARKETING: Lory Bowen
Natrona Heights, PA 15065
Hermitage, PA 16148 Direct#: 412-723-6005
Office # 724-981-9771 Office # 724-224-2117
Fax # 724-342-0963
E-mail: [email protected] Fax # 724-224-2597
Email: [email protected]
SALES MANAGER: MARY ANNE GIBSON SALES MANAGER: RON MASZAK PETERS TOWNSHIP (220)
Cell # 412-303-1388
Office # 412-548-1504 Email: [email protected] Waterdam Commons
Cell # 724-622-5520
Email: [email protected] 4215 Washington Road
SALES DIRECTOR: ROB ISEMAN
SALES DIRECTOR: NANCY SCHLEGEL McMurray, PA 15317-2565
Cell # 724-664-6326
Cell#: 724-866-1005 Email: [email protected] Office # 724-941-3340
Fax # 724-942-3042
Email: [email protected] ADMIN MANAGER: Kelly Toy 724-548-4157 Email: [email protected]
ADMIN MANAGER: Amy Chrispen 724-551-1757
SALES MANAGER: JACK GALLIK Ext. 6201
Cell # 724-344-1101
NEW CASTLE (560)

HOWLAND (671) 1714 Wilmington Road Direct Fax# 412-847-7234
Email: [email protected]
1985 Niles Cortland Road, SE New Castle, PA 16105 ADMIN MANAGER: Ruth Hanley 724-949-1601

Warren, Ohio 44484 330-856-6100 Office # 724-658-6645
Office #
Fax # 724-658-0094
Fax # 330-856-6107 PLEASANT HILLS (230)
Email: [email protected]
Email: [email protected] SALES MANAGER: MARY ANNE GIBSON
Office # 412-548-1504 5301 Clairton Blvd., Suite C
SALES MANAGER: STEVE FERREBEE
Cell # 724-622-5520 Pittsburgh, PA 15236-2754
Cell # 330-883-3305
Email: [email protected] Email: [email protected] Office # 412-885-8530 - 412-835-5800
SALES DIRECTOR: NANCY SCHLEGEL Fax # 412-885-1461
ADMIN MANAGER: Pam Eastman Cell#: 724-866-1005 Email: [email protected]

ADMIN COOR: Taylor Pearson Email: [email protected] SALES MANAGER: KAREN BERBERICK, Ext. 3002

ADMIN COOR: Robin Brown ADMIN MANAGER: Amanda Cilli, Ext. 3040 Home # 412-655-1977

Cell # 412-401-5511
Email: [email protected]
NORTH HILLS (105) ADMIN MANAGER: SUE SKERBETZ 412-253-7000
INDIANA (413)

200 South 7th Street 9840 Old Perry Highway

Indiana, PA 15701 Wexford, PA 15090-9315 POLAND (673)
Office #
724-349-8040 Office # 412-367-3200

Fax # 724-349-8070 724-934-3337 5 W. McKinley Way

Email: [email protected] Fax # 412-367-0275 Poland, OH 44514 330-726-8161
E-mail: [email protected] 724-934-3871 Office #
SALES MANAGER: TOM MOREAU, Ext.17
Fax # 330-726-1931
Cell# 724-388-1785 SALES MANAGER: BARBARA KLEPPICK Email: [email protected]
Email: [email protected]
ADMIN COOR: Sharon L. Grove, Ext. 10 Cell # 724-584-7613 SALES MANAGER: MARLIN PALICH

Direct: 412-837-5053 Cell # 330-727-1723
Email: [email protected]
Direct Fax # 412-847-7239 ADMIN MANAGER: Renee Devlin
Email: [email protected]
KITTANNING (540)
SALES MANAGER: LOUISE ROGERS

107 Arch Street Cell: 412-855-2465 ROBINSON/SHOWCASE HOMES

Kittanning, PA 16201 Direct: 412-837-5070
Office # Email: [email protected]
724-548-4157 1346 Silver Lane, Suite 201

Fax # 724-548-8679 SALES MANAGER: TODD VAN HORN Robinson Township, PA 15108

Email: [email protected] Cell#: 412-491-2473 Office # 412-859-8000
Fax # 412-859-0110
SALES MANAGER: RON MASZAK Direct# 412-837-5044
Cell # 412-303-1388 E-mail: [email protected]
Email: [email protected] SALES MANAGER: BOB LaMARCA
Email: [email protected]
CO-ADMIN MANAGER: Beth Vigliotti Cell # 412-559-3591
SALES DIRECTOR: ROB ISEMAN
Direct# 412-837-5004 SALES MANAGER: WOODY BAREFOOT
Cell # 724-664-6326
Email: [email protected] CO-ADMIN MANAGER: Adrian Horner Cell # 412-780-9566

ADMIN MANAGER: Kelly Toy 724-548-4157 Direct# 412-837-5000 OFFICE COOR: Melissa Barone

Sat/Sun/Office Coor: Tory Parrish

SALEM (672) TRI-COUNTY (231-235) EVEREST CONSULTING GROUP

2789 E. State Street, Suite 1 CALIFORNIA OFFICE - 231 Office # 412-367-9114

Salem, OH 44460 236 California Road

Office # 330-337-9330 Brownsville, PA 15417 724-330-5800
Fax # 330-337-9343 Office #
Fax # 724-330-5805
Email: [email protected] Email: [email protected] BUYERS LINE INFORMATION

SALES MANAGER: MARLIN PALICH SALES MANAGER: PAT ALFANO Please use the designated phone
Cell # 330-727-1723
Email: [email protected] Cell # 724-366-0497
Email: [email protected] numbers for Buyers Line
ADMIN MANAGER: Beth Miller
OFFICE COOR: Apryle Alfano information in the areas below:
412-492-1100
MONONGAHELA OFFICE - 235
Hampton Penn Hills
SARVER (556) 214 West Main Street
North Hills Airport
Monongahela, PA 15063

119 Mulone Drive Office # 724-292-1040 Upper St. Clair Pleasant Hills

Sarver, PA 16055 Email: [email protected] City Edgewood

Office # 724-295-9090 SALES MANAGER: PAT ALFANO Monroeville

Fax # 724-295-3020 Cell # 724-366-0497

Email: [email protected]
SALES MANAGER: RON MASZAK
Cell # 412-303-1388 201 ASSOCIATES 724-602-2536
Butler
Email: [email protected] 433 Broad Avenue Cranberry
Beaver Kittanning
SALES DIRECTOR: ROB ISEMAN Belle Vernon, PA 15012 Sarver New Castle
Greenville Grove City
Cell # 724-664-6326 Office # 724-929-1370 Hermitage Zelienople
Fax # 724-929-2505
Email: [email protected]
ADMIN MANAGER Floyd Lux 724-294-4240 Email: [email protected]
SALES MANAGER: BOB SYPOLT Ext. 16

Home # 724-872-5179
Cell # 724-984-2960

SLIPPERY ROCK (517) OFFICE COOR: Christy Crosby Ext. 24

251 Grove City Road 201 ASSOCIATES-ROSTRAVER Washington 724-705-0550
Indiana Murrysville
Slippery Rock, PA 16057 1747 Rostraver Road Blairsville Greensburg
California
Office # 724-794-4663 Belle Vernon, PA 15012 724-929-4660 Peters Township
Fax # 724-794-3163 Office # 724-268-3931 210 Associates
SALES MANAGER: GARY STRAUB Fax #
SALES MANAGER: BOB SYPOLT 724-872-5179
Cell # 412-389-5278 Home # 724-984-2960
Email: [email protected] Cell #
814-701-4176

Somerset

SOMERSET (433) UPPER ST. CLAIR (221)

555 East Main Street 1797 N. Highland Road 330-272-0113

Somerset, PA 15501 Pittsburgh, PA 15241-1299 Ohio Office

Office # 814-443-4858 Office # 412-831-0100

Toll Free # 1-800-638-6693 Fax # 412-831-9830
Email: [email protected]
Fax # 814-445-8449 BUYERS LINE ASSISTANCE
Email: [email protected] SALES MANAGER: KAREN BERBERICK

SALES MANAGER: TOM HOSACK Direct # 412-595-3002 Phone # 502-515-7400
Home # 412-655-1977
Cell # 724-612-1727
ADMIN. MANAGER: Lisa Jo Dively Cell # 412-401-5511
Email: [email protected]
ADMIN MANAGER: Donna Pozek 412-595-3001

STOW (676) WASHINGTON (211) 2-10 HOME BUYERS
WARRANTY

4936 Darrow Road 190 North Main Street ACCOUNT EXECUTIVE: NANCY DOUGLAS

Stow, Ohio 44224 Washington, PA 15301 Cell # 440-796-5309

Office # 330-688-1122 Office # 724-222-6550 E-mail: [email protected]

Fax # 330-688-1129 Fax # 724-222-6283 Website: www.2-10.com

E-mail: [email protected] E-mail: [email protected]
SALES MANAGER: JOHN EATON SALES MANAGER: JACK GALLIK REGIONAL VICE PRES.: MARILYN CARMAN
Cell # 330-219-5758
Email: [email protected] Direct # 724-531-6201 Office # 317-340-3187
Cell # 317-340-3187
ADMIN. MANAGER: Theresa Karm Cell # 724-344-1101 E-mail: [email protected]
Email: [email protected]
ADMIN MANAGER: Cherise Gallik 724-531-6200 Website: www.2-10.c

NORTHWOOD CORPORATE OFFICE  9840 Old Perry Highway  Wexford, PA 15090-9315
Corporate Office # 412-367-1170

TOM HOSACK CAROL PALOMERA COURIER
724-553-2896
President Facility Manager Greg Jones
Cell #
Chief Executive Officer, Broker 412-334-1462

Broker Referral Co. 412-548-1502 JULIE SCHULTHEIS HUMAN RESOURCES (996)
Office # 412-934-8826
Home # 724-612-1727 Senior Administrative Manager 412-548-1513
Cell # Office# VP of Corporate Services
Email: [email protected] Cell # 724-816-7106 412-548-1500
GIL KITE
Email: [email protected] Email: [email protected]
MIKE BAUER
HEATHER HOLBEIN 412-548-1594
Email: [email protected]
Chief Operations Officer ROBIN WHITEHAIR

Northwood of Ohio LLC, President
Office # 412-548-1506
Assistant General Manager - OHIO
Office#
Cell # 724-290-4895 330-423-0850 RECRUITING (991)
Cell# 330-717-2733
Email: [email protected] Email: [email protected] VICE PRESIDENT: TONI ORRICO

ANGELA MANGONE Office # 412-548-1528

Executive Coordinator ACCOUNTING DEPT. (995) Cell # 724-831-1717
Office #
Email: [email protected] 412-548-1503 Email: [email protected]

PO Box 101099, Pittsburgh, PA 15237 Email: [email protected]

Office # 412-364-9474
Office # 412-548-1530
TEX WESTON

Chairman Emeritus Fax # 412-364-9530 RECRUITERS
Cell #
Email: [email protected] 412-298-8273 CONTROLLER: DENISE HARVEY JEANNE PARKER 412-952-8657

Office # 412-548-1531 Email: [email protected]
Commissions
Hand Money - Agent Accounts RENEE PORTERFIELD 724-372-5782

WENDY WEST Email: [email protected] Email: [email protected]

Chairwoman of the Board SANDY DUNMIRE 412-548-1530 BONNIE SHONTZ 412-400-7210
Office #
Home # 412-548-1540 Payroll & Hospitalization Email: [email protected]
Email: [email protected] 412-492-9160
Email: [email protected] STEPHANIE YATCHYSHYN 724-518-3852

KRISTY (FUREDY) PODGORSCAK 412-548-1534 Email: [email protected]

Commissions – Agent Account Payments ERIC KOCHANOWSKI 724-841-5810

JIM PETERS Fall Thru’s – Excess Hand Money Email: [email protected]

Ohio Regional Operations Manager Email: [email protected] 412-548-1533
LESLIE FAULHABER
Cell # 412-855-5875 Payment Requests - Accounts Payable
Email: [email protected]
Postage Requests RELOCATION SERVICES (992)
Email: [email protected]
GENERAL MANAGERS PAULA MOORE 412-548-1532
VP of Corporate Services
Pennsylvania Agent Accounts, Corporate Properties, Closings, GIL KITE 412-548-1500
Hand Money, Pendings Cell # 412-480-7273
RON MASZAK Email: [email protected]
Office # 412-548-1501 Email: [email protected]

Cell # 412-303-1388 SUSAN KOSSMAN 412-548-1523
Email: [email protected] HEATHER CONRAD 412-548-1521
Pennsylvania AGENT SUPPORT (993) MARY KELLEY 412-548-1520
Email: [email protected]
MARY ANNE GIBSON Office # 412-367-1875
Office # 412-548-1504
Cell # 724-622-5520 Office Fax # 412-635-8592
Email: [email protected]
Email: [email protected] MANAGER: JULIE SCHULTHEIS
Ohio
MARLIN PALICH Northwood Educational Institute, TV Show
Office# 412-548-1513 TECH TRAINERS
Cell # 330-727-1723
Email: [email protected] Cell # 724-816-7106 AMY HINES 724-433-2682
Email: [email protected] Email: [email protected] 330-881-4884
Regional Manager for Stow and Cleveland ROSANNE GALLOWAY 412-548-1544 RYAN REXROAD 412-607-9045
JOHN EATON Email: [email protected] 412-860-8771
Cell # 330-219-5758 General Information, Seasonal Marketing Materials, MIKAELA ROGERS
Email: [email protected]
Email: [email protected] ProPower Eligibility HEATHER WOZNIAK
Email: [email protected] Email: [email protected]

ATTORNEY AT LAW ANGELA GROSS 412-548-1541
Business Cards, Billboard Signs & Post-Gazette Ads
GEFF YOUNG
Office Direct # 412-548-1553 Email: [email protected]
JENNIFER EHNOT 412-548-1543
Cell # 412-443-8477
Mail Room, Supplies, Courier requests
Email: [email protected] Email: [email protected]

GIL KITE (999) DEBBIE SAUS 412-548-1546 IT DIRECTOR
Advertising Coordinator
MICHAEL JEDLICKA
VP of Corporate Services Email: [email protected] 412-548-1525 Office # 412-548-1590
Office # CAROL HAASE Email: [email protected]
Cell # 412-548-1500
Email: [email protected] 412-480-7273 ProPower Client enrollments
Email: [email protected]



AGENT SUPPORT DEPARTMENT

9840 Old Perry Highway, Wexford, PA 15090
E-mail: [email protected] | Phone: 412.367.1875 | Fax: 412.635.8592

Office Hours: Monday-Friday 9am-5pm

Department Directory

Julie Schultheis 412. 548.1513 [email protected]

 Senior Administrative Manager

 Northwood Educational Institute
(Undergraduate & Master Programs, Cram Course, Mentor and CORE Programs support)

 Co-producer - Guide to Homes TV Show

 Agent Achieve Document Center

Rosanne Galloway 412.548.1544 [email protected]

 General Department Information

 Office Location Roster

Carol Haase 412.367.1170 [email protected]

 Receptionist, Corporate Offices

 ProPower Client Enrollment

Deborah Saus 412.548.1546 [email protected]
 Graphic Design/Marketing
 Press Releases
 Northwood Beat Newsletter

Jennifer Ehnot 412.548.1543 [email protected]
 Supply Orders
 First Class/Presorted Mail
 Courier Questions

Angela Gross 412.548.1541 [email protected]
 Business Cards, Stationery
 Post-Gazette Line Ads
 Commercial Sign Orders

Agent Support Department Directory | December 2016

Denise Harvey – 412-548-1531
Controller

Commissions – Agent Accounts
[email protected]

Sandy Dunmire – 412-548-1530
Payroll & Hospitalization

[email protected]

Kristy 3RGJRUVFDN – 412-548-1534
Commissions – Hand Money – Fall Thrus

Excess Hand Money
[email protected]

+HDWKHU+ROEeLQ – 412-548-15
+XPDQ5HVRXUFHV
3HQGLQJV

[email protected]

Leslie Faulhaber – 412-548-1533
Rents – Payment Requests

Accounts Payable – Postage Requests
[email protected]

Paula Moore – 412-548-1532
Pendings – Hand Money

Commissions – Agent Accounts
Corporate Properties

[email protected]

P.O. Box 101099
Pittsburgh, PA 15237
Phone – 412-364-9474 - Fax 412-364-9530

PPAA--UUnnddeerrggrraadduuaattee//OOrriieennttaattiioonn--jjss//18--22001166 PPaaggee 2200 ooff 3311

PA-Undergraduate/Orientation-js/8-2016 Page 21 of 31

The Training News Hotline Number is:

(412) 837-5002

You can call this number to find out if the Undergraduate
program will be held as scheduled. Should there be a
schedule change, the Hotline will inform you.

In case of a weather cancellation or emergency, that
information will be available on the Hotline after
7:00a.m. the day of the scheduled class for daytime
classes and after 4:00p.m. for evening classes.

Please DO NOT leave a message on the Hotline.

PA-Undergraduate/Orientation-js/8-2016 Page 22 of 31

DIRECTIONS FROM
NORTHWOOD’S CORPORATE OFFICE

TO

WEST PENN MULTI-LIST

Start: 9840 Old Perry Highway to End: 8980 Perry Highway
Wexford, PA 15090 Pittsburgh, PA 15237
412-367-1170 412-367-5860

1. Head South on Old Perry Highway (go 0.2 miles)
2. Take the first Right onto Pine Creek Rd. (towards Target® and Walgreens®) (go 0.1 miles)
3. Turn Left onto Perry Hwy. / US-Route 19 (go 1.3 miles)
4. The West Penn Multi-list building will be on your left

PA-Undergraduate/Orientation-js/8-2016 Page 23 of 31

Code of Ethics and Standards of Practice

of the National Association of Realtors®

Effective January 1, 2016

Where the word Realtors® is used in this Code and Preamble, it shall be Accepting this standard as their own, Realtors® pledge to observe its spirit
deemed to include Realtor-Associate®s. in all of their activities whether conducted personally, through associates
or others, or via technological means, and to conduct their business in
While the Code of Ethics establishes obligations that may be higher than accordance with the tenets set forth below. (Amended 1/07)
those mandated by law, in any instance where the Code of Ethics and the
law conflict, the obligations of the law must take precedence. Duties to Clients and Customers

Preamble Article 1

Under all is the land. Upon its wise utilization and widely allocated ownership When representing a buyer, seller, landlord, tenant, or other client as an
depend the survival and growth of free institutions and of our civilization. agent, Realtors® pledge themselves to protect and promote the interests
Realtors® should recognize that the interests of the nation and its citizens of their client. This obligation to the client is primary, but it does not relieve
require the highest and best use of the land and the widest distribution of Realtors® of their obligation to treat all parties honestly. When serving
land ownership. They require the creation of adequate housing, the building a buyer, seller, landlord, tenant or other party in a ­non-agency capacity,
of functioning cities, the development of productive industries and farms, Realtors® remain obligated to treat all parties honestly. (Amended 1/01)
and the preservation of a healthful environment.
• S tandard of Practice 1-1
Such interests impose obligations beyond those of ordinary commerce. R ealtors®, when acting as principals in a real estate transaction, remain
They impose grave social responsibility and a patriotic duty to which obligated by the duties imposed by the Code of Ethics. (Amended 1/93)
Realtors® should dedicate themselves, and for which they should be
diligent in preparing themselves. Realtors®, therefore, are zealous to • S tandard of Practice 1-2
maintain and improve the standards of their calling and share with their The duties imposed by the Code of Ethics encompass all real
fellow Realtors® a common responsibility for its integrity and honor. estate-related activities and transactions whether conducted in person,
electronically, or through any other means.
In recognition and appreciation of their obligations to clients, customers,
the public, and each other, Realtors® continuously strive to become and The duties the Code of Ethics imposes are applicable whether Realtors®
remain informed on issues affecting real estate and, as knowledgeable are acting as agents or in legally recognized non-agency capacities
professionals, they willingly share the fruit of their experience and study with except that any duty imposed exclusively on agents by law or regulation
others. They identify and take steps, through enforcement of this Code of shall not be imposed by this Code of Ethics on Realtors® acting in
Ethics and by assisting appropriate regulatory bodies, to eliminate practices non-agency capacities.
which may damage the public or which might discredit or bring dishonor to
the real estate profession. Realtors® having direct personal knowledge of As used in this Code of Ethics, “client” means the person(s) or entity(ies)
conduct that may violate the Code of Ethics involving misappropriation of with whom a Realtor® or a Realtor®’s firm has an agency or legally
client or customer funds or property, willful discrimination, or fraud resulting recognized non-agency relationship; “customer” means a party to a real
in substantial economic harm, bring such matters to the attention of the estate transaction who receives information, services, or benefits but has
appropriate Board or Association of Realtors®. (Amended 1/00) no contractual relationship with the Realtor® or the Realtor®’s firm;
“prospect” means a purchaser, seller, tenant, or landlord who is not
Realizing that cooperation with other real estate professionals promotes the subject to a representation relationship with the Realtor® or Realtor®’s
best interests of those who utilize their services, Realtors® urge exclusive firm; “agent” means a real estate licensee (including brokers and sales
representation of clients; do not attempt to gain any unfair advantage over associates) acting in an agency relationship as defined by state law or
their competitors; and they refrain from making unsolicited comments about regulation; and “broker” means a real estate licensee (including brokers
other practitioners. In instances where their opinion is sought, or where and sales associates) acting as an agent or in a legally recognized
Realtors® believe that comment is necessary, their opinion is offered in an non-agency capacity. (Adopted 1/95, Amended 1/07)
objective, professional manner, uninfluenced by any personal motivation or
potential advantage or gain. •  Standard of Practice 1-3
R ealtors®, in attempting to secure a listing, shall not deliberately mislead
The term Realtor® has come to connote competency, fairness, and high the owner as to market value.
integrity resulting from adherence to a lofty ideal of moral conduct in
business relations. No inducement of profit and no instruction from clients • S tandard of Practice 1-4
ever can justify departure from this ideal. R ealtors®, when seeking to become a buyer/tenant representative, shall
not mislead buyers or tenants as to savings or other benefits that might
In the interpretation of this obligation, Realtors® can take no safer guide be realized through use of the Realtor®’s services. (Amended 1/93)
than that which has been handed down through the centuries, embodied
in the Golden Rule, “Whatsoever ye would that others should do to you, • S tandard of Practice 1-5
do ye even so to them.” Realtors® may represent the seller/landlord and buyer/tenant in the

PA-Undergraduate/Orientation-js/8-2016 Page 24 of 31

NAR_COESOP_2016.indd 1 11/25/15 9:19 AM

same transaction only after full disclosure to and with informed consent 2) the fact that buyer/tenant agents or brokers, even if compensated by
of both parties. (Adopted 1/93) listing brokers, or by sellers/landlords may represent the interests of
buyers/tenants; and
• S tandard of Practice 1-6
Realtors® shall submit offers and counter-offers objectively and as quickly 3) any potential for listing brokers to act as disclosed dual agents, e.g.,
as possible. (Adopted 1/93, Amended 1/95) buyer/tenant agents. (Adopted 1/93, R­ enumb­ ered 1/98, Amended 1/03)

•  Standard of Practice 1-7 • S tandard of Practice 1-13
W hen acting as listing brokers, Realtors® shall continue to submit to the When entering into buyer/tenant agreements, Realtors® must advise
seller/landlord all offers and counter-offers until closing or execution of potential clients of:
a lease unless the seller/landlord has waived this obligation in writing. 1) the Realtor®’s company policies regarding cooperation;
Realtors® shall not be obligated to continue to market the property 2) the amount of compensation to be paid by the client;
after an offer has been accepted by the seller/landlord. Realtors® shall 3) the potential for additional or offsetting compensation from other
recommend that sellers/landlords obtain the advice of legal counsel brokers, from the seller or landlord, or from other parties;
prior to acceptance of a subsequent offer except where the acceptance 4) any potential for the buyer/tenant representative to act as a disclosed
is contingent on the termination of the pre-existing purchase contract or dual agent, e.g., listing broker, subagent, landlord’s agent, etc., and
lease. (Amended 1/93) 5) the possibility that sellers or sellers’ representatives may not
treat the existence, terms, or conditions of offers as confidential
• S tandard of Practice 1-8 unless confidentiality is required by law, regulation, or by any
R ealtors®, acting as agents or brokers of buyers/tenants, shall submit to confidentiality agreement between the parties. (Adopted 1/93,
buyers/tenants all offers and counter-offers until acceptance but have no Renumbered 1/98, Amended 1/06)
obligation to continue to show properties to their clients after an offer has
been accepted unless otherwise agreed in writing. Realtors®, acting as • S tandard of Practice 1-14
agents or brokers of buyers/tenants, shall recommend that buyers/tenants F ees for preparing appraisals or other valuations shall not be contingent
obtain the advice of legal counsel if there is a question as to whether a upon the amount of the appraisal or valuation. (Adopted 1/02)
pre-existing contract has been terminated. (Adopted 1/93, Amended 1/99)
•  Standard of Practice 1-15
•  Standard of Practice 1-9 Realtors®, in response to inquiries from buyers or cooperating brokers
T he obligation of Realtors® to preserve confidential information (as shall, with the sellers’ approval, disclose the existence of offers on the
defined by state law) provided by their clients in the course of any agency property. Where disclosure is authorized, Realtors®  shall also disclose,
relationship or non-agency relation­ship recognized by law continues after if asked, whether offers were obtained by the listing licensee, another
termination of agency relationships or any non-agency relationships licensee in the listing firm, or by a cooperating broker. (Adopted 1/03,
recognized by law. Realtors® shall not knowingly, during or following the Amended 1/09)
termination of professional relationships with their clients:
1) reveal confidential information of clients; or •  Standard of Practice 1-16
2) use confidential information of clients to the disadvantage of clients; or R ealtors® shall not access or use, or permit or enable others to access or
3) use confidential information of clients for the Realtor®’s advantage use,­listed or managed property on terms or conditions other than those
or the advantage of third parties unless: authorized by the owner or seller. (Adopted 1/12)
a) clients consent after full disclosure; or
b) Realtors® are required by court order; or Article 2
c) it is the intention of a client to commit a crime and the information
is necessary to prevent the crime; or Realtors® shall avoid exaggeration, misrepresentation, or concealment
d)  it is necessary to defend a Realtor® or the Realtor®’s employees or of pertinent facts relating to the property or the transaction. Realtors®
associates against an accusation of wrongful conduct. shall not, however, be obligated to discover latent defects in the property,
Information concerning latent material defects is not considered confidential to advise on matters outside the scope of their real estate license, or
information under this Code of Ethics. (Adopted 1/93, Amended 1/01) to disclose facts which are confidential under the scope of agency or
n­ on-agency relationships as defined by state law. (Amended 1/00)
•  Standard of Practice 1-10
R ealtors® shall, consistent with the terms and conditions of their real • S tandard of Practice 2-1
estate licensure and their property management agreement, competently Realtors® shall only be obligated to discover and disclose adverse factors
manage the property of clients with due regard for the rights, safety and reasonably apparent to someone with expertise in those areas required
health of tenants and others lawfully on the premises. (Adopted 1/95, by their real estate licensing authority. Article 2 does not impose upon
Amended 1/00) the Realtor® the obligation of expertise in other professional or technical
disciplines. (Amended 1/96)
•  Standard of Practice 1-11
Realtors® who are employed to maintain or manage a client’s property • S tandard of Practice 2-2
shall exercise due diligence and make reasonable efforts to protect it (Renumbered as Standard of Practice 1-12 1/98)
against reasonably foreseeable contingencies and losses. (Adopted 1/95)
• S tandard of Practice 2-3
• S tandard of Practice 1-12 (Renumbered as Standard of Practice 1-13 1/98)
W hen entering into listing contracts, Realtors® must advise sellers/
landlords of: •  Standard of Practice 2-4
1) the Realtor®’s company policies regarding cooperation and the R ealtors® shall not be parties to the naming of a false consideration
amount(s) of any compensation that will be offered to subagents, in any document, unless it be the naming of an obviously nominal
buyer/tenant agents, and/or brokers acting in legally recognized consideration.
non-agency capacities;
•  S tandard of Practice 2-5
F actors defined as “non-material” by law or regulation or which are
expressly referenced in law or regulation as not being subject to disclosure
are considered not “pertinent” for purposes of Article 2. (Adopted 1/93)

PA-Undergraduate/Orientation-js/8-2016 Page 25 of 31

NAR_COESOP_2016.indd 2 11/25/15 9:19 AM

Article 3 other than those established by the owner or the listing broker.
(Adopted 1/10)
Realtors® shall cooperate with other brokers except when cooperation is
not in the client’s best interest. The obligation to cooperate does not include • S tandard of Practice 3-10
the obligation to share commissions, fees, or to otherwise compensate T he duty to cooperate established in Article 3 relates to the obligation to
another broker. (Amended 1/95) share information on listed property, and to make property available to
other brokers for showing to prospective purchasers/tenants when it is
• S tandard of Practice 3-1 in the best interests of sellers/landlords. (Adopted 1/11)
R ealtors®, acting as exclusive agents or brokers of sellers/ landlords,
establish the terms and conditions of offers to cooperate. Unless Article 4
expressly indicated in offers to cooperate, cooperating brokers may not
assume that the offer of cooperation includes an offer of compensation. Realtors® shall not acquire an interest in or buy or present offers from
Terms of compensation, if any, shall be ascertained by cooperating themselves, any member of their immediate families, their firms or any
brokers before beginning efforts to accept the offer of cooperation. member thereof, or any entities in which they have any ownership interest,
(Amended 1/99) any real property without making their true position known to the owner or
the owner’s agent or broker. In selling property they own, or in which they
•  Standard of Practice 3-2 have any interest, Realtors® shall reveal their ownership or interest in
A ny change in compensation offered for cooperative services must be writing to the purchaser or the purchaser’s representative. (Amended 1/00)
communicated to the other Realtor® prior to the time that Realtor®
submits an offer to purchase/lease the property. After a Realtor® has • S tandard of Practice 4-1
submitted an offer to purchase or lease property, the listing broker may F or the protection of all parties, the disclosures required by Article 4
not attempt to unilaterally modify the offered compensation with respect shall be in writing and provided by Realtors® prior to the signing of any
to that cooperative transaction. (Amended 1/14) contract. (Adopted 2/86)

• S tandard of Practice 3-3 Article 5
S tandard of Practice 3-2 does not preclude the listing broker and
cooperating broker from entering into an agreement to change Realtors® shall not undertake to provide professional services concerning
cooperative compensation. (Adopted 1/94) a property or its value where they have a present or contemplated interest
unless such interest is specifically disclosed to all affected parties.
• S tandard of Practice 3-4
R ealtors®, acting as listing brokers, have an affirmative obligation to Article 6
disclose the existence of dual or variable rate commission arrangements
(i.e., listings where one amount of commission is payable if the listing Realtors® shall not accept any commission, rebate, or profit
broker’s firm is the procuring cause of sale/lease and a different amount on expenditures made for their client, without the client’s knowledge and
of commission is payable if the sale/lease results through the efforts of consent.
the seller/landlord or a cooperating broker). The listing broker shall, as
soon as practical, disclose the existence of such arrangements to potential When recommending real estate products or services (e.g., homeowner’s
cooperating brokers and shall, in response to inquiries from cooperating insurance, warranty programs, mortgage financing, title insurance,
brokers, disclose the differential that would result in a cooperative etc.), Realtors® shall disclose to the client or customer to whom the
transaction or in a sale/lease that results through the efforts of the seller/ recommendation is made any financial benefits or fees, other than real
landlord. If the cooperating broker is a buyer/tenant representative, the estate referral fees, the Realtor® or Realtor®’s firm may receive as a
buyer/tenant representative must disclose such information to their client direct result of such recommendation. (Amended 1/99)
before the client makes an offer to purchase or lease. (Amended 1/02)
• S tandard of Practice 6-1
• S tandard of Practice 3-5 Realtors® shall not recommend or suggest to a client or a customer the
It is the obligation of subagents to promptly disclose all pertinent facts use of services of another organization or business entity in which they
to the principal’s agent prior to as well as after a purchase or lease have a direct interest without disclosing such interest at the time of the
agreement is executed. (Amended 1/93) recommendation or suggestion. (Amended 5/88)

• S tandard of Practice 3-6 Article 7
Realtors® shall disclose the existence of accepted offers, including
offers with unresolved contingencies, to any broker seeking cooperation. In a transaction, Realtors® shall not accept compensation from more than
(Adopted 5/86, Amended 1/04) one party, even if permitted by law, without disclosure to all parties and the
informed consent of the Realtor®’s client or clients. (Amended 1/93)
•  Standard of Practice 3-7
When seeking information from another Realtor® concerning property Article 8
under a management or listing agreement, Realtors® shall disclose
their Realtor® status and whether their interest is personal or on behalf Realtors® shall keep in a special account in an appropriate financial
of a client and, if on behalf of a client, their relationship with the client. institution, separated from their own funds, monies coming into their
(Amended 1/11) possession in trust for other persons, such as escrows, trust funds, clients’
monies, and other like items.
• S tandard of Practice 3-8
R ealtors® shall not misrepresent the availability of access to show or Article 9
inspect a listed property. (Amended 11/87)
Realtors®, for the protection of all parties, shall assure whenever possible
• S tandard of Practice 3-9 that all agreements related to real estate transactions including, but not
R ealtors® shall not provide access to listed property on terms limited to, listing and representation agreements, purchase contracts, and
leases are in writing in clear and understandable language expressing the
specific terms, conditions, obligations and commitments of the parties. A
copy of each agreement shall be furnished to each party to such agreements
upon their signing or initialing. (Amended 1/04)

PA-Undergraduate/Orientation-js/8-2016 Page 26 of 31

NAR_COESOP_2016.indd 3 11/25/15 9:19 AM





•  Standard of Practice 14-1 compensation or other forms of payment or expenses. (Adopted 1/93,
R ealtors® shall not be subject to disciplinary proceedings in Amended 1/95)
more than one Board of Realtors® or affiliated institute, society,
or council in which they hold membership with respect to alleged • S tandard of Practice 16-2
violations of the Code of Ethics relating to the same transaction A rticle 16 does not preclude Realtors® from making general announcements
or event. (Amended 1/95) to prospects describing their services and the terms of their availability even
though some recipients may have entered into agency agreements or
•  Standard of Practice 14-2 other exclusive relationships with another Realtor®. A general telephone
Realtors® shall not make any unauthorized disclosure or dissemination canvass, general mailing or distribution addressed to all prospects in a given
of the allegations, findings, or decision developed in connection with an geographical area or in a given profession, business, club, or organization,
ethics hearing or appeal or in connection with an arbitration hearing or or other classification or group is deemed “general” for purposes of this
procedural review. (Amended 1/92) standard. (Amended 1/04)

•  Standard of Practice 14-3 A rticle 16 is intended to recognize as unethical two basic types
R ealtors® shall not obstruct the Board’s investigative or professional of solicitations:
standards proceedings by instituting or threatening to institute actions for
libel, slander, or defamation against any party to a professional standards F irst, telephone or personal solicitations of property owners who have
proceeding or their witnesses based on the filing of an arbitration request, been identified by a real estate sign, multiple listing compilation, or
an ethics complaint, or testimony given before any tribunal. (Adopted other information service as having exclusively listed their property
11/87, Amended 1/99) with another Realtor® and

•  Standard of Practice 14-4 S econd, mail or other forms of written solicitations of prospects
R ealtors® shall not intentionally impede the Board’s investigative or whose properties are exclusively listed with another Realtor® when
disciplinary proceedings by filing multiple ethics complaints based on such solicitations are not part of a general mailing but are directed
the same event or transaction. (Adopted 11/88) specifically to property owners identified through compilations of
current listings, “for sale” or “for rent” signs, or other sources of
Duties to Realtors® information required by Article 3 and Multiple Listing Service rules to
be made available to other Realtors® under offers of subagency or
Article 15 cooperation. (Amended 1/04)

Realtors® shall not knowingly or recklessly make false or misleading • S tandard of Practice 16-3
statements about other real estate professionals, their businesses, or Article 16 does not preclude Realtors® from contacting the client of
their business practices. (Amended 1/12) another broker for the purpose of offering to provide, or entering into a
contract to provide, a different type of real estate service unrelated to
•  Standard of Practice 15-1 the type of service currently being provided (e.g., property management
R ealtors® shall not knowingly or recklessly file false or unfounded as opposed to brokerage) or from offering the same type of service for
ethics complaints. (Adopted 1/00) property not subject to other brokers’ exclusive agreements. However,
information received through a Multiple Listing Service or any other offer
•  Standard of Practice 15-2 of cooperation may not be used to target clients of other Realtors® to
T he obligation to refrain from making false or misleading statements whom such offers to provide services may be made. (Amended 1/04)
about other real estate professionals, their businesses, and their
business practices includes the duty to not knowingly or recklessly • S tandard of Practice 16-4
publish, repeat, retransmit, or republish false or misleading statements R ealtors® shall not solicit a listing which is currently listed exclusively
made by others. This duty applies whether false or misleading with another broker. However, if the listing broker, when asked by
statements are repeated in person, in writing, by technological means the Realtor®, refuses to disclose the expiration date and nature
(e.g., the Internet), or by any other means. (Adopted 1/07, Amended of such listing, i.e., an exclusive right to sell, an exclusive agency,
1/12) open listing, or other form of contractual agreement between the
listing broker and the client, the Realtor® may contact the owner to
•  Standard of Practice 15-3 secure such information and may discuss the terms upon which the
T he obligation to refrain from making false or misleading statements Realtor® might take a future listing or, alternatively, may take a listing
about other real estate professionals, their businesses, and their to become effective upon expiration of any existing exclusive listing.
business practices includes the duty to publish a clarification about or (Amended 1/94)
to remove statements made by others on electronic media the Realtor®
controls once the Realtor® knows the statement is false or misleading. • S tandard of Practice 16-5
(Adopted 1/10, Amended 1/12) R ealtors® shall not solicit buyer/tenant agreements from buyers/
tenants who are subject to exclusive buyer/tenant agreements.
Article 16 However, if asked by a Realtor®, the broker refuses to disclose the
expiration date of the exclusive buyer/tenant agreement, the Realtor®
Realtors® shall not engage in any practice or take any action inconsistent may contact the buyer/tenant to secure such information and may
with exclusive representation or exclusive brokerage relationship agreements discuss the terms upon which the Realtor® might enter into a future
that other Realtors® have with clients. (Amended 1/04) buyer/tenant agreement or, alternatively, may enter into a buyer/tenant
agreement to become effective upon the expiration of any existing
• Standard of Practice 16-1 exclusive buyer/tenant agreement. (Adopted 1/94, Amended 1/98)
A rticle 16 is not intended to prohibit aggressive or innovative
business practices which are otherwise ethical and does not prohibit
disagreements with other Realtors® involving commission, fees,

PA-Undergraduate/Orientation-js/8-2016 Page 29 of 31

NAR_COESOP_2016.indd 6 11/25/15 9:19 AM

• S tandard of Practice 16-6 • S tandard of Practice 16-14
When Realtors® are contacted by the client of another Realtor® regarding Realtors® are free to enter into contractual relationships or to negotiate
the creation of an exclusive relationship to provide the same type of service, with sellers/landlords, buyers/tenants or others who are not subject to an
and Realtors® have not directly or indirectly initiated such discussions, they exclusive agreement but shall not knowingly obligate them to pay more
may discuss the terms upon which they might enter into a future agreement than one commission except with their informed consent. (Amended 1/98)
or, alternatively, may enter into an agreement which becomes effective upon
expiration of any existing exclusive agreement. (Amended 1/98) • S tandard of Practice 16-15
In cooperative transactions Realtors® shall compensate cooperating
• S tandard of Practice 16-7 Realtors® (principal brokers) and shall not compensate nor offer
T he fact that a prospect has retained a Realtor® as an exclusive to compensate, directly or indirectly, any of the sales licensees employed
representative or exclusive broker in one or more past transactions by or affiliated with other Realtors® without the prior express knowledge
does not preclude other Realtors® from seeking such prospect’s future and consent of the cooperating broker.
business. (Amended 1/04)
• S tandard of Practice 16-16
• S tandard of Practice 16-8 R ealtors®, acting as subagents or buyer/tenant representatives or brokers,
T he fact that an exclusive agreement has been entered into with a shall not use the terms of an offer to purchase/lease to attempt to modify
Realtor® shall not preclude or inhibit any other Realtor® from entering the listing broker’s offer of compensation to subagents or buyer/tenant
into a similar agreement after the expiration of the prior agreement. representatives or brokers nor make the submission of an executed offer
(Amended 1/98) to purchase/lease contingent on the listing broker’s agreement to modify
the offer of compensation. (Amended 1/04)
• S tandard of Practice 16-9
R ealtors®, prior to entering into a representation agreement, have an • S tandard of Practice 16-17
affirmative obligation to make reasonable efforts to determine whether Realtors®, acting as subagents or as buyer/tenant representatives or
the prospect is subject to a current, valid exclusive agreement to provide brokers, shall not attempt to extend a listing broker’s offer of cooperation
the same type of real estate service. (Amended 1/04) and/or compensation to other brokers without the consent of the listing
broker. (Amended 1/04)
• S tandard of Practice 16-10
Realtors®, acting as buyer or tenant representatives or brokers, shall • S tandard of Practice 16-18
disclose that relationship to the seller/landlord’s representative or broker R ealtors® shall not use information obtained from listing brokers through
at first contact and shall provide written confirmation of that disclosure offers to cooperate made through multiple listing services or through other
to the seller/landlord’s representative or broker not later than execution offers of cooperation to refer listing brokers’ clients to other brokers or to
of a purchase agreement or lease. (Amended 1/04) create buyer/tenant relationships with listing brokers’ clients, unless such
use is authorized by listing brokers. (Amended 1/02)
• S tandard of Practice 16-11
O n unlisted property, Realtors® acting as buyer/tenant representatives • S tandard of Practice 16-19
or brokers shall disclose that relationship to the seller/landlord at first Signs giving notice of property for sale, rent, lease, or exchange shall not
contact for that buyer/tenant and shall provide written confirmation of such be placed on property without consent of the seller/landlord. (Amended
disclosure to the seller/landlord not later than execution of any purchase 1/93)
or lease agreement. (Amended 1/04)
• S tandard of Practice 16-20
Realtors® shall make any request for anticipated compensation from the R ealtors®, prior to or after their relationship with their current firm
seller/landlord at first contact. (Amended 1/98) is terminated, shall not induce clients of their current firm to cancel
exclusive contractual agreements between the client and that firm.
• S tandard of Practice 16-12 This does not preclude Realtors® (principals) from establishing
R ealtors®, acting as representatives or brokers of sellers/landlords or agreements with their associated licensees governing assignability
as subagents of listing brokers, shall disclose that relationship to buyers/ of exclusive agreements. (Adopted 1/98, Amended 1/10)
tenants as soon as practicable and shall provide written confirmation
of such disclosure to buyers/tenants not later than execution of any Article 17
purchase or lease agreement. (Amended 1/04)
In the event of contractual disputes or specific non-contractual disputes
• S tandard of Practice 16-13 as defined in Standard of Practice 17-4 between Realtors® (principals)
A ll dealings concerning property exclusively listed, or with buyer/tenants associated with different firms, arising out of their relationship as Realtors®,
who are subject to an exclusive agreement shall be carried on with the the Realtors® shall mediate the dispute if the Board requires its members to
client’s representative or broker, and not with the client, except with the mediate. If the dispute is not resolved through mediation, or if mediation is
consent of the client’s representative or broker or except where such not required, Realtors® shall submit the dispute to arbitration in accordance
dealings are initiated by the client. with the policies of the Board rather than litigate the matter.

Before providing substantive services (such as writing a purchase offer In the event clients of Realtors® wish to mediate or arbitrate contractual
or presenting a CMA) to prospects, Realtors® shall ask prospects disputes arising out of real estate transactions, Realtors® shall mediate
whether they are a party to any exclusive representation agreement. or arbitrate those disputes in accordance with the policies of the Board,
Realtors® shall not knowingly provide substantive services concerning provided the clients agree to be bound by any resulting agreement or
a prospective transaction to prospects who are parties to exclusive award.
representation agreements, except with the consent of the prospects’
exclusive representatives or at the direction of prospects. (Adopted 1/93, The obligation to participate in mediation and arbitration contemplated by
Amended 1/04) this Article includes the obligation of Realtors® (principals) to cause their
firms to mediate and arbitrate and be bound by any resulting agreement
or award. (Amended 1/12)

PA-Undergraduate/Orientation-js/8-2016 Page 30 of 31

NAR_COESOP_2016.indd 7 11/25/15 9:19 AM

• S tandard of Practice 17-1 3) Where a buyer or tenant representative is compensated by the buyer
The filing of litigation and refusal to withdraw from it by Realtors® in an or tenant and, as a result, the listing broker reduces the commission
arbitrable matter constitutes a refusal to arbitrate. (Adopted 2/86) owed by the seller or landlord and, subsequent to such actions,
another cooperating broker claims to be the procuring cause of sale or
• S tandard of Practice 17-2 lease. In such cases the complainant may name the first cooperating
Article 17 does not require Realtors® to mediate in those circumstances broker as respondent and arbitration may proceed without the listing
when all parties to the dispute advise the Board in writing that they broker being named as a respondent. Alternatively, if the complaint
choose not to mediate through the Board’s facilities. The fact that all is brought against the listing broker, the listing broker may name
parties decline to participate in mediation does not relieve Realtors® the first cooperating broker as a third-party respondent. In either
of the duty to arbitrate. instance the decision of the hearing panel as to procuring cause shall
be conclusive with respect to all current or subsequent claims of the
Article 17 does not require Realtors® to arbitrate in those circumstances parties for compensation arising out of the underlying cooperative
when all parties to the dispute advise the Board in writing that they choose transaction. (Adopted 1/97)
not to arbitrate before the Board. (Amended 1/12)
4) Where two or more listing brokers claim entitlement to compensation
• S tandard of Practice 17-3 pursuant to open listings with a seller or landlord who agrees to
R ealtors®, when acting solely as principals in a real estate transaction, are participate in arbitration (or who requests arbitration) and who
not obligated to arbitrate disputes with other Realtors® absent a specific agrees to be bound by the decision. In cases where one of the
written agreement to the contrary. (Adopted 1/96) listing brokers has been compensated by the seller or landlord, the
other listing broker, as complainant, may name the first listing broker
•  Standard of Practice 17-4 as respondent and arbitration may proceed between the brokers.
S pecific non-contractual disputes that are subject to arbitration pursuant (Adopted 1/97)
to Article 17 are:
5) Where a buyer or tenant representative is compensated by the seller
1) Where a listing broker has compensated a cooperating broker or landlord, and not by the listing broker, and the listing broker, as a
and another cooperating broker subsequently claims to be the result, reduces the commission owed by the seller or landlord and,
procuring cause of the sale or lease. In such cases the complainant subsequent to such actions, claims to be the procuring cause of sale
may name the first cooperating broker as respondent and arbitration or lease. In such cases arbitration shall be between the listing broker
may proceed without the listing broker being named as a respondent. and the buyer or tenant representative and the amount in dispute is
When arbitration occurs between two (or more) cooperating brokers limited to the amount of the reduction of commission to which the listing
and where the listing broker is not a party, the amount in dispute and broker agreed. (Adopted 1/05)
the amount of any potential resulting award is limited to the amount
paid to the respondent by the listing broker and any amount credited • S tandard of Practice 17-5
or paid to a party to the transaction at the direction of the respondent. T he obligation to arbitrate established in Article 17 includes disputes
Alternatively, if the complaint is brought against the listing broker, the between Realtors® (principals) in different states in instances where,
listing broker may name the first cooperating broker as a third-party absent an established inter-association arbitration agreement, the
respondent. In either instance the decision of the hearing panel as Realtor® (principal) requesting arbitration agrees to submit to the
to procuring cause shall be conclusive with respect to all current or jurisdiction of, travel to, participate in, and be bound by any resulting
subsequent claims of the parties for compensation arising out of the award rendered in arbitration conducted by the respondent(s) Realtor®’s
underlying cooperative transaction. (Adopted 1/97, Amended 1/07) association, in instances where the respondent(s) Realtor®’s association
determines that an arbitrable issue exists. (Adopted 1/07)
2) Where a buyer or tenant representative is compensated by the seller
or landlord, and not by the listing broker, and the listing broker, as a Explanatory Notes
result, reduces the commission owed by the seller or landlord and,
subsequent to such actions, another cooperating broker claims to be The reader should be aware of the following policies which have been
the procuring cause of sale or lease. In such cases the complainant approved by the Board of Directors of the National Association:
may name the first cooperating broker as respondent and arbitration
may proceed without the listing broker being named as a respondent. In filing a charge of an alleged violation of the Code of Ethics by a Realtor®,
When arbitration occurs between two (or more) cooperating brokers the charge must read as an alleged violation of one or more Articles of
and where the listing broker is not a party, the amount in dispute and the Code. Standards of Practice may be cited in support of the charge.
the amount of any potential resulting award is limited to the amount paid
to the respondent by the seller or landlord and any amount credited The Standards of Practice serve to clarify the ethical obligations imposed
or paid to a party to the transaction at the direction of the respondent. by the various Articles and supplement, and do not substitute for, the Case
Alternatively, if the complaint is brought against the listing broker, the Interpretations in Interpretations of the Code of Ethics.
listing broker may name the first cooperating broker as a third-party
respondent. In either instance the decision of the hearing panel as Modifications to existing Standards of Practice and additional new
to procuring cause shall be conclusive with respect to all current or Standards of Practice are approved from time to time. Readers are
subsequent claims of the parties for compensation arising out of the cautioned to ensure that the most recent publications are utilized.
underlying cooperative transaction. (Adopted 1/97, Amended 1/07)
166-288-16 (01/16 JB)
© 2016 NATIONAL ASSOCIATION OF REALTORS®­

PA-Undergraduate/Orientation-js/8-2016 Page 31 of 31

NAR_COESOP_2016.indd 8 11/25/15 9:19 AM