In a world where sellers may be “upside down”; divorced or divorcing; not the most recent occupant (an executor or power of attorney); or otherwise not a traditional seller, a higher level of due diligence is required to list the property and bring it to closing. The skill sets required of the listing broker and agent are different from those of 25 or even 5 years ago. The objective of this course is to provide students with information and skills to ask the hard questions of the client and to understand the licensee’s role and responsibilities in these transactions.