Pricing Strategy Advisor (PSA) Certification

PSA Designation Logo

Gain the necessary expertise to be your sellers' trusted advisor when it comes to pricing their home to sell.

Determining property values depends more than ever on professional expertise. Designed for real estate professionals at all experience levels and those working with either buyers or sellers, the PSA certification provides a framework for understanding CMAs, identifying appropriate comparables and making adjustments, pricing and valuation terminology, working with appraisers and much more.

Upcoming virtual course

Pricing Strategies: Mastering the CMA

April 1 and 2, 2021  I  8:30 a.m. – 12:00 p.m. both days

The Pricing Strategies: Mastering the CMA course will enhance your understanding of pricing and comparative market analyses (CMAs) across the board so you'll be able to guide clients through the CMA to ultimately list and sell properties at the appropriate price.


Course topics

You'll learn about these topics and many more in this course:

  • Choosing appropriate comparables: Characteristics of comparables, Fannie Mae guidance on choosing comparables, and fundamental principles for choosing comparables including highest and best use and arm's length transactions.
  • Educating clients: Sellers in the driver's seat, when homes sell quickly and seven deadly seller sins.
  • Guiding clients through the CMA: Considering the comparables and competition, moving from a price range to a listing price, when clients disregard your pricing recommendations.
  • Honing your pricing habits: Recognize common client misconceptions about price, strategies and tactics to stay up-to-date on your markets, and how to employ best practices for pricing properties in your daily work.
  • Methods of adjusting comparables: Cost-based adjustments, market-based adjustments and the importance of market expectations. 
  • Pricing and the REALTOR® Code of Ethics: Article 11, Standard of Practice 11-1 and Standard of Practice 11-2.
  • Principles of pricing: Article 11 of the Code of Ethics and its relation to pricing, key terms related to pricing, and the purpose and benefits of CMAs.
  • Preparing and presenting the CMA: Recognize appropriate criteria in choosing comparables, identify causes of imperfect information and its consequences with pricing properties, adjusting comparables by using values developed from appropriate averages and cost data, and discussing CMA documents and pricing conclusions with clients.
  • The nuts and bolts of a CMA: The purpose of the CMA, key principles of valuation that impact these analyses and important valuation terminology. 
  • The purpose of appraisals: How appraisals differ from CMAs and the scope of the appraiser's role. 
  • Working with appraisers: How to read an appraisal report, when a property assesses below offer price and red flags in an appraisal.

Course details 

  • Date/times: April 1 and 2 (8:30 a.m. – 12:00 p.m. each day). Attendance is required for both sessions to earn credit for the PSA course. 
  • Location: WRA virtual course using the Zoom platform
  • Instructor: Bonnie Dixon
  • Credits: This course qualifies toward 1 GRI live elective course credit and also qualifies as ABR elective course credit when working toward the ABR designation. Does not qualify for CE credit. 
  • Course fees:
    Through March 18: $130 member  |  $150 nonmember
    After March 18: $140 member  |  $160 nonmember
    At the door: $160 member  |  $180 nonmember

More PSA information

Copyright 1998 - 2021 Wisconsin REALTORS® Association. All rights reserved.

Privacy Policy   |   Terms of Use   |   Accessibility   |   Real Estate Continuing Education