Agents on a bus tour learn about historic houses like this one in Rochester's historic district. (Mary Nicosia)

Lately more real-estate agents are admiring Greek revivals, getting advice on wainscoting, and studying local ordinances. That's because more preservation groups are offering courses that help real-estate agents understand and market historic properties.

For the past two years, the Connecticut Trust for Historic Preservation has operated its so-called Real Estate School, a full-day program given at several sites around the state.

"As we noted the increase in teardowns, especially of historic houses, we decided that we should develop our own curriculum to bring to real-estate professionals critical information that they can use as they market historic and older houses," says Helen Higgins, executive director of the trust. "We want them to value historic architecture, to encourage homeowners, to see possibilities. We train them to have an eye for what is of architectural interest and historic value in all kinds of houses."

Teaching the Connecticut course is Rachel Carley, author of several books on architecture, including The Visual Dictionary of American Domestic Architecture. Her morning sessions include a slide presentation on architectural styles and an explanation of preservation legislation. Afternoon sessions are workshops on topics like writing accurate ads. ("No 'Colonial Victorians,'" Carley advises.)

In one workshop, an attendee described a house where prospective buyers seemed put off by painted paneling; they anticipated laborious paint removal. But Carley noted that given the period of the house, the paneling was probably always painted. She suggested that the agent bring along period paint samples to suggest attractive, appropriate possibilities.

In partnership with ERA Realty, the National Trust for Historic Preservation offers "Architecture in America," a course that provides an overview of major American architectural styles from the 18th century through the mid-20th century.

Dwight Young, who teaches the four annual classes, calls the regional programs "a terrific complement" to the Trust's program because they focus on local interpretations of architectural styles. "That's where they can really shine," he says.

Like the Trust-ERA course, local workshops are offered through accredited schools and provide attendees with continuing-education credits. In teaching agents about state and local preservation ordinances, historic-tax-credit programs, and the history of particular neighborhoods, these classes can promote the stewardship of old buildings and aid in the revitalization of neighborhoods.

For the past several years, Maine Preservation and the Landmark Society of Western New York have offered courses for real estate professionals: Both report full classes with waiting lists. One class, "Understanding Older Housing in Maine," is offered several times a year through the University of Southern Maine's Center for Real Estate Education.

"Our course provides a framework for understanding old buildings and provides-or locates-the resources needed for further information," says Leslie T. Fossel, a vice president of Maine Preservation and the owner of Restoration Resources, who teaches the seven-hour course with a realtor as his assistant teacher. Fossel adds that the course shows how old buildings can be functional without diminishing their appearance and how they can be preserved at an affordable cost. Each class visits and evaluates an old structure on the market.

In Rochester, N.Y., a bus tour is the most popular part of "Marketing Historic Houses Successfully," a two-day course that the Landmark Society of Western New York offers in cooperation with the Greater Rochester Association of Realtors and New York's department of state. The course covers local history, the work of noted local architects, and preservation ordinances.

"It gave me credibility as a realtor," says Mary Nicosia, a trustee of the Landmark Society, who took the course. Nicosia likes selling old houses and is restoring her own circa-1900 home in Rochester. The bus tour was especially eye-opening, she notes, to the attendees who "had never been to any of the neighborhoods."

One aim of the course is to promote living in the city by showing agents that they needn't automatically steer clients to the suburbs. "There are expensive neighborhoods but also 'preservation up-and-comers,' offering great value for buyers," Nicosia says. The course also shows students how to find information they need and informs them of services-like roofing and copperwork-that might help clients take on a project.

Teaming up with agents is a growing trend. The Atlanta Preservation Center offers two workshops annually (one on older commercial properties, one on homes), and the Historic Preservation Alliance of Arkansas and the Kansas Preservation Alliance both conduct workshops at their annual conferences. Some groups, like the Tennessee Preservation Trust and APVA Preservation Virginia, plan to offer courses in the future. Preserve Nevada's executive director, Andrew Kirk, says his organization will likely offer programs "in coming years, as the interest in historic properties grows."

It's not just about saving a historic house from becoming a McMansion, Higgins says. Real-estate agents have the power to fight sprawl. "We need to invest in the existing housing in our urban areas," Higgins says, "to make them appealing again."

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