Instructor: Tamara Suminski
* Student manual included
Introduction to Buyer Representation
- Analyze the agent-buyer relationship and learn what’s important to the buyer
- Articulate a value proposition as a buyer’s representative
Forming a Buyer Relationship
- Gain the confidence to present the case for buyer representation
- Connect different relationships (client or customer) and forms of representation to duties and services provided
- Conduct an interview and consultation session that leads to a signed buyer representation agreement and wins buyers’ loyalty
- Help buyers evaluate if they are ready to purchase homes
- Help buyers establish their needs, wants, and price range
- Shape buyer expectations of the market
Putting Buyer Representation into Action
- Search for properties that meet the buyer’s needs and wants
- Follow federal, state, and local Fair Housing laws when selecting and showing properties
- Work with listing agents to arrange property showings
- Prepare a buyer for property showings
- Show properties
- Apply safety procedures when showing property
Offers, Counter Offers, and Negotiations
- Assess the strengths and weaknesses of offers and negotiation positions of the buyer and seller
- Help the buyer formulate an offer
- Use valuation tools—RPR, AVMs, CMAs—to help the buyer evaluate price/value
- Present your buyer-client’s offer to the seller
- Help the buyer formulate and implement a negotiation strategy
- Guide buyers through the offer and counter offer process
- Manage a multiple-offer situation
From Contract to Close
- Guide buyers through the required actions and processes between contract and closing
For more information, visit REBAC.net
Represent the Needs of Homebuyers During the Real Estate Transaction
The Accredited Buyer’s Representative (ABR®) designation is the benchmark of excellence in buyer representation. The designation program establishes a foundation of training, skills, and resources to help real estate professionals succeed as a buyer’s representative.
The ABR® designation’s two-day core course is specifically designed to; help you conduct a buyer counseling session, sign buyer-clients to a written buyer representation agreement, negotiate buyer-clients’ offers, and bring the transaction to a successful close.
When you decide to earn your ABR® designation, you gain:
- Ongoing specialized information, programs, and updates that help you stay on top of the issues and trends
associated with buyer representation.
- Access to members-only benefits such as marketing tools and resources, which provide an additional
competitive edge for ABR® designees.
These five (5) requirements must be met to attain and use the ABR® designation:
1. Successful completion of the two-day ABR® Designation Course.
2. Successful completion of one elective course.
3. Submitted documentation verifying five completed transactions in which the ABR® candidate acted as a buyer’s representative.
4. Membership in good standing in the Real Estate Buyer’s Agent Council (REBAC). Course enrollment includes a free, one-year membership with REBAC. Annual dues are $110 each year thereafter.
5. Maintain active membership status with the National Association of REALTORS® or an NAR cooperating association.
The ABR® designation provides many membership benefits to help your business and network grow.
Here are just a few:
• www.HomeBuying.realtor – website that hosts a home buying tips blog and explains why it is important
for consumers to work with an ABR® designee.
• Deductr – innovative app that assists you in tracking your income, expenses, time, and mileage throughout the year, making tax-time virtually effortless. Available at a special rate for REBAC members.
• Customizable Marketing Tools – professionally designed postcards, ads, and consumer handouts.
• The Homebuyer’s Toolkit – a handy 36-page booklet that walks consumers through the home buying process and encourages them to work with an ABR® designee.
• Consumer One-Sheets – printable handouts on home buying topics. Perfect for a homebuyer counseling session.
• ABR® Print Shop – customize, order, and mail marketing materials conveniently online, for a great price.
• ABR® Referrals & Networking Community – a private Facebook group where ABR® designees can interact and share referrals across the U.S. and around the world.
• Online Referral Database – national directory of ABR® designees where both homebuyers and REALTORS® search to find qualified REALTORS® in a desired location.
• A Homebuyer’s Seminar Guide – instructions on how to plan and present your own homebuyer’s seminar.
• Today’s Buyer’s Rep – monthly print newsletter that keeps members informed about timely issues, events, and member benefit updates.
• TBR Hotsheet – weekly e-newsletter with briefs and links to stories pertaining to buyer’s representatives.
• RISMedia’s Real Estate Magazine – available to members for free online.
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