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Generating Buyer and Seller Leads: Capture, Qualify, Convert
Designations & Certifications: Accredited Buyer's Representative (ABR®)
Affiliation: REBAC
Format: Classroom
Generating Buyer and Seller Leads

Course Credits:

  • Elective course for the Accredited Buyer's Representative (ABR®) Designation.

  • Duration: 1 Day

    Format: Classroom

    Learning Objectives

    Chapter 1: Fundamentals of Lead Generation

    • Understand the importance of lead generation and the requirements for success.
    • Identify the sources of leads and how to nurture those relationships.

    Chapter 2: Lead Incubation and Top-of-Mind Awareness

    • Assess your competencies and target market to determine the most effective techniques for maintaining top-of-mind awareness.

    Chapter 3: Lead Conversion

    • Apply scripts and communication strategies for qualifying and converting cold leads to warm ones.

    Chapter 4: Tools and Systems

    • Identify the tools and systems that are most effective for tracking and communicating with prospects.

    Chapter 5: Tracking Leads and Analytics

    • Understand the importance of tracking leads.

    Chapter 6: Online Lead Generation

    • Explain the most effective techniques for using websites and social media for generating leads.
    • Recognize the legal considerations and application of the National Association of REALTORS® (NAR) Code of Ethics on communication with prospects.
    • Employ best practices for pricing properties in your daily work

    Course Outline

    Chapter 1: Fundamentals of Lead Generation

    • What Is a Lead?
    • Lead Generation by Other Names
    • Considerations for Successful Lead Generation
    • Referrals

    Chapter 2: Lead Incubation and Top-of-Mind Awareness

    • Nurturing Leads
    • Lead Incubation Systems
    • Strategies and Tools
    • Website Content
    • Lead Incubation Techniques
    • Online Tactics
    • Offline Tactics
    • Strategies for You and Your Market

    Chapter 3: Lead Conversion

    • Lead Conversion
    • Contacting Leads
    • Qualify Each Lead
    • Considerations When Working with Buyer Leads
    • Sample Scripts
    • Representation Agreements
    • Post-Closing Systems

    Chapter 4: Tools and Systems

    • Choosing the Right Tools
    • Communication Tools
    • Lead Tracking Tools

    Chapter 5: Tracking Leads and Analytics

    • Importance of Tracking Leads
    • Sources of Leads
    • Researching and Quantifying Leads
    • Cost of New Leads vs. Existing Ones
    • Using Google Analytics

    Chapter 6: Online Lead Generation

    • Online Leads
    • Online Lead Sites
    • Paid Advertising
    • Social Media
    • Specific Social Media Platforms
    • Content Marketing
    • Building Consumer Trust
    • Permission Marketing Basics
    • Additional Considerations

    Exam

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    Accredited Buyer's Representative (ABR®)

    The Accredited Buyer's Representative (ABR®) designation is the benchmark of excellence in buyer representation. This coveted designation is awarded to real estate practitioners by the Real Estate Buyer's Agent Council ('REBAC') of the National Association of REALTORS® who meet the specified educational and practical experience criteria.

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    Military Relocation Professional Certification

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    NAR's Green Designation

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    RSPS - Resort & Second-Home Property Specialist

    Resort & Second-Home Property Specialists (RSPS) receive extra expertise and knowledge with the RSPS certification, which covers the buying, selling, and managing of resort properties and second homes for recreation, investment, and development.

    Seller Representative Specialist (SRS)

    The Seller Representative Specialist (SRS) designation is the premier credential in seller representation. It is designed to elevate professional standards and enhance personal performance. The designation is awarded to real estate practitioners by the Council of Real Estate Brokerage Managers (CRB) who meet specific educational and practical experience criteria.

    Seniors Real Estate Specialist (SRES®)

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    Short Sales & Foreclosure Resource (SFR)

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    EAH

    This course will empower you to expand your outreach in your community, teach you how to find resources and partners, and plan initiatives to contribute to a vibrant community. You will learn how to work with local employers to discuss employer-assisted housing (EAH), EAH's benefits, and three options employers can implement to help their employees become homeowners or afford a home close to work.

    EHO

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    ePRO

    NAR's e-PRO® certification program helps REALTORS® learn how to leverage digital marketing theory and technologies in their day- to-day marketing efforts while protecting client information. Students will learn how to utilize advanced marketing tools and techniques including customer relationship management (CRM) systems, search engine marketing (SEM), search engine optimization (SEO), and social media to connect with customers. Students will also learn the importance of data privacy, the laws in place, and how to implement best practices as outlined by the Federal Trade Commission to protect client information from a data breach. Completion of this course will provide students with practical takeaways that can immediately be implemented to drive business and increase client confidence and trust.

    GLOBAL

    Diversify your clientele, expand your business, and globalize your network with NAR Global. Offering the Certified International Property Specialist (CIPS) Designation and other programs, we provide the research, tools and connections to help you succeed.

    GREEN

    NAR's Green Designation teaches real estate professionals about energy efficiency and sustainable building practices. Complete the 3-day program to have access to a wealth of benefits providing marketing support, ongoing education and industry guidance.

    MRP

    The goal of Military Relocation Professional Certification Core Course is to educate real estate professionals about working with current and former military service members to find the housing solutions that best suit their needs as sellers or buyers and take full advantage of military benefits and support. Students will learn how to provide the real estate services at any stage in the service member's military career that meet the needs of this niche market and win future referrals.

    NAR

    The National Association of REALTORS® (NAR), f. 1908, represents more than 1.1 million members and has worked to advance home ownership, real estate investment, private property rights and the free enterprise system in Congress and the Federal agencies.

    PSA

    In the one-day Pricing Strategies: Mastering the CMA course, learn how to select appropriate comparables and make accurate adjustments, guide sellers and buyers through the details of comparative marketing analyses (CMAs) and the underlying pricing principles that inform them, and interact effectively with appraisers.

    REBAC

    The Real Estate Buyer's Agent Council (REBAC), f. 1988, promotes the superiority of a buyer's representative's skills and services. REBAC's membership is the world's largest organization of real estate professionals concentrating on buyer representation.

    REBAC

    The Real Estate Buyer's Agent Council (REBAC), f. 1988, promotes the superiority of a buyer's representative's skills and services. REBAC's membership is the world's largest organization of real estate professionals concentrating on buyer representation.

    REBAC

    The Real Estate Buyer's Agent Council (REBAC), f. 1988, promotes the superiority of a buyer's representative's skills and services. REBAC's membership is the world's largest organization of real estate professionals concentrating on buyer representation.

    REBAC

    The Real Estate Buyer's Agent Council (REBAC), f. 1988, promotes the superiority of a buyer's representative's skills and services. REBAC's membership is the world's largest organization of real estate professionals concentrating on buyer representation.

    REBI

    RESORT

    The REALTOR® Resort specialty is designed to appeal to real estate practitioners who facilitate the buying, selling, or management of properties for investment, development, retirement, or second homes in a resort, recreational and/or vacation destination.

    Safety

    SRES

    The Real Estate Buyer's Agent Council (REBAC), f. 1988, promotes the superiority of a buyer's representative's skills and services. REBAC's membership is the world's largest organization of real estate professionals concentrating on buyer representation.

    SRS

    The Seller Representative Specialist (SRS) designation course is the premier credential in seller representation. It is designed to elevate professional standards and enhance personal performance. The designation is awarded to real estate practitioners by the Council of Real Estate Brokerage Managers (CRB) who meet specific educational and practical experience criteria.