Course Credits:

• Required course for the ABR® Designation
• The ABR® Designation counts as two electives to be applied towards the RSPS Certification.
  

Duration: 2 Days
Format: Classroom, Online

Course Objective

The goal of the 2-day ABR® Designation Core Course is to establish a foundation of training, skills, and resources to help real estate professionals succeed as a buyer's representative. Students learn to:

• Build a buyer-representation business
• Value the services you perform on behalf of buyer-clients
• Increase confidence to work toward a signed buyer representation agreement
• Gain methods, tools, and techniques to provide the support and services that buyers want

Learning Objectives

• Skill Group 1: Winning the Buyer as a Client
  • Gain the confidence to present the case for buyer representation
  • Articulate a value proposition as a buyer's representative
• Skill Group 2: Forming a Buyer Relationship
  • 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 buyer representation commitment and wins buyers' loyalty
  • Help buyers evaluate if they are ready to purchase homes
  • Help buyers establish their needs, wants, and price range
    
• Skill Group 3: 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
  • Maintain confidentiality of client information
• Skill Group 4: 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 toolsRPR, AVMs, CMAsto 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
  • Cope with a multiple-offer situation
    
• Skill Group 5: Bringing the Transaction to a Successful Close
  • Guide buyers through the required actions and processes between contract and closing
    
• Skill Group 6: Winning Repeat Business and Referrals
  • Create and strengthen your brand
  • Take advantage of NAR and REBAC business tools
  • Implement strategies for maintaining contact with clients and customers as a source of future business
    

Introduction

1. Course Overview
2. Achieving the ABR® Designation Requirements
3. FAQsWhat You Need to Know About the ABR® Designation
4. REBAC Business Tools
5. Course Learning Goals
6. 6 Skill GroupsLearning Objectives
   

1. Winning the Buyer as a Client
   1. The Buyer's Advocate
      1. Buyer Representationthe Flip Side of Seller's Agent?
   2. The Evolution of Buyer Representation
      1. Some Things Change
      2. Some Things Stay the Same
   3. What Buyers Want
   4. How Buyers Start Searching for Homes
   5. Can the Internet Replace You?
      1. Your Past Clients Really Like You
   6. Ride the Confidence Wave
   7. The Winning EdgeYour Value Proposition
   8. Will You Be Buyers-Only?
      1. Pros
      2. Cons
         
         
2. Forming a Buyer Relationship
   1. First Meetings
      1. Agency Disclosure and Confidential Information
   2. Staying Safe
   3. The Buyer Consultation Session
   4. Goals of a Buyer Consultation Session
      1. Real Estate Professional's Goals
      2. Buyer's Goals
      3. Presentation Packet
   5. How is an Agency Relationship Formed?
      1. Express Agreements
      2. Implied Agreements
   6. Is a Written Buyer Representation Agreement Necessary?
   7. Are You a Secret Buyer's Agent?
   8. How Will We Work Together?
   9. What Are the Options?
      1. Buyer or Seller Only
      2. Dual Agency
      3. Disclosed Dual Agency
      4. Designated Agency
      5. Protecting Confidential Information
      6. Subagency
      7. Non-Agency Relationships
      8. 3 Important Principles
         1. Imputed knowledge
         2. Imputed notice
         3. Vicarious liability
   10. What Are Your Duties and Responsibilities
   11. Duties to ClientsReal World
       1. What Is Reasonable Care and Diligence
   12. REALTORS Property Resource®
       1. Realtors Valuation Model® (RVM®)
       2. Sharing Information Responsibly
   13. Responsiblities to Customers
   14. Are You In Sync With Your Broker?
   15. The Ideal HomeNeeds, Wants, Parameters
   16. Price ParametersQualify the Buyer
       1. If the Buyer Hasn't Met With a Lender
   17. Shaping ExpectationsHow Is the Market?
       1. The A-A-I Buyer Consultation Session
   18. Do You Want to Represent This Buyer?
       1. Calling It Quits
   19. Buyers or Renters?
   20. The Buyer-Representation Agreement
   21. Compensation Pop Quiz
   22. Four Contracts in Real Estate
   23. Compensation
       1. Compensation Options
       2. When the Offer of Compensation Doesn't Match
       3. Can You Rebate Part of a Commission?
       4. FSBOs
       5. VA Buyers
       6. Additional Compensation Facts
   24. When Buyers Won't Sign
   25. Skill PracticeMeet Your Next Buyer
       
       
3. Putting Buyer Representation Into Action
   1. The Search is OnHouse Hunting
      1. Managing Expectations
      2. No Stone Unturned
   2. When the Search Includes FSBOs
   3. Buyer Loyalty
   4. Showing Property Do's and Don'ts
      1. Before
      2. During
      3. Eyes and Ears Everywhere!
      4. After
   5. Procuring Cause
   6. Fair Housing and the Buyer's Representative
      1. Which law prevails?
      2. How will you respond?
      3. Statement of Fair Housing Policy
   7. Skill Practice Scenarios
      
      
4. Offers, Counter Offers, and Negotiations
   1. Preparing the Buyer
   2. Prepare a CMA
   3. Formulating an Offer
   4. Contingencies
   5. Property Disclosures
   6. Negotiation Know-How
      1. The Secret IngredientYou!
   7. Evaluate the Buyer's Negotiating Position
   8. Reassess the Buyer Client's Objectives
   9. Develop an Offer Price
   10. Plan an Offer and Negotiation Strategy
   11. Present the Offer and Follow Through
   12. Skill Practice Scenarios
   13. Presenting an Offer
       1. Can You Personally Present An Offer?
       2. Making a Successful in-Person Offer Presentation
       3. When You Can't Personally Present an Offer
   14. Offers on REO Properties
   15. Offers on Short Sale Properties
   16. Multiple Offer Situations
       1. Does the Listing Agent Have to Tell You?
       2. Presentation of Multiple Offers
   17. Counter Offers
   18. Exercise: You Make the Call
       
       
5. Bringing the Transaction to a Successful Close
   1. After the Contract Is Signed
   2. Obtaining a Mortgage
   3. Mortgage Application Follow-Up
      1. Additional Documentation for Some Situations
   4. Data Security Planning
   5. Property Insurance
      1. Get a C.L.U.E.
      2. Flood Insurance
   6. Title Insurance
   7. Final Walk-Through
   8. What Derails Closings?
   9. Prepare the Buyer for Closing Day
      1. How to Prepare
      2. Who Attends the Closing?
      3. What to Expect
      4. After the Closing
   10. Closing Gifts
       
       
6. Winning Repeat Business and Referrals
   1. Would Buyers Work With You Again?
   2. Sharpen Your Skills
   3. Do Your Homework
      1. Study Your Competition
      2. Study the Market
      3. Study Your Product
   4. Ask for Feedback
   5. Ask for the BusinessAgain
      1. Maintain High Visibility
   6. Exercise: 6-Minute Brainstorm
   7. Your Referral Network
      1. Network with Local Business Owners
      2. Find a Buyer's Representative Referral Network
   8. REBAC Supports Your Marketing
      1. Home Buyer's Tool Kit
      2. Guide to Successful Home Buyer's Seminars
      3. Postcards and Ad Slicks
      4. REBAC Print Shop
   9. Next StepsREBAC Candidacy
      1. Complete an Elective Course
      2. Document Completed Transactions
      3. Maintain REBAC and NAR Membership
         
         
7. Completion Exam
   1. 50 multiple-choice questions, closed book
   2. 80 percent passing grade