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Buyers by Generation: Success in Every Segment
Topics: Baby Boomers, Buyer Representation, Generational Marketing, Marketing, Seniors
Designations & Certifications: Accredited Buyer's Representative (ABR®)
Affiliation: REBAC
Format: Classroom, Online
Generation Buy

Course Credits: Counts as one REBAC elective course to be applied towards the ABR® designation Course

Duration: 1 Day

Format: Classroom, Online

Course Objective

At any given time, today's real estate professionals may be working with four generations of real estate buyers: Millenials, Generation X, the Baby Boomers, and Matures. So how do real estate professionals assess the distinct wants and needs of these generations and nurture real estate client relationships for a lifetime? Say hello to Generation Buy.

In this one-day course, students will examine the characteristics of these home buying generations and evaluate their expectations (expectations of the agent and the transaction) as well as communication preferences. As a turnkey resource, this course offers generation-specific marketing tools, networking tips, scripts, and counseling strategies to help real estate professionals formalize their agency relationships.

Course Outline

Chapter 1: Generational Profiles

  • Describe the factors that contribute to generational classifications
  • Examine the generational profile and characteristics for Millennials
  • Examine the generational profile and characteristics for Generation X
  • Examine the generational profile and characteristics for Baby Boomers
  • Examine the generational profile and characteristics for Matures

Chapter 2: Current Context

  • Identify market factors that apply to all generations of buyers
  • Analyze the profile of today's buyer

Chapter 3: Millennials

  • Describe characteristics and expectations of Millennial home buyers
  • Examine various strategies to connect with Millennial home buyers
  • Determine appropriate communication protocols, marketing tools, and networking tips to reach Millennial buyers
  • Evaluate unique considerations for Millennial buyers

Chapter 4: Generation X

  • Describe characteristics and expectations of Generation X home buyers
  • Examine various strategies to connect with Generation X buyers and provide value during the real estate transaction
  • Determine appropriate communication protocols, marketing tools, and networking tips to reach Generation X buyers
  • Evaluate unique considerations for Generation X buyers

Chapter 5: Baby Boomers

  • Describe characteristics and expectations of Baby Boomer home buyers
  • Examine various strategies to connect with Baby Boomer buyers and provide value during the real estate transaction
  • Determine appropriate communication protocols, marketing tools, and networking tips to reach Baby Boomer buyers
  • Evaluate unique considerations for Baby Boomer buyers

Chapter 6: Matures

  • Describe characteristics and expectations of Mature home buyers
  • Examine various strategies to connect with Mature buyers and provide value during the real estate transaction
  • Determine appropriate communication protocols, marketing tools, and networking tips to reach Mature buyers
  • Evaluate unique considerations for Mature buyers

Chapter 7: Putting it all Together

  • Review key concepts for working with generational buyers
  • Identify action steps to improve your business
This course is available online through REALTOR University Click here for registration

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Accredited Buyer's Representative (ABR®)

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MRP

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NAR

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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

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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.