ACCREDITED BUYER REPRESENTATIVE
 

COURSE OBJECTIVES
Accredited Buyer Representative is the REBAC course required for the ABR®
Designation.  After completing this two-day course and successfully passing the
exam, you will have achieved ABR® Candidate status, a three-year period
during which you must fulfill the elective course and experiential requirements to
earn your ABR® Designation.

 
The overall goals of the ABR® Designation course are to educate and prepare
buyer's reps to provide the kind of service and fidelity to buyers that sellers have
always enjoyed, and to offer methods for building your buyer representation
business.  In each Course Module, you will examine a different topic, and
together they create a comprehensive guide to help you become an effective,
efficient and profitable buyer's representative.
 

TOPICS and TIMING
A comprehensive two-day course, this is the cornerstone of the consumer-
respected, industry-coveted ABR® designation.  All aspects of buyer
representation are explored.  Topics covered include the evolution of agency
relationships, presentation and negotiation skills, promotion, and risk
management.  Those who successfully complete the course and fulfill other
requirements earn "the benchmark of excellence in buyer representation."

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Successful Buyer Representation in New-Home Sales Course Objectives

Effective Negotiating for Real Estate Professionals Course Description:
 
 

To keep pace with a changing real estate market, buyer’s representatives need to find new buyers to serve and new services to bring them.  One important, if difficult, growth area is new-home sales—buyers who are searching for a newly constructed or yet-to-be-constructed home.  Unlike conventional home buyers, these buyers are generally less knowledgeable about real estate than the home sellers are, since the sellers of new-homes are developers.  Because of the special complexities of a new-home purchase, these buyers are in need of representation and counseling.

 

Unfortunately, their situation is also more complicated than that of a conventional buyer.  To serve a new-home buyer, a buyer’s representative needs to know how the development and new-home sales processes work, as well as what kinds of services a buyer needs.  Then, of course, one needs to know where and how to find new-home sales business.
 

This course consists of five modules to address what a buyer’s representative needs to know in order to succeed at representing buyers in the new-home sales market.
 

Successful Buyer Representation in New-Home Sales Course Objectives

The overall goals of the ABR® Designation course are to educate and prepare buyer’s reps to provide the kind of service and fidelity to buyers that sellers have always enjoyed, and to offer methods for building your buyer representation business.  In each course module, you will examine a different topic, and together they create a comprehensive guide to help you become an effective, efficient—and profitable—buyer’s representative.

 

 Module 1 Objectives

§         Identify types of residential builder and product

§         Summarize the new-home development process

§         Describe the new-home purchase transaction

§         Identify unique features of new-home sales

  Module 2 Objectives

§         Characterize builders

§         Characterize builders’ sales representatives

§         Characterize new-home buyers

§         Identify ways to build productive relationships with builders, sales representatives, and buyers

Module 3 Objectives

§         Apply a service philosophy for new-home buyers

§         Determine a new-home buyer's wants and needs

§         Match builders and homes to a buyer’s needs

§         Assist a buyer in looking at new-homes

§         Help a buyer evaluate builders, subdivisions, and homes

Module 4 Objectives

§         Describe pre-offer preparation and research

§         Assist a buyer in the contracting process

§         Identify important monitoring services for the build cycle

§         Assist a buyer at closing and beyond

Module 5 Objectives

§         Identify ways of generating new-home sale buyers

§         Plan a marketing and selling message

§         List buyer benefits of new-home sale representation services

§         Identify elements of a marketing plan

 

Effective Negotiating for Real Estate Professionals Course Description:
 

Effective Negotiating for Real Estate Professionals will help you gain a strong competitive advantage in securing the agreements you want by negotiating in a more powerful and productive way. You.ll learn the difference between positional bargaining and value negotiating and explore the benefits, tactics and risks involved. Discover how to secure the best outcomes for your clients. Learn to identify problems and solutions in negotiating. Move beyond the barriers of impasse to mutually beneficial agreements. You.ll learn how to directly apply these principles not only to your real estate business but also to everyday negotiations.

 

Effective Negotiating for Real Estate Professionals Course Objectives:
 

As a result of completing this course, you will be able to:

  • Differentiate between two main negotiating practices: positional bargaining and value negotiating.
  • Follow steps in the positional bargaining and value negotiating processes.
  • Select the appropriate negotiating practices based on specific circumstances.
  • Apply processes of positional bargaining and value negotiating during role playing activities and case scenarios.
  • Overcome barriers developed as a result of differing communication styles.
  • Identify factors that could lead to impasse.

 Module 1 Objectives
  • Why people negotiate
  • When the other side won't negotiate
  • Settings for negotiations

  Module 2 Objectives
  • The goals of positional bargaining and value negotiating
  • The processes of positional bargaining and value negotiating
  • Preparing for a negotiation
  • Tactics for participation in positional bargaining and value negotiating
  • Evaluating the outcome of a negotiation
  • Risks in positional bargaining and value negotiating
Module 3 Objectives
  • Gain a better understanding of your communication preference
  • Expand your area of the known in which you will negotiate
  • Expand your personal comfort zone
  • Negotiate more effectively with all types of people
  • Increase your self confidence in order to negotiate more successfully
Module 4 Objectives
  • Identify some of the problems concerning decision makers in negotiations
  • Identify some of the problems inherent in representational negotiations
  • Determine methods to negotiate beyond these barriers to settlement
Analyze negotiating scenarios to determine the bottom-line issues