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
The overall goals of the Accredited Buyer's Representative(ABR®) Designation course are to:
Upon completion of the 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 educational and experiential requirements to earn the Accredited Buyer's Representative (ABR®) Designation awarded by the Real Estate Buyer's Agent Council, Inc.
Chapter 1: Forward About The Real Estate BUYER'S AGENT Council, Inc. REBAC Membership Benefits The ABR® Designation: A Market Distinction ABR® Benefits New Designees Take up to 3 Years To Complete Requirements When Can You Start Using the ABR® Designation? FAQs about the ABR® and ABRM® designations? Course Goals Learning Objectives Chapter 2: Agency Relationships What is Buyer Representation? Evolution of Buyer Representation Elimination of subagency Vicarious liability NAR policy changes Buyer Representation Trends Parties in a Real Estate Transaction Types of Relationships Single agent Dual and designated agency Facilitator and transaction broker Finder Office Policy Chapter 3: Creating an Agency Relationship How Relationships Are Formed Express agreements: Written and Oral Implied agreement Agency Disclosure Timely Meaningful Written How We Work With Buyers Advantages of Buyer Representation For the buyer For the seller For the buyer's representative For Sale By Owner (FSBO) properties E. Buyer Representation Issues When Agency Relationships Change Compensation Chapter 4: Client and Customer Relationships Fiduciary Duties to Clients and Customers Responsibilities to a client Responsibilities to a customer What is Reasonable Care and Diligence? Controversy Agency Conflicts Imputed knowledge Imputed notice Vicarious liability Recognizing Conflicts of Interest in Fiduciary Relationships Single agency Disclosed dual agency Limiting Scope of Services Penalties for Breach of Fiduciary Duties Chapter 5: Buyer Service Services Buyers and Sellers Want Buyer Services Provided in a Real Estate Transaction Needs Assessment Needs assessment with a buyer-client Needs assessment with a buyer-customer Property Selection Needs assessment with a buyer-client Needs assessment with a buyer-customer Viewing Properties Needs assessment with a buyer-client Needs assessment with a buyer-customer Negotiating the Purchase and Sales Agreemen Needs assessment with a buyer-client Needs assessment with a buyer-customer Follow-through After the Purchase Agreement Needs assessment with a buyer-client Needs assessment with a buyer-customer Providing Lists of Other Professionals Finding Properties Resources to find properties Working with FSBOs Foreclosures New Home Construction Risk Reduction and Management Subprime, Predatory, and High Risk Lending: What Buyer's Representatives Need to Know Subprime loans Mortgage fraud Predatory lending Why are buyers attracted to these loans? Non-traditional Loan Programs Choosing the right loan Interest-only loans Buydown mortgage Graduated payment mortgage (GPM) Adjustable Rate Mortgages Convertible ARM Fixed-period ARM Two-step mortgage Option adjustable rate mortgage (Option ARM) Fair Housing and the Buyer's Representative Which law prevails? Statement of fair housing policy Fair Housing Self-Assessment Questionnaire Chapter 6: The Buyer Counseling Session Goals of a Counseling Session Conducting a Buyer Counseling Session Prepare a presentation packet Build rapport with the buyer Disclose agency obligations Determine previous home search efforts Perform a needs assessment Determine the buyer's price range Determine the level of motivation Discuss financing with the buyer Determine if you want to represent the buyer and if the buyer wants client or customer level service Explain the advantages of buyer representation Obtain commitment Review the buyer representation agreement Provide client-level services Modes of Compensation Relocation Buyers After-the-fact referral fees Buyers to Avoid Unmotivated buyers Unqualified buyers Buyers with unrealistic expectations Buyers whose actions create a conflict of interest Under no circumstances represent buyers who expect you to perform unlawful acts Chapter 7: Offers and Negotiation Creating an Offer Preparing the Buyer Protecting the Buyer's Interests Working Toward a Purchase Contract Present your client's offer Create a friendly atmosphere Explain the offer After the offer has been presented Adhering to the REALTOR® Code of Ethics Handling Multiple Offers When You Cannot Present an Offer Negotiation "Know-How" Strategies for Buyers' or Sellers' Markets Identify the Buyer's Objectives Plan a Negotiation Strategy Assess the Big Picture Follow-Through Chapter 8: Building Your Buyer Representation Business Developing a Personal Marketing Plan Finding Qualified Buyers Reaching Out to Potential Clients Develop a presentation package Author articles for newspapers and magazine Create a newsletter Consult with a publicist Conduct telemarketing Market to new and relocating companies Develop relationships with property management firms Present home buying seminars Ramp Up Your Web Site Use your ABR® as a Marketing Edge Ethics Marketing Support for REBAC Members REBAC national consumer marketing Marketing tools for the buyer's representative Find a Buyer's Representative Referral Network Next Steps Complete one ABR® Designation elective course Document five transactions Maintain REBAC membership Chapter 9: Exam
Chapter 1: Forward
Chapter 2: Agency Relationships
Chapter 3: Creating an Agency Relationship
Chapter 4: Client and Customer Relationships
Chapter 5: Buyer Service
Chapter 6: The Buyer Counseling Session
Chapter 7: Offers and Negotiation
Chapter 8: Building Your Buyer Representation Business
Chapter 9: Exam
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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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.
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