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ABR® Designation
Topics: Buyer Representation, Marketing, Negotiations, Networking Referrals, New Home Sales, Niche Marketing, Residential Real Estate
Designations & Certifications: Accredited Buyer's Representative (ABR®), Seller Representative Specialist (SRS)
Affiliation: REBAC
Format: Classroom, Online
Accredited Buyer's Representative (ABR®) Course

Course Credits:

Duration: 2 Days

Format: Classroom, Online

Course Objective

The overall goals of the Accredited Buyer's Representative(ABR®) Designation course are to:

  • Prepare real estate professionals to represent buyer-clients in real estate transactions and provide the quality of service and degree of fidelity to buyers that sellers have customarily enjoyed.
  • Offer ideas and methods for building a buyer representation business.
  • Develop a self-customized tool for conducting a buyer counseling session.

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.

Course Outline

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
    1. Elimination of subagency
    2. Vicarious liability
    3. NAR policy changes
    4. Buyer Representation Trends
  • Parties in a Real Estate Transaction
  • Types of Relationships
    1. Single agent
    2. Dual and designated agency
    3. Facilitator and transaction broker
    4. Finder
  • Office Policy

Chapter 3: Creating an Agency Relationship

  • How Relationships Are Formed
    1. Express agreements: Written and Oral
    2. Implied agreement
  • Agency Disclosure
    1. Timely
    2. Meaningful
    3. Written
  • How We Work With Buyers
  • Advantages of Buyer Representation
    1. For the buyer
    2. For the seller
    3. For the buyer's representative
    4. 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
    1. Responsibilities to a client
    2. Responsibilities to a customer
  • What is Reasonable Care and Diligence?
  • Controversy
  • Agency Conflicts
    1. Imputed knowledge
    2. Imputed notice
    3. Vicarious liability
  • Recognizing Conflicts of Interest in Fiduciary Relationships
    1. Single agency
    2. 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
    1. Needs assessment with a buyer-client
    2. Needs assessment with a buyer-customer
  • Property Selection
    1. Needs assessment with a buyer-client
    2. Needs assessment with a buyer-customer
  • Viewing Properties
    1. Needs assessment with a buyer-client
    2. Needs assessment with a buyer-customer
  • Negotiating the Purchase and Sales Agreemen
    1. Needs assessment with a buyer-client
    2. Needs assessment with a buyer-customer
  • Follow-through After the Purchase Agreement
    1. Needs assessment with a buyer-client
    2. Needs assessment with a buyer-customer
  • Providing Lists of Other Professionals
  • Finding Properties
    1. 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
    1. Subprime loans
    2. Mortgage fraud
    3. Predatory lending
    4. Why are buyers attracted to these loans?
  • Non-traditional Loan Programs
    1. Choosing the right loan
    2. Interest-only loans
    3. Buydown mortgage
    4. Graduated payment mortgage (GPM)
  • Adjustable Rate Mortgages
    1. Convertible ARM
    2. Fixed-period ARM
    3. Two-step mortgage
    4. Option adjustable rate mortgage (Option ARM)
  • Fair Housing and the Buyer's Representative
    1. Which law prevails?
    2. Statement of fair housing policy
    3. Fair Housing Self-Assessment Questionnaire

Chapter 6: The Buyer Counseling Session

  • Goals of a Counseling Session
  • Conducting a Buyer Counseling Session
    1. Prepare a presentation packet
    2. Build rapport with the buyer
    3. Disclose agency obligations
    4. Determine previous home search efforts
    5. Perform a needs assessment
    6. Determine the buyer's price range
    7. Determine the level of motivation
    8. Discuss financing with the buyer
    9. Determine if you want to represent the buyer and if the buyer wants client or customer level service
    10. Explain the advantages of buyer representation
    11. Obtain commitment
    12. Review the buyer representation agreement
    13. Provide client-level services
  • Modes of Compensation
  • Relocation Buyers
    1. After-the-fact referral fees
  • Buyers to Avoid
    1. Unmotivated buyers
    2. Unqualified buyers
    3. Buyers with unrealistic expectations
    4. Buyers whose actions create a conflict of interest
    5. 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
    1. Present your client's offer
    2. Create a friendly atmosphere
    3. Explain the offer
    4. 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
    1. Develop a presentation package
    2. Author articles for newspapers and magazine
    3. Create a newsletter
    4. Consult with a publicist
    5. Conduct telemarketing
    6. Market to new and relocating companies
    7. Develop relationships with property management firms
    8. Present home buying seminars
  • Ramp Up Your Web Site
  • Use your ABR® as a Marketing Edge Ethics
  • Marketing Support for REBAC Members
    1. REBAC national consumer marketing
    2. Marketing tools for the buyer's representative
    3. Find a Buyer's Representative Referral Network
  • Next Steps
    1. Complete one ABR® Designation elective course
    2. Document five transactions
    3. Maintain REBAC membership

Chapter 9: Exam

This course is available online through REALTOR University Click here for registration
DateCompanyInstructorLocationRegister
01/22/2020 Athens Area Association of REALTORS Athens GA Register Online
706-353-1126
Send an Email
02/04/2020 Greater Metropolitan Association of Realtors Southfield MI Register Online
(248) 478-1700
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02/05/2020 Real Estate One Cadillac MI Register Online
231-878-8777
02/05/2020 San Mateo County Association of REALTORS San Mateo CA Register Online
650-696-8200
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02/10/2020 Williamson Country Association of REALTORS Brentwood TN Register Online
615-732-5175
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02/10/2020 Richmond Association of REALTORS Richmond VA Register Online
804-422-5082
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02/11/2020 Realtor Association of Southeastern Massachusetts New Bedford MA Register Online
(508) 993-0406
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02/12/2020 Central Oregon Association of REALTORS® Bend OR Register Online
(541) 382-6027
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02/18/2020 Coldwell Banker Elite Massaponax VA Register Online
540-455-3350
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02/25/2020 Whatcom County Association of REALTORS Bellingham WA Register Online
360-671-5477
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03/03/2020 REALTORS® Association of Metropolitan Pittsburgh Pittsburgh PA Register Online
(412) 563-5200
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03/10/2020 REALTORS® Association of Metropolitan Pittsburgh Indiana PA Register Online
(412) 563-5200
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03/10/2020 Greater Boston Association of REALTORS Reading MA Register Online
617-423-8700
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03/18/2020 Greater Lehigh Valley Real Estate Academy Bethlehem PA Register Online
484-821-0506
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03/19/2020 REALTORS® ASSOCIATION OF ALBERTA Edmonton Canada Register Online
780-453-9354
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03/26/2020 Dynamite Productions Pleasant Grove UT Register Online
801-380-8900
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04/06/2020 Northern Virginia Association of Realtors Fairfax VA Register Online
(703) 207-3200
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04/14/2020 Mississippi REALTORS® Flowood MS Register Online
601-932-5241
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04/15/2020 South Metro Denver REALTOR® Association Centennial CO Register Online
303-895-3372
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04/16/2020 Wisconsin REALTORS Association Madison WI Register Online
608-241-2047
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05/06/2020 Santa Clara County Association of REALTORS® San Jose CA Register Online
408-445-5089
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05/18/2020 eXp Realty Teleconference Register Online
540-379-1949
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05/20/2020 Southeaster Border Association of REALTORS Monroe MI Register Online
734-242-6866
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05/25/2020 West and Southeast REALTORS of the Valley Peoria AZ Register Online
05/27/2020 Fredericksburg Area Association of REALTORS Fredericksburg VA Register Online
540-373-7711
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05/27/2020 Austin Board of REALTORS Austin TX Register Online
512-454-7636
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05/28/2020 New York State Association of REALTORS® Watertown NY Register Online
518-463-0300
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06/02/2020 Pikes Peak Association of REALTORS® Colorado Springs CO Register Online
719-633-7718 X 3
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06/09/2020 Greater Metropolitan Association of Realtors Southfield MI Register Online
(248) 478-1700
Send an Email
06/10/2020 Greater Tampa REALTORS Tampa FL Register Online
813-879-7010
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06/15/2020 Greater Nashville REALTORS® Nashville TN Register Online
615-254-7516
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08/27/2020 Memphis Area Association of REALTORS Memphis TN Register Online
(901) 685-2100
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09/16/2020 Akron Cleveland Association of REALTORS Broadview Heights OH Register Online
216-525-4840
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09/16/2020 Greater Metropolitan Association of Realtors Southfield MI Register Online
(248) 478-1700
Send an Email
09/28/2020 Greater Las Vegas Association of REALTORS® Las Vegas NV Register Online
702-784-5000
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10/05/2020 Raleigh Regional Association of REALTORS® Cary NC Register Online
336.297.0439
Send an Email
10/06/2020 eXp Realty Teleconference Register Online
540-379-1949
Send an Email
10/06/2020 Realtor Association of Southeastern Massachusetts Taunton MA Register Online
(508) 993-0406
Send an Email
10/07/2020 Richmond Association of REALTORS Richmond VA Register Online
804-422-5082
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10/20/2020 Greater San Diego Association of REALTORS® San Diego CA Register Online
858-715-8000
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10/22/2020 New York State Association of REALTORS® Woodbury NY Register Online
518-463-0300
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10/29/2020 Pinellas Realtor Organization Pinellas Suncoast FL Register Online
727-216-3007
Send an Email
11/04/2020 Williamson Country Association of REALTORS Brentwood TN Register Online
615-732-5175
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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.

At Home With Diversity®

At Home With Diversity® is a one-day certification course designed to present the changing face of the real estate industry. More importantly, the class teaches REALTORS® how to work effectively with

Certified International Property Specialist (CIPS)

The Certified International Property Specialist (CIPS) designation prepares REALTORS® to service the growing international market in their local community. It is awarded by National Association of REALTORS® to real estate practitioners in 50+ countries.

Military Relocation Professional Certification

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's e-PRO® Certification

NAR's e-PRO® Certification Program shows you how to use the latest social media technologies to create an online presence and reach today's hyper-connected consumers. e-PRO® also teaches you how to take advantage of rich media and e-office strategies.

NAR's Green Designation

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.

Pricing Strategy Advisor (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.

Real Estate Negotiation Expert (RENE)

The Real Estate Negotiation Expert (RENE) certification is designed to elevate and enhance negotiating skills so that today's real estate professionals can play the game to win. The courses examine all types of negotiation formats and methods as well as a full spectrum of tips, tools, techniques, and advantages so you can provide effective results for your clients.

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®)

The Seniors Real Estate Specialist (SRES®) 12-hour designation program trains REALTORS® to profitably and ethically serve the real estate needs of clients age 50+. Includes first year membership in the SRES® Council and its valuable services and benefits.

Short Sales & Foreclosure Resource (SFR)

The number of short sales and foreclosures are rising, presenting challenges for real estate professionals. The Short Sales & Foreclosure Resource (SFR) certification was launched by NAR to help REALTORS® meet the great demand for these critical services.

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

Expanding Housing Opportunities (EHO) is a course designed to educate real estate professionals on the range of affordable housing opportunities and clients seeking them.

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.