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ABR® Designation
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
06/26/2017 Champion School of Real Estate Austin/Round Rock TX Register Online
972-867-4100
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06/28/2017 Realty Seminars, Inc. T/A Polley Associates Blue Bell PA Register Online
610-353-6776
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07/05/2017 Champion School of Real Estate Houston - Galleria Campus TX Register Online
713-629-4543
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07/11/2017 Toronto Real Estate Board Toronto Canada Register Online
416-443-8149
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07/11/2017 Emerald Coast Association of Realtors® Santa Rosa Beach FL (850) 243-6145
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07/12/2017 Mississippi REALTOR Institute Oxford MS Register Online
601-932-5241
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07/12/2017 Champion School of Real Estate Fort Worth TX Register Online
214-687-0000
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07/18/2017 Real Estate Academy of Learning, LLC Huntsville AL 256-783-3299
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07/19/2017 Champion School of Real Estate Live - Remote Session Register Online
866-272-5962
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07/20/2017 Real Estate Education Services Ontario CA 714-745-8863
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07/24/2017 Champion School of Real Estate Austin/Round Rock TX Register Online
512-244-3545
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07/25/2017 Texas Association of REALTORS TX 800-873-9155
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07/26/2017 West Virginia Association of Realtors Morgantown WV 304-342-7600
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07/31/2017 Champion School of Real Estate San Antonio TX Register Online
210-349-7600
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08/03/2017 Toronto Real Estate Board HUGH FOY Toronto Canada 416-443-8148
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08/03/2017 Alpha College of Real Estate Chesapeake VA 757-427-1740
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08/08/2017 Greater Metropolitan Association of Realtors Richard Conley Southfield MI Register Online
248-478-1700
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08/08/2017 Royal Palm Coast Realtor® Association Fort Myers FL 239-936-3537
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08/08/2017 Louisiana Association of Realtors Baton Rouge LA 800-266-8538
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08/10/2017 Osceola County Association of Realtors St. Cloud FL 407-846-0117
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08/10/2017 Honolulu Board of Realtors Honolulu HI 808-732-3000
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08/10/2017 Land of the Sky Association of REALTORS Asheville NC 828-255-8505
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08/14/2017 Tennessee Real Estate Educational Foundation, Inc. Clarksville TN (931) 552-3567
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08/16/2017 The Georgia Institute of Real Estate Atlanta GA 800-633-3583
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08/22/2017 Greater Chattanooga Association of REALTORS® Chattanooga TN (423) 702-7423
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08/24/2017 Chicago Association of REALTORS® Maurice Hamptom Chicago IL 312-803-4900
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08/24/2017 Marathon & Lower Keys Association of Realtors® Marathon FL Register Online
(305) 743-2485
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09/05/2017 Winnipeg REALTORS(R) Association Winnipeg Canada Register Online
204-786-8854
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09/06/2017 Austin Board of REALTORS® Austin TX (512) 454-7636
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09/07/2017 Greater Nashville Realtors Robert Morris Nashville TN 615-254-7516
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09/07/2017 HILTON HEAD AREA ASSOCIATION OF REALTORS Hilton Head Island SC Register Online
843-842-2421
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09/11/2017 REALTORS Association of Edmonton Edmonton Canada Register Online
780-451-6666
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09/12/2017 Ohio Association of REALTORS® Columbus OH Register Online
614-225-6210
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09/13/2017 Greater Fort Lauderdale Realtors® Fort Lauderdale FL (954) 563-7261
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09/13/2017 Virginia Peninsula Association of REALTORS®, Inc. Hampton VA 757-599-5222
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09/14/2017 Punta Gorda-Port Charlotte-North Port Association Port Charlotte FL Register Online
941-629-8943
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09/25/2017 Middle Tennessee Association of REALTORS Murfreesboro TN Register Online
615.893.2242
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09/28/2017 IFREC Real Estate Schools Orlando FL 888-647-7277
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09/28/2017 MetroTex Association of REALTORS®, Inc. Dallas TX 214-637-6660
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09/29/2017 Austin Board of REALTORS® Austin TX (512) 454-7636
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10/03/2017 Toronto Real Estate Board HUGH FOY Toronto Canada 416-443-8148
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10/03/2017 Harford County Association of Realtors Bel Air MD 410-569-0750
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10/05/2017 Scottsdale Area Association of REALTORS Evan Fuchs Scottsdale AZ Register Online
480-945-2651
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10/09/2017 Georgia Association of REALTORS® Brunswick GA Register Online
678-597-4135
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10/09/2017 Lexington-Bluegrass Association of REALTORS® Lexington KY 859-276-3503
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10/11/2017 The Georgia Institute of Real Estate Atlanta GA 800-633-3583
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10/23/2017 Northern Virginia Association of REALTORS®, Inc. Larry Anderson Fairfax VA 703-207-3200
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10/23/2017 Howard County Association of REALTORS Columbia MD 410-715-1401
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10/25/2017 New York State Association of REALTORS® Linda Damico West Babylon NY Register Online
800-239-4432
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10/25/2017 Richmond Association of REALTORS®, Inc. Donna Austin Richmond VA 804-422-5000
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10/25/2017 Realtor Association of Prince William Rebecca Straley Woodbridge VA Register Online
703-565-0033 ext 206
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10/25/2017 HSF Affiliates LLC Severna Park MD 949-794-9620
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10/25/2017 NE Wyoming REALTOR Alliance Gillette WY 307-682-2789
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10/26/2017 MetroTex Association of REALTORS®, Inc. Candace Cooke Dallas TX 214-637-6660
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11/01/2017 Arthur Gary School of Real Estate Westbrook ME 207-856-1712
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11/08/2017 Iowa Association of REALTORS® Terry Watson Coralville IA Register Online
800-532-1515
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11/08/2017 Mississippi Association of REALTORS® Gulfport MS Register Online
601-932-9325
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11/08/2017 Mississippi Association of REALTORS® Gulfport MS 601-932-9325
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11/09/2017 Southwestern Michigan Association of REALTORS St. Joseph MI Register Online
269.983.6375
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11/13/2017 Stringham Schools Orem UT 801-269-8889
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11/13/2017 Wisconsin Association of REALTORS® Madison WI Register Online
800-279-1972
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11/13/2017 Memphis Area Association of REALTORS Memphis TN (901) 818-2421
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11/14/2017 Evalucore/Nancy Mosca Nancy Mosca Queens NY 888-966-0878
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11/16/2017 South East Valley Regional Association Realtors Mesa AZ 480-833-7510
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12/05/2017 North Shore-Barrington Association of Realtors North Brook IL 847-480-7177
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12/06/2017 Chicago Association of REALTORS® Marki Lemons-Ryhal Chicago IL Register Online
312-803-4900
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12/12/2017 Greater Metropolitan Association of Realtors Deanna DuRussel Southfield MI Register Online
248-478-1700
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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.

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.

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.