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.
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
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.
The Home Finance Resource Certification is designed to provide you with foundational education to help you confidently explain key pieces of the loan origination process. With the skills that you gain from this course, you will also be equipped to provide guidance on navigating mortgage applications and alternative financing options for all types of buyers.
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 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.
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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.
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.
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.
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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.
Expanding Housing Opportunities (EHO) is a course designed to educate real estate professionals on the range of affordable housing opportunities and clients seeking them.
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.
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.
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.
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.
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.
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.
