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ABR® Designation
Affiliation: ePROREBAC
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
03/24/2019 REALTORS Association of Hamilton-Burlington Hamilton Canada Register Online
905-529-8101
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03/25/2019 eXp Realty Stafford VA Register Online
540-379-1949
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03/25/2019 Greater Springfield Board of REALTORS® Springfield MO Register Online
417-883-1226
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03/26/2019 Frank Mears Seminars Augusta GA Register Online
706-394-5600
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03/26/2019 Dynamic Direction, Inc. Williston VT Register Online
860-344-9931
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03/26/2019 Vermont Association of Realtors Williston VT Register Online
802-552-1142
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03/27/2019 Bucks County Association of REALTORS Warminister PA Register Online
(215) 956-9176
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03/27/2019 Brampton Real Estate Board Brampton Canada Register Online
905-791-9913
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03/27/2019 Champions School of Real Estate San Antonio TX Register Online
281-893-4484
04/02/2019 Greater Metropolitan Association of REALTORS® Southfield MI Register Online
(248) 478-1700
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04/03/2019 New Jersey REALTORS Swainton NJ Register Online
609-624-3500x3
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04/03/2019 Northern Virginia Association of REALTORS Fairfax VA Register Online
703-207-3200
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04/03/2019 Dynamite Productions Draper UT Register Online
801-380-8900
04/03/2019 Baldwin County Association of REALTORS® Robertsdale AL Register Online
251-517-0167
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04/10/2019 South Bay Association of REALTORS® Torrance CA Register Online
310-326-3010
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04/10/2019 Champions School of Real Estate Houston West Campus TX Register Online
281-893-4484
04/11/2019 Royal Palm Coast REALTOR® Associaiton Cape Coral FL Register Online
239-936-3537 ext 225
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04/15/2019 Denver Metro Association of Realtors Denver CO Register Online
303-300-8489
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04/15/2019 Champions School of Real Estate Fort Worth TX Register Online
281-893-4484
04/15/2019 The Georgia Institute of Real Estate Atlanta GA Register Online
800-633-3583
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04/16/2019 Suburban West REALTORS® Association York PA Register Online
610-560-4800
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04/16/2019 Greater Baltimore Board of REALTORS Timonium MD Register Online
410-337-7200
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04/17/2019 Greater Tampa Association of Realtors Tampa FL Register Online
813-769-7192
04/22/2019 Mainstreet Organization of REALTORS Downers Grove IL Register Online
630-324-8400
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04/22/2019 Champions School of Real Estate Austin TX Register Online
281-893-4484
04/23/2019 Windermere Professional Development Lake Forest Park WA Register Online
206-526-7612
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04/25/2019 Polley Associates Newton Square PA Register Online
610-353-6776
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04/25/2019 Euegene Association of REALTORS Eugene OR Register Online
541-484-3043
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04/29/2019 SouthEast Valley Association of REALTORS® Chandler AZ Register Online
480-833-7510
04/29/2019 SouthEast Valley Association of Realtors® Chandler AZ Register Online
480-477-5882
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05/01/2019 Champions School of Real Estate Houston - North Campus TX Register Online
281-893-4484
05/01/2019 Polley Associates Greensburg PA Register Online
610-353-6776
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05/01/2019 Greater Boston Association of REALTORS Boston MA Register Online
617-423-8700
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05/02/2019 Fayetteville County Board of REALTORS Fayetteville GA Register Online
(770) 461-2401
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05/06/2019 Greater Lehigh Valley REALTORS® Bethlehem PA Register Online
610-882-4100
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05/08/2019 RAPB + GFLR Fort Lauderdale FL Register Online
954-567-5031
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05/08/2019 Champions School of Real Estate Champions Live! TX Register Online
281-893-4484
05/09/2019 West Maricopa Association of REALTORS Peoria AZ Register Online
623-931-9294
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05/20/2019 Central Carolina REALTORS® Association Columbia SC Register Online
(803) 771-8852
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05/20/2019 Lexington-Bluegrass Association of REALTORS® Lexington KY Register Online
859-276-3503
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05/21/2019 FREDERICKSBURG AREA ASSOCIATION OF REALTORS Fredricksburg VA Register Online
(540) 373-7711
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05/21/2019 Greater Kalamazoo Association of REALTORS® Kalamazoo MI Register Online
269-382-1597
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05/22/2019 Middle Tennessee Association of REALTORS Murfreesboro TN Register Online
615-893-2242
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06/03/2019 Champions School of Real Estate Dallas TX Register Online
281-893-4484
06/06/2019 Chicago Association of REALTORS® Chicago IL Register Online
312-803-4900
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06/10/2019 Northeast Atlanta Metro Association of REALTORS Duluth GA Register Online
770-495-7300
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06/11/2019 Clarksville Association of REALTORS Clarksville TN Register Online
931-552-3567
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06/12/2019 The Georgia Institute of Real Estate Atlanta GA Register Online
800-633-3583
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06/12/2019 New York Association of REALTORS Syracuse NY Register Online
(518) 463-0300
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06/19/2019 South Carolina Association of REALTORS Myrtle Beach SC Register Online
843-626-3638
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06/19/2019 Greater Metropolitan Association of REALTORS® Southfield MI Register Online
(248) 478-1700
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06/20/2019 Greater Nashville REALTORS® Nashville TN Register Online
615-254-7516
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06/24/2019 eXp Realty Stafford VA Register Online
540-379-1949
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07/22/2019 Greater Las Vegas Association of REALTORS® Las Vegas NV Register Online
(702) 784-5000
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07/31/2019 Champions School of Real Estate Champions Live! TX Register Online
281-893-4484
08/01/2019 Birmingham Association of REALTORS Birmingham AL Register Online
(205) 871-1911
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08/01/2019 New York Association of REALTORS Rochester NY Register Online
(518) 463-0300
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08/01/2019 Pinellas REALTOR Organization Clearwater FL Register Online
(727) 347-7655
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08/06/2019 Greater Metropolitan Association of REALTORS® Southfield MI Register Online
(248) 478-1700
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08/21/2019 Champions School of Real Estate San Antonio TX Register Online
281-893-4484
08/21/2019 San Antonio Board of Realtors, Inc. San Antonio TX Register Online
210-593-1200 ext 108
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08/26/2019 eXp Realty Stafford VA Register Online
540-379-1949
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08/28/2019 Champions School of Real Estate Houston - Galleria Campus TX Register Online
281-893-4484
09/03/2019 MIAMI Association of REALTORS® Miami FL Register Online
305-468-7077
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09/06/2019 MIAMI Association of REALTORS® West Broward FL Register Online
305-468-7077
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09/09/2019 Northeast Atlanta Metro Association of REALTORS Duluth GA Register Online
770-495-7300
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09/09/2019 Raleigh Regional Association of REALTORS® Cary NC Register Online
(919) 654-5400
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09/10/2019 Toronto Real Estate Board Toronto Canada Register Online
416-443-8148
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09/25/2019 Ohio Association of REALTORS® Columbus OH Register Online
614-225-6210
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10/03/2019 Chicago Association of REALTORS® Chicago IL Register Online
312-803-4900
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10/15/2019 Williamson County Association of REALTORS® Brentwood TN Register Online
615-732-5175
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10/22/2019 San Diego Association of REALTORS® San Diego CA Register Online
(858) 715-8000
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10/22/2019 Howard County Association of REALTORS® Columbia MD Register Online
410 715-1437
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10/23/2019 Richmond Association of REALTORS®, Inc. Richmond VA Register Online
804-422-5000
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10/28/2019 Greater Boston Association of REALTORS Reading MA Register Online
617-423-8700
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10/28/2019 Central Palm Handle Association of REALTORS Panama City Beach FL Register Online
850-768-8078
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10/28/2019 New York Association of REALTORS Corning NY Register Online
(518) 463-0300
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10/28/2019 New York Association of REALTORS West Babylon NY Register Online
(518) 463-0300
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11/05/2019 Greater Metropolitan Association of REALTORS® Southfield MI Register Online
(248) 478-1700
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11/18/2019 eXp Realty Stafford VA Register Online
540-379-1949
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11/21/2019 Memphis Area Association of REALTORS® Memphis TN Register Online
(901) 685-2100
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12/02/2019 Northeast Atlanta Metro Association of REALTORS Duluth GA Register Online
770-495-7300
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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.

ePRO

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.

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.