A lot is at stake – with all that is happening in our industry, can you articulate your current value to buyers, negotiate commission based on the services you offer and understand your fiduciary obligations according to the law? It’s important you can talk to buyers about these items and develop your own tools to most effectively communicate and advocate in the new world.  Be proactive – remember, unless you have updated language, scripts, checklists and knowledge, you might be under serving your clients and jeopardizing your own future.  If you know all the lessons (below) you get a pass!  Otherwise,   Sign-up today The two-day program is $199 for Berkshire REALTORS or $250 for all other REALTORS.  All inclusive of materials and refreshments.

Here are the lessons you will learn:

Module 1: The Value and Role of the Buyer Representative

Knowing Your Value, Your Buyer
How the Buyer–Agent Relationship Is Formed
Cohesive Brokerage Culture
What Are Your Duties and Responsibilities?

Module 2: The Buyer Counseling Session

Learning Objectives
Goals of Counseling Session
The Buyer Counseling Process
Buyer Representative Safety
Buyer Counseling Session
What Does It Sound Like?
Buyer Consultation Worksheet
The Homebuyers’ Checklist
Establishing Price Parameters
Educate the Buyer
Pledge of Performance
Homebuying Guidelines
Managing Buyer Expectations
The A-A-I Buyer Consultation Session
Do You Want to Represent This Buyer?

Module 3: The Buyer Representation Agreement

The Buyer Representation Agreement
Compensation Issues
Updates on Lawsuits and Changes
Bottom Line Difference Between Adding, Including, and Reality
Additional Compensation Issues

Module 4: The Search-Showing-Selecting Process

Searching for Properties
Property Comparison Worksheet
Additional Property Search Considerations
Showing Properties
Create Your Own Showing Protocol
Selecting Properties, understanding client needs and fair housing pitfalls
Procuring Cause Issues.

Module 5: Offers and Negotiations

Learning Objectives
Preparing the Buyer
Buyer Information and Disclosure Checklist
Formulating an Offer
Presenting and Negotiating an Offer: Know The Rules
REO and Short Sale Offers
Practitioner Perspective: Offers and Negotiations
Key Point Review
A Day in the Life of a Buyer’s Representative

Module 6: From Contract to Closing

Contract Contingencies
Mortgage Process
Home Inspections
When the Home Appraisal Derails the Process
Types of Insurance
Closing Process
Client Data Privacy and Security
Key Point Review
A Day in the Life of a Buyer’s Representative

Module 7: Putting It All Together

Important Strategies for Success
Buyer Representative Skills Self-Assessment
Troubleshooting Scripts for the Field
Key Point Review
A Day in the Life of a Buyer’s Representative

Resources & Exercises

Glossary
Websites
Sample Buyer Agency Agreement
SWOT Analysis
Buyer Qualification Worksheet
Exercise 1-1: My Swot Analysis
Exercise 4-1: Applying Active Listening Skills
Exercise 4-2: Applying What You Know To Search Scenarios
Exercise 5-1: Applying What You Know—Offers
Exercise 5-2: Applying What You Know—Negotiating
Exercise 6-1: Develop a Contingency Timeline
Exercise 6-2: Applying What You Know—Closing Issues

Join Instructor, Peter West for this 2-day program.

Running 9 a.m. – 4 p.m., we are offering both in-person (highly preferred) and virtual attendance. Please make your selection when signing up!  Agents must attend each class day in its entirety to receive CE Credit and to quality for the ABR Designation through NAR.  While we STRONGLY ENCOUARGE in-person attendance to make the most of this class, we do need to share that all virtual attendees must be on camera during the entire session and interacting. There will be a special online monitor just to ensure online engagement is well integrated into the class.

If DESIRED, you can apply to REBAC to become an Accredited Buyer Representative, but first you must:

• Be a REALTOR® in good standing with NAR
• Complete the ABR Designation Course
• Complete one of the ABR® elective courses
• Provide documentation of five completed buyer representative transactions

Note: While this course is excellent to achieve a designation, it’s solid foundation of information is also helpful to your business.  If you decide to pursue the designation, the following ongoing costs to maintain that designation after the first year apply.

• *REBAC Dues – Cost of Maintaining ABR Designation: First year of REBAC membership is free
• Second year is $110, but prorated based on the month you joined REBAC
• Third year is $110 with a 5% discount if paid online before the end of the year.

Earn 10 CE Credits for:

• RE02R06: Buyer Agency
• RE57R07: Brokerage Relationships
• RE35RC03: Offers
• RE36R05: Conducting Open Houses and Developing a Safety Plan
• RE90R14: Designated Agency

Sign-up today  Course Cost: $199 for Berkshire REALTORS and $250 for non-members