SECTION I -A PARADIGM SHIFT
Objectives

Identify if buyer representation is a part of your company’s ideology/vision
Clarify the vision of your business in the next three-to-five years to incorporate buyer’s representation

Outline

Company Vision
Creating a NEW Company Vision
Dispelling Common Industry Myths

SECTION 2 - COMPANY POLICIES
Objectives

Explain various company policies
Create a company policy appropriate for your business needs
Develop an appropriate training program for buyer representation that supports your company’s policy
Identify the changes you need to make to implement buyer representation

Outline

Case Studies for Agency Policies
Company Policies
Six Policies of Representation
Sample Office
Policy Advantages and Disadvantages
Buyer Representation Only
Seller Representation Only
Single Representation - Buyer Only or Seller Only
Dual Representation
Appointed/Designated Representation
Policy and Procedures Development Guidelines
Disseminating Policy Changes
Using the Intranet
Technology Policies
Guidelines for Using the Internet

SECTION 3 – SYSTEMS
Objectives

Identify information-keeping systems appropriate to your policy on buyer representation
Make decision on the use of various contracts, based on company policy
Develop a system for tracking income and profitability for buyer representation

Outline

Training Systems
Benefits of Training
Risk Management
Imputed (Assumed) Knowledge
Imputed Notice
Information Keeping
Income Forecasting
Income Forecast and Projections Worksheet
Buyer Controlled Sales Production & Results
Delivery Systems Checklists

SECTION 4 - MARKETING SYSTEMS
Objectives

Identifying marketing materials that promote and support your buyer representation policy
Measure, monitor, and recognize effective buyer client service
Implement a buyer client service program to increase the profitability of your buyer representation program
Develop a recruiting dialogue to sell the benefits of buyer representation

Outline

Sample Marketing Materials
REBAC Promotional Advertising Slick
REBAC Press Release
Buyer Services Management Systems
Client Satisfaction Cycle
Purchaser Service Questionnaire
Recruiting Systems

SECTION 5 - ADAPTING TO CHANGE
Objectives

Identify methods to minimize resistance to change
Identify changes you need to make to implement buyer representation

Outline

Reasons for Resistance
Four ways to minimize resistance to change
Opportunity
 
 

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