This one-day course was developed in partnership with the Council of Real Estate Brokerage Managers (CRB) of NAR specifically for managers, brokers and owners who wish to incorporate buyer representation into their companies’ service offerings.  Below is a list of the ABRM^sm course objectives as well as the ABRM^sm course outline.

Course Credit:  One of the requirements needed to earn the  ABRM^sm Designation.  

Course Duration: 1 Day

Course Dates and Locations:  Visit www.CourseCalendar.com to see where and when this course is being offered. 

Take the ABRM^sm course online: The ABRM^sm course is also available online.  Click here to take the ABRM^sm course online at your convenience 24 hours a day, seven days a week. You can preview the first online module for free before purchasing the entire online ABRM^sm course.

 Section 1 Objectives – A Paradigm Shift

• 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.

 Section 2 Objectives – Company Policies

• 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. 

 Section 3 Objectives – Information Systems

• 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.

 Section 4 Objectives – Marketing and Evaluating

• Identify 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.

 Section 5 Objectives – Adapting to Change

• Identify methods to minimize resistance to change

• Identify changes you need to make to implement buyer representation. 

 The ABRM^sm course contains five sections and an appendix.  Below is a topical outline of the ABRM^sm course.

I     Course Objectives

II.   Company Vision

• Creating a NEW Company Vision

• Dispelling Common Industry Myths

I.    Case Studies for Agency Policies 

II.   Company Policies

• Six Policies of Representation

• Sample Office Policies

• 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

II.   Disseminating Policy Changes

• Using the Intranet

III. Technology Policies

• Guidelines for Using the Internet

I.    Training Systems

• Benefits of Training

II.   Risk Management

• Imputed (Assumed) Knowledge 

• Imputed Notice

III.  Information Keeping

• Income Forecasting

• Income Forecast and Projections Worksheet 

• Buyer Controlled Sales Production & Results 

IV.  Delivery Systems Checklists 

I.    Sample Marketing Materials

• REBAC Promotional Advertising Slick 

• REBAC Press Release

II.   Buyer Services Management Systems

• Client Satisfaction Cycle

• Purchaser Service Questionnaire

III. Recruiting Systems 

I.    Reasons for Resistance

II.   Four ways to minimize resistance to change

• Opportunity

Vision

• Examples from Visionary Companies 

• Creating a Company Vision Worksheet

Information keeping

• Imputed Knowledge Worksheet

Training

• Training Plan Form

• Training Modular Planner

Delivery Systems - Common Provision Examples

• Exclusive Buyer Representation Contract   

• For Sale By Owner

REBAC Marketing Materials

• REBAC Promotional Advertising Slick

• REBAC Press Releases

Information Forecasting

• Income Forecast and Projections Worksheet

Questionnaires

• Purchaser Service Questionnaire

• Cooperative Sales Associate Service Questionnaire

• Seller Service Questionnaire

• Seller/Purchaser Service Questionnaire

 End of Course Outline