Suggested Schedule Day One Module Time The Accredited Buyer Representative 8:00am 8:30am 30 minutes 1: Introduction to Buyer Representation 8:30am 9:15am 4 2: Forming the Buyer Relationship Lunch: 12:00pm 1:00pm 3: Buyer Consultations Break: 3:45pm 4:00pm Day Two 9:15am 12:00pm 1:00pm 5:00pm 2 Module Time 4: Putting Buyer Representation into Action 8:00am 10:15am 13 Break: 10:30am 10:45am 5: Offers, Counter Offers, and Negotiations Lunch: 12:00pm 1:00pm 6: From Contract to Close 10:15am 10:30am 10:30am 2:00pm 10 Exam 4:00pm 5:00pm 60 minutes Total : 13.5 hours Exam: 60 Minutes 2016 NATIONAL ASSOCIATION OF REALTORS page 1 of 5
Day One The Accredited Buyer Representative Achieving the ABR Designation Requirements ABR Elective Courses Business Tools for REBAC Members Course Learning Goals Course Modules 8:00am 8:30am 30 Minutes 1: Introduction to Buyer Representation 8:30am 9:15am The Buyer s Advocate How Buyers Start Searching for Homes Your Role in the Age of the Internet Your Unique Value Proposition 4 2: Forming the Buyer Relationship () First Meetings Exercise: Looking Through Buyer s Eyes Start Smart How Is an Agency Relationship Formed? How Will We Work Together? Exercise: State of Agency Disclosure What Are the Options? What Are Your Duties and Responsibilities? Are You in Sync with Your Broker? Exercise: Turning Duties into Value Lunch Break: 12:00pm 1:00pm 9:15am 12pm 3: Buyer Consultations 1:00pm 4:00pm The Buyer Consultation Goals of a Buyer Consultation The Ideal Home Needs, Wants, Parameters Price Parameters Qualify the Buyer 2016 NATIONAL ASSOCIATION OF REALTORS page 2 of 5
Shaping Expectations How Is the Market? Do You Want to Represent This Buyer? Buyers or Renters? Is a Written Buyer Representation Agreement Necessary? The Buyer Representation Agreement Compensation Pop Quiz 30 minutes Break: 3:45pm 4:00pm Four Contracts in Real Estate Compensation Listings Not in the MLS When Buyers Won t Sign 2 2016 NATIONAL ASSOCIATION OF REALTORS page 3 of 5
Day Two ABR Designation Course V3.0 4: Putting Buyer Representation into Action 8:00am 10:15am Finding the Right Property When the Search Includes FSBOs Realtors Property Resource Buyer Loyalty Showing Property Protocol Procuring Cause Skill Practice Meet Your Next Buyer Fair Housing and the Buyer s Representative Skill Practice Scenarios 30 minutes 135 Minutes 5: Offers, Counter Offers, and Negotiations 10:30am 2:00pm Preparing the Buyer Exercise: What Buyers Need to Know Formulating an Offer Contingencies Prepare a Market Analysis Skill Practice Scenarios Lunch Break: 12:00pm 1:00pm Presenting an Offer Know the Rules Multiple Offer Situations Using an Escalation Clause Offers on REO Properties Offers on Short Sale Properties Counter Offers 6: From Contract to Close Contract Contingencies Mortgage Process Inspections 2016 NATIONAL ASSOCIATION OF REALTORS page 4 of 5
Break: 2:30pm 2:45pm Property Insurance Flood Insurance Title Insurance No Changes in Financial Picture Pre-Closing Walk-Through(s) Data Security When Appraisal Derails Closing Prepare the Buyer for Closing Exercise: Stay in Touch 105 Minutes Exam 50 questions Total Time 60 Minutes 2016 NATIONAL ASSOCIATION OF REALTORS page 5 of 5