The Accredited Buyer Representative Manager (ABRM^sm) course was developed 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.

Interested in obtaining the Accredited Buyer Representative Manager (ABRM^sm) designation? Click on the following link to view the ABRM^sm designation requirements. 

  The Accredited Buyer Representative Manager (ABRM^sm) course contains five modules:

Section 1 Objectives ñ A Paradigm Shift

• Identify if buyer representation is a part of your companyís ideology/vision.

• Clarify the vision of your business in the next three-to-five years to incorporate buyerís representation.

 Section 2 Objectives ñ 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 companyís policy.

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

 Section 3 Objectives ñ 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 ñ 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 ñ Adapting to Change

• Identify methods to minimize resistance to change

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

 The Accredited Buyer Representative Manager (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 ñ 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