To keep pace with a changing real estate market, buyerís representatives need to find new buyers to serve and new services to bring them.  One important, if difficult, growth area is new-home salesóbuyers who are searching for a newly constructed or yet-to-be-constructed home.  Unlike conventional home buyers, these buyers are generally less knowledgeable about real estate than the home sellers are, since the sellers of new-homes are developers.  Because of the special complexities of a new-home purchase, these buyers are in need of representation and counseling. 

Unfortunately, their situation is also more complicated than that of a conventional buyer.  To serve a new-home buyer, a buyerís representative needs to know how the development and new-home sales processes work, as well as what kinds of services a buyer needs.  Then, of course, one needs to know where and how to find new-home sales business.

This course consists of five modules to address what a buyerís representative needs to know in order to succeed at representing buyers in the new-home sales market

The overall goals of the ABR^Æ Designation course are to educate and prepare buyerís reps to provide the kind of service and fidelity to buyers that sellers have always enjoyed, and to offer methods for building your buyer representation business.  In each course module, you will examine a different topic, and together they create a comprehensive guide to help you become an effective, efficientóand profitableóbuyerís representative.

 Module 1 Objectives

• Identify types of residential builder and product

• Summarize the new-home development process

• Describe the new-home purchase transaction

• Identify unique features of new-home sales

 Module 2 Objectives

• Characterize builders

• Characterize buildersí sales representatives

• Characterize new-home buyers

• Identify ways to build productive relationships with builders, sales representatives, and buyers

 Module 3 Objectives

• Apply a service philosophy for new-home buyers

• Determine a new-home buyer's wants and needs

• Match builders and homes to a buyerís needs

• Assist a buyer in looking at new-homes

• Help a buyer evaluate builders, subdivisions, and homes

 Module 4 Objectives

• Describe pre-offer preparation and research

• Assist a buyer in the contracting process

• Identify important monitoring services for the build cycle

• Assist a buyer at closing and beyond

Module 5 Objectives

• Identify ways of generating new-home sale buyers

• Plan a marketing and selling message

• List buyer benefits of new-home sale representation services

• Identify elements of a marketing plan

I.      Builders And Their Products

ß         Custom Home Builders

ß         Production (Inventory) Home Builders

ß         Discussion Question

II.      The Development Process

ß         Subdivision pre-development

ß         Discussion Question

ß         Complete home plan

ß         Discussion Question

ß         Get permit

ß         The Build Cycle

ß         Discussion Question

ß         Building Inspection Checklist

ß         Discussion Question

III.    The Purchase Transaction

ß         Contracting and Closing

ß         Financing

ß         Small Group Activity - Whatís so Special About New Homes?

IV.      Unique Features Of New-Home Sales

ß         Selling what does not exist

ß         Specialized skills and knowledge

ß         Discussion Question

I.      Builders

ß         Business Characteristics

ß         Attitudes and Expectations

ß         Relationship Guidelines

II.      The Builderís Representative

ß         The Role of the Builderís Representative

ß         Relationship Guidelines

III.    The Buyer

ß         Agency and other Brokerage Relationships

ß         The Representation Agreement

ß         Profile of a New-Home Buyer

ß         New-Home Buyer Concerns

ß         Group Activity:  Who Cares About What?

I.      YOUR SERVICE PHILOSOPHY

ß         Discovering needs

ß         Advising

ß         Managing Relationships

ß         Group Activity: What Does the Buyer Want?

II.      MATCHING BUYER, BUILDER, AND SUBDIVISION

ß         What Does the Buyer Want?

ß         Developing the Prototype Home

ß         Tracking subdivisions

ß         Subdivision Profile

ß         Matching Prototype to Builder and Subdivision

III.      SHOWING AND EVALUATING HOMES

ß         Registration

ß         Discussion Questions

ß         Showing Homes With the Builderís Representative

ß         Evaluating Candidate Homes

ß         Discussion   Maximizing Your Value

I.      PRE-OFFER PREPARATION AND RESEARCH

ß         Caveat

ß         Subdivision Research

ß         Transaction Documents

II.      THE OFFER

ß         Price and Terms

ß         Deposits

ß         Contract issues

ß         Builderís performance

ß         Contingencies

ß         Acceptance

III.      SERVICE DURING AND AFTER THE BUILD CYCLE

ß         Inspections

ß         Quality control

ß         Progress documentation

ß         Closing and Post-closing

I.      THREE STEPS FOR GENERATING BUSINESS

II.      FORMULATING YOUR MESSAGE

ß         Tips For Developing Your Message

ß         Group Activity

ß         Why You Should Hire Me?

III.      GETTING THE WORD OUT

ß         Your Marketing Plan

ß         Promotional Programs

ß         Discussion Question

ß         Discussion Question

ß         Making Presentations

IV.      FINAL THOUGHTS

The Content of a Public Offering Statement

Toolkit

• Building a Home- Phases

• Building Inspection Checklist

• Existing/New Home Differences ‚ Worksheet

• Buyer Needs Qualification Questionnaire

• Buyerís New Home Prototype Worksheet

• Subdivision Profile

• Why should you hire me as your new home buyer representative

• Why should you hire me as your new home buyer representative - suggestions

End of outline