Every broker wants their agents to be more successful, but what are the most effective ways to accomplish that? Training is one key component, but in an industry dominated by listing and selling, itâ€™s easy to overlook training in buyer perspectives.
In a move designed to leverage this concept to their advantage, two different brokeragesâ€”one in Ohio and another in Missouriâ€”decided to offer the Accredited Buyerâ€™s Representative (ABRÂ®) training to their entire office.
â€śAfter more than 35 years as a selling broker, it amazed me how the new ABRÂ® course made me take a look at todayâ€™s real estate sales processes from fresh perspectives,â€ť says Steve Brown, co-owner of Irongate Inc., REALTORSÂ® in Dayton, Ohio, and 2014 president of the National Association of REALTORSÂ®. â€śOf all the sales courses in the market, this is the one I would recommend to my own agentsâ€”and NOT to the competition!â€ť
â€śRegardless of whether youâ€™re new to the business or have years of experience, the ABRÂ® Designation course is one of the best classes you can take,â€ť says Elizabeth Mendenhall of RE/MAX Boone Realty in Columbia, Mo. â€śWe encourage all new agents to consider the ABRÂ® as their first designation course. It improves their understanding of buyer representation and puts them a step above their competition.â€ť
The impact of ABRÂ® training is immediate. â€śOur agents are challenging each other to reconsider their representation techniques,â€ť explains Mendenhall. â€śThey are better critical thinkers, negotiators and marketers.â€ť Most of her agents have also revamped their presentations and materials to indicate they have buyer representation training.
Mendenhall also observed that this is one of the best courses to teach agents how to analyze their time so they are productive, and not just busy. â€śThe ABRÂ® class helps agents know what questions to ask to analyze their buyersâ€™ wants and needs so they can narrow their search parameters and deliver better results.â€ť Not only does this help increase her agentsâ€™ sales and income, but also results in more satisfied buyer-clients.
What do agents say about their ABRÂ® designation? In a recent survey conducted by the Real Estate Buyerâ€™s Agent Council (REBAC), over 750 ABRÂ®s who also hold other designations said their ABRÂ® was most important to them. Among the top reasons cited:
- I gained valuable training that improved my knowledge.
- Itâ€™s the designation most widely recognized by the public.
- It gives me credibility and respect with buyers.
- It sets me apart from other real estate professionals.
Survey respondents also gave top marks to the numerous member benefits that ABRÂ®s receive, helping them earn more business and work more successfully with buyers.
The ABRÂ® Designation course is one of the best ways to give your agents a competitive edge and increase their productivity. Itâ€™s offered in classrooms across the U.S. and Canada, or can be taken online. To view a schedule of current offerings and to learn more about the benefits of earning the ABRÂ® designation, visit REBAC.net.
Marc Gould is vice president, Business Specialties, for the National Association of REALTORSÂ® and executive director of REBAC.
For more information, visit www.REBAC.net.