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Certified Buyer Representative® (CBR®)
Two-Day Designation Course for
New York Brokers and Salespeople
(includes 15 hours of New York CE)
November 8 & 9, 2023
15 hours of instruction delivered live online over two days
Course Description
CBR®, the Certified Buyer Representative® designation, establishes an agent’s commitment to excellence and integrity; and it certifies, both to peers and consumers, that the agent upholds the highest standards of service to real estate buyers. Buyers can be confident that CBR® agents are committed to representing them in an ethical and legal fashion, keeping the buyers’ best interests at the forefront of every decision. CBR® agents are equipped with the expertise, knowledge and tools to provide unmatched service to their buyer clients. This distinction sets CBR® agents apart in the marketplace and fuels the growth of their buyer representation business. CBR® agents are taught the critical importance of their role as a buyer’s agent and how to take control of their own compensation. After graduating from this class, the CBR® will no longer allow the seller and seller’s agent to determine what the buyer’s agent is worth.
Course Content
Unit: 1 Meeting Buyer Expectations
- Buyer expectations, wants, needs, wishes
- Behavioral, generational and cultural traits of real estate buyers
- Lead management strategies to best serve the buyer
- Financial options best suited for both the buyer and the property
Unit 2: Agency Relationships
- Definition of buyer agency
- Fiduciary duties owed to clients
- Differences between “client” and “customer”
- Possible sources of conflict when offering agency options
- Buyer Representation Agreements
Unit 3: Delivering Value to Build Relationships
- Services, systems and tools necessary to ensure client solutions
- Steps and techniques for a successful buyer consultation
- Creating a detailed buyer questionnaire.
- How to present an Exclusive Buyer Representation agreement
Unit 4: The Home Search Process
- Property research
- Sources and tools that assist in the home search process
- Safety protocols when showing homes
- The “paradox of choices” in the home selection process
Unit 5: Offer and Acceptance
- Due diligence in preparing the offer
- C.L.U.E.
- Dual Agency considerations
- Marketing analysis/pricing strategy
- Strategies in a Buyer’s Market, Seller’s Market and Transitioning Market
- Purchase offer contingencies.
- Negotiation techniques that support fiduciary duties
Unit 6: Managing the Process through Closing
- Closing checklist
- Reasons for closing delays and cancellations
- Problem solving
- Teamwork with other professionals
- Post-closing activities to add value
Unit 7: The Holistic Approach to Marketing & Great Service
- Service strategies and systems
- Best practices for marketing methods and applications
- Do’s and don’ts of online/social media marketing
- Examples of agents who have an effective online presence