Nov 8 & Nov 9, 2023

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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


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