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5 Business-Building Tips for Buyer’s Representatives

August 12 2013

nar 20130813Polishing your buyer-representation skills builds your reputation as a trustworthy, knowledgeable real estate professional who adds value at every stage in the home buying process. Here are five ways to grow your buyer-representation business.

1. Become a community expert

Recognition as a community expert wins referrals and repeat business. You could create a blog to showcase both your business expertise and community knowledge. A blog builds credibility and keeps potential buyers coming back for news and information. Home-buyer seminars provide another opportunity to demonstrate your real estate expertise and community knowledge. Prospects can check you out before making a commitment and when they are ready to buy, your name will be at top of mind.

2. Build a team of experts

Access to a team of experts is a double win for buyer agents. You and your buyers can tap into valuable knowledge and services and other professionals may refer business to you. Invest the time to learn what your community has to offer and research your team of experts.

3. Ramp up your buyer consultation

The buyer consultation lays the groundwork for a productive buyer-client relationship. Buyers want to know what you can do for them, so describe your services in terms of benefits for the buyer. Assemble an information kit that showcases your services and answers buyer's frequently asked questions.

4. Get a signed buyer representation agreement

Discuss the buyer representation agreement during the buyer consultation session. Explain that it enables you to provide the full range of services buyers want. Describe how a representation agreement clarifies expectations and underscores mutual loyalty.

5. Educate yourself about buyer representation

The two-day ABR® Designation course—updated in 2012—provides the skills, tools, and techniques to succeed as a buyer's representative and instills the confidence to work toward a signed buyer representation agreement. Plus, for an added competitive edge, ABR® Designees can tap into REBAC members-only marketing tools and resources.

The Accredited Buyer's Representative (ABR®) designation distinguishes you in the marketplace and adds to your bottom line. NAR research shows that REALTORS® that achieve a designation earn nearly twice as much as those who don't. Learn more about the ABR® Designation at REBAC.net.