The ABR^® course contains four modules and an appendix.  Below is a topical outline of the ABR^® course.

References to Agency or Buyer Agency will have "Single-Party Broker for the Buyer" substituted to comply with Oklahoma Broker Relationships Law.

I.       Objectives

II.      History of Real Estate Timeline

• Real Estate’s “Culture of Cooperation”

• Evolution of Buyer’s Representation

• Identifying advantages for buyer representation    

III.    Agency Relationships in a Real Estate Transaction

• Parties to agency relationships

• Subagency and its decline

• Group Activity 1-1: Duties to Clients

• Fiduciary/statutory duties to a principal/client

• Responsibilities to a customer

• Group Activity 1-2: Duties to the Client

• Group Activity 1-3: Responsibilities to Customers

• Potential penalties for breach of fiduciary duties

IV.     Relationships Between Real Estate Brokerage Companies and Consumers

V.      Office Policy, Standard of Care and Risk Management

• Group Activity 1-5: Office Policy Case Studies

• Brokerage relationships

• Individual Activity 1-6: Your Office Policies

VI.     Creating an Agency Relationship

• Express agreement

• Implied agreement

• Group Activity 1-7: Creating Agency Relationships

VII.   Agency Conflict

• Controversy

• Vicarious liability

• Group Activity 1-8: Vicarious Liability

• Imputed (assumed) knowledge

• Group Activity 1-9: Imputed Knowledge

• Imputed notice

VIII.  NAR’s Policy on Agency Disclosure

• Timely

• Group Activity 1-10: Timeliness Requirement

• Meaningful

• Written

IX.     Risk Reduction Tips for Module 1

X.      Module 1 Review

XI.     Module 1 Self-Assessment Questions 

 

I.       Objectives

II.      How We Work With Buyers

• Group Activity 2-1: Identifying the Level of Service

III.    Buyer Services Provided in a Real Estate Transaction

IV.    Five main stages in a real estate transaction

• Comparing services provided to clients and customers

• Group Activity 2-2: Making Customers Your Clients

• Individual Activity 2-3: Identifying the Level of Service

• Services Buyers Want

V.      Reasonable Care and Diligence to Protect the Buyer-Client

VI.     Properties

• Group Activity 2-4: Identifying Information About Properties

• Resources to find properties

VII.   Recognizing Conflicts of Interest

• Single Agency

• Group Activity 2-5: Single Agency

• Disclosed dual agency

• Group Activity 2-6: Dual Agency and Conflicts of Interest

• Group Activity 2-7: Dual Agency and Servicing the Client

• Group Activity 2-8

• Handling unique circumstances

VIII.  Changing an Agency Role

IX.     Risk Reduction Tips for Module 2

X.      Module 2 Review

XI.     Module 2 Self-Assessment Questions 

I.       Objectives

II.      Understanding Services and Protecting the Broker

• Common Provisions in a Buyer Representation Agreement

• Paying the Brokerage Fees

II.      Building Your Buyer Representation Business

• Group Activity 3-1: Identifying buyers’ needs for representation

• Locating qualified buyers

• Reaching out to potential clients

• Using your ABR® designation to build your business

IV.     Marketing Strategy

• Individual Activity 3-2

V.      Initial Meeting with the Buyer

• Developing a buyer counseling session

• Group Activity 3-3: Preparing for your presentation

• Presenting yourself to the buyer

• Interview and presentation strategies

• Buyers to avoid

VI.     Fair Housing and the Buyer’s Representative

• Group Activity 3-4: Who is Protected by Fair Housing Laws

VII.   Which Law Prevails?

• Market diversity

• How will you handle it if the buyer says:

• Statement of fair housing policy

• Fair housing self-assessment questionnaire

VIII.  Maintaining Your Buyer Representation Business          

• Understanding your market as it changes

• Group Activity 3-5: Expanding your services

IX.     Risk Reduction Tips for Module 3

X.      Module 3 Review

XI.     Module 3 Self-Assessment Questions 

I.       Objectives

II.      Working Towards a Purchase Contract

• Protecting the buyer-client’s interests through the negotiating process

• Presenting your buyer-client’s offer to a seller-customer

III.    Negotiating as a Buyer’s Representative

• Negotiating opportunities

• Tips for successful negotiations

• Creating a negotiating strategy that tilts the scales in your  buyer-client’s favor

• Assessing your buyer’s negotiating position checklist

• Group Activity 4-1: Negotiating Scenarios

IV.     Adhering to the REALTORS® Code of Ethics

V.      Risk Reduction Tips for Module 4

VI.     Module 4 Review

VII.    Module 4 Self-Assessment Questions 

I.       Recommendations of the Presidential Advisory Group on the Facilitator

II.      Risk Reduction Review

III.     Court Cases

IV.     Stigmatized Property

• AIDS Disclosure

• Other Stigmas

• Reducing the legal risks with stigmatized properties

V.      Niche Marketing

• Auctions

• Relocation

VI.    Forms/Checklists

• Determining the Buyer’s Negotiating Position

• Determining the Level of Service Desired

• Fair Housing Self-Assessment Questionnaire

VII.   Resource Reference

VIII.  Statistical Data