Sccessful Buyer Representation in New Home Sales

To keep pace with a changing real estate market, buyer’s representatives need to find new buyers to serve and new services to bring them. One important, if difficult, growth area is new home sales’ buyers who are searching for a newly constructed or yet-to-be-constructed home. Unlike conventional home buyers, these buyers are generally less knowledgeable about real estate than the home sellers are, since the sellers of new homes are developers. Because of the special complexities of a new home purchase, these buyers are in desperate need of representation and counseling.

Unfortunately, their situation is also more complicated than that of a conventional buyer. To serve a new home buyer, a buyer’s representative needs to know how the development and new home sales processes work, as well as what kinds of services a buyer needs. Then, of course, one needs to know where and how to find new home sales business.

The ABR designation is geared towards agents who wish to enhance their buyer representation skills, and provides proof to prospective buyer-clients of their proficiency at servicing the special needs of buyers. The ABRMSM designation, on the other hand, is intended for owners, brokers and managers who have or intend to incorporate buyer representation into their company's service offerings. Developed in partnership with the Real Estate Brokerage Managers Council of THE NATIONAL ASSOCIATION OF REALTORS, the education program includes the ABR Designation course as a requirement, though not the designation itself.

REBAC supports its members through a variety of benefits and publications designed to keep members informed of developments in buyer representation and to assist members improve their business. REBAC also promotes the advantages of professional buyer representation to consumers.