Buyers & Agency

Video · Litigation and industry scrutiny have made buyer agent compensation uncertain, affecting residential agents. Surveys show a 12% customer retention rate due to negative perceptions. This course focuses on enhancing professionalism and securing buyer brokerage agreements efficiently. Agents will learn to be market experts, understand market trends, and build trust with clients to ensure commission satisfaction. The program emphasizes market analysis, credibility building, and client-centered practices, shifting agents' focus from transactions to relationships. 2-4 hours

Podcast · Video · When it comes to buyer side compensation there are a lot of questions on how it works that our industry has been forced to face head on. In this session, we look at how to anticipate and deal with the objections and misinformation that always accompanies industry change. Agents will learn how buyer brokerage compensation works, how to get the agreement signed, why co-brokerage is important to sellers, and what changes in the interaction and questions sellers should ask. This holistic look at compensation benefits both buyer and listing agents to adapt to how business is done. 2-3 hours

Certificate Course · This course is designed to help you gain the product and transaction knowledge needed to guide buyer-clients through the processes for purchase, construction, and customization of a new home. You will learn how to interact with new-home builders and sales representatives to protect clients’ interests while developing productive business relationships. 1 day

Designation · The ABR® designation is the benchmark of excellence in buyer representation. The designation program establishes a foundation of training, skills, and resources to help real estate professionals succeed as buyer representatives. The ABR® designation’s two-day core course is designed to help you conduct a buyer counseling session, sign buyer-clients to a written buyer representation agreement, negotiate buyer-clients offers, and bring the transaction to a successful close. 2 days

Designation · Understand what motivates the growing seniors’ market and how to address their needs with the prestigious SRES® designation. This two-day training program offers real estate professionals the unique opportunity to learn and build key skills in counseling adults ages 50+ through selling their family home, buying rental property, and moving to a senior community, among many other issues. 2 days

Video · New construction is 10-40% of most markets — yet most agents avoid it. Learn to analyze deals with real MLS data, spot builder contract red flags, navigate design centers without budget disasters, and protect buyer representation rights. Use our provided tools to give clients clear, data-driven guidance on whether new construction or resale fits their budget. Stop guessing. Start delivering real analysis that earns referrals for years and clients for life. 3 hours

Video · Real estate litigation has been making headlines lately and those headlines are overwhelming, scary, and sometimes misleading. In this course, Trista examines recent litigation and explains the law behind the lawsuits. The course addresses some questions like: “Is the anti-trust litigation over?”, “What’s going on with the CFPB?”, “How does the current presidential administration impact the Fair Housing Act?” and introduces some new topics that agents really need to be paying attention to. 1-3 hours

Trista is phenomenal. This presentation was helpful and engaging.” “She was 100% entertaining but communicated all materials. The time just flew by. Her stories help solidify the message. Great speaker.” - 2024 Michigan REALTORS® Convention Attendees

Keynote or Session · Video · In the ever-changing brokerage landscape, it's become increasingly important to consistently PROVE and IMPROVE your value in order to recruit and retain agents. Maura will discuss brokerage core values, the agents' WIIFM question, and how to illustrate the realtor affiliation value. You'll explore how the "showing your work" concept both attracts and maintains agents, while providing agents a method to "recruit and retain" Clients For Life for a strong pipeline in a challenging future market. 1-2 hours

THANK YOU for doing such an amazing job at our Broker Connect event. Our members were absolutely thrilled and I have received countless compliments about your presentation. Our entire organization's sincerest gratitude to you.” - Kelsey Panek, Director of Professional Development, REALTOR® Alliance of Greater Cincinnati

Homebuyers have had access to fair and equal transaction representation since the 1990s. Now, the value and process of buyer representation has come under scrutiny with the NAR lawsuit’s settlement terms. Removal of MLS compensation offers and the mandating of written agreements have real estate licensees questioning both how to serve their buyer clients and how they will be paid for their work. In this session, we’ll break down buyer representation into a step-by-step buyer consultation, effective buyer agreement discussions, objection handling dialogues, and ways to nurture buyer relationships in a changing market. We’ll explore why agency for first time and first-generation homebuyers is critical; and how advocacy and fair housing are connected. Get straight forward information and practical tools in this power packed session. An alternate version satisfying the NAR Fair Housing requirement is available; 2-3 hours

Designation · The ABR® designation is the benchmark of excellence in buyer representation. The designation program establishes a foundation of training, skills, and resources to help real estate professionals succeed as buyer representatives. The ABR® designation’s two-day core course is designed to help you conduct a buyer counseling session, sign buyer-clients to a written buyer representation agreement, negotiate buyer-clients offers, and bring the transaction to a successful close.2 days

Certification · The Home Finance Resource Certification Course is designed to provide real estate professionals with foundational education to explain key pieces of the loan origination process confidently. With the skills you gain from this course, you will also be equipped to guide navigating mortgage applications and alternative financing options for all buyers. With the skills you gain from this course, you will also be equipped to guide navigating mortgage applications and alternative financing options for all buyers. 1 day

In a shifting market, true advocacy goes beyond a signed agreement—it keeps the door to homeownership open for all. This session reframes buyer representation through modern Fair Housing standards. You’ll learn to lead effective consultations, use transparent agreements, and address barriers facing first-generation buyers. Turn compliance into a business advantage with clear communication and advocacy that drives equitable outcomes and lasting client trust. This session was written to meet the NAR Fair Housing Requirement; 2-3 hours

• In 2024, the average age of a first time buyer was 40 years old, the highest ever since NAR has studied this.
• By 2034, older adults will outnumber children (Census Bureau).
• Nearly 25% of the global population will be over 65 by 2100 (Census Bureau).

This session is designed for professionals navigating the changing housing landscape influenced by the aging Baby Boomers and advancing technology. It covers adapting housing for all life stages, integrating Smart Home features like "assistive domotics," and understanding evolving consumer demands, accessibility, technology trends, and cost-benefit analysis to cater to multiple generations. 2–4 hours

Explore ways to add value to a transaction or create value in another niche! Better assist consumers by knowing how to identify the highest and best use; determining whether a proposed improvement will result in increasing or decreasing returns; evaluating whether a property should be rehabbed, remodeled or torn down; crunching the numbers on income-producing properties to determine the return and analyzing the effect of a 1031 Exchange versus a straight sale on a property.

4-7 hours; Alternate Title: Consult Your Way to More Income

Watch Melanie Discuss or Read Transcript In this session, we'll delve into the implications of the proposed NAR settlement, including the exclusion of compensation offers via the MLS and the necessity for buyer agency agreements. We'll also discuss articulating our value to sellers, buyers, and fellow agents, as well as strategies for conducting effective buyer counseling sessions and securing agency agreements with clients. 2-4 hours

Designation · The ABR® designation is the benchmark of excellence in buyer representation. The designation program establishes a foundation of training, skills, and resources to help real estate professionals succeed as buyer representatives. The ABR® designation’s two-day core course is designed to help you conduct a buyer counseling session, sign buyer-clients to a written buyer representation agreement, negotiate buyer-clients offers, and bring the transaction to a successful close.2 days

Certificate Course · This course gives you a better understanding of generational characteristics to help you adapt your communications, marketing, and face-to-face interactions while providing the services that buyer-clients value. 1 day

Designation · Understand what motivates the growing seniors’ market and how to address their needs with the prestigious SRES® designation. This two-day training program offers real estate professionals the unique opportunity to learn and build key skills in counseling adults ages 50+ through selling their family home, buying rental property, and moving to a senior community, among many other issues. 2 days

Certification · The Home Finance Resource Certification Course is designed to provide real estate professionals with foundational education to explain key pieces of the loan origination process confidently. With the skills you gain from this course, you will also be equipped to guide navigating mortgage applications and alternative financing options for all buyers. With the skills you gain from this course, you will also be equipped to guide navigating mortgage applications and alternative financing options for all buyers. 1 day

Certificate Course · This course is designed to help you gain the product and transaction knowledge needed to guide buyer-clients through the processes for purchase, construction, and customization of a new home. You will learn how to interact with new-home builders and sales representatives to protect clients’ interests while developing productive business relationships. 1 day

Certificate Course · This course provides you with knowledge and skills to help you recognize and take advantage of business opportunities, create methods for developing a relocation real estate niche, deliver positive results for all transaction stakeholders, and gain valuable referrals. 1 day

Today’s buyers are more aware than ever about viable housing options, including new construction. Understanding how new construction is a viable and desirable part of the inventory available to buyers is powerful. In this program, you will learn how to work effectively with builders and their representatives as well as how to educate your buyers regarding the process. You’ll find out how to manage buyer expectations, stay focused on their best interests, and be part of a collaborative team helping the buyer. Get the details you need to know to confidently serve today’s buyer with all the available options. Available Customized for Northeast Clients as Navigating the New Construction and Rehab Process with Ease; 1, 3, or 4 hours

Monica’s classes are fun, energetic and informational. I love the personal references she includes to emphasize the material used. I would recommend her classes to anyone looking to further their education in their real estate career.” Tamela Giroux, REALTOR®, Keller Williams

Get buyers from “interested” to the closing table with great systems designed to ensure a smooth, enjoyable buying experience every time. You’ll review the entire process: asking good questions at the first appointment, educating buyers about state agency laws and good representation, showing qualified buyers the right properties, and leading the buyers to a decision. You’ll leave this session with new tools to boost your confidence in every transaction. As an added bonus, we’ll even review some of the finer points of contract preparation that smooth the path to success in a busy market. 1-3 hours

Feedback: Virginia REALTORS® · Buyers Agency is more important than ever. Agents need a clear plan for laying out their business model to their clients. Clear expectations lead to better transactions. Monica will provide lists and guidance with the LEAP method for Onboarding Clients. This is an easy framework for understanding client motivations, articulating your services, obtaining an agreement, and taking the next steps toward helping that buyer purchase the right home. 1-3 hours

Very informative and provided some different ways of thinking.” “Great information. Very well presented.“ “Lots of ideas. Lots of energy!“ “Learned how to communicate better with buyers.“ Minnesota REALTORS® 2024 Convention Attendees

Do you have only one business model? Agents can do many services for their clients and charge accordingly. This class discusses various kinds of fees for a sale, a rental, home preparation, and paperwork management. What would you charge for 10 house showings? If a buyer or seller asks you to do certain tasks, but not all, how would you respond? As the public begins to think more a-la-carte for services, how will you respond? 1 hour

Opens your mind to doing business differently than before to meet the current real estate brokerage climate.” "Great ideas, great energy, so practical and truthful." "Helpful! Smart! Practical! Useful! Definitely will apply!" 2024 National Association of REALTORS® Convention Attendees

Designation · The ABR® designation is the benchmark of excellence in buyer representation. The designation program establishes a foundation of training, skills, and resources to help real estate professionals succeed as buyer representatives. The ABR® designation’s two-day core course is designed to help you conduct a buyer counseling session, sign buyer-clients to a written buyer representation agreement, negotiate buyer-clients offers, and bring the transaction to a successful close.2 days

Certificate Course · This course is designed to help you gain the product and transaction knowledge needed to guide buyer-clients through the processes for purchase, construction, and customization of a new home. You will learn how to interact with new-home builders and sales representatives to protect clients’ interests while developing productive business relationships. 1 day

Certificate Course · This course gives you a better understanding of generational characteristics to help you adapt your communications, marketing, and face-to-face interactions while providing the services that buyer-clients value. 1 day

Certificate Program · This course gives you a better understanding of generational characteristics to help you adapt your communications, marketing, and face-to-face interactions while providing the services that buyer-clients value. 1 day

Designation · Understand what motivates the growing seniors’ market and how to address their needs with the prestigious SRES® designation. This two-day training program offers real estate professionals the unique opportunity to learn and build key skills in counseling adults ages 50+ through selling their family home, buying rental property, and moving to a senior community, among many other issues. 2 days

Get creative strategies for working with buyers for today's market! You'll find out how to successfully navigate challenging negotiations, manage client expectations, stand out in a multiple offer situation, and apply practical techniques to consistently close deals. Pierre will even share 5 strategies for getting buyers' offers accepted without competition! Walk out with a systemic approach to working with buyers in any market, hot or cold; and use these tips to stay cool and calm. 1-2 hours

• 10,000 Baby Boomers turn 65 years old every day.
• By 2030, 1 out of every 5 Americans will be 65 years or older.

In this session, you'll uncover strategies to effectively market and service the unique needs and aspirations of the Baby Boomers. This move isn't just a relocation, but often an emotional journey of releasing a home filled with a lifetime of memories. Whether rightsizing, downsizing, or exploring age-in-place options, you'll be better equipped to service this niche opportunity, while also experiencing one of your career's most financially rewarding business decisions! Don’t miss this session filled with checklists, resources, steps, strategies, and real insights gathered from successfully working with this niche community of clients. 1-3 hours

Video Discover a unique version of best practices! Buyer’s agents will learn multiple offer strategies, effective dialogues, and negotiating techniques to effectively position their client in a competitive environment. Seller’s agents will better understand the dynamics of a multiple offer market, how to maximize the property’s exposure and interest, and how to sell the property for a price that can often exceed list price. 1-3 hours

This Session Received a 98.9% Rating at the Florida REALTORS® 2023 Conference! More than ever, brokers and owners must be sensitive to the changing landscape of the real estate industry. In this fast-paced session, we'll discuss competitive broker strategies regarding the use of space and services, market challenges requiring relevant education and skillsets and industry shifts that are specifically re-defining the protocol and importance of buyer agency … ALL with the ability to impact the bottom-line profitability of your business! Agent Version Also Available; 1-3 hours

She is full of actionable information. Best at this conference.” Florida REALTORS® 2023 Convention Attendee

Major industry changes and market challenges have intersected to cause unprecedented upheaval in real estate. Successful agents are seizing early adoption, digging in, strengthening their resolve, and learning how to maximize this period of Opportunity. In this session, we'll do more than discuss the challenges at hand, you'll gain the relevant skillsets and dialogues needed to reinvent your buyer and seller experience and restructure your buyer and seller presentations! We'll also discover how to manage the shifts in your specific market with available market data and resources to help you predict its future direction! 1-2 hours

Changes in the homebuyer-agent-seller relationship could reshape your business this year and beyond. How will you communicate your value proposition to the buyers you work with AND the buyer's value proposition to the sellers you'll represent? Bringing clarity to how all parties will interact--regardless of which client you're representing--can be the difference between whether 2025 is your best year or your most challenging year in real estate! Join us for this information packed session where Pam shares worksheets, sample forms, checklists, and more. 1-3 hours

I cannot tell you how wonderful Pam was last week. She knocked it out of the park and my membership is still raving about it.” Stacy Hamilton, Little Rock REALTORS® Association

The most common disability types in the U.S. are ambulatory. or mobility. disabilities. It is important to understand the unique challenges facing this segment of the population and to address their needs as home buyers. In this session, you'll examine the key considerations and challenges for individuals purchasing or renting properties, particularly accessibility. You'll learn to identify architectural barriers, understand the legal requirements, and recognize inclusive residential design principles. We'll discuss accessible home features, navigating ADA regulations, and leveraging technology for accessibility. Whether you're a real estate professional, homeowner, or advocate, this session equips you to create more inclusive living environments and empower diverse communities. Property Management Version Also Available; 1-3 hours

I've heard nothing but kudos and ‘thank yous’ from the people who attended your talk ... great job, and thank you for being willing and available to help us break into this part of DEI.”
- Wayne Curtis, Chair, Maryland DEI Advisory Group