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2007-01-30 09:23:00

Seller Representative Specialist Designation

By Stephen R. Casper

Regardless of how long you have been in the business, seller agency has been available and more importantly, it remains the primary focus for agents across the country. However, since the advent of buyer agency and the emphasis on training how to be an effective buyer representative, it has become apparent we can no longer assume Seller Agents have the same level of effectiveness.
For the last several years, it has been apparent that there has not been training for seller agents similar to the REBAC ABR designation disciplines.  So, SRS Council and its authors, Bruce Aydt, Adorna Carroll and Steve Casper (see biographies below), along with the counsel of Tom Dooley, set forth to create a new seller designation that would take a new agent to an accomplished level sooner and an already successful agent to an even higher level of competency.
SRS (Seller Representative Specialist) is the premier seller agency designation, conferred by the SRS Council, recognizing real estate professionals who have completed special education in seller representation.

Here are the highlights covered in the course. The material is based upon field experience and is further supplemented with ethical and legal requirements to assure the highest level of representation to the client. The course may be taken live over a two-day period. There are over a dozen instructors trained to teach the courses. The course is also available online, so you may choose whichever learning technique that suits your learning style better.

Building your Business From the Ground Up 
The first module covers the foundation of building and expanding your business. Developing and updating a business plan will help launch your career to new heights. It will save you money as you budget and track your marketing efforts, establish plans for the number of listing presentations and give you the tools to understand where all of your hard-earned money is going. We will walk you through the nuances of marketing your services using a consistent message by developing templates for all of your marketing venues targeting specific audiences. Critical to the success of all of your communications, generational marketing will be studied. This topic is carried through the following modules as the nuances of different generations need to be considered in all of your communications. 
The Listing Appointment
Following marketing efforts is a focus on developing a solid listing presentation.  Your marketing efforts accomplished what you needed them to accomplish and you must now be able to communicate your services as well as deliver all of the disclosures and other documentation your office policy dictates. Your listing presentation must focus on differentiating yourself from your competition by identifying your strengths and conveying these to your prospects. 
Marketing the Property

Following a listing presentation and obtaining a a listing agreement, it is time to "practice what you preached." You need to market the seller’s property as efficiently and effectively as possible. From staging the property all the way through responding to and accepting the offer; this module covers the legal parameters and strategies of open houses, responding to inquiries from multiple avenues, responding to typical buyer agent questions, and responding to offers.  

Bringing it All Together
This last module is designed to address critical challenges:

  • How do you handle multiple offers?
  • What can you do and what can you NOT do with the inspection phase of the transaction?
  • What constitutes personal property and what does not? 
  • How do you handle crisis situations such as last minute situations that may kill or postpone a closing?

Course Authors:

Bruce Aydt is one of the top real estate instructors in the country. As a lawyer and REALTOR® who has been in the real estate business for more than 25 years, he has the know-how and experience to bring meaning and life to classes that usually are the "tough" subjects. Bruce speaks on solid, business and legal topics that are the foundation of all good real estate practice -- topics like risk management, agency, Code of Ethics, arbitration, procuring cause, contracts and agency. He is a nationally recognized educator on real estate issues, speaking at state conventions and the NAR Convention on several occasions. He is the monthly columnist on ethics issues for REALTOR® Magazine and is the author of Missouri Real Estate Basics.

He has been named Educator of the Year by both the National Assn. of REALTORS® and the Missouri Assn. of REALTORS®.

Adorna Carroll is the Owner/Partner of Realty 3 Carroll and Agostini in Berlin, CT. Along with her Licensed Personal Assistant, she continues to represent Buyers and Sellers on a daily basis and has been an annual Multi-Million Dollar producer since 1989.

She and her partner, Barbara Fairfield, own Dynamic Directions, Inc. an educational and sales training consulting firm. In addition to being a National speaker and sales trainer in the area of Association Leadership Training, Strategic and Business Planning, Agency Relationships and Buyer Representation, Adorna was honored as Connecticut’s Educator of the Year for 1999 and has been named to the Real Estate Buyer’s Agent Council (REBAC’s) Hall of Fame.

In 1997 she completed her term as the State President for the Connecticut Assn. of REALTORS®, continues to serve as a National Director, was the 2001 Region 1 Vice-President for the NAR, the 2002 NAR Liaison to State and Local Association Leadership Groups, the 2003 NAR Liaison to the Information, Communication and Education Groups, a 2004 NAR RPAC Trustee, the 2005 Vice-President and Liaison to Committees for the National Assn. of REALTORS® and is currently NAR's 2006 Political Fundraiser.

Steve Casper is Owner/Manager of the Wyoming Office of Comey and Shepherd, REALTORS®, the oldest independent brokerage in Cincinnati. Steve has been a REALTOR® since 1971 specializing in residential estate. He is involved in the day to day representation of sellers and buyers as a manager and salesperson.

At the national level, Steve was recently awarded the prestigious Distinguished Service Award (DSA) and has had the privilege of chairing over 10 committees and forums including Multiple Listing Policy Committee and Professional Standards Committee. In addition, he has been committee liaison to the Policy division and RVP for Region 6 (Michigan and Ohio). He has been a director since 1983. He continues to serve on the advisory council of REBAC since 1991 and was honored as REBAC Person of the Year and is a member of the REBAC Hall of Fame.

Steve has served as President of the Cincinnati Area Board of Realtors and the Ohio Assn. of Realtors and was honored as REALTOR® of the Year by both organizations.


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