2023 Volume 10 Issue 2/3

Jesus Guerra President

Jose Perez President-Elect

Jeff Worthy Vice-President Tyler Wirth Treasurer

12073 Paramount Blvd. Downey 90242

Jeanette Baumann Executive Vice-President

Jennifer Avellan Immediate Past President Ericka Saenz Mireya Ruiz

Edwin Acevedo Monica Rivera

Mario Acevedo

Armando Martinez

Lina Salgado-Ariza

State Directors C.A.R.

12069 Paramount Blvd. Downey 90242

Josue Barrios Edwin Acevedo Maria Lilley Jesus Guerra Carrie Uva Jose Perez Tyler Wirth Jeff Worthy Ericka Saenz Michael Berdelis Mireya Ruiz Jennifer Avellan

(562) 861-0915

National Directors N.A.R.

Mon - Fri 9am - 5pm Sat 9am -1pm

Jennifer Avellan

Gil Legaspi Local Government Relations Josue Barrios RAPP Committee

Rose Gonzalez Affiliates In Action Daniel Andrade Realtor Community Relations

Diane Sanchez Professional Standards Anabella Jimenez Grievance

Rowena Dominguez Scholarship Sandra Carnet Membership

Carrie Uva Budget & Finance Michael Berdelis Oversight

Jerry Lohman LCRC Trustee Anthony Amodeo CRMLS OPS Rep Tom Moore Chaplian

Website www.DAOR.com Instagram @GreaterDAOR YouTube search: Greater Downey Facebook facebook.com/DowneyAOR

Jeanette Baumann Association Executive Julie Sartor Membership Executive Erica Ochoa Compliance & Education

Kayla Jean Baumann Communications & MultiMedia Laura Yanez Affiliates & Benefits Selena Mendoza Membership

New Members Get Buyers to Commit to you as their Agent.

ABR Designation

Contacts 2 0 2 4 E l e c t i o n Re s u l t s Vo l u n t e e r We e k

Bowling The ARC AIA Mixer

Q2 Luncheon Using AI in Your Real Estate Buisness?

3 Traps to Avoid B r o ke r Pr e v i e w

M-F 9am -6pm SAT 10am -2pm

Till 4:45PM

M-F 9AM -9PM Sat-Sun 10AM -3PM

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"Buyers scared me,” admits Darrell Plummer, ABR®, GRI, broker-owner of Sierra Nevada Properties in Reno, Nev. “I didn’t know if I’d ever get paid with a buyer.”

As a new agent, he used to believe it was riskier to work with home buyers than sellers. Buyers aren’t as loyal, Plummer thought, because they typically don’t sign a contract with their agent like sellers do. Plummer cut his teeth as a listing agent, believing there was more reliable money on the selling side. But he was missing business opportunities with an entire swath of consumers by not targeting potential buyers.

“I was a listing machine,” Plummer says. “But when I’m helping someone buy a house, I’m at the mercy of the listing agent.” He wanted to improve his confidence as a buyer’s agent. So, when he pursued the Accredited Buyer’s Representative (ABR®) designation to beef up his skills and marketability, he picked up an important tip: A buyer agreement can help set

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expectations up front and bring accountability to the client relationship.

The two-day, 16-hour ABR® designation course, which is offered in person and online, can help you build a marketing strategy to nurture client relationships over the long haul. That’s a central skill when serving buyers who may be growing frustrated by the prolonged inventory crisis and ready to give up on their home search. The ABR® course, designed to help you improve communication and better prepare buyers for market shifts,

enhances your efforts to keep prospects on the path toward homeownership.

The course also serves as a “good refresher on forms and checklists that you can use to make sure you are asking the right questions,” says Michelle Davis, ABR®, SRS, training director at Atlanta Communities Real Estate in Marietta, Ga. An ABR® instructor herself, Davis has taught the course—which instills skills that help practitioners pivot their business in any market, she says—to 100 of the 1,800 agents at her brokerage. “We need to teach agents to be nimble,” Davis says.

She earned the ABR® designation last year to improve her own training content. Davis’s top highlight for the course is the emphasis on thoughtful client prep. The course advises against meeting new clients at showings (which also is a cornerstone principle of REALTOR® safety). First, sit your clients down at the office or in a public place and walk them step by step through the homebuying process, asking questions to ensure they understand.

“There are so many things we can do to get our clients ready to go before they see the first home,” Davis says. “It’s crucial. So many are first-time home buyers, or they have lived in their home for years. They don’t necessarily remember the process. It’s our job to get them ready.”

Plummer encourages his more than 115 agents to earn the ABR® designation and has hired instructors to teach the course at onsite trainings. He emphasizes the relevance of the designation to new agents, who can get a head start on developing their business by mastering these skills early in their careers. “When they learn this stuff early, they don’t know anything different,” Plummer says, adding that it helps establish predictability and consistency in business practices.

Better yet, Plummer says, the course provides scripts that can inspire deeper conversations about who your clients are and what they’re really looking for in a home. And that creates a more significant connection, highlighting your value beyond the transaction. No one needs an agent just to search for homes, Plummer adds.

“Consumers can do that on their own.”

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Results for DAOR's

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a n n u a l B o w l i n g To u r n a m e n t 2 0 2 3 . . .

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CEO Emilio Sosa, Joining the Arc, less than two years ago, Emilio, has done amazing things like implementing the Banquet Hall Rental and Vocational Retail Program. He is very passionate about the success of The Arc, and the betterment of the participants.

DAOR got a tour and learned more about the services for individuals with intellectual and developmental disabilities.Their annual Arc Walk for Independence and Arc/Downey Rotary Club Golf Tournament, are their two main fundraisers.The Arc is partially state funded and relying on the community to help.

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