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Seniors Real Estate Specialist® (SRES®) Designation Course - 2-day Classroom Version |
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Course Credit: |
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Course Duration: |
2 Days (classroom course) |
This course was developed by the SRES® Council specifically for those real estate practitioners that are interested in focusing on 50+ real estate clients and consumers. Interested in obtaining the SRES® designation? Click on the following link to view the SRES® designation requirements.
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SRES® Designation Course Objectives |
The SRES® Designation course seeks to instill:
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SRES® Designation Course Outline and Learning Objectives |
Below is a topical outline of the SRES® Designation course.
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I. Forward |
SRES®: A Market Distinction
Learning Goals
SRES® Designation Course Benefits
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II. The 50+ Market |
Learning Goals:
Learn distinguishing characteristics and trends of the 50+ market so that you can discern them in your own market area.
Challenge stereotypes and draw valid generalities about 50+ real estate clients and customers.
Raise awareness of some dos and doníts when striving to gain and serve the 50+ market.
Module Topics
Demographics
Another Viewpoint on Generations, the Fourth Turning
Exercise: Generations
How do REALTORS Compare?
Defining the Market
Aging: Myths and Realities
How the Baby Boomers Are Changing Retirement
The Client Across the Desk
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III. 50+ Communities and Properties |
Learning Goals:
Raise awareness of the issues and factors that go into community and property selection.
Evaluate your market areaís attractiveness to the 50+ market
Master the vocabulary of the range of housing options for the 50+ market.
Learn the application of federal laws for Housing for Older Persons Act (HOPA).
Module Topics:
Market Geography
Housing Options
Active Life Styles
Independent Living
Assisted Living
Continuing Care
Care Facilities
Housing for Older Persons Act
Age-Restricted Communities
Is Every Second Home a Future Retirement Residence?
Promoting Your Market Area
Cost of Living
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IV. Gaining the Market |
Learning Goal:
Develop business building outreach methods for communicating and gaining 50+ market share.
Module Topics:
Business Building Outreach
Exercise: Meet the Market
Relating to and Communicating with the Senior Market
Smart Senior-Marketing
The SRES® Marketing Edge
Make Your Web Site Senior Friendly
Senior Seminars
Exercise: Putting Your Ideas to Work
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V. Counseling Buyers and Sellers |
Learning Goals:
Adapt methods for counseling the 50+ buyer and sellers.
Stay focused on the transaction and avoid inappropriate involvement in family matters.
Develop sensitivities to 50+ issues and priorities when counseling buyers and sellers, showing properties, and managing transactions.
Module Topics:
Understanding the Senior Client
Goals of a Counseling Session
Exercise: What are the questions?
Needs and Wants
Exercise: The Real Meaning
Disclose Agency Obligations
Review the Buyer Representation Agreement
Staying Out of Family Business
Selling a House Below Market Value?
Staging a Property
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VI. Providing Services for 50+ Clients and Customers |
Learning Goals:
Develop services that win and sustain client and customer relationships and position you as a trusted real estate advisor.
Assemble a team of experts to help you serve 50+ clients and customers.
Module Topics:
Providing Services
Exercise: Who is on your team?
The REALTORís® Team
Making a referral
Risk Management
Sensitivities
Elder Abuse
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VII. Financial and Tax Matters |
Learning Goals:
Learn about the uses, benefits, procedures, and issues involved in reverse mortgages.
Learn about uses of pensions, 401k accounts, and IRAs in real estate transactions.
Gain an understanding of how Medicare, Medicaid, and Social Security impact 50+ real estate decisions.
Recognize mortgage finance and loan schemes and scams that victimize 50+ borrowers.
Module Topics:
Declaring a Domicile
Understanding Capital Gains Tax
Capital Gains Tax on the Sale of a Personal Residence
Understanding Federal Estate Tax
Gift Tax
Unified Estate and Gift Tax Credit
Generation Skipping Transfer Tax
What does a REALTOR need to know?
Taxes on Social Security and Pension Income
Tax-Deferred 1031 Exchanges
The True Cost of Housing
Exercise: The True Cost of Housing
Reverse Mortgages
Misperceptions about Reverse Mortgages
FAQs about Reverse Mortgages
Installment Sales
Pensions, IRAs, 401ks, Deferred Compensation Plans
Social Security, Medicare, SSI, and Medicaid
Schemes and Scams
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VIII. Planning Ahead for Life Transitions |
Learning Goals:
Identify key life stages, viewpoints, and transitions in relation to housing choices.
Recognize how a home can be adapted for safety, comfort, and aging in place.
Help clients integrate disposition of real property into estate plans.
Module Topics:
Understanding How We Age
Exercise: Interview Your Elders
Preparing to Age in Place
Universal Design Standards
Estate Planning
Medicaid Estate Recovery
Trusts
Probate
The Probate Process
Wills and Directives
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IX. Building a Resource Bank |
Learning Goals:
Assemble a knowledge bank about housing options, programs, resources, and services for 50+ clients and customers and facilitate contacts.
Use your knowledge bank as a business building tool.
Module Topics:
Finding and tapping into resources
Organizing a Resource File
End of Course Outline