Seniors Real Estate Specialist® Designation
Seniors Real Estate Specialist® (SRES®) Designation Course: 2-day Classroom Version
Course Credits:
- This course is required to attain the SRES® Designation.
- Counts as one elective course to be applied towards the ABR® designation.
- Counts as an elective course to be applied towards the RSPS Certification.
Duration:2 Days (classroom course)
Format: Classroom
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.
Course Objective
- Knowledge and understanding of and empathy for 50+ real estate clients and customers.
- Commitment to developing the business building skills and resources needed for specialization in the 50+ real estate market.
Course Outline and Learning Objectives
Below is a topical outline of the SRES® Designation course.
Chapter 1: Forward
- SRES®: A Market Distinction
- Learning Goals
- SRES® Designation Course Benefits
Chapter 2: 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 donits 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
Chapter 3: 50+ Communities and Properties
- Learning Goals:
- Raise awareness of the issues and factors that go into community and property selection
- Evaluate your market area's 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
Chapter 4: 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
Chapter 5: Counseling Buyers and Sellers
- Learning Goal:
- 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
Chapter 6: 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 REALTOR®s Team
- Making a referral
- Risk Management
- Sensitivities
- Elder Abuse
Chapter 7: 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
Chapter 8: 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
Chapter 9: 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
This course is available online through REALTOR University Click here for registrationNo classes were found for the search criteria you submitted. Please check back at a later date or call your local board or association to request a course. Thank you.
