Accredited Luxury Home Specialist

• How to enhance, expand, and refine your services to appeal to the luxury home market!
  
• How to find, market, and present yourself to affluent buyers and sellers with confidence!
  
• Detailed luxury home market trends, staging tips, and key presentations techniques
  
• Specialized luxury buyer and seller needs
  
• Development and delivery of unique high level services
  
• Representation issues
  
• Liability and risk management
  
• Builder services
  
• Personal marketing
  
• …and much more!

Section 1: Defining a Luxury Home & Luxury Homeowner

• The Price of the
• Home
  
• Location – Exclusive Areas
  
• Size – Is Bigger Better?
  
• Amenities – The Comforts of Home
  
• The Simple Luxury Home Definition
  
• Luxury Home Numbers – Local Statistics
  
• New Money VS Old Money Wealth
  
• The Luxury Home Client
  
• Driving Forces of the Luxury Market

Section 2: Specialization and Building a Niche

• Four Key Reasons Consumers Choose a Specialist
  
• Understanding the Luxury Lifestyle
  
• Building Luxury Value Points

Section 3: Finding Luxury Home Clients

• Is a “Good Job” Good Enough?
  
• Four Steps to Starting a Sphere of Influence Program
  
• Business to Business Prospecting
  
• Power Centered Marketing
  
• Investment Real Estate
  
• Luxury for Sale by Owners
  
• Farming the Luxury Home Market:
  
• The Luxury Home Tribe
  
• Finding Luxury Home Clients on the Internet

Section 4: Getting to Know - The Luxury Home Client

• Why do the Luxury Home Owners Move?
  
• Luxury Home Clients - Trading Up and Rocketing:
  
• Luxury Bargain Hunters:
  
• The Luxury Home Client Education Level
  
• The Need for Anonymity
  
• The Need for Speed
  
• Understanding the Clients Personality Type

Section 5: Presenting Your Services to Luxury Home Buyers

• The Planned Presentation
  
• Qualifying the Luxury Home Buyer
  
• Unique considerations when dealing with Luxury Home Buyers
  
• Building a Luxury Home Buyer Presentation
  
• Testimonials – Building Trust
  
• Demonstrate Knowledge of the Specific Market
  
• Training the Luxury Buyer

Section 6 - Showing Homes to Luxury Buyers

• Preparation – Getting Ready For a Showing
  
• Dress for Success and Be Ready for Anything
  
• Four Steps to Showing a Luxury Home
  
• Asking the Right Questions at the Right Time
  
• Use Checklists, Flowcharts, and Guides to Help Your Buyers
  
• Nine Key Buyer Signals
  Fair Housing

Section 7 – The Home Selection Process

• The Decision Tree for Luxury Home Clients:
  
• Luxury Home Clients – Other Considerations
  
• FRPTA – Foreign Real Property Transfer Act
  
• Trusts and Corporations
  
• 2nd Home – Tax Advantages
  
• Capital Gain Laws and Rules
  
• 1031 Exchange Rules
  
• Turning a Tax Deferred Exchange into a Tax Free Sales

Section 8 – Presenting Your Services to Luxury Home Sellers

• Four Presentation Tools
  
• Building Confidence and Using a Focused Presentation
  
• Pricing the Luxury Home to Sell
  
• Product: Focus on the Features and Benefits
  
• Helping the Home Tell a Great Story
  
• The Feng-Shui Phenomenon
  
• Showing Follow Up
  
• Promotion of the Listing
  
• Building a Communication Plan

Section 9 – Special Needs of the Luxury Home Seller

• The Secret Listing
  
• Confidentiality – Agency & Higher Standards
  
• Safety and Security
  
• Crisis Management – Avoiding and Dealing with problems
  
• The Special Needs of Luxury Home Builders / Developers

Section 10 – Marketing in the World of Luxury Homes

• RESULTS focused personal marketing!
  
• Setting Marketing Goals
  
• Standing Out in a Crowd
  
• Targeting Your Audience
  
• Timing Your Campaign
  
• Creating a Theme
  
• Building and Using the Highest Quality Materials

Section 11 – Negotiating as a Luxury Home Specialist

• Explaining the Process
  
• Discuss the Context
  
• Multiple Offers
  
• The Offer Presentation
  
• Representing the Luxury Home Seller
  
• Confidentiality Protect the Seller Clients Interests:
  
• Closing the Sale
  
• Following Up

Section 12 – Building Your Action Plan

• Building Action Plan Exercise

• According to the American Affluence Research Center, the wealthiest 10% of Americans feel positive about their likelihood of buying and investing in real estate over the next twelve months.
  
• Luxury home purchases could soon equal 16% of all homes sales, including 49% of the new construction market and 11% of the pre-owned home market
  
• The Census Bureau’s decennial census revealed that the number of homes valued in the $1 million plus range increased 470% between 2000 – 2005
  
• $100,000+ income households are growing 5.4 times faster than all U.S. households.
  
• Household growth is expected to accelerate from about 12.6 million over the past ten years to about 14.6 million over the next ten!

Find Self-Study, Online, Or Classroom Courses In Your Area

Licensing/Designations Earn a License or Designation quickly and easily! Select from in-person, online, or self-study options. Continuing Education Find numerous CE courses to maintain your license or designation! Professional Development Whether new to your field or a seasoned pro, find hundreds of courses to help your career grow...includes excellent courses for support and administrative personnel! - Select Subject - Accredited Buyer Representative (ABR) Accredited Buyer Representative Manager (ABRM) Accredited Home Staging Specialist Accredited Land Consultant (ALC) Accredited Luxury Home Specialist Accredited Seller Representative Appraisals Certified Commercial Investment Member (CCIM) Certified Commercial Leasing Specialist Certified Commercial Sales Specialist Certified Home Inspector Certified International Property Specialist Certified International Property Specialist (CIPS) Certified Land Sales Specialist Certified Mortgage Planning Specialist Certified Mortgage Professional Certified Neighborhood Specialist Certified Property Manager (CPM) Certified Real Estate Brokerage Manager (CRB) Certified Real Estate Divorce Specialist Certified Residential Investor Representative Certified Short Sale Professional EcoBroker Exam Prep General Accredited Appraiser (GAA) Home Inspector Home Staging Mortgage / Loans Property Management Property Staging Consultant Real Estate Agent Real Estate Broker Real Estate Professional Assistant (REPA) Residential Accredited Appraiser (RAA) Sales & Marketing Senior Real Estate Specialist Transnational Referral Certification (TRC) - Select State - Alabama Alaska Arizona Arkansas California Colorado Connecticut DC Delaware Florida Georgia Hawaii Idaho Illinois Indiana Iowa Kansas Kentucky Louisiana Maine Maryland Massachusetts Michigan Minnesota Mississippi Missouri Montana Nebraska Nevada New Hampshire New Jersey New Mexico New York North Carolina North Dakota Ohio Oklahoma Oregon Pennsylvania Rhode Island South Carolina South Dakota Tennessee Texas Utah Vermont Virginia Washington West Virginia Wisconsin Wyoming Alberta British Columbia Manitoba New Brunswick Newfoundland and Labrador Northwest Territories Nova Scotia Nunavut Ontario Prince Edward Island Quebec Saskatchewan Puerto Rico - Select Subject - Appraisals Home Inspector Home Staging Mortgage / Loans Real Estate Agent Real Estate Broker Real Estate Professional Assistant Sales & Marketing Title / Escrow - Select State - Alabama Alaska Arizona Arkansas California Colorado Connecticut DC Delaware Florida Georgia Hawaii Idaho Illinois Indiana Iowa Kansas Kentucky Louisiana Maine Maryland Massachusetts Michigan Minnesota Mississippi Missouri Montana Nebraska Nevada New Hampshire New Jersey New Mexico New York North Carolina North Dakota Ohio Oklahoma Oregon Pennsylvania Rhode Island South Carolina South Dakota Tennessee Texas Utah Vermont Virginia Washington West Virginia Wisconsin Wyoming Alberta British Columbia Manitoba New Brunswick Newfoundland and Labrador Northwest Territories Nova Scotia Nunavut Ontario Prince Edward Island Quebec Saskatchewan Puerto Rico - Select Subject - 1031 Exchanges Administrative Ads & Advertising Appraisals Business Planning Business Skills Buyer Presentations Coaching Commercial Real Estate Computer Skills Customer Service Finance & Investments Foreclosures FSBO Presentations Handling Objections Home Inspector Home Staging Human Resources I-9 Training Leadership Listing Presentations Luxury Home Sales Management Marketing /Sales Mortgage / Loans New Agent Training Personal Development Personal Skills Personnel Forms/Policies Pricing Professional Assistant Property Management Prospecting Recruiting Recruiting & Hiring Reverse Mortgages Sales & Marketing Sales Training Software Strategic Thinking/Planning Writing Skills - Select State - Alabama Alaska Arizona Arkansas California Colorado Connecticut DC Delaware Florida Georgia Hawaii Idaho Illinois Indiana Iowa Kansas Kentucky Louisiana Maine Maryland Massachusetts Michigan Minnesota Mississippi Missouri Montana Nebraska Nevada New Hampshire New Jersey New Mexico New York North Carolina North Dakota Ohio Oklahoma Oregon Pennsylvania Rhode Island South Carolina South Dakota Tennessee Texas Utah Vermont Virginia Washington West Virginia Wisconsin Wyoming Alberta British Columbia Manitoba New Brunswick Newfoundland and Labrador Northwest Territories Nova Scotia Nunavut Ontario Prince Edward Island Quebec Saskatchewan Puerto Rico