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SRES Courses
Topical outline of the SRES® Designation course.

I.   Forward

  1. SRES®: A Market Distinction

  2. Learning Goals

  3. SRES® Designation Course Benefits

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

  1. Demographics

  2. Another Viewpoint on Generations, the Fourth Turning

  3. Exercise: Generations

  4. How do REALTORS Compare?

  5. Defining the Market

  6. Aging: Myths and Realities

  7. How the Baby Boomers Are Changing Retirement

  8. The Client Across the Desk

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:

  1. Market Geography

  2. Housing Options

  3. Active Life Styles

  4. Independent Living

  5. Assisted Living

  6. Continuing Care

  7. Care Facilities

  8. Housing for Older Persons Act

  9. Age-Restricted Communities

  10. Is Every Second Home a Future Retirement Residence?

  11. Promoting Your Market Area

  12. Cost of Living

IV.   Gaining the Market

Learning Goal:

  • Develop business building outreach methods for communicating and gaining 50+ market share.

Module Topics:

  1. Business Building Outreach

  2. Exercise: Meet the Market

  3. Relating to and Communicating with the Senior Market

  4. Smart Senior-Marketing

  5. The SRES® Marketing Edge

  6. Make Your Web Site Senior Friendly

  7. Senior Seminars

  8. Exercise: Putting Your Ideas to Work

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:

  1. Understanding the Senior Client

  2. Goals of a Counseling Session

  3. Exercise: What are the questions?

  4. Needs and Wants

  5. Exercise: The Real Meaning

  6. Disclose Agency Obligations

  7. Review the Buyer Representation Agreement

  8. Staying Out of Family Business

  9. Selling a House Below Market Value?

  10. Staging a Property

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:

  1. Providing Services

  2. Exercise: Who is on your team?

  3. The REALTORís® Team

  4. Making a referral

  5. Risk Management

  6. Sensitivities

  7. Elder Abuse

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:

  1. Declaring a Domicile

  2. Understanding Capital Gains Tax

  3. Capital Gains Tax on the Sale of a Personal Residence

  4. Understanding Federal Estate Tax

  5. Gift Tax

  6. Unified Estate and Gift Tax Credit

  7. Generation Skipping Transfer Tax

  8. What does a REALTOR need to know?

  9. Taxes on Social Security and Pension Income

  10. Tax-Deferred 1031 Exchanges

  11. The True Cost of Housing

  12. Exercise: The True Cost of Housing

  13. Reverse Mortgages

  14. Misperceptions about Reverse Mortgages

  15. FAQs about Reverse Mortgages

  16. Installment Sales

  17. Pensions, IRAs, 401ks, Deferred Compensation Plans

  18. Social Security, Medicare, SSI, and Medicaid

  19. Schemes and Scams

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:

  1. Understanding How We Age

  2. Exercise: Interview Your Elders

  3. Preparing to Age in Place

  4. Universal Design Standards

  5. Estate Planning

  6. Medicaid Estate Recovery

  7. Trusts

  8. Probate

  9. The Probate Process

  10. Wills and Directives

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:

  1. Finding and tapping into resources

  2. Organizing a Resource File
 
www.seniorsrealestate.com
SRES is Offered by the CALIFORNIA ASSOCIATION of REALTORS®
  Phone: (888) 785-4800 or (626) 229-9900
Fax: (626) 229-0789