Instructor: Debbie Rogers - Debbie entered the real estate industry in 1987, after working for several years in financial management as a regional trainer. She merged her real estate career with her strong administrative background and has worked as a Trainer, Sales Manager, Regional Director, and Vice President/Broker of various real estate firms during the past 21 years. She began teaching for the California Dept. of Real Estate in 1990 and is currently an instructor for NAR designation courses, Womens Council of REALTORS® courses, the e-PRO certification course and the Seniors Real Estate Specialist (SRES) designation. Debbie was named "2007 Distinguished SRES" and NAR Hall of Fame instructor by the SRES council, a division of the National Association of REALTORS®.
Debbie has presented at over 25 REALTOR® Associations in California, Arizona, Arkansas and has also presented at the California Association of REALTORS® annual business expo and the National Association of REALTORS® annual business expo.
Fee: $250.00 for 2-day course
Time: 8:00am-5:00pm
Location: SBAOR Hall
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Senior's Real Estate Specialist Designation Course (SRES) Day 1
Thu, March 25th, 2010
This course is approved for 12 continuing education clock hours in the category of Consumer Protection by the California Department of Real Estate. However, this approval does not constitute an endorsement of the views or opinions which are expressed by the course sponsor, instructor, authors or lecturers. Students must achieve 90% attendance of the two day live class and an 80% passing grade on the 55 question multiple choice closed book exam. Students will be allowed 60 minutes to complete the exam. Please bring your DRE license number, a government issued picture I.D. and NRDS number to class with you. $299.00 includes the complete SRES® package: seminar fee, placement on the web site and first years membership dues in the SRES® council (renewal is $99.00 per year). Prospective designee must be a REALTOR® in good standing with a local board/association and the National Association of REALTORS®.
*There will be a $50.00 fee for cancellations made within 48 hours of any class*
Below is a topical outline of the SRES® Designation course.
I. Forward
A. SRES®: A Market Distinction
B. Learning Goals
C. 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
A. Demographics
B. Another Viewpoint on Generations, the Fourth Turning
C. Exercise: Generations
D. How do REALTORS Compare?
E. Defining the Market
F. Aging: Myths and Realities
G. How the Baby Boomers Are Changing Retirement
H. 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:
A. Market Geography
B. Housing Options
C. Active Life Styles
D. Independent Living
E. Assisted Living
F. Continuing Care
G. Care Facilities
H. Housing for Older Persons Act
I. Age-Restricted Communities
J. Is Every Second Home a Future Retirement Residence?
K. Promoting Your Market Area
L. Cost of Living
IV. Gaining the Market
Learning Goal:
• Develop business building outreach methods for communicating and gaining 50+ market share.
Module Topics:
A. Business Building Outreach
B. Exercise: Meet the Market
C. Relating to and Communicating with the Senior Market
D. Smart Senior-Marketing
E. The SRES® Marketing Edge
F. Make Your Web Site Senior Friendly
G. Senior Seminars
H. 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:
A. Understanding the Senior Client
B. Goals of a Counseling Session
C. Exercise: What are the questions?
D. Needs and Wants
E. Exercise: The Real Meaning
F. Disclose Agency Obligations
G. Review the Buyer Representation Agreement
H. Staying Out of Family Business
I. Selling a House Below Market Value?
J. 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:
A. Providing Services
B. Exercise: Who is on your team?
C. The REALTORís® Team
D. Making a referral
E. Risk Management
F. Sensitivities
G. 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:
A. Declaring a Domicile
B. Understanding Capital Gains Tax
C. Capital Gains Tax on the Sale of a Personal Residence
D. Understanding Federal Estate Tax
E. Gift Tax
F. Unified Estate and Gift Tax Credit
G. Generation Skipping Transfer Tax
H. What does a REALTOR need to know?
I. Taxes on Social Security and Pension Income
J. Tax-Deferred 1031 Exchanges
K. The True Cost of Housing
L. Exercise: The True Cost of Housing
M. Reverse Mortgages
N. Misperceptions about Reverse Mortgages
O. FAQs about Reverse Mortgages
P. Installment Sales
Q. Pensions, IRAs, 401ks, Deferred Compensation Plans
R. Social Security, Medicare, SSI, and Medicaid
S. 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:
A. Understanding How We Age
B. Exercise: Interview Your Elders
C. Preparing to Age in Place
D. Universal Design Standards
E. Estate Planning
F. Medicaid Estate Recovery
G. Trusts
H. Probate
I. The Probate Process
J. 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:
A. Finding and tapping into resources
B. Organizing a Resource File
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