Learning Goals:
·
Learn distinguishing
characteristics and trends of the 55+ market so that you can discern them in
your own market area.
·
Challenge stereotypes and
draw valid generalities about 55+ real estate clients and customers.
·
Raise awareness of some
do’s and don’ts when striving to gain and serve the 55+ market.
·
Raise awareness of the
issues and factors that go into community and property selection.
·
Evaluate your market
area’s attractiveness to the 55+ market
·
Master the vocabulary of
the range of housing options for the 55+ market.
·
Learn the application of
federal laws for Housing for Older Persons Act (HOPA).
-
Develop business
building outreach methods for communicating and gaining 55+ market
share.
-
Adapt methods for
counseling the 55+ buyer and sellers.
-
Stay focused on the
transaction and avoid inappropriate involvement in family matters.
-
Develop sensitivities
to 55+ issues and priorities when counseling buyers and sellers, showing
properties, and managing transactions.
-
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 55+ clients and customers.
-
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 55+ real estate
decisions.
-
Recognize mortgage
finance and loan schemes and scams that victimize 55+ borrowers.
-
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.
-
Assemble a knowledge
bank about housing options, programs, resources, and services for 55+
clients and customers and facilitate contacts.
-
Use your knowledge
bank as a business building tool.