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Accredited Luxury Home Specialist


Accredited Luxury Home Specialist



Develop A Highly Profitable Niche Business:

The Luxury Home Market


The Accredited Luxury Home Specialist designation focuses on the special needs of luxury home buyers.

Composed primarily of Baby Boomers and Generation Xers, these buyers continue to buy resort, vacation, and second homes.

The Accredited Luxury Home Specialist designation explores the special needs of these buyers, and helps you to plan the specific steps to implement and market yourself as a Luxury Home Specialist.

The course explores and teaches you:
  • 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!



Course Agenda

Your Accredited Luxury Home Specialist (ALHS) course covers 12 areas:
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
Why Become An Accredited Luxury Home Specialist?

Here are some important facts and trends to show that luxury homes – and luxury home specialists – are in demand:
  • 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!

Luxury Home Purchases
Could Soon Equal 16%
Of All Homes Sales

Are You Positioned
To Service This Market?



Find Training For Earning Your Accredited Luxury Home Specialist Designation

Training for earning your Accredited Luxury Home Specialist Designation is available in both online and in-person formats.

To find a seminar or online course that meets your schedule, simply select "Accredited Luxury Home Specialist" from the "License/Designations" section from the search box below.

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The Accredited Luxury Home Specialist designation explores the special needs of these buyers, and helps you to plan the specific steps to implement and market yourself as a Luxury Home Specialist.



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Designations/Certifications
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Alaska Real Estate Licensing Minnesota Real Estate License West Virgina Real Estate License
Arkansas Real Estate Licensing Missouri Real Estate License Wisconsin Real Estate License
Arizona Real Estate Licensing Montana Real Estate License Wyoming Real Estate License
California Real Estate Licensing Nevada Real Estate License Accredited Buyer Representative
Colorado Real Estate Licensing New Hampshire Real Estate License Accredited Buyer Representative Manager
Connecticut Real Estate Licensing New Jersey Real Estate License Accredited Land Consultant
Delaware Real Estate Licensing New Mexico Real Estate License Accredited Luxury Home Specialist
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Florida Real Estate Licensing North Carolina Real Estate License Certified Commercial Leasing Specialist
Georgia Real Estate Licensing North Dakota Real Estate License Certified Commercial Sales Specialist
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Idaho Real Estate License Oklahoma Real Estate License Certified International Property Specialist
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Indiana Real Estate License Pennsylvania Real Estate License Certified Property Manager
Iowa Real Estate License Mortgage Broker Licensing Certified Residential Specialist
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Maine Real Estate License Tennessee Real Estate License Real Estate Professional Assistant
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