Course Curriculum
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Module 1. Introduction
Key Concepts – Website orientation; where/how to download broker resources; testing at end of each module; submitting questions for weekly power calls; course instructor contact details
Download: Daily Time Blocker
Download: Top Down Goal Planner
![module-2](https://elitelevelcoaching.com/wp-content/uploads/2017/05/module-2.png)
Module 2. Understanding Luxury Homeowners
Key Concepts – How luxury homeowners think; what they do and do not like; decision making; belief and value systems; fundamentals of the 5 affluent market segments; how to target and work effectively within each segment
Download – Activity Tracker
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Module 3. Your Luxury Sales & Marketing Plan
Key Concepts – Analysis of your current business; financial projections; goal-setting; vision, mission and values; unique selling proposition; SWOT analysis; analyzing the luxury market; time management; marketing strategies for your referral network and existing clients; networking tactics and opportunities; online and social media strategy
Download – 42-Page Business Plan
![Values compass direction](https://elitelevelcoaching.com/wp-content/uploads/2019/09/istock-481859412-scaled.jpg)
Module 4. Vision, Mission, Values
Key Concepts – Crafting your vision, mission statement, and value proposition; focusing your direction and purpose; marketing message and consistency; framework for strategic decisions; competitive differentiation
Bonus Content – 2018 Vancouver Panel of Mortgage Experts discuss building your mortgage business around high net-worth clientele
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Module 5. Unique Selling Proposition (USP)
Key Concepts – Crafting your USP; simplified messaging for referral partners and clients; your elevator pitch
Bonus Content – 2018 Toronto Panel of Mortgage Experts discuss building your mortgage business around high net-worth clientele
![module-6](https://elitelevelcoaching.com/wp-content/uploads/2017/06/module-6.png)
Module 6. Becoming A Luxury Home Market Expert
Key Concepts – Local, regional and International market review; luxury home owners’ international perspective; using market statistics; driving forces behind statistics; currency fluctuations; emerging job markets; industry
Download – The 2019 Wealth Report
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Module 7. Building Your Network of Top Tier Referral Partners
Key Concepts – Strong referral network/lifetime revenue; building a network of top-tier referral partners; teaching partners to endorse, recommend and introduce you to luxury homeowners; luxury realtor strategies; partners most brokers won’t target (e.g., angel investors)
Download – Cash-Flow Analysis Worksheet For Investment Properties
![module-8](https://elitelevelcoaching.com/wp-content/uploads/2017/06/module-8.png)
Module 8. Financial Advisors: The Opinion Leaders of Luxury Homeowners
Key Concepts – Top-tier financial advisors; how to grow and preserve their book; investment products and terminology; understanding bond yields, negative interest rates and fiscal policy; intelligent debt; non-taxable alternatives to liquidating registered investments
Case Study – Leverage Investing in Equities
Case Study – Leverage Investing in Real Estate
![module-9](https://elitelevelcoaching.com/wp-content/uploads/2017/06/module-9.png)
Module 9. The Affluent Client Meeting
Key Concepts – Ultimate client experience; your two clients (referral partners & customers); perfect loan process; Tuesday update calls; listing agents/captive audience; white glove service; non-verbal communication; memorability; word-of-mouth; clear and concise communication; lifestyle questionnaires; local history; gift-giving; creating “buzz” with luxury homeowners
![module-10](https://elitelevelcoaching.com/wp-content/uploads/2017/06/module-10.png)
Module 10. Luxury Marketing Strategies For Existing Clients
Key Concepts – Customer acquisition and retention; Top of mind awareness (TOMA); striking imagery; luxury lifestyle newsletter; email subject lines; A/B testing; referrals; endorse and recommend; video endorsement, Top 12 clients
![module-11](https://elitelevelcoaching.com/wp-content/uploads/2017/06/module-11.png)
Module 11. Event, Community, Seminars
Key Concepts – Event marketing tips and suggestions; elevating your personal brand; importance of selling the event; creating buzz before, during and after the event; giving back; employing seminars/subject matter expert
Case Study – Event marketing to gain 9,000+ LinkedIn contacts
![module-12](https://elitelevelcoaching.com/wp-content/uploads/2017/06/module-12.png)
Module 12. Online Marketing Strategies To Target Luxury Homeowners
Key Concepts – Online and social media strategy; Facebook, LinkedIn, Google, Flipboard and YouTube; education-based marketing vs. selling; 1 vertical market; power of creating a downloadable white paper
Case Study – 100 client meetings booked with sophisticated property investors
![module-13](https://elitelevelcoaching.com/wp-content/uploads/2017/06/module-13.png)
Module 13. Using Social Media To Target Luxury Homeowners
Key Concepts – Target referral partners who influence opinion leaders of groups to which luxury homeowners belong; networking directly with luxury homeowners; using LinkedIn effectively; top-of-mind awareness with existing clients and partners
Download – Sample Letter of Engagement
![module-14](https://elitelevelcoaching.com/wp-content/uploads/2017/06/module-14.png)
Module 14. The Retired Upper Tier Client
Key Concepts – 2 priorities of moving into retirement; luxury home/reflection of success; utilizing equity to reduce taxable income; increasing longevity of investment portfolios; 3 powerful ways to add value to a financial planner/private banker
Download – Sample Letter of Direction
Download – Executive Loan Summary
![Bank](https://elitelevelcoaching.com/wp-content/uploads/2019/06/istock-626702872.jpg)
Module 15. Commercial Mortgage Lending
Key Concepts – Differences between commercial and residential lending; 5 factors to consider when charging a fee; property valuation; terminology; ratios; net operating income; cash-on-cash return; debt-coverage-ratio; capitalization rate; commercial lenders; private bankers; 5-step loan process
Download – Commercial Loan Document Checklist
Case Study – 32 Unit Apartment Building Cash-Flow Analysis
![Heads of two people with colourful shapes of abstract brain](https://elitelevelcoaching.com/wp-content/uploads/2019/09/istock-882484258.jpg)
Module 16. Sales Psychology - Enhance Any Presentation
Key Concepts – Want vs. need; taking the audience on a journey; make them feel uncomfortable; worse before better; enticing action; your solution; teach, tailor, and take control; mastering presentation skills
Download – “Investing in Real Estate” PowerPoint presentation for realtors
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Module 17. Delivering Your Client Seminar
Key Concepts– Creating and delivering a seminar to potential customers; you are the subject matter expert; why they will buy immediately
Download– “Creating Generational Wealth through Real Estate” PowerPoint presentation for client seminar
![module-15](https://elitelevelcoaching.com/wp-content/uploads/2017/06/module-15.png)
Module 18. Your Personal Brand & Winning Habits
Key Concepts– Your personal brand; how to position yourself and differentiate your business; becoming a magnet for luxury homeowners and their centers of influence; Top-10 winning habits; using your luxury logos
Final Exam
Download– Luxury Home Mortgage Advisor logos
By Courier– Luxury Home Mortgage Advisor Certificate