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September 2016

High Profile Speakers Lined Up for Leaders in Luxury 2016

In less than two weeks, the nation’s top performing luxury agents will meet in Tucson, Arizona for three action-packed days of useful education and powerful networking.

Leaders in Luxury 2016 will be held at the Ritz-Carlton Dove Mountain on October 10-12, 2016.

The event is designed exclusively for luxury agents who have earned the Certified Luxury Home Marketing Specialist® (CLHMS) designation – a mark that instills confidence in affluent buyers and sellers that they have chosen an agent with the proper knowledge and expertise for the luxury real estate market.

To learn more about becoming and Member of The Institute for Luxury Home Marketing, please visit our website at

In addition to a rewarding networking experience, attendees will hear from bestselling authors, notable speakers and industry professionals on a wide range of relevant topics. Notable speakers include:

  • Terri Morrison — the co-author of five books on global business, including the award-winning, “Kiss, Bow or Shake Hands”. Ms. Morrison knows that selling to sophisticated international clients can be complex, so she will provide real world guidance on how to:
  • Communicate clearly across diverse cultures and languages
  • Present yourself, and persuade Russian, Chinese or Arabic prospects
  • Interact with clients who follow different business and social practices
  • So much more!

Ms. Morrison is an in-demand speaker and trainer who offers seminars in intercultural communications for business, government and academic audiences. She has appeared on television and radio programs on CNN, CNBC and NPR.

  • Martin Latz — One of the most prominent experts on negotiation in the world and author of “Gain the Edge! Negotiate to Get What You Want.”

Mr. Latz will provide insight into how to effectively manage high-pressure situations like a pro – and get what you want. His session will teach agents:

  • A deeper understanding of persuasion techniques and how to apply them
  • Hands-on negotiation experience through customized simulations
  • Real-time feedback from the expert on how to improve your negotiation skills
  • An arsenal of real estate negotiation strategies to get what you want

Mr. Latz is also the founder of ExpertNegotiator Software, which empowers individuals and organizations to get better results based on proven research. He has taught over 100,000

business professionals around the world how to more effectively negotiate; drawing real-world knowledge from his time spent on The White House Advance Teams.

For more information about the exceptional event, visit You can see the complete event agenda here or email us at

Nevada Town Attracts Billionaires With Luxurious Lifestyle - And Zero Taxes

Nestled on the banks of Lake Tahoe is Incline Village — a gorgeous town that’s attracting a lot more than skiers and snowboarders.

Thanks to Nevada’s lack of state personal, business or corporate income tax, Incline Village’s lakefront homeowners now include billionaires such as Oracle’s Larry Ellison, PeopleSoft’s David Duffield and Zazove’s Gene Pretti.

Other affluent tech and financial executives — many of whom hail from California — are establishing residency in Incline Village before a liquidation event. This way, they can avoid tax liability while enjoying outdoor activities year-round.

“There are lots of great reasons to move to Nevada and Incline Village in particular,” says Trinkie Watson, CIPS, CLHMS, a real estate broker who specializes in the Lake Tahoe region. “It’s a thriving community full of year-round residents, many of whom work from home thanks to technology.”

When it comes to lifestyle, Watson notes the “seasonal weather that includes snow in winter/spring for skiing and snowboarding, summer with lake and water activities, hiking, biking, golf and tennis, and a beautiful fall with changing colors. And for frequent travelers, the Reno-Tahoe International Airport is less than an hour away.”

But clearly, the financial advantages have been the catalyst for the increased interest in “Income Village,” as some call it. Because Nevada has unique laws protecting corporations, Incline Village has gained a reputation as a tax haven — one in which investors can register shell corporations and claim residency to avoid tax liability.

“As long as income isn’t derived from [other states like] California, they will not have any personal state income tax to pay,” says Watson. She also points to the ability of many people to “sell high” in the Golden State and get more value for a new home purchase in Nevada (which, ironically, is known as the Silver State).

Also contributing to this newfound interest in areas like Incline Village is the growth occurring a short drive away in the Reno-Sparks region. That area has been transitioning from a gambling economy to a manufacturing economy thanks to about 100 new companies. New additions coming soon include Tesla’s battery factory in Sparks and Switch — the company that developed the Supernap, which is the world’s largest data center ecosystem — is constructing a huge campus nearby.

Both the old and new residents of Incline Village see this situation as a “win-win” — the town gets cache from its new billionaire neighbors and enjoys growth, while these new residents enjoy the ability to avoid paying big tax bills.

Lucio Bernal Joins The Institute as an Expert Trainer

We are proud to announce the addition of renowned Berkshire Hathaway HomeServices luxury real estate professional Lucio Bernal to our roster of expert trainers.

Based in the Palm Springs (CA) region, Lucio is a successful luxury real estate professional — and much more. He’s a relocation specialist, an influential industry leader, and a highly skilled and experienced trainer.

“I truly enjoy giving my friends in the industry all the tools they need to succeed,” Lucio said. “Serving as a Trainer for The Institute on a national level allows me to help real estate professionals who want to learn how to succeed in serving the luxury real estate market.”

Lucio is currently a REALTOR and the Director of Training at Berkshire Hathaway HomeServices California Properties in Palm Springs, where he is also a member of the prestigious Berkshire Hathaway HomeServices Chairman’s Circle. He has earned both the Certified Luxury Home Marketing Specialist® (CLHMS) designation and Million Dollar Guild® recognition from The Institute.

Additionally, Lucio has been recognized in the industry for his reputation for serving clients and his achievements in sales. Most recently, the Palm Springs Regional Association of REALTORS® (PSRAR) named him 2015 REALTOR® of the Year, and he has been elected President beginning in 2017.

“We are extremely excited to add Lucio to our team because he brings a unique combination of passion for teaching and performance with nearly 20 years of real estate experience. He’s a practicing agent who enjoys teaching others how to incorporate the tools offered by The Institute, which help agents succeed in the luxury market,” said Diane Hartley, general manager of The Institute.

You can view Lucio’s Institute bio here and learn more about our other expert trainers at

Seeking the Amenities Advantage in a Competitive Real Estate Market

In an increasingly competitive market, owners, developers and builders are having to “keep up with the Joneses” — especially if the Joneses have a car-sharing service, a personal shopper and pet grooming.

Because the vast majority of multifamily units that have been recently constructed in the United States are rental apartments, investors are flocking to this sector seeking healthy returns. And with more and more people turning to apartment living, demand is high — and property owners and managers are competing with each other by offering amenities that are usually found in the most luxurious of residences.

So what are these amenities being offered?

“Urban Living” lifestyles. Many renters want to be close to everything — work, home, shopping, restaurants, etc. — whether they’re in a major city or the suburbs. Many new apartment and condominium communities are designed to be walkable, while providing amenities and technology to enable this “live-work-play” lifestyle.

Luxury and high-end features. Previously limited to luxury developments, many more affordable communities are offering infinity pools, upgraded design options, and other attractive features to bring in renters.

Energy savings. From more efficient HVAC systems, central solar hot water systems, LED lighting, rainwater collection, and wind or natural gas turbines, there are numerous ways to provide renters with more affordable and environmentally-friendly living.

More useful common areas. While apartment sizes are generally shrinking, common areas are growing — and providing renters with features they crave. USB ports, WiFi, and other Web-access features are everywhere, as well as more durable furniture and carpeting — enabling both social and work functions. Some of these common areas are on rooftop decks and terraces, and even include big-screen TVs, kitchens with BBQ grilles and pizza ovens, and even cabanas.

Fitness centers with more muscle. While the fitness center has become a place where tenants gather, socialize AND work out, the options available have expanded greatly. With classes for yoga and Pilates, aerobics, spin classes and more, renters have more exercise choices than ever.

The latest technology. With more people “cutting the cord” from cable TV and leaving satellite TV, builders need to ensure that their projects are friendly for these tenants — installing cloud-connected devices and enabling the fastest Internet access available. In addition, more buildings are giving their renters more control over their environments thanks to technology — from their entry doors to lighting and HVAC systems.

There are many other amenities, features and options being made available to today’s renters. Here are some of the more popular ones that haven’t been mentioned above:

  • Bike storage and repair
  • Car-sharing service
  • Child-care service
  • Concierge
  • Cooking classes
  • Dry cleaning/laundry service
  • iCafe
  • Package delivery management
  • Personal shopper
  • Pet grooming
  • Rock-climbing wall
  • Spa/massage center
  • Tech/business center
  • Wine cellar

So whether you’re a renter or home buyer, a real estate professional or a building owner, it’s good to know the amenities that are now available — and which of them you might be looking for!