TimeSharing Today Page 24 May / Jun , 2018
RESALES
By Mario Collura
SPECIAL SECTION
Stabilizing the resale market
As developers continue to consolidate , convert to points-based systems , and see their sales increase
, licensed resale brokers are focusing on specific resorts , brands , or geographi- cal and regional locations — and in some cases a combination of all three .
This new focus by resale brokers has created an ideal environment for specialization , resulting in more transactions through informal and formal cooperating broker networks .
The specialized and co-operative environment has helped to stabilize the resale market . We see selective resale prices increasing . We find that deeded timeshares , and specifically high-season fixed deeded intervals , retain their value and are having the greatest resale price increase since the 2008-2011 lows .
TRI Office .
Previous exposure
Resale buyers typically are between 30 and 70 years old . They own or have been exposed to timeshares through developer presentations , vacation rentals , or friends who own .
They come to brokers like TRI West looking for confirmation of what they know and do not know . In most cases , these buyers are educated singles or couples with families who are interested in resale options available to them , as well as the associated costs .
Buyers now look for experienced resale brokers who provide an educational service and present several programs , helping them to compare and evaluate the benefits and drawbacks of each option .
A timeshare is appropriate for any type of lifestyle , but one size does not fit all . Specific usage and time are important to some , while others want the total flexibility of a points-based system .
As brokers and resort specialists , TRI West agents explore various options with each client , working with them to find the best match for their lifestyle .
In addition to helping our clients evaluate differences in each ownership program during the discovery process , we explain the benefits of using a licensed real-estate broker , as well as third-party escrow and title companies , to process their transaction .
Complexities of points
Branded fixed-deed intervals command the highest resale prices , with floating deeds second and right-to-use / point systems third . Multiple-week fractionals sell at the upper tier of the market .
Prospective owners need to understand points-based systems in terms of their personal needs . A point system generally offers greater flexibility , but many owners lose priority at their home resort unless they retain their own specific deeded interest .
While point systems may look good on the surface , owners must be extremely flexible when requesting location , unit size , and dates . In general , point systems do not retain their value in the resale market when compared with deeded fixed and floating weeks .
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About the author
Mario Collura , president of TRI West in Oceanside , CA , is licensed as a real-estate broker in Arizona and California . He entered the timeshare industry as one of the developers at The Whaler in Maui , HI , in 1979 .
TRI West has been a leader and innovator in the timeshare industry for over 35 years , helping owners and resorts navigate the ever-changing timeshare and fractional landscape .
TRI West represents high-end timeshares and fractionals with primary locations in Arizona , California , Hawaii , and Mexico , and specializes in the resale and rental of timeshares and luxury fractionals worldwide , including Four Seasons Residence Club properties at Aviara in Carlsbad , CA ; Scottsdale Troon North in Arizona ; Jackson Hole , WY ; Costa Rica ; and Punta Mita , Mexico .
TRI West is the exclusive authorized resale broker for Four Seasons Residence Club Aviara and Four Seasons Residence Club Scottsdale .
In addition to working with individual buyers and sellers , TRI West offers transition and acquisition programs for owners ’ associations and resorts . Contact information : Tollfree phone 800-423-6377 , email - fill out contact form at http :// triwest-timeshare . com / forms / contact , website http :// triwesttimeshare . com /.
Mario Collura in his office .