Teeing Up Opportunity: How Golf Life Navigators Helps You Capture the $90B Golf Real Estate Market

Discover how Engel & Völkers advisors are gaining a competitive edge in the $90B golf real estate market with insights from Golf Life Navigators CEO Jason Becker. From mastering private club culture to guiding buyers through membership waitlists, this guide explains how to become the go-to expert for golf lifestyle clients. Explore how our partnership with GLN empowers you to grow your business—on and off the course.

April 10, 2025

There’s a $90 billion opportunity hiding in plain sight—and it wears polos and spikes.

Engel & Völkers advisors and franchisees recently had the privilege of hearing from Jason Becker, CEO and Co-Founder of Golf Life Navigators (GLN), as part of our ongoing effort to help our network lead the way in luxury lifestyle specialization. His session uncovered a critical—and often overlooked—niche: the intersection of private club life and real estate.

Whether you’re already working in golf communities or just starting to explore the fairway, here’s what you need to know about how Engel & Völkers is helping our network tap into the affluent, club-focused consumer—and how you can use Golf Life Navigators’ insights to grow your market share.


Why Private Club Real Estate Is Booming

Four people meeting on golf course

Private club living is no longer just about proximity to the green—today’s club lifestyle seekers are combining their home search with their membership search. According to GLN data, 80% of consumers looking to join a private club are also searching for a home nearby, making this one of the most tightly aligned lifestyle markets in luxury real estate today.



What This Means for Real Estate Advisors

Whether you're an Engel & Völkers advisor or considering joining our network, there's tremendous opportunity in this niche—but it takes more than a listing and a local map to stand out. It takes expertise.

Here are five actionable insights from Jason Becker’s session to help you maximize the golf market in your area:


1. Speak the Language of the Club

Private clubs aren’t just lifestyle hubs—they're highly sophisticated organizations. Understanding their structure (many are not-for-profit), financial model (initiation fees = capital), and governance (democratic, often with a Finance Chair) gives you a leg up with both buyers and club leadership.

Tip: Replace “driving range” with “practice facility“ and “head golf professional” vs. “golf pro.”  These details matter.


2. Build Relationships with Membership Directors

The membership director isn’t just a gatekeeper—they're your best ally. Establish trust and regularly provide them with MLS data and buyer insights.

Pro move: Never show up unannounced. Set meetings, provide value, and become a trusted source of real estate intel.



3. Understand the Capture Rate—and Use It to Your Advantage


The capture rate is the ratio of new homeowners who become full golf members in a typical gated golf community. A strong capture rate is 45% or higher. Anything below? Signals trouble for the club—and an opportunity for you to provide value by helping clubs better understand what buyers want.


Leverage this metric
in your conversations with buyers and club officials. It demonstrates your understanding of both real estate and club economics.


Woman driving golf cart in Engel & Völkers attire



4. Help Buyers Navigate Waitlists with Confidence

One of the biggest challenges facing golf homebuyers today? The waitlist. Over 54% of private clubs in the U.S. now have one, with average wait times ranging from 1 to 2 years. But not all waitlists are created equal—and this is where you can make a meaningful difference.

Start by doing your homework: Which clubs in your market have long waitlists? Which offer interim privileges? Are there membership-attached homes or bundled communities where membership transfers with the property?

Help buyers adjust expectations: Sometimes, the “perfect” home may require a compromise if immediate club access is the top priority. Offer strategic alternatives like nearby clubs with shorter lists, or communities offering new construction incentives.

Be their insider guide: Explain terms, connect them to the right club contacts, and help them ask the right questions—like whether a club has a master plan for amenity upgrades or what the attrition rate looks like.

By understanding the nuances of club access and positioning yourself as an expert in navigating them, you’ll become an indispensable partner in the buyer’s journey—not just a transactional agent.



5. Plug Into the Golf Life Ecosystem

Engel & Völkers advisors can take this a step further by becoming a Golf Certified Real Estate Advisor—a designation created by Golf Life Navigators to bridge the gap between real estate and private clubs. GLN’s search engine and extensive data network can connect you with qualified golf lifestyle buyers actively searching in your region.

The bonus? Your listings can be showcased to the GLN audience—and you'll be seen as the go-to advisor for golf properties in your area.



What Sets Engel & Völkers Apart


Our collaboration with Golf Life Navigators is more than a partnership—it’s an extension of how we help our advisors specialize in the luxury lifestyles their clients seek. Whether it’s ski, ranch, waterfront, or golf, Engel & Völkers equips franchisees and advisors with marketing tools, education, and connections to own their niche.


Jason Becker, a PGA head golf professional turned entrepreneur, put it best: “Golfers want to work with someone who understands their passion.” At Engel & Völkers, we make sure you’re not just selling homes—you’re selling the lifestyle your clients dream about.


Golf ball, tee, and markers with Engel & Völkers branding



Ready to Tap into the Golf Lifestyle Market?

Not yet with Engel & Völkers? Let’s talk. With tools, partnerships, and support built for lifestyle specialization, our brand is designed to help you lead your market—on and off the course.

Learn more about joining Engel & Völkers and explore how we support your business at every turn.


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