Master the craft of successful selling. This professional-level course is designed for specialists in new home sales. You will gain a broad understanding of the home building business, discuss consumer psychology, and learn the advanced techniques used by real estate veterans for greeting, closing and overcoming objections.

As a graduate of this four-part course, you will be able to define and describe the:

• Qualifications and characteristics of a new home salesperson
• Differences between selling new homes and resale homes
• Role of the Critical Path to Successful Selling in the new home sales environment
• Basic steps of the builder’s decision making and development process
• Basic construction features that benefit the home buyer
• Builder’s marketing approach and the impact the new home salesperson has in the marketing process
• Impact of consumer behavior on the new home selling process
• Basic elements of effective communications in the selling environment
• Importance of prospecting in searching for and qualifying potential buyers
• Legal aspects of the real estate business and fair housing guidelines

You will also gain the following skills:

• Greeting and qualifying a prospective buyer
• Using the area and community as selling point
• Successfully demonstrating the product
• Handling objections
• Reducing the process to writing
• Successful closing
• Basic new home financing
• Using follow-up systems to increase sales
• Final walk-through and call-back procedures

Designations:  CSP, Master CSP

Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB, CSP, Master CSP, CMP, MIRM

Browse a list of current course offerings for this course.