Nov. 6, 13, 20, 2018
1 - 3 p.m. ET
Once you have completed the research and analysis that has helped you to identify the best location and product for your target market, you must determine the best approach to communicating to a mass of potential buyers. This live online classroom version (part 2) applies the strategy and implementation concepts from the pre-requisite online course (Principles of Residential Marketing: Strategy & Implementation Online course (part 1)). Through hands-on training using activities your completed exercises (required) from the online course (part 1), you will develop and implement your community’s marketing and sales strategy and apply your strategy to determine appropriate channels and messaging based on your target market. You will also learn how to scale tactics based on product and location and explore how to develop effective sales environments.
You will be asked to reference completed materials from the online course for use in activities in the live online, classroom version (part 2). Therefore, it is critical that you complete all aspects of the pre-requisite course and prepare accordingly before participating in this live online course.
Participants in this live online course (part 2) will be able to:
- Describe the purpose of marketing goals and strategies as they relate to sales goals
- Apply a buyer profile to drive and prioritize marketing mix decisions
- Identify effective characteristics of lead generation tactics and develop them
- Develop a list of lead generating tactics based on a target market
- Determine an appropriate marketing budget allocation for a project
- Derive meaning from a sales absorption timetable
- Identify best practices for coordinating the efforts of the marketing and sales teams
- Identify considerations for planning sales office type, location and design, including virtual environments
- Describe the purpose and importance of model merchandising in home sales
- Determine the best sales team staffing model for a sales office
- Identify the pros and cons of various commissions systems
Special Instructions: Part 1 (online) must be taken prior to part 2 (live online, classroom version) and the worksheets completed during the online portion must be available for the live online classroom portion of the course. Students are also strongly encouraged to take Principles of Residential Marketing: Research & Analysis before Strategy & Implementation for the most valuable learning experience if working towards the CMP and/or MIRM designations.
Link to the required pre-requisite course: Principles of Residential Marketing: Strategy & Implementation Online course (part 1)
Course Length: 6 hours
NAHB Continuing Education: 6 hours toward CAPS, CGA, CGB, CGP, CGR, GMB, GMR, Master CGP, Master CSP
Required for NAHB Designations: CMP, MIRM
Important Registration Details:
Please note this course is non-transferable. Do not use another individual’s login information to register for this course. You must log in to nahb.org as yourself to receive a certificate of completion and credit for this course. If you are registering as a member, please use a PIN tied to your legal name. NAHB PINs are tied to a person, not a company.
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After you have participated in all three live sessions, you must take a timed, one-hour skills check by Nov. 28 and earn a score of 70% or higher to receive course credit. If you do not pass, you have one opportunity to retake it. Once you have passed the skills check and completed the course evaluation, you can print out your certificate of completion.
Cancellation and Refund Policy: Registration is open until 3 p.m. ET (12 p.m. PT) on Monday, Nov. 5. Cancellations will also be accepted until 3 p.m. ET (12 p.m. PT) on Monday, Nov. 5. After that date, a $50 cancellation fee will be charged per cancellation. Cancellation requests must be submitted via email to Sheila Coble at: firstname.lastname@example.org.
Connecting with the Course: Adobe Connect webinars allow access from your desktop, laptop and virtually any mobile device, including Apple iPad, iPod touch, and iPhone, as well as Google Android devices and BlackBerry PlayBook.