Certified New Home Sales Professional (CSP)

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 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

Course Information

When: November 07-14, 2019
8:30 AM to 5:00 PM

Where: 638 Independence Parkway
Suite 100
Chesapeake, VA 23320

Contact: Cindy Matthews
638 Independence Parkway
Suite 100
Chesapeake, VA 23320

Phone: 757-473-9700
E-Mail: cmatthews@managegroup.com

NAHB Member Fee: $295.00
Non-member Fee: $345.00
Instructor: Terrence "Terry" B Gearhart
Special Instructions: THIS COURSE WILL TAKE PLACE OVER 3 DAYS-NOVEMBER 7, 8 and 14