Course Descriptions | BIAW

BIAW Course Descriptions

Certified New Home Sales Professional (CSP)-CLASSRM

This course qualifies for: 24 Real Estate Clock Hours WA DOL~ BIAW 18 CE, National Association of Home Builders (NAHB) ~ NAHB 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 Instructors: Dave Porter, CAPS, CGA, CGP, CMP, MIRM

Tue Jun 11, 2019 to Thu Jun 13, 201908:00-05:00 Certified New Home Sales Professional (CSP)-CLASSRM MBA of King/Snohomish Counties-Bellevue$500$725 Register