Master the craft of successful selling. This course is designed for Builders, their in-house sales people, and Realtors who specialize in new home sales and those who want to. 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. The course consists of three modules. The purpose of this course is to develop the skills, knowledge, and attitude (mindset) necessary to maximize sales person performance. By completing this course, new home sales professionals should be able to effectively establish credibility, identify prospect needs and dominant buying motivation, present home features and benefits, address customer questions and concerns, close the sale, and follow up.

 

CSP I: The Art and Science of Selling

In this Certified Sales Professional (CSP) module, you will tap in to the psychology of the customer, learning their decision-making processes, personality types and communication styles. You will gain a comprehensive understanding of the skill sets a new-home sales professional must possess, including time management, knowing the differences between selling new and resale homes and ways to tailor sales presentations for an increased closing ratio. This module also covers the “Critical Path to Successful Selling.”

Upon completing this module, you will be able to define and describe:

  • 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

 CSP II: Understanding New Home Construction

In this Certified Sales Professional (CSP) module, you will gain a comprehensive understanding of new home construction and learn how to use this knowledge as a sales tool. This module covers basic construction terms, construction features that benefit the home buyer, steps of the builder’s decision making and development process and how to effectively communicate these concepts to buyers. You’ll also learn to identify financing options for new home buyers.

Upon completing this module, you will be able to define and describe:

  • 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

CSP III: Selling Skills for New Home Sales Professional

In this Certified Sales Professional (CSP) module, you will learn the advanced techniques used by real estate veterans for greeting, closing and overcoming objections. This module covers the phases of the sales process, ways to successfully demonstrate features and how to use the home’s area and community as a selling point. You will explore ways to earn trust, identify needs and “service the sale.” You’ll also learn to use follow-up systems to increase sales along with final walk-through and call-back procedures.

Upon completing this module, you will 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

NAHB Designations

This course is required for the following NAHB Designations: CSP, Master CSP

This course can serve as an elective for the CGA designation.

This course provides 18 hours of continuing education for these NAHB designations: CAPS, CGA, CGB, CGR, GMB, Master CSP, CMP, MIRM

Additional Credit Information

This course has been approved by the Idaho Real Estate Commission for 21 hours of REALTOR® continuing education credit.