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  • Certified New Home Sales Professional (CSP)

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    Name: Certified New Home Sales Professional (CSP)
    Date: March 19, 2019 - March 21, 2019
    Event Description:
    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
    Location:
    MBA Pierce County
    3711 Center St. 
    Tacoma, WA 98409
    Date/Time Information:
    Tuesday, March 19 - Thursday, March 21, 2019
    8:00 p.m. - 5:00 p.m. Daily
    Contact Information:
    Hillary Vanatta
    Fees/Admission:
    $500 Member Rate
    $725 Non-Member Rate
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