CLASS: Certified New Home Sales Professional (CSP) Prep Course Aug 2020
Name:CLASS: Certified New Home Sales Professional (CSP) Prep Course Aug 2020
Date:September 16, 2022 - September 18, 2022
Registration:Sorry, registration is closed. Contact Janine Iavaroni.
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. Includes CSP I: The Art and Science of Selling, CSP II: Understanding New Home Construction, and CSP III: Selling Skills for New Home Sales Professionals.
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 builders decision making and development process
Basic construction features that benefit the home buyer
Builders marketing approach and the impact the new home sales person 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