CLASS: Certified New Home Sales Professional (CSP) Prep Course Aug 2020

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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.
Event Description:
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
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
Upon successful completion of the course, you can apply to earn the Certified New Home Sales Professional (CSP) designation.


CHBA Office
1360 Truxtun Ave Suite 105
North CHS


$400 member
$450 nonmember
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