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

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Name: CLASS: Certified New Home Sales Professional (CSP) Prep Course Jan 2020
Date: January 20, 2020 - January 22, 2020
Registration: Sorry, registration is closed. Contact Ashley Valdivieso.
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 Classroom

1362 McMillan Ave, Ste 102
North Charleston, SC 29405

2nd Floor, down the hall
$400 member
$450 nonmember
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