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Education: Certified New Home Sales Professional (CSP) 3 Day Course

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Name: Education: Certified New Home Sales Professional (CSP) 3 Day Course
Date: May 16, 2017 - May 18, 2017
Registration: Register Now
Event Description:
NVBIA's Washington Metropolitan Sales and Marketing Council encourages you to register today to take this 3 day course for new home sales professionals with Rich Rudnick, NAHB National Sales Manager of the Year and Dick Bryan, GALA Lifetime Achievement award winner.

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
Continuing Education Hours: 18.0
Designations: CGA,CGB,CSP,Master CSP
Continuing Education Credits: CAPS, CGA, CGB, CGR, GMB, CSP, Master CSP, CMP, MIRM

No onsite registration.
Registration Deadline May 9, 2017.

 
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Location:
Ferguson Enterprises
13890 Lowe Street
Chantilly, VA 20151
Date/Time Information:
Tuesday, Wednesday & Thursday, May 16th, 17th & 18th.
8:45 am registration
8:30 am to 4:30 pm class
You must attend all 3 days of class and pass the test to receive credit.
Contact Information:
Briggitt Rutherford
Fees/Admission:
$295 Member Rate
$395 Non Member Rate
No onsite registration.
Registration Deadline May 9, 2017.
Continuing Education Units:
18
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