3 – Day Certified New Home Sales Professional (CGA, CGB, CSP, MASTER CSP)
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
This course qualifies for: •18 NAHB CE for: CAPS, CGA, CGB, CGR, GMB, CSP, Master CSP, CMP, MIRM
Texas Real Estate Commission CE Approval Pending: Course Provider Number: #XXXXX