This is a three-day course. Class days are June 11, 18 and 24. 

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 four-part 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

Designations: CGA, CGB, CSP, MCSP

Certified Master Builder Credit: 24 hours Business Management