CSP

Tampa Bay Builders Association Presents:

in association with the National Sales and Marketing
Council

Certified New Home Sales Professional
Certification
CSP

*LIMITED SEATING*

IRM's CSP course is an industry-recognized designation program where sales professional learn the tools and techniques for selling new homes. Required by many builders around the country for their sales staff, the CSP designation is a must-have credential. And by learning how the home building business works - from legal and financial matters, to building materials and construction, to closing - you will better articulate the unique benefits that encourage prospects to buy.

John is phenomenal! When he leaves, I have a multitude of requests from the participants who attended his CSP program to get him back and quick! John clearly presents a dynamic sales training program!
~ Mike Boylan, Director of New Home Sales - Sales and Marketing Council
~ Canton, Ohio

As a CSP designee, you will increase your marketability in the home building industry.

The Certified New Home Sales Professional (CSP) designation is the first designation available through The Institute of Residential Marketing. CSP was designed for specialists in new home sales to enhance their professional image, increase their marketability in the home building industry and sell more homes!

I was extremely impressed with John Palumbo's professionalism and methods for coaching my sales team to become even better. This was the first time in my history as a developer that a salesperson had come up to me and said, "Thank you." Not only did the sales team love attending John's seminar, but they have asked me to invite him to do an encore.
~ Gil Dezer, President - Trump Grande International

~ Miami, Florida

Course Description (24 credit hours):

Master the critical path to successful selling from greeting to closing at this information-packed new home sales training course. You’ll 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. Home construction, financial, and legal aspects of new home sales are also covered. Counts for a maximum of 10 elective credits towards the MIRM and CMP designations.

Sharpen Your Skills
You will learn and practice the natural and logical process of home selling using a proven sales process - greeting, qualifying, demonstrating, handling objections, and closing - to meet your goals.

Relate To Your Customer
You will discover how to motivate buyers by understanding their psychological needs and desires. You will study market research that provides insight into your customer's buying process and learn how to close the sale based on this information. You will also learn how to translate the details of home construction into benefits that encourages prospect to buy.

Distinguish Yourself Through Superior Customer Service
You will master the art of keeping Buyers happy during and after the sale and learn proven techniques to produce qualified referrals. You will also learn how to apply fair housing laws to real-life situations, discover new ways to use financing as a sales tool, and the important difference between selling new homes versus resale homes.

Inspirational, Educational, Clear and Concise.....
John is truly the guru of new home sales. No other new home sales training can begin to compare to what he provides. I consistently have him train my team of sales professionals. His experiential story-telling methods makes remembering and applying sales techniques a cinch. Because of John's seminars, we have increased our sales and ignited our enthusiasm!
~ Mike Friday, Owner - Woodland Homes
~ Huntsville, Alabama

Benefits of the CSP Designation:

• Improved sales and marketing skills

• Increased marketability in the industry

• Enhanced professional image

About the host:

John A. Palumbo, MIRM

Sales expert, speaker, author, and entrepreneur, John A. Palumbo takes individuals and organizations to a new dimension in selling. Known for his sales success, as a preferred trainer for the National Association of Home Builders and for his dynamic and visionary seminars, John brings unforgettable humor and animation to the CSP program to wake up your sales force.

John speaks from a lifetime of experience of sales and marketing. He is approaching a billion dollars in sales, and he helps others exceed their sales goals. He is a recipient of The National Association of Home Builder’s Sales Manager of The Year Award, a featured speaker at the 2006 International Builders Show Super Sales Rally and is a prominent Member of and Instructor for the Institute of Residential Marketing.

As founding professor for Sterling Learning Seminars, an idea studio for sales and marketing management, he hosts “Selling on Stage”, an advanced sales training program for companies all across the nation.

Entertaining and educational...WOW what a combination! John is enthusiastic and very easy to work with. We were so thrilled with his presentation style that we immediately booked him for another engagement! I highly recommend John for anyone interested in improving their sales staff.
~ Linda Carton, Director of Associate Services - Home Builders Association
~ St. Louis, Missouri

Date & Location:

Date:	August 21 through 23, 2006
Time:	8:00 a.m. - 5:00 p.m.
Location:	TBBA Auditorium 2918 W. Kennedy Blvd Tampa, FL 33609
Cost:	Members: $395 Non Members: $415
Contact:	Tampa Bay Builders Association Krista Kluding (813) 873-1000
Email:	Krista@tbba.net

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Name
Email
Zip

John Palumbo (904)448-1100

10175 Fortune Parkway, Suite 101

Jacksonville, FL 32256

PalumboJ@aol.com