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Certified New Home
Sales
Professional (CSP)
*LIMITED
SEATING*
Click here for information on the
upcoming HBA of Greater Savannah
course
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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.
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"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 of
The Building Industry
Association of Stark County
-
Canton,
Ohio
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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!
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"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
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Course
Description:
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 12 elective credits towards the MIRM and CMP
designations.
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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.
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"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
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Benefits of the CSP
Designation:
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Improved sales and marketing
skills
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Increased marketability in the
industry
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Enhanced professional
image
Learning Outcomes:
Knowledge and
understanding
of:
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Qualifications and
characteristics of a new home
salesperson
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Differences between selling
new homes and resale
homes
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Role
of the Critical Path to Successful Selling in
the new home sales
environment
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Basic
steps of the builder's decision making and
development process
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Basic
construction features that benefit the home
buyer
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Builder's marketing
approach and the impact the new home sales
person has in the marketing
process
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Impact
of the consumer behavior on the new home
selling process
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Basic
elements of effective communications in the
selling environment
About
the host:
John A.
Palumbo, MIRM
John
Palumbo is CEO of The Sales DNA
Institute, an idea studio and research
laboratory for sales and marketing management. Since
1985, he has presented hundreds of dynamic, visionary
speeches and seminars internationally on the science of
sales and influence. John is a member of the National
Speakers Association and brings humor and animation to
the platform to help others exceed their sales
goals.
John has
been instrumental in restructuring the Sales DNA of
thousands of individuals from small, family run companies to
large scale developers such as Trump Grande International.
He has the ability to take individuals and organizations to
new dimensions of selling excellence. With more than three
decades of selling experience, John has closed over one
billion dollars in real estate sales.
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John is recipient of The
National Association of Home Builders’ Sales
Manager of the Year Award and The
Million Dollar Circle
Lifetime Award. He is a prominent
member of the Institute
of
Residential
Marketing and has been an instructor
for the institute for more than 15 years.
John is invited repeatedly as a guest
speaker at conferences and national
conventions including IBS, Super Sales
Rally, SEBC and the Midwest Builders’
Conference, just to name a
few.
He is author of
The Closing Numbers,
Close and Grow Rich, Selling at the Bottom of the
Market, and his
bestseller,
What’s Your Sales
DNA? Additionally, he
appears regularly on the WJXT Morning Show in
Jacksonville as their
financial guru –
“The Investment Gambler.”
John
travels year round gathering Sales DNA
research and makes it home occasionally
to Jacksonville
,
Florida
.
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"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
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Contact
John Palumbo
Click Here for
Additional Events
If you can't attend but
want to receive updates from John,
sign up for the Selling
On Stage Newsletter
Copyright © 2015 Theater of the Mind
Productions
John Palumbo
(904)448-1100
10175 Fortune Parkway, Suite
101
Jacksonville, FL 32256
PalumboJ@aol.com
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