The Challenge of New Home Sales

 Improve your business operations, Realtor® relations, and customer follow-up by integrating your sales force into an overall marketing plan.  This course emphasizes five basic principles of strategic sales management and teaches you how to get the most from every member of your team.  As a graduate of this course, you will be able to:

• Implement an improved approach to sales management
• Set goals for your sales management
• Manage the sales process
• Manage prospects, customers and owners
• Assemble an appropriate sales staff
• Create training opportunities, equip staff for success and provide guidance to staff

Lifestyle Merchandising, Advertising & Promotion Strategies

 This course offers participants an array of strategies to enhance their promotional efforts.  It explores the selling power of merchandised models designed to showcase the lifestyle benefits of a new home.  It covers a variety of advertising media alternatives, public relations ideas and sales center design techniques that appeal to target markets, optimize traffic flow and increase sales.  As a graduate of this course, you will be able to:

• Complete the steps in the promotional planning and budgeting process
• Evaluate various media advertising options used to implement promotional strategies
• Execute public relations activities and organize them into a comprehensive strategy
• Implement merchandising techniques and approaches in promotional strategies
• Use sales centers in promotional strategies and learn various ways to approach them

Continuing Education Hours: 12.0

Designations: CMP,MIRM

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

Marketing Strategies, Plans & Budgets

 Do you want to find and take advantage of market opportunities for your company?  Designed for mid- to large-volume builders, this course will show you how to maximize results from every dollar you spend on marketing.  With optimum product placement, pricing and promotional tactics, you can plan future results with confidence.  As a graduate of this course, you will be able to:

• Understand the key relationships that should exist among company strategy, finance and marketing
• Define marketing and its three levels of detail from promotion through company strategy
• Apply the key relationships among company vision, value and volume as related to key drivers of company strategy
• Use three competitive strategies and understand their impact on company marketing strategy
• Connect the contributions of place, product, price and promotion to marketing strategy
• Identify the financial results of marketing decisions
• Distinguish the challenges of growth to marketing management
• Implement a complete system of reports with which to control marketing management

Continuing Education Hours: 12.0

Designations: CMP,MIRM

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

Understanding Housing Markets & Consumers

 Learn how to find the information that's critical to your business. You'll gain knowledge of the demographic, economic and psychographic factors that affect housing supply and demand. You'll also learn to employ a model that projects opportunities for specific local markets. As a graduate of this course, you will be able to:

• Affirm the importance of market research to new home sales marketing and sales programs
• Recognize the essential elements of market research
• Use an absorption model to predict potential new housing demand and absorption rates in a defined target market area

Continuing Education Hours: 12.0

Designations: CMP,MIRM

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