CSP Designation
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!
Benefits of the CSP Designation:
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Improved sales and marketing skills |
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Increased industry marketability |
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Enhanced professional image |
Interested in becoming a CSP?
CSP Course
This comprehensive new home sales training course helps participants master the critical path to successful selling, from greeting to closing. They’ll learn the advanced techniques and consumer psychology used by seasoned real estate experts, and will gain a broad understanding of how the home building business works, including the financial and legal aspects of new home sales.
MCSP – Master Certified New Home Sales Professional
Upon completion of the CSP course, one is eligible to continue on in the MCSP program, in pursuit of the Master Certified New Homes Sales Professional designation.
Additional courses to complete include:
House Construction as a Selling Tool
Designed with sales in mind, this course provides an overview of the process of planning developments and individual homes. It also reviews types and methods of construction, expanding your knowledge of the building process to enhance your future effectiveness in your sales career.
Essential Closing Strategies
This course teaches the essential closing strategies for new home sales professionals. Through the application of a systematic approach to minimizing objections, proven situational techniques and practical exercises, students will learn strategies and dialogue necessary for success in closing.
MIRM Designation
The Member, Institute of Residential Marketing (MIRM) designation
is the most prestigious designation offered by the Institute of
Residential Marketing (IRM). The MIRM is the top-level of achievement
for professionals in new home marketing.
Benefits of the MIRM Designation:
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Increased marketability in the industry |
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Enhanced professional image |
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Enhanced sales and marketing skills |
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Increased networking opportunities |
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Subscription to bi-monthly, award-winning Sales + Marketing
Ideas
Magazine |
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Listing in the Institute of Residential Marketing Directory |
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Honored at the IRM Commencement Breakfast during the
International Builders' Show (IBS) |
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Eligible to take MIRM ProEd continuing education classes |
Interested in becoming a MIRM?
Requirements include completion of all four IRM courses in the program,
although it is not necessary to take them in order.
IRM Course Descriptions
IRM I – Understanding Housing Markets
and Consumers
This seminar presents important marketing research principles and
methods available to the home building industry. Learn to gather
and use demographic, psychographic and economic data to better evaluate
local market potential and consumers and then match your product
offerings to market needs. The course integrates this information
through a model that predicts housing demand within specific sites
in local markets.
IRM II – Marketing Strategies,
Plans & Budgets
In this course, learn how to select the best market opportunities
in order to develop appropriate marketing plans and budgets. The
course work integrates profit planning and competitive strategy
and customer desires through the selection and development of product,
pricing, place and promotion tactics.
IRM III – Lifestyle Merchandising,
Advertising & Promotion Strategies
This course helps participants plan and implement more effective
advertising and promotion campaigns using proven marketing, advertising,
and public relations and on/off-site merchandising techniques. In
addition, attendees discover how to design sales centers and models
that appeal to their target market, optimize traffic flow, and work
as important sales tools.
IRM IV – The Challenge of New Home
Sales Management, Strategies, and Training
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. Learn how to get the most from every member of
your team!
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