CSP Courses I, II, & III 

CSP I: October 15th, 2014
CSP II: October 22nd, 2014
CSP III: October 29th, 2014

All Courses (Members) - $300.00
All Courses (Non-Member) - $375.00

Individual Courses (Members) - $125.00                               Individual Courses (Non-Members) $150.00

*To receive continuing education credits only, you may pick which course(s) you would like to attend. To receive the designation, you must attend all 3.  

*costs include Continental Breakfast & Lunch*

CSP I: The Art and Science of Selling - October 15th, 2014
In this Certified New Home Sales Professional (CSP) module, you will tap in to the psychology of the customer, learning their decision-making processes, personality types and communication styles. You will gain a comprehensive understanding of the skill sets a new-home sales professional must possess, including time management, knowing the differences between selling new and resale homes and ways to tailor sales presentations for an increased closing ratio. This module also covers the “Critical Path to Successful Selling.” 

CSP II: Understanding New Home Construction - October 22nd, 2014
In this Certified New Home Sales Professional (CSP) module, you will gain a comprehensive understanding of new home construction and learn how to use this knowledge as a sales tool. This module covers basic construction terms, construction features that benefit the home buyer, steps of the builder’s decision making and development process and how to effectively communicate these concepts to buyers. You’ll also learn to identify financing options for new home buyers.

CSP III: Selling Skills for New Home Sales Professional - October 29th, 2014
In this Certified New Home Sales Professional (CSP) module, you will learn the advanced techniques used by real estate veterans for greeting, closing and overcoming objections. This module covers the phases of the sales process, ways to successfully demonstrate features and how to use the home’s area and community as a selling point. You will explore ways to earn trust, identify needs and “service the sale.”  You’ll also learn to use follow-up systems to increase sales along with final walk-through and call-back procedures.

About the Instructor

Dottie Fawcett, MIRM, is the Executive Vice President of the Home Builders Association of Bucks and Montgomery Counties in Pennsylvania. She is a lead instructor for Lifestyle Merchandising, Advertising & Promotion (IRM III), Co-instructor for Understanding Housing Markets and Consumers (IRM I), lead instructor for Certified New Homes Sales Professional (CSP) and Essential Closing Strategies for the University of Housing of NAHB. Prior, Dottie was the Regional Sales Manager for Constellation Web Solutions working with builders across the U.S.

Dottie chaired the Membership committee for the HBA of Delaware and served on the Board of Directors for many years. She was also an integral part of the Sales & Marketing council.

The instructor fee is being donated to the Gregg Bittner Project. Gregg is a custom builder who has severe MS and can no longer work and live in his current home.