Certified New Home Sales Professional (CSP)-CLASSRM


November 4, 8:00 am - 5:00 pm
November 5, 8:00 am - 5:00 pm
November 6, 8:00 am - 5:00 pm


BIA of Clark County: 103 E 29th St, Vancouver, WA 98663


Member: $500 / Nonmember: $750

This course qualifies for:

  • 24 Real Estate Clock Hours WA DOL~ BIAW
  • 18 CE, National Association of Home Builders (NAHB) ~ NAHB


Master the craft of successful selling. This professional-level course is designed for specialists in new home sales. You will 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.

As a graduate of this course, you will be able to define and describe the:

  • Qualifications and characteristics of a new home salesperson
  • Differences between selling new homes and resale homes
  • Role of the Critical Path to Successful Selling in the new home sales environment
  • Basic steps of the builder’s decision making and development process
  • Basic construction features that benefit the home buyer
  • Builder’s marketing approach and the impact the new home salesperson has in the marketing process
  • Impact of consumer behavior on the new home selling process
  • Basic elements of effective communications in the selling environment
  • Importance of prospecting in searching for and qualifying potential buyers
  • Legal aspects of the real estate business and fair housing guidelines


You will also gain the following skills:

  • Greeting and qualifying a prospective buyer
  • Using the area and community as selling point
  • Successfully demonstrating the product
  • Handling objections
  • Reducing the process to writing
  • Successful closing
  • Basic new home financing
  • Using follow-up systems to increase sales
  • Final walk-through and call-back procedures


Instructors: Dave Porter, CAPS, CGA, CGP, CMP, MIRM