Print Page   |   Contact Us   |   Sign In   |   Join
Keyword Search
New Homes Certified Sales Professional (CSP)
Tell a Friend About This EventTell a Friend

3/16/2015 to 3/18/2015
When: March 16 - 18, 2015
9:00 am to 5:00 pm
Where: CTC-Pacific
94-487 Akoki Street
Waipahu, Hawaii  96797
United States
Contact: Barbara Nishikawa

Online registration is closed.
« Go to Upcoming Event List  

Course Overview


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

Continuing Education Credits:


NAHB Continuing Education Hours: 18.0

Designations: CGA,CGB,CSP,Master CSP

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


For Realtors: 15.0 credit hours (registered with the DCCA Real Estate Commission for the 2015-2016 biennium)

Course # C7071

Approved Provider - Shari Motooka-Higa


Course Fees:

BIA-Members: $370

Non-Members: $495



About the Presenter:

Gian Hasbrock, MIRM, CMP, MCSP, CSP, CGP, CRS, is a Sales Counselor and Broker-in-Charge for Ryland Homes' Raleigh-Durham division in North Carolina. This is his twenty-second year as a new homes specialist. Gian is an NAHB Master Instructor and is on the Institute of Residential Marketing's faculty. He was named NAHB's National Sales and Marketing Educator of the Year in 2011, and won the IRM's Trina Ripley Excellence in Education Award in 2003. Gian is author of two IRM courses, Multicultural Sales and Built to Sell. He also co-authored the Institute's CSP (Certified New Home Sales Professional) designation course as well as Effective Marketing on a Shoestring Budget.

more Calendar

CAPS I Marketing Strategies for Aging & Accessibility - October

Featured Members
Servco Home & Appliance Distribution2016 BIA President & Pinnacle Corporate Sponsor

Mahalo to our Pinnacle Sponsors


Mailing: P.O.Box 970967
Waipahu, HI 96797
Address: 94-487 Akoki Street
Waipahu, HI 96797

Tel: 808-847-4666

Follow Us
Membership Software Powered by®  ::  Legal