The Certified New Home Sales CSP LogoProfessional (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!

Check out the HBAA Calendar for a class near you! You can also take classes online 24/7 with HBAA's Builder University.

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 four-part course, you will be able to define and describe the:

• Qualifications and characteristics of a new home salesperson
• Differences between selling new homes & resale homes
• Role of the Critical Path to Successful Selling in the new home sales environment
• Basic steps of the builder’s decision making & development process
• Basic construction features that benefit the home buyer
• Builder’s marketing approach & 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 & qualifying potential buyers
• Legal aspects of the real estate business & 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

Designations: CSP, Master CSP

Curriculum & Other Requirements:
Take Certifiied New Home Sales Professional Course (24 hours)
Pass accompanying test

Associated fees:
Course Fee: determined by the HBA
No profile/Application fee
Annual renewal fee
$25.00 NAHB Member
$55.00 non-NAHB Member

Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB, CSP, Master CSP, CMP, MIRM
2 CE credits every 3 years
Check out HBAA's Builder University for online CE credits available to you 24/7!

For more information about this item, please contact The Professional Designation Helpline at 800-368-5242 x8154 or via e-mail at This e-mail address is being protected from spambots. You need JavaScript enabled to view it .