IRM Courses for March, April and May
Check out the latest IRM Course Schedule! Listed below are all the courses that will be occurring through April.
Contact the person listed under the course and date you would like to sign up for to register for a specific course offering. Click on the course title for more general information.
Built to Sell: The Partnership of Market and Design
(formerly titled Market Focused Residential Design)
Missing the connection between your market and residential design is like shooting yourself in the wallet. This course equips you with a comprehensive, market-driven residential development plan that helps you pick the right site, identify your probable purchasers and design communities and homes that they will want to buy.
None scheduled at this time.
Certified New Home Sales Professional (CSP)
Master the critical path to successful selling from greeting to closing at this information-packed new home sales training course. You’ll 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. Home construction, financial, and legal aspects of new home sales are also covered. Counts for a maximum of 10 elective credits towards the MIRM and CSP designations.
Understanding Housing Markets and Consumers (IRM I)
Discover the demographic, economic and psychographic factors affecting housing demand and supply as well as consumer choices. This course outlines the principles and methods of market research in the home building industry. This course uses a model for predicting the demand for housing in local markets and specific sites.
Marketing Strategies, Plans, and Budgets (IRM II)
Participants learn how to select the best market opportunities in order to develop appropriate plans and budgets for their companies. The course work integrates profit planning with competitive strategy and customer desires through the selection and development of product, place and promotional tactics.
Lifestyle Merchandising, Advertising, and Promotion Strategies (IRM III)
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, you’ll discover how to design sales centers and models that appeal to their target market, optimize traffic flow, and work as important sales tools.
The Challenge of New Home Sales Management (IRM IV)
This program emphasizes the five fundamental principles that integrate the sales force into the overall marketing program – defining a clear sales plan, providing adequate guidance to implement the plan, using sales compensation as a management tool, integrating the experience of the sales manager, and maximizing the involvement of the sales manager in all marketing and sales activities.
Effective Marketing on a Shoestring Budget
This program will present marketing and sales ideas for small volume builders and builders with minimal marketing budgets. The program will help attendees determine who their potential market is and market product. How to promote business, improve sales techniques, and use brokers more effectively will be thoroughly discussed in this not-to-be-missed program.
Essential Closing Strategies
This course teaches the essentials of 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 the dialogue necessary for success in closing and handling objections.
House Construction as a Selling Tool
This course takes the student through the total process of building a home, and explains how to turn that knowledge into a selling tool. This course is designed to give more detail, more information and more advantage in new home sales careers.
None scheduled until June.
Increased Profits Through Effective Builder-Broker Cooperation
Builder and Realtor® relationships are often contentious. They don’t have to be. This course shows builders how to profit from alliances with brokers. Topics include the differences and similarities between the two parties, broker selection and specific ways to interact for mutual benefit.
None scheduled until June.
Multicultural Sales Techniques and Strategies (NEW)
This course provides your entire building/remodeling sales and marketing team with an understanding of our culturally diverse home buying market and practical tips for communicating effectively with the multicultural client.
Click here for a full list of NAHB courses. To find out more about NAHB's designations, contact the Professional Designation Helpline at 800-368-5242 x8154 or via e-mail at designations@nahb.com.
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