By Bob Hafer MIRM, CSP
Q: What are the best designations that Realtors and Site Agents can earn in this current real estate market?
A: I recommend Realtors and site agents consider earning both the Certified Sales Professional (CSP) and the Master Certified Sales Professional (MCSP) from the National Association of Home Builders (NAHB). Whether they are experienced real estate agents or newcomers, the challenge of selling homes in this demanding market is becoming increasingly difficult. These two courses allow Realtors and site agents the opportunity to deepen their knowledge of sales and construction, gather new ideas about marketing, expand their knowledge of financing, and learn specific selling skills required to succeed under current market conditions. Both courses do an excellent job of acquainting Realtors and site agents with the factors and forces that influence home sales from a consumer’s point of view. For Realtors either designation will enhance their professional image and increase their marketability among builders. But more importantly, the CSP and MCSP designations will help both Realtors and site agents sell more homes.
Q: Where do we go to get them?
A: The best place to get information on both the CSP and MCSP designations is through The Northeast Florida Builders Association (NEFBA) website or you can go to the NAHB website. The NAHB website includes information on a variety of educational programs and I’m quite sure the NEFBA website offers the same benefit. I recommend you bookmark those two websites as favorites and return often because both sites are updated frequently. Additionally, I recommend Realtors and site agents become members of both the local and national Sales and Marketing Council (SMC) of the NAHB. The cost is very reasonable and you receive notice by email of all upcoming educational events. In addition, you’re invited to monthly meetings where you can network with other on-site sales agents, Realtors, suppliers, mortgage companies and learn from some of the country’s top new home sales trainers.
Q: What is the cost?
A: I’m reluctant to provide a course fee because costs are determined by each local Home Builders Association (HBA). Costs do change from year-to-year, so it’s best to contact NEFBA to determine current fees. But your question on costs reminds me that behind every successful person is a story of education, training, practice and sacrifices. A better question to ask is, “Are you willing to pay the price?” Many people who read this article will set it aside and do nothing, but some will make a decision to further their education. Education is the foundation on which a successful career is built. The more education someone secures the stronger their foundation will be. Cost should never be the issue because money comes and goes but education is forever.
Q: What is the value of these designations weighed against the cost?
A: John Wooden, the legendary coach of UCLA who won 10 NCAA championships, said, “If I’m through learning, I am through”. This is good advice to live by because people who have more education have a tremendous advantage over people who don’t. And though it may cost money to acquire knowledge, the truth is that simple behaviors such as attending classes and training programs can substantially increase sales and income. When you weigh cost against knowledge the scales of success will always favor the person with more knowledge.
Bob Hafer’s 36 years as a leader in the new home building industry have given him an unparalleled insight into the mysteries of successful home sales. He has been a speaker and panel member at numerous NAHB Conventions. Bob holds NAHB’s prestigious designations as a Member of the Institute of Residential Marketing (MIRM) and Certified Sales Professional (CSP). In 2006 Bob authored ‘Building Results - The Ultimate How to Guide for New Home Sales’.
Robert E. Hafer
972-795-5926
www-BobHafer.com