The 12 Keys to Success in New Home Sales:  ( from the CNHS Website  ):

1

Have Confidence in Your Role ? If buyers and builders are going to have confidence in you, youve got to have confidence in your ability to benefit them. The CNHS training brings you this confidence through a thorough understanding of new home construction and sales. Further, you'll learn how to best define your role and bring real value to everyone involved.  

2

Use a Professional, Organized Approach ? One of the powerful keys to your success is found through bringing organization to the chaotic process of building and buying a new home. The CNHS training and sales system materials bring you a step-by-step approach to helping builders maximize their sales success and buyers make their best decisions. Checklists and forms are provided to organize your market research and development of marketing strategies, prospect follow-up, specifications, contracts, selections, customer service, and other areas of builder representation. When working with buyers, another series of forms and checklists help you organize pre-construction planning, design, site evaluation, cost comparison, and much more.  

3

Understand the Construction Process, Materials and Methods ? Just as we would expect someone selling computers to know the components and terminology of the products they sell, to earn the respect of builders and new home buyers, we need to have an understanding of the details and processes of residential construction. From foundations, framing and interior finish, to site design and blueprint reading, completion of the CNHS training puts you in a select group at the top of your industry in the area of construction knowledge ? knowledge that can enhance all areas of your real estate career.  

4

Understand the Sales Process ? New home sales requires an approach significantly different than that typically used for existing homes. Based on a unique "Critical Path to New Home Sales", the CNHS training and sales systems bring you a step-by-step methodology that has proven its effectiveness in markets from coast-to-coast for more than a decade.  

5

Understand the Builders Perspective ? To work effectively in any capacity with building companies, its essential to understand the real-world responsibilities of professional builders, as well as the risks and challenges they face meeting those responsibilities and achieving financial success. Throughout the CNHS training you learn to better understand and respect what good builders do, and develop the knowledge and strategies to protect the interests of both buyers and builders in the process.  

6

Understand the Buyers Perspective ? New home buyers face many challenges along the road to their new home. Using the "Six Areas of Buyer Decision-Making", you can apply the psychology of home buying to guide your customers to their best decisions. A complete series of CNHS forms and checklists integrate this approach and allow you to customize your services to truly meet your customers needs.  

7

Develop Comprehensive Market Awareness ? Since the resale market is significantly impacted by whats happening in new home developments, designs and pricing, your increased knowledge of new homes enhances your overall understanding of the real estate market. Many brokers focused on used homes only are overlooking inventory and excellent opportunities for themselves and their customers. This greater market awareness helps you stand out as a true professional who can provide the very best advice and guidance.  

8

Identify the "Right" Builders ? For many years, real estate agents have been telling me they just want to "get a builder". My typical response is that "getting a builder could be like getting a disease!" Unfortunately, working with the wrong builders not only makes your life miserable, but could also destroy your business entirely. The CNHS training gives you the knowledge and tools to separate the good builders from the bad, identify those who are best for your customers and take your business to new levels of sales success.  

9

Clarify Your Roles and Responsibilities ? Just as new home are customized to suit the needs of their owners, your services need to be tailored to meet the needs of your customers. The CNHS training teaches you to recognize the strengths, weaknesses and service needs of the builders you choose to work with. This knowledge allows you to clearly establish your roles and responsibilities up-front, minimizing unmet expectations and dissatisfaction.  

10

Use the "Counselling Approach to Sales" ? Successful selling in my opinion is founded on a philosophy that defines sales as "helping people make decisions that are good for them". Based on real-world research of the expectations and preferences of home buyers, the CNHS training introduces a sales approach based on caring about whats really best for your customers. This approach focuses on our role as a "counsellor", guiding our customers through the "Six Areas of Buyer Decision-Making", and supporting them through closing.

11

Emphasize Planning and Cooperation ? I often meet people whose philosophy is "Ill cross that bridge when I get to it". In the business of new homes, this philosophy should be re-worded to "Ill jump off that bridge when I get to it." In our "counselling" role, we need to guide our customers through the up-front planning that allows them to make their best long-term decisions. In the process, we help establish realistic expectations to assure that cooperation is maintained between buyers and builders to the benefit of all.  

12

Consistently Follow-up and Follow-Through ? We need to follow-up to maximize sales success and follow-through to maximize customer satisfaction. In our busy business world, this can only come about through discipline and applying a systematic approach. Using specially designed, customizable forms, the CNHS sales system provides the strategies and tools to keep you organized and on top of your game.