REGARDING TRAINING  "There is no better return on your investment than the money you invest in training.  IF YOU THINK TRAINING IS EXPENSIVE, think of the alternative of having poorly trained employees in a world where market shifts and technology change the way we do business daily in this highly competitive industry."

Check www.NAHB.org for a schedule of the following NAHB University of Housing professional designation courses taught by Roger and other NAHB Approved Instructors: Essential Closing Strategies, Market Focused Residential Design, Customer Service, Introduction to Business Management, Off-Site Project Management, On-Site Project Management, Selling To the Active Adult, Sales and Marketing for Remodelers, Working with and Marketing to Older Adults, Graduate Master Builder, Certified Graduate Builder, Certified Graduate Remodeler. 

Join Roger and your Industry friends at the following Educational Programs:

• NEW PROGRAM: Sales in a Slump?  Re-energize Your Sales Force

Today’s highly competitive business environment does not allow for Sales Force complacency in your Company.  After an unprecedented number of years in a “Sellers Market” many seasoned Salespeople have lost their competitive edge and new Salespeople entering the industry were not trained to deal with the “Buyers Market” that presently exists.  Today’s top Professional Salespeople have gone back to practicing the basic principals of selling and are achieving outstanding sales success in these difficult times.

Before you engage a National Sales Trainer to work with your sales team, consider the fact that many of the Nation’s most popular trainers have not personally sold a home in many years.  And today’s buyers expect and demand a higher level of professionalism from your Salespeople.  The traditional “Critical Path” of the selling process died at the turn of the millenium as technology and the World Wide Web gave access to nearly all the information a prospective buyer would need to make a buying decision.

 If you are interested in re-energizing your Sales Staff, we suggest you invest in a half day “Real World” sales training workshop titled “Achieving Outstanding Sales Success in Today’s Highly Competitive Marketplace” taught personally by a Salesperson that is in the trenches daily increasing performance with sales teams for many of the Nation’s “Best Practice” Builders, Developers and Brokers.  Roger has been honored by NAHB as the Nation’s Top Salesperson, Top Sales Manager, CSP (Certified New Home Sales Professional) and is an “Excellence in Education” Award Recipient.  Compare Roger’s credentials with other industry trainers you are considering and then contact us to discuss your challenges and set a date to present this cost effective powerful re-energizing workshop guaranteed to get your Salespeople back on the track to achieving outstanding sales results

 All courses are taught by ROGER FIEHN (who continues to sell several million dollars of new homes each year himself) and has achieved NAHB professional designations and awards such as:

• MIRM (Member of the Institute of Residential Marketing)
• C.M.P. (Certified Marketing Professional)
• M.C.S.P. (Master New Home Sales Professional)
• C.S.P. (Certified New Home Sales Professional)
• NATIONAL Salesperson of the Year
• NATIONAL Sales Manager of the Year
• Lifetime Multi-Million Dollar Annual Sales Achiever
• University of Housing prestigious "EXCELLENCE IN EDUCATION" Award

"There is no better return on your investment than the money you invest in training.  IF YOU THINK TRAINING IS EXPENSIVE, think of the alternative of having poorly trained salespeople in a world where market shifts and technology daily change the way we must sell."

FOR A PROPOSAL regarding this highly effective timely sales training course specific to your Company needs contact Roger at 281-481-0831 ext. 1.

 

• Business Management for Building Professionals:

  This course provides you with a foundation in best business practices.  These methods are practiced by Industry Leaders, but they are equally valuable to smaller businesses.  Topics include developing a business plan, strategies and techniques for building a viable profitable business, organizing, staffing/directing and controlling, using sample forms and case studies,  in addition to engaging in direct discussion of business issues and challenges.

  8 Designation Credit: CAPS, CGA, CGB, CGR, Master CSP

  8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

Dates and Locations TBA

• Certified New Home Sales Professional:

  This comprehensive new home sales training course will help you master the critical path to successful selling from greeting to closing.  You'll learn the advanced techniques and consumer psychology used by seasoned real estate experts, and will gain a broad understanding of how the home building business works, including a construction process overview, financial and legal aspects of new home sales, and the art of customer service.

  24 Designation Credit: CSP, Master CSP     

  24 Continuing Education Credit: CMP, MIRM

• Customer Service:

  Keep your clients happy before, during, and after the sale by learning to successfully manage every phase of customer interaction:  from the initial contact, through construction, the warranty period, and beyond.  Success in home building requires more than skill with sticks and bricks.  It also requires people skills.  This course will help you hone these vital skills, as well as take you through successful planning, execution, and follow-up of your projects.  Your buyers will be spreading good news about your building company for many years to come.

  8 Designation Credit: CGA, CGB, CGR, Master CSP

  8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

Dates and Locations TBA

• 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 analyze target markets.  How to identify competitive advantages, promote their business, improve sales techniques and use brokers more effectively will also be thoroughly discussed in this not-to-be-missed program.

8 Designation Credit: CMP, Master CSP, MIRM     

8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

• 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 dialogue necessary for success in closing and handling objections.

  8 Designation Credit: Master CSP

  8 Continuing Education Credit: CMP, MIRM

• House Construction as a Selling Tool:

  This Advanced Level course takes the student through the total process of planning developments and building a home, and how to turn that knowledge into a selling tool.  Advanced Level courses are designed to give more detail, more information and more advantage in new home sales careers.

  16 Designation Credit: Master CSP     

  8 Continuing Education Credit: CMP, MIRM

• Increase Profits through Effective Builder-Broker Relations:

This Institute of Residential Marketing (IRM) half day course was developed to foster better understanding between REALTORS and builders in order to increase mutually beneficial business relationships.  This course specifically looks at the working connection between builders and brokers, and outlines the obvious benefits for cooperation between the two.  The program is tailored for builders, builder representatives, real estate brokers or anyone who is interested in learning more about the important dynamic of the builder/broker relationship.  It provides the basis for proper understanding and details how to use that knowledge for effective home sales and greater profits.

4 Designation Credit: CMP, Master CSP, MIRM     

4 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

• IRM I:  Understanding Housing Markets and Consumers

This first IRM course presents research principles and methods for new home sales.  Learn to gather and evaluate demographics, psychographics and economic data.  Then relate historical and current data to your local market to project trends and understand consumer motivation. 

Designation Credit: CMP, MIRM     

8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

• IRM II:  Marketing Strategies, Plans and Budgets

This second IRM course focuses on developing a dynamic marketing plan and preparing a budget by implementing product,  placement, pricing, and promotional tactics.  Learn how to select the best market opportunities in order to develop appropriate plans and budgets for your company. 

Designation Credit: CMP, MIRM     

8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

• IRM III:  Lifestyle Merchandising, Advertising and Promotional Strategies

Third in the IRM course series in this course you will learn to develop and implement effective advertising and promotional campaigns using proven techniques.  In addition you'll discover how to design sales centers and models that appeal to your target market and optimize traffic flow.

Designation Credit: CMP, MIRM     

8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

• IRM IV:  The Challenge of New Home Sales Management 

This final course of the IRM series emphasizes the five fundamental principles that integrate the sales force into the overall marketing program: preparing a sales plan, providing 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.

Designation Credit: CMP, MIRM     

8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

• Built to Sell:

  The Built to Sell course enables students to translate market research and site data into an actual site plan and architectural design.  Working with buyer profiles and examples of real life case studies, this NEW program focuses on synthesizing market research and creating a home design, which is intended to satisfy the needs of a targeted customer.

  8 Designation Credit: CMP, Master CSP, MIRM     

  8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB, CSP, Master CSP

• Off-Site Project Management:

This course focuses on skills needed for successful off-site production operations management,  covering all three phases of a successful venture:  planning, implementation, and evaluation.  The course includes an in-depth overview of site conditions and layout, effective office and client communications, quality control standards, scheduling, and documentation. Participants are encouraged to bring samples of governing policies, procedures, and customer relations plans for review by both the instructor and colleagues.      

8 Designation Credit: CGA, CGB, CGR

8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

Dates and Locations TBA

 

• On-Site Project Management:

  This course focuses on the role of the on-site production operations management, directly supervising work while coordinating with personnel.  Participants will review all three phases of a successful planning project:  planning, implementation, and evaluation.  The course includes an in-depth overview of site conditions and layout, effective office and client communications, quality control standards, scheduling, and documentation. Participants are encourages to bring samples of governing policies, documentation, and customer relations plans for review by both the instructor and colleagues.

  8 Designation Credit: CGA, CGB, CGR

  8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

• Sales & Marketing

  This course emphasizes the importance of researching your marketplace and choosing the right niche for your building company  to turn your business into a profitable, market-driven enterprise.  

  8 Designation Credit: CGA, CGB, Master CSP 

  8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

Dates and Locations TBA

• Sales & Marketing For Remodelers

  To survive and thrive in today's highly competitive service industry, a Remodeler requires a constant supply of leads and clients.  This course helps Remodelers build positive reputations and contented customers in their communities.

  8 Designation Credit: CGA, CGR 

  8 Continuing Education Credit: CAPS, CGA, CGB, CGR, GMB

Dates and Locations TBA

• Working With and Marketing to Older Adults:

  Seventy-seven million potential customers are waiting to hire your company.  Many Baby Boomers approaching retirement age have decided to stay in their own home longer.  As a result, homes adapted to the needs of older homeowners constitute a rapidly growing segment of the remodeling market.  Learn how your firm can identify the needs of an aging population and cash in through effective advertising, sales strategies and word-of-mouth.

  8 Designation Credit: CAPS    

  8 Continuing Education Credit: ASID, CGA, CGB, CGR, GMB

Dates and Locations TBA

Also don't miss the NSMC and IRM activities at the following:

• 2009 International Builders Show / Las Vegas-January 17-23.

LEADERSHIP/EXECUTIVE SEMINARS-WORKSHOPS

        The following Skill Building Seminars and Workshops are available for customized presentation for your Company:

• One day "ORGANIZING YOUR SMALL BUSINESS TO ENSURE SUCCESS" Seminar

CONTENT:  Participants benefit from this in depth seminar by learning how to maintain their sanity while accomplishing the multitude of tasks running a successful home building/development business in our highly competitive environment requires. 

WHO WILL BENEFIT BY ATTENDING:  Small Volume Builder/Developer Principles (and Spouses), Accounting and Administrative support persons, Project Managers, Real Estate Lenders and all others whose financial success relies on sound business planning.

SUBJECTS COVERED:

• Knowing when and when not to hire additional people.
• The 5 operational reports you must have to lower risk.
• How to get the best out of your people and vendors.
• What you must know about your buyer before you build.
• Attracting, hiring and managing quality trades people.
• Operational systems that keep construction costs in line.

LENGTH/FEE:  Full day seminar includes 50 page participant workbook/planning guide.  $498   Condensed program available for "Keynote" speaking events.

LOCATIONS:

Atlanta	Chicago	Dallas
Denver	Honolulu	Las Vegas
Los Angeles	Mexico City	Miami
Phoenix	Washington D.C.

        Contact us for presentation dates.

• "BUILDING A WINNING TEAM THROUGH EFFECTIVE RECRUITING, HIRING AND MANAGING" Seminar

CONTENT:  Participants benefit from this in depth seminar by learning how to successfully recruit, interview, screen, hire, train, hold accountable, compensate and retain bright, loyal, dedicated team players for all levels of the organization. 

WHO WILL BENEFIT BY ATTENDING:  Builder/Developer Principles, Executive Officers, Human Resource Directors, Division/Project Management and all others whose success relies on the performance of the team members they are held accountable for managing.

SUBJECTS COVERED:

• Knowing when and when not to hire additional people.
• Where and how to find the best candidates.
• Screening processes that save time and lower risk.
• How to conduct effective interviews.
• Mentoring, managing, monitoring and holding accountable.

LENGTH/FEE:  Full day seminar includes 50 page participant workbook/planning guide.  $498  Condensed program available for "Keynote" speaking events.

LOCATIONS:

Atlanta	Chicago	Dallas
Denver	Honolulu	Las Vegas
Los Angeles	Mexico City	Miami
Phoenix	Washington D.C.

        Contact us for presentation dates.

SALES/MARKETING SEMINARS-WORKSHOPS

• "EFFECTIVE SALES AND MARKETING STRATEGIES TO INCREASE REVENUE AND PROFIT IN TODAY'S TOUGH MARKET" Symposium

  During this fifth annual event TOP DECISION MAKERS will learn the latest training edge techniques to turn inventory more quickly, streamline sales and marketing operations, and lower costs from 10 Distinguished Sales & Marketing Experts.

  Monday, Tuesday, and Wednesday's presenters will discuss the latest market research, product development, strategic planning, budgeting, virtual reality, and website technology while Thursday and Friday the latest in sales recruitment, training, motivation and management techniques will be covered.

  Experts will be available each day during breakfast sessions to work individually with attendees on solving challenges specific to your company and market.  Bring your research plans, budgets, model park layouts, signage designs, interior merchandizing layouts, collateral materials, display ads, video tapes, CD's, radio/TV commercials, direct mail newsletters, and any other sales and marketing materials for objective evaluation.

  VERY LIMITED ENROLLMENT! Symposium fees:  3 day Marketing Segment $1695.  2 day Sales Segment $1195.  Five day package $2095.  (Guest or Spouse may audit free).  Special group lodging rates available at nearby 5 Star Caribbean Beachfront Resort on spacious 2 bedroom 2 bath fully furnished condominiums that easily sleep 6 persons.  Sunfish sailboat, snorkel gear, bicycles, tennis racquets, etc. included.  Walk to golf course, marina, restaurants.

  2008 "Builder 100" Sales and Marketing Executives Symposium to be held in Cancun, Mexico October 15-19!

  SOLD OUT!

• "SALES MANAGEMENT FOR NON-SALES ORIENTED EXECUTIVES"

CONTENT:  To thrive in today's highly competitive environment all crucial elements of the building/development company i.e. Production, Marketing, Sales and Administration must communicate with and support each other flawlessly.  For many builders/developers the most difficult task is managing, motivating and holding accountable a highly productive sales force.  This timely workshop will greatly benefit non-sales oriented Managers in better understanding critical sales related challenges and issues. 

WHO WILL BENEFIT BY ATTENDING:  Builder/Developer Principles, Operations Managers, Production Managers, Financial Officers, Project Managers and others whose success will depend on managing a successful sales operation.

SUBJECTS COVERED:

• Understanding the right and left brain behavioral characteristics of top sales performers.
• How to support, yet control, the individual sales person as well as the sales team.
• Effectively communicating to salespeople that seemingly possess "selective memory.".
• Keeping your individual salespeople as well as the sales team motivated.
• Recruiting, screening, hiring, training and retaining consistent top performers.

LENGTH/FEE:  Full day seminar includes 50 page participant workbook/management planner.  $498.  Condensed program available for "Keynote" speaking events.

LOCATIONS:

Atlanta	Chicago	Dallas
Denver	Honolulu	Las Vegas
Los Angeles	Mexico City	Miami
Phoenix	Washington D.C.

        Contact us for presentation dates.

• "CREATING AND MANAGING HIGH PERFORMANCE SALES TEAMS" Executive Management Workshop

CONTENT:  Participants benefit from this in depth seminar by learning how to recruit, screen, interview, hire, train, hold accountable, motivate, compensate and retain articulate salespeople, your company's most important asset. 

WHO WILL BENEFIT BY ATTENDING:  Executives of Homebuilding, Development & Brokerage Company's, Marketing Managers, Sales Managers, Advertising & Public Relations Agencies.

SUBJECTS COVERED:

• Identifying Your Market "Niche."
• Designing a "Knock Your Socks Off" Product.
• Effective Merchandising Techniques.
• Targeting Your Advertising to reach Qualified Buyers.
• Highly Effective Promotional Strategies.
• Creating Realistic Marketing Budgets.
• Utilizing Technology to Reach and Track Potential Buyers.

LENGTH/FEE:  Full day seminar includes 50 page participant workbook/planning guide.  $498  Condensed program available for "Keynote" speaking events.

LOCATIONS:

Atlanta	Chicago	Dallas
Denver	Honolulu	Las Vegas
Los Angeles	Mexico City	Miami
Phoenix	Washington D.C.

        Contact us for presentation dates.

• "CREATING AND MANAGING COST EFFECTIVE MARKETING SYSTEMS" Executive Management Workshop

Participants benefit from this workshop that explores proven marketing strategies utilized by many of the Nation's top Home Builders/Developers to generate high quality traffic at the lowest "cost per sale".  All facets of a marketing plan and budget are explored including effective use of market research, cost effective product design, sales staffing, merchandising, and promotion.

LENGTH/FEE:  Two day workshop includes workbook/planner of over 100 pages.  $698.  (Limited Enrollment)

LOCATIONS:

Atlanta	Chicago	Dallas
Denver	Honolulu	Las Vegas
Los Angeles	Mexico City	Miami
Phoenix	Washington D.C.

        Contact us for presentation dates.

• FINALLY!  AN AFFORDABLE FAST TRACK SALES TRAINING PROGRAM THAT GENERATES PROVEN RESULTS

JUMP START YOUR SALES with this intensive 14 hour FAST TRACK sales training workshop in which attendees will learn:

• The "Critical Path" of selling used by today's super achievers in home sales.
• Where to continually find qualified non-contingent buyers even in a down market.
• Fail safe follow-up systems that bring the prospects back to buy before your competition gets them.
• Knowledge + Skill = Success.  Where to find the information you need and how to develop presentation skills that make this prospect want to buy from you.
• A time management system that will help you dramatically increase your income, work relaxed and enjoy life.

WHO HAS BENEFITED FROM THIS FAST TRACK WORKSHOP PREVIOUSLY?

• Experienced New Home and Real Estate salespeople wanting to increase their closing ratios.
• New salespeople entering the Industry wanting to jump start their careers.
• Marketing Directors wanting to learn more about the process to increase their effectiveness.
• Builders/Developers handling the sales and marketing of their projects/products in-house.
• Vendors of goods/services to the building industry.

IN ADDITION to learning proven techniques that will greatly improve performance, attendees take home a workbook containing over 100 pages of suggested closing tips, checklists and systems to use as a resource in continually developing their personal selling skills to the highest level.

Dates and Locations TBA

CLASS SIZE LIMITED TO 20 ATTENDEES TO ENSURE MAXIMUM BENEFIT OF INTER-ACTION DURING DEMONSTRATION AND ROLE PLAYING EXERCISES.

All Workshops held at the Houston Hobby Airport Marriott Courtyard 9190 Gulf Freeway/IH 45 South (free transportation from airport to hotel).  Special hotel rates for overnight attendees.  Workshops begin promptly at 8:45 AM each day.

LENGTH/FEE:  Fee for BOTH DAYS including workbook, lunch and refreshments. $698.  Visa, MasterCard and company checks accepted.  E-mail (roger@rfiehn.com), fax (281-481-8946) or call (281-481-0831) your reservations today as classes fill up rapidly!

• How To Consistently "SELL THE SOCKS" Off Your Competition Seminar

CONTENT:  Participants benefit from this fast paced seminar by learning how to dramatically increase their sales performance through utilizing cutting edge time management, self-prospecting, interactive presentation, closing and follow up techniques. 

WHO WILL BENEFIT BY ATTENDING:  On-line Salespeople, Builders selling their own product, Sales Managers, Marketing Directors, Sales Trainers, Realtors, Builder/Developer Principles and all others whose financial success relies on Sales Staff performance.

SUBJECTS COVERED:

• The Six Habits of Highly Effective Salespeople.
• Gaining control of your time, life, and income.
• Powerful presentation techniques that close deals.
• The new "Critical Path" of selling today's prospect.
• Where and how to find a steady stream of qualified buyers.

LENGTH/FEE:  Full day seminar  includes 50 page participant workbook/planning guide.  $498  Condensed program available for "Keynote" speaking events.

LOCATIONS:

Atlanta	Chicago	Dallas
Denver	Honolulu	Las Vegas
Los Angeles	Mexico City	Miami
Phoenix	Washington D.C.

        Contact us for presentation dates.

• "Effective Marketing Strategies on a Tight Budget"

CONTENT:  Participants  benefit from this in depth workshop by developing an understanding of the priority expenditures in creating a high impact, yet cost effective, merchandising, advertising, promotional, sales and marketing program. 

WHO WILL BENEFIT BY ATTENDING:  Builder/Developer Principles (and Spouses), Marketing Managers, Marketing Assistants, Project Managers, Designers, and all others whose financial success relies on the effective use of limited marketing dollars.

SUBJECTS COVERED:

• Getting others to pay for your advertising through co-op.
• Getting others to help sell your homes for no commissions.
• How to effectively pre-sell without media.
• Getting your money's worth out of your Realtors.
• How to create a lean, but highly effective, budget.

LENGTH/FEE:  Full day seminar includes 50 page participant workbook/planning guide.  $498  Condensed program available for "Keynote" speaking events.

LOCATIONS:

Atlanta	Chicago	Dallas
Denver	Honolulu	Las Vegas
Los Angeles	Mexico City	Miami
Phoenix	Washington D.C.

        Contact us for presentation dates.

• "FIRE UP YOUR SALES STAFF"

CONTENT:  Selling in today's highly competitive market is tough, but the few Sales Pro's that are consistently closing sales at a profit for their builder/developer know THE SECRET to achieving success in an unstable environment.  CUT YOUR SALES STAFF LOOSE from the old worn out methods of selling and get them FIRED UP by learning what today's Super Achievers are practicing. 

SUBJECTS COVERED INCLUDE:

• FAIL SAFE closing techniques.
• FAIL SAFE follow-up systems.
• FAIL SAFE prospecting systems.
• FAIL SAFE product demonstrations.
• FAIL SAFE time management systems.

LENGTH/FEE:  Full day high intensity training workshop taught personally by Roger Fiehn, NAHB National Salesperson of the Year, National Sales Manager of the Year and "Excellence in Education" award recipient.  Attendance in this workshop is limited to ensure a quality learning experience.  Tuition includes 50 page participant workbook and lunch.  $498 per person.

LOCATIONS:

Atlanta	Chicago	Dallas
Denver	Honolulu	Las Vegas
Los Angeles	Mexico City	Miami
Phoenix	Washington D.C.

Contact us for presentation dates.