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." DON’T MISS the educational event of the year. NAHB’s International Builders Show in Orlando January 11-14, 2011. Visit acres of innovative building/development industry product and supplier displays as well as attend over 200 sales, marketing and business management educational programs including Roger’s “Hire the Best-Forget the Rest” program. More information available on www.NAHB.org. 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 Smart Selling Tips from the Nations Top Pro’s (How to Continually Beat Your
Competition in Good Times or Bad) How would you like to enjoy an exciting and fulfilling life that generously rewards you for your experience and competence as well as dramatically increase your income without working any harder? Well Bucky, as a professional real estate salesperson the opportunity is right before you. Get ready to take notes as we unveil the Smart Selling tips that have been shared in a recent survey of a number of the most highly respected New Home Salespeople and Realtors in the housing industry. This half day educational workshop lays out the winning strategies a chosen few have embraced to achieve exceptional income while actually increasing the builders profit by not relying on sales incentives to close sales. Subjects covered include:
This information rich workshop is presented by Roger Fiehn a NAHB National Salesperson of the Year, Lifetime Sales Achievement Award recipient, National Sales Manager of the Year as well as Excellence in Education Award recipient and can be customized for your company’s specific training needs. Attractively priced at only $ 1,960 plus nominal participant workbook fee and T & L (if needed) it may very well be the best investment you will ever make in providing your salespeople the tools they need to increase sales and profits for your company. For more information please contact us to discuss your specific needs and/or to schedule this workshop format educational event for your sales staff. NEW Achieving Profitable
Sales to Your Homebuilder Clients (Supplier Rep Rules of Engagement) This half day educational workshop lays out the strategies top professional supplier reps use to increase their sales and hold on to their valuable clients. Subjects covered include:
This information rich workshop is presented by one of the housing industry’s top sales professionals Roger Fiehn, a Builder Member of NAHB, and can be customized for your specific product line or services. Attractively priced at only $ 1,980 plus nominal workbook fee and T&L (if needed) it may very well be the best investment you will ever make in providing your sales reps the tools they need to increase sales and profits for your company. Please contact us with your questions, to discuss your specific needs and/or to schedule this workshop format educational event for your sales reps. 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 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 including:
"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." |
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 Dates and Locations TBA |
Business Management for Building Industry 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
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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 Dates and Locations TBA |
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 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
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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 Dates and Locations TBA |
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 Dates and Locations TBA |
Increase Profits through Effective Builder-Broker Cooperation: 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 Dates and Locations TBA |
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
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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.
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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 Dates and Locations to be announced |
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
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Marketing and Communications Strategies for Aging and Accessibility (CAPS I) Millions of Americans are living longer and more active lives. And with their changing lifestyles, older Americans are also looking to revitalizetheir home environments. Identifying these opportunities and developing the skills to interact with 50+ customers can help you grow your business dramatically. Learn best practices in communicating and interacting with this exciting and evolving population, and take advantage of one of the fastest growing market segments in remodeling and related industries. Designations: CAPS, MCSP
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Multicultural Sales Techniques and Strategies You can profit from the increasing number of today and tomorrow's
multicultural new home buyers in the U.S. This course provides
the 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. Participants will benefit from hearing about actual experiences
with multicultural clients and by examining their own best practices
to determine how they can adapt their techniques to Designations: CMP, MIRM, MCSP Dates and Locations to be announced |
Profitable Business through Quality Practices Exceed customer expectations and increase repeat business by delivering
exceptional service to your customers. This course will teach you
key strategies for creating value and providing a quality building/remodeling
experience for your homeowners. Topics include meeting the quality
challenge Designations: CGA, CGR, GMB Dates and Locations to be announced |
Project Management: This course focuses on skills needed for successful on and 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 Dates and Locations to be announced |
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 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 Dates and Locations to be announced |
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 Dates and Locations TBA |
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