Online marketing course debuts

Real Estate Weekly, Nov 5, 2003

RE/MAX International and RE/MAX of New York, Inc. recently announced a comprehensive education program covering new home construction, sales and marketing now available through RE/MAX Mainstreet, the network's proprietary extranet for members.

The four CD-ROM program developed by home sales expert Dennis Walsh has earned the internationally-recognized CNHS designation. The CRS organization also recognizes this course as a two-day CRS class and upon completion, applies appropriate credit toward the Certified Residential Specialist designation.

The program kit can be ordered through a link on the RSN and Education site on RE/MAX Mainstreet or in the RE/MAX Satellite Network Program Guide.

"Both builder marketing and new-home buyer representation are huge areas of opportunity and more real estate professionals are pursuing this specialty with great success," said Welsh, who has been a consultant and speaker on all aspects of new home sales and construction for the past 15 years. "For many years, this program has been recognized as the premier new home designation in the real estate industry."

Walsh and his wife, Teresa, developed the course 15 years ago and converted it into CD-ROM format five years ago. More than 20,000 people have taken the course, which is now in its third version.

RE/MAX associates who have already earned the designation have found the education, systems and marketing strategies to be critical to their success in the new home market.

"Supporting our [agents] and providing them with all the tools they need to remain top producers is important to us at RE/MAX of New York, Inc. Training, experience and knowledge are essential for success in the real estate sector. For this reason we are pleased to offer the Certified New Home Specialist course to our sales associates," said Henry Weber, president of RE/MAX of New York, Inc.

Topics covered in the course include:

Recognizing and pursuing opportunities in new home sales; Understanding the builder's perspective, needs and motivations; The new home buyer's perspective and the psychology of new home buying; Broker services that are important to builders and tips on selling those services;

The materials, methods and terminology of residential construction; Reading blueprints and understanding scale rulers, site plans and topography; Understanding new home contracts, legal and monetary issues;

Sales and marketing strategies and techniques, including market research, working with new homebuyers, providing customer service and much more.

Registrants receive a set of four CD-ROM's featuring audio, video and hundreds of color graphics, along with a 200-page certification workbook, which includes sales forms, checklists, graphics and other reference materials. Students complete the course at their own pace, which averages approximately 20 hours. According to Walsh, one of the advantages of the CD-ROM course is the ability to refer back to the materials at any time. Upon completion, the participant receives a certificate, a CNHS pin and a sample press release. A 60-day full-satisfaction money-back guarantee is included.