Certified New Home Sales
Professional (CSP)



Click here for information on the upcoming HBA of Greater Savannah course


IRM's CSP course is an industry-recognized designation program where sales professional learn the tools and techniques for selling new homes. Required by many builders around the country for their sales staff, the CSP designation is a must-have credential. And by learning how the home building business works - from legal and financial matters, to building materials and construction, to closing - you will better articulate the unique benefits that encourage prospects to buy.


"John is phenomenal! When he leaves, I have a multitude of requests from the participants who attended his CSP program to get him back and quick! John clearly presents a dynamic sales training program!"

Mike Boylan , Director of New Home Sales
Sales and Marketing Council of The Building Industry Association of Stark County -
  Canton, Ohio

As a CSP designee, you will increase your marketability in the home building industry.

The Certified New Home Sales Professional (CSP) designation is the first designation available through The Institute of Residential Marketing. CSP was designed for specialists in new home sales to enhance their professional image, increase their marketability in the home building industry and sell more homes!


"I was extremely impressed with John Palumbo's professionalism and methods for coaching my sales team to become even better. This was the first time in my history as a developer that a salesperson had come up to me and said, "Thank you." Not only did the sales team love attending John's seminar, but they have asked me to invite him to do an encore."

Gil Dezer, President
Trump Grande International -
  Miami, Florida

Course Description: 

Master the critical path to successful selling from greeting to closing at this information-packed new home sales training course. You’ll gain a broad understanding of the home building business, discuss consumer psychology and learn the advanced techniques used by real estate veterans for greeting, closing and overcoming objections. Home construction, financial, and legal aspects of new home sales are also covered. Counts for a maximum of 12 elective credits towards the MIRM and CMP designations.

Sharpen Your Skills
You will learn and practice the natural and logical process of home selling using a proven sales process - greeting, qualifying, demonstrating, handling objections, and closing - to meet your goals.

Relate To Your Customer
You will discover how to motivate buyers by understanding their psychological needs and desires. You will study market research that provides insight into your customer's buying process and learn how to close the sale based on this information. You will also learn how to translate the details of home construction into benefits that encourages prospect to buy.

Distinguish Yourself Through Superior
Customer Service

You will master the art of keeping buyers happy during and after the sale and learn proven techniques to produce qualified referrals. You will also learn how to apply fair housing laws to real-life situations, discover new ways to use financing as a sales tool, and the important difference between selling new homes versus resale homes.


"Inspirational, Educational, Clear and Concise.....
John is truly the guru of new home sales. No other new home sales
training can begin to compare to what he provides. I consistently
have him train my team of sales professionals. His experiential
story-telling methods makes remembering and applying sales techniques
a cinch. Because of John's seminars, we have increased our sales
and ignited our enthusiasm!"

Mike Friday, Owner
Woodland Homes -
  Huntsville, Alabama

Benefits of the CSP Designation:

  • Improved sales and marketing skills

  • Increased marketability in the industry

  • Enhanced professional image

Learning Outcomes:

Knowledge and understanding of:

  • Qualifications and characteristics of a new home salesperson

  • Differences between selling new homes and resale homes

  • Role of the Critical Path to Successful Selling in the new home sales   

  • Basic steps of the builder's decision making and development process

  • Basic construction features that benefit the home buyer

  • Builder's marketing approach and the impact the new home sales person has in the marketing process

  • Impact of the consumer behavior on the new home selling process

  • Basic elements of effective communications in the selling environment

About the host:

John A. Palumbo, MIRM

John Palumbo is CEO of The Sales DNA Institute, an idea studio and research laboratory for sales and marketing management. Since 1985, he has presented hundreds of dynamic, visionary speeches and seminars internationally on the science of sales and influence. John is a member of the National Speakers Association and brings humor and animation to the platform to help others exceed their sales goals.  


John has been instrumental in restructuring the Sales DNA of thousands of individuals from small, family run companies to large scale developers such as Trump Grande International. He has the ability to take individuals and organizations to new dimensions of selling excellence. With more than three decades of selling experience, John has closed over one billion dollars in real estate sales.


John is recipient of The National Association of Home Builders’ Sales Manager of the Year Award and The Million Dollar Circle Lifetime Award. He is a prominent member of the Institute  of Residential Marketing and has been an instructor for the institute for more than 15 years. John is invited repeatedly as a guest speaker at conferences and national conventions including IBS, Super Sales Rally, SEBC and the Midwest Builders’ Conference, just to name a few. 


He is author of The Closing Numbers, Close and Grow Rich, Selling at the Bottom of the Market, and his bestseller, What’s Your Sales DNA? Additionally, he appears regularly on the WJXT Morning Show in Jacksonville as their financial guru –
The Investment Gambler.”  


John travels year round gathering Sales DNA research and makes it home occasionally to Jacksonville , Florida . 


John A. Palumbo, MIRM

"Entertaining and educational ...WOW what a combination!
John is enthusiastic and very easy to work with. We were so thrilled
with his presentation style that we immediately booked him for another engagement! I highly recommend John for anyone interested in
improving their sales staff."

Linda Carton, Director of Associate Services 
Home Builders Association -
 St. Louis, Missouri

Contact John Palumbo

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Copyright © 2015 Theater of the Mind Productions

John Palumbo (904)448-1100

10175 Fortune Parkway, Suite 101

Jacksonville, FL 32256