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Sales & Marketing Council
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The Sales & Marketing Council (SMC) was formed in 1994 as a local chapter of the National Sales & Marketing Council, in an effort to encourage superior performance among those professionals representing the homebuilding industry. The council's objectives are as follows:  

  • To promote professional standards and ethical practices among sales & marketing professionals.
  • To provide a marketing intelligence network among members.
  • To provide a line of communication from the consumer to professional builders.
  • To recognize and reward marketing and sales professionals in the homebuilding industry.
  • To provide opportunities to network with other professionals to help further your career.
  • To provide continuing education and training opportunities for residential sales people.

 

Education

CSP
As a Certified New Home Sales Professional (CSP) you will master the craft of successful selling. This professional-level course is designed for specialists in new home sales. You will 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.

Master CSP
Building on the CSP experience, you will learn more strategies to succeed. Gain expanded knowledge about the construction details, so you can confidently answer buyers' questions about all phases of the construction process. Learn new ways to win the confidence of prospective buyers, overcome objections, and close the sale. 

CMP
Certified New Home Marketing Professional (CMP) is the mid-level designation for IRM (Institute of Residential Marketing) students who have completed the marketing intensive IRM courses I through IV: Understanding Housing Markets and Consumers; Marketing Strategies, Plans, and Budgets; Lifestyle Merchandising, Advertising, and Promotion Strategies; The Challenge of New Home Sales Management

MIRM
The most prestigious designation awarded by the Institute of Residential Marketing is MIRM: Member, Institute of Residential Marketing. Earning the MIRM sets you apart from the competition and increases your marketability because it demonstrates commitment to knowledge and professionalism. The MIRM requires an in-depth marketing case study, similar to a master's level thesis, on a real-life new home community, which is peer-reviewed and approved.

For more information about designations and education and to find out when and where courses are being held, visit NAHB's Designation Resources page.

(Continuing) Education Resources
National Association of Home Builders (NAHB)
Maryland Home Builders Registration Unit
Maryland Real Estate Commission
Frederick County Association of Realtors (FCAR)

 

Sales & Marketing Council Leadership 2017


Sarah Harne, President
Blaire Ryan, Vice President
Betsy Cain, Past President

 

 

 

 

 

 

Directors:
Paul Abel

Hugh Gordon
Autumn Hollis
Todd Walker

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