John Palumbo presents IRM IV

The Challenge of New Home
Sales Management

Designed to answer the questions of sales professionals in today's new economy.

Top-notch skills and education, coupled with industry-recognized designations, will help you succeed in the exciting and challenging new home marketing profession. For over 30 years, NAHB's Institute of Residential Marketing (IRM), the educational arm of the National Sales and Marketing Council, has been providing the education you need to unlock your potential and launch your career.

You know that when you stand above the crowd, you're more likely to succeed. Achieving the nationally-recognized MIRM designation (Member of the Institute of Residential Marketing) is the first step to setting yourself apart from others and achieving success. Completing the challenging Institute of Residential Marketing curriculum will expand your knowledge and bring you up-to-date on every aspect of new home marketing. Once you achieve the prestigious MIRM designation, you will be recognized as a skilled marketing expert. You'll have a competitive edge for greater employment opportunities and career accomplishments and the potential for increased income. Also, you will join an elite society of marketing professionals who continually share their experience, knowledge, and business contacts, networking both locally and nationally.

Course Description:

This program 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.

Improve operations, Realtor^® relations, and sales follow-up by integrating your sales force into your overall marketing plan. The skills learned here will lead to additional sales!

***Required course for the MIRM and CMP designations.

Learning Outcomes:

Prepare A Sales Plan
Prepare A Comparative Analysis
Design & Write A Sales Plan
Grow A Productive Sales Team
Learn To Recruit, Interview & Select Sales Personnel
Establish A Comprehensive Policy & Procedures Manual
Provide On-The-Job Training, Guidance & Development To Your Staff
Monitor The Sales Team
Set Performance Standards
Monitor Sales Staff Performance With Professional Shoppers
Manage For Increased Productivity
Establish Effective Time Management Techniques
Motivate Through Compensation & Bonuses
Expand Sales With Better Relationships
Establish More Productive Builder/Broker Relationships

Meet the Trainers

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, Selling at the Bottom of the Market, Close and Grow Rich, 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.

I have taken many sales seminars and John not only simplified the process but opens the eyes to the buying process (a misunderstood and often overlooked process). John reinforces what you have known and sometimes forgotten.

Alan Beulah
VP of Sales and Marketing, Beazer 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

Great motivator! John keeps your attention and knows the market! Best Sales Master for new home sales.

Gail Box
Sales Manager, Ingram and Associates, LLC

John Palumbo provided a unique learning experience that I know will make a real difference for my career.

James Dean
The Jones Company

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
President, Woodland Homes of Huntsville, Alabama

I don’t know that I have every met anyone as pa ssionate as
John in the sales force.

Margaret Anne Brickey

Affiliate Broker, The Bryan Company

John Palumbo is great. I have used many national trainers
and he is one of the best.

Phil Markwalder
Director Sales & Marketing, Ep con Communities