New Home Sales Training by Joe Colletti Group

You can no longer depend on traffic numbers to generate sales volume.

You need to ask yourself this question: Can I continue to approach my selling strategy as I have in the
past?

Most on-site sales professionals today have been in the business for less than 10 years. They have always worked in the hottest new home market in our nation's history. They've never experienced normal market conditions, let alone a soft market.

Many builders are turning to an outside professional sales trainer to improve the effectiveness of their sales team and increase sales. - New Home Sales Training  Joe Colletti, featured speaker from Atlanta at the 2010 International Builders Show.

Many builders are turning to an outside professional sales trainer to improve the effectiveness of their sales
team and increase sales.

Joe Colletti, new home sales trainer, believes that success is a state of action, not just a state of mind.
His new home sales programs put “action” into your team and will make a difference in your organization.

New Home Sales Training programs can be designed to fit your specific needs and housing market
trends.

New Home Sales Training specializes in new home sales training, new home sales management
training, new home sales marketing, real estate consulting, consulting for builders, private new home sales
training services, motivational keynotes and CSP training courses.

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Colletti Signature 12 Point Community Evaluation^®

Colletti Signature Community Evaluation^® is free and takes just minutes. It will show your how to improve the effectiveness of your sales team and profitability of your organization.

Get your free 12 point community evaluation
checklist 

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Success Story

"On behalf of the HBA of Durham and Orange Counties and the Triangle Sales and
Marketing Council, I would like to thank you for teaching our CSP class. The feedback from the students was very positive and overall they have found the class to be extremely beneficial."

J. Carrow, Director of Association Services at HBA of Durham and Orange Counties

Interested in learning more about any of the subjects above call Joe Colletti Group
today at 770-641-3080 in Atlanta or fill out our Online Form.

News:

New Home Sales Trainer Joe Colletti to Speak at the International Builders Show in Las Vegas, Nevada January 19-21

Expert in New Home Sales Training discusses strategies for Converting traffic in Today’s
Economic Environment at the 2009 IBS 

 

Las Vegas, Nevada- - Joe Colletti, President of Joe Colletti Group, an Atlanta based new home sales training firm, is to be a featured speaker at the 2009 International Builders Show in Las Vegas, Nevada on January 19-21. The International Builders' Show is the largest annual light construction show in the world. The show will feature over a million-and-a-half square feet of the latest and most advanced building products and services. Visitors can see the latest innovations in the building industry with hands-on demonstrations and working models in over 300 building
industry.

Joe Colletti, Keynote Speaker, Sales Skills
Trainer and Consultant has over three decades of experience in Sales, Management, Marketing and Sales Training. He has taken his years of experience and put it into a fundamental and exciting approach to increase sales and management effectiveness. His exciting approach and personnel style has been well received by clients nationwide.
Colletti has written articles for Real Estate Today magazine, a national publication, Sales and Marketing Ideas magazine; Quoted in Professional Builder, Atlanta Building News, St. Petersburg Times and Speaks regularly at the International Builders Show. Joe has been responsible for the Sales Management of over 8,000 Home Sales and has a strong background in Master Planned, Golf Course and New Home Neighborhoods. Colletti’s real life experiences as a salesperson, as vice president of corporate sales and national sales consultant, provide practical solutions to
selling new homes in today's competitive marketplace. 

Colletti is well established as expert in new home sales training. His firm is dedicated to helping companies improve the effectiveness of their sales team and increase sales. Services include Sales Training, Motivational Speakers, On-Site Sales Training, Sales Management Consulting, Effective Communication, Marketing Training and Sales Team Coaching.

Colletti’s topic will be “10 Habit Modifications Necessary to Convert Today's Traffic.” Colletti explains “…You can no longer depend on traffic numbers to generate sales volume. You need to ask yourself this question: Can I continue to approach my selling strategy as I have in the past? Many onsite sales professionals today have been in the business for less than 10 years. They have always worked in the hottest new home market in our nation's history.
They've never experienced normal market conditions, let alone a soft market!”

Colletti will be joined by Nicki Joy from Nicki Joy & Associates Inc. Nicki Joy, MIRM, SHMS has been a sales and marketing specialist in the new home industry since 1971. She speaks all over the world to salespeople, managers, builders, developers, lenders, advertisers, designers, suppliers, etc. For her sales, management and motivational expertise she has been seen on CNN, CNBC, and FOX National News. Her latest book entitled, "What Winners Do To Win", published by John Wiley and Sons, New York, is in book stores everywhere. As a member of the prestigious "Lessons in Leadership" panel, she was noted as one of their 12 most distinguished speakers along with Dr. Stephen Covey, Ken Blanchard, and Tom Peters. Nicki was also featured in "Entrepreneur" Magazine as one of North America's top 20 sales experts.

For more information go to www.newhomesales-training.com
or call 770-641-3080.

New Home Sales Training Consulting

You can no longer depend on traffic numbers to generate sales volume.

You need to ask yourself this question: Can I continue to approach my selling strategy as I have in the past?

Most on-site sales professionals today have been in the business for less than 10 years. They have always worked in the hottest new home market in our nation's history. They've never experienced normal market conditions, let alone a soft market.

Many builders are turning to an outside professional sales trainer to improve the effectiveness of their sales team and increase sales.

Joe Colletti, new home sales trainer, believes that success is a state of action, not just a state of mind. His new home sales programs put “action” into your team and will make a difference in your organization.

New Home Sales Training programs can be designed to fit your specific needs and housing market trends.

www.NewHomeSales-Training.com specializes in new home sales training, new home sales management training, new home sales marketing, real estate consulting, consulting for builders, private new home sales training services, motivational keynotes and CSP training courses.

“The Presentation Sequence - Your Flow to Success” Sales Training CD and Workbook

“The Presentation Sequence - Your Flow to Success” CD and Workbook

Perfect your Performance with Joe Colletti's unique sales and consulting informational CD and workbook designed to bring maximum sales success!


“Joe not only brings a myriad of sales and marketing skill sets to the training table, but also a spirit, zeal and enthusiasm for the industry as well. We saw instant results and gained a valuable ally in a growing Southeastern market.”
Demi Clark, CraftBuilt Homes, LLC


Call Today To Order!
“The Presentation Sequence - Your Flow to Success” CD and Workbook by licensed Sales Training Consultant and Motivational Speaker Joe Colletti

Only $19.95! plus S&H

Skills Enhancement
Sales Training
Motivational Keynotes
Developer/Builder
Consulting

Learn more online: www.salestrainingatlanta.net ; info@salestrainingatlanta.net ; 404-592-5598

Sales Competency Model

The American Society for Training & Development (ASTD) recently conducted a comprehensive study of the sales profession in order to define the new sales competencies necessary to execute a world-class selling system.
The competency model project was designed to help sales trainers, sales performance improvement consultants, learning leaders, and sales managers with their understanding of:

What do sales people, sales trainers, sales managers, sales operations team members, and sales recruiters do?

What makes an excellent sales trainer, sales person, sales recruiter, or sales manager?

What is the best way to teach salespeople?

How do salespeople learn; and what is the most important knowledge and skill to teach them?

About the world-class sales competency model:

Comprises the competencies required for a world-class sales organization (including sales, sales management, sales operations, and sales training)

Conducted 17 focus groups world-wide

Validated the model with over 2,000 international survey respondents

The team conducted over 45 one-on-one interviews with subject matter experts

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New Home Sales Training for Atlanta Realtors, Agencies

mailto:info@newhomesales-training.com

New Home Sales Pulse April 09

New Home Pulse April 09

I would like to share what I call Bad Stats found in a national survey of on site sales.

·57% never established trust with the buyer.

·67% did not qualify wants and needs.

·61% did not demonstrate the community.

·65% could not differ between them and the opposition.

·83% never ask for a deposit.

·87% never did follow up.

·94% never asked for a referral.

Do you know what your on site statistics would be?

Joe Colletti is an authority on New Home Sales, Marketing and Company Growth, with three decades of experience and being responsible for the sales management of over 8,000 home sales. Joe has written articles for Real Estate Today magazine, a national publication, Sales and Marketing Ideas magazine; quoted in Professional Builder, Atlanta Building News and St Petersburg Times.

New Home Sales Trainer launches the Green Eco-Home USA campaign

Established Atlanta sales trainer announces launch of new marketing campaign

Atlanta, Georgia, July 28 – New Home Sales Trainer, an Atlanta based sales training firm specializing in new home sales training with general sales training programs as well, announced the launching of the Green Eco-Home USA campaign. The firm is well established as experts in helping companies improve their skills and methodologies to enhance the effectiveness of their sales team and increase sales. Services include sales training, motivational speaking, on-site sales training, sales management consulting, effective communication, marketing training and sales team coaching.

The Green Eco-Home USA campaign will specialize nationally in the environmentally-conscious sector of the housing industry, by promoting and exploring the eco-friendly, “Green” approaches to home building and the best sales approaches and techniques to SELLING GREEN HOMES. Real Estate agents and businesses wishing to learn and apply the sales skills necessary to succeed in this vastly growing “green” home building and sales sector can take advantage of Green Eco-Home USA and New Home Sales Trainer founder, Joe Colletti’s three decades of experience in marketing and sales, Real Estate management, and training nationally within the housing industry. In addition to marketing and sales consulting, Mr. Colletti’s company has been responsible for the sales management of more than 8,000 home sales and has developed a strong background in master planned, golf course and new home neighborhoods.

Green Eco-Home USA will implement a strategic, multimedia campaign of internet presence and web-marketing and promotions including on-line ad placements, blogs and other social media networking, web articles and e-newsletters. The Green Eco-Home USA campaign is supported by a blog, greenecohome.blogspot.com, along with the support company website, newhomesales-training.com. The blog and website are interactive web portals that make it easy for businesses and agents in the housing industry to learn about the many aspects and options available when evaluating, improving, and utilizing their sales practices specifically geared for sales of the green eco-home.

The blog, website and campaign will be managed by Panorama Press, an Atlanta-based marketing firm specializing in strategy, sponsorships and web development. “Our primary objective is to inform home sales agents and businesses in Atlanta and throughout Georgia how Green Eco-Home USA will aid in their sales training for green eco-home sales and improve upon the effectiveness of their sales skills, techniques and successes towards increased sales specifically in the green eco-friendly home marketplace,” said Manuel Enrique “QuiQue” Lopez, spokesman for Panorama Press. “We want the real-estate businesses to know that Green Eco-Home USA and New Home Sales Trainer founder, Joe Colletti, will be offering to builders, developers, realtors and others in the national housing industry the opportunity to receive the effective new home sales training in the Green Eco-Home marketplace, including motivational speakers, on-site sales training, sales management consulting, effective communication, marketing training and sales team coaching.”

“We are excited to be working with Panorama Press because their ‘outside the box’ thinking and ‘hands-on’ approach as marketing partner is exactly what we require to compete in today’s economic environment. Like our clients, we recognize that creativity and determination, such as they bring to us, are keys to moving forward,” said Joe Colletti, President of New Home Sales Trainer in Atlanta, and founder of the Green Eco-Home USA campaign.

To request additional information about Green Eco-Home USA by New Home Sales Trainer, call Panorama Press at 678-391-9136, or contact info@panoramapress.net.

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10 Habit Modifications Necessary to Make the Sale

We must Perfect our Basic Presentation Fundamentals to compete today in selling.
As I stated in my previous posting, we can not longer continue to Sell as usual. Focus on the Five Segments of Habit #2 below.


Habit #2 Perfect your Basic Presentation Fundamentals


Pre Flight Check List (Follow and execute the Fundamentals) Don't cut corners
Open Heart Surgery (Follow and execute the Fundamentals) Don't cut corners
Determine buyers PTP (Purpose to Purchase)
Ask First, Second and Third Degree Probing Questions
Structure your presentation with a Planned Direction and Customize 20% to each Prospect

I know you will feel uncomfortable but hang in there, changing your Habits (Comfort Level) takes time and redundancy.

New Home Sales Rise 4.7% in February

Sales of new one-family houses in February 2009 were at a seasonally adjusted annual rate of 337,000, according to estimates released jointly today by the U.S. Census Bureau and the Department of Housing and Urban Development. This is 4.7% above the revised January rate of 322,000, but is 41.1% below the February 2008 estimate of 572,000. The following is the unedited transcript of the news release from the U.S. Department of Commerce.
Sales of new one-family houses in February 2009 were at a seasonally adjusted annual rate of 337,000, according to estimates released jointly today by the U.S. Census Bureau and the Department of Housing and Urban Development. This is 4.7 percent (±18.3%)* above the revised January rate of 322,000, but is 41.1 percent (±7.9%) below the February 2008 estimate of 572,000.
The median sales price of new houses sold in February 2009 was $200,900; the average sales price was $251,000. The seasonally adjusted estimate of new houses for sale at the end of February was 330,000. This represents a supply of 12.2 months at the current sales rate.
(article from 123jump.com)

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Are Home Prices Stabilizing?

The National Association of Realtors just released data showing sales of existing homes jumped 5.1% in February over January’s lowest level on record. In contrast, the national median sales price fell 15.5% to a low of $165,400.
When comparing the national median sales price to household income, we find that prices are 2.9 times that of income. Two years ago prices were 4.5 times more than household income.
Investors should keep in mind that these are “national” numbers and should only be used to gauge the overall real estate climate and trend. This will not typically apply to your local real estate market as we know that all real estate is local.
After the 1982-1983 recession, the worst recession since the Great Depression, home prices had rebounded during the real estate boom that lasted five years from 1984 to 1989. Will the current recession be the same?
Not likely! We are currently dealing with over 9.7 months of housing supply. It is going to take some time for demand to catch up to this level of supply and a real estate boom will not likely follow. We are unlikely to see an improvement over the next two quarters, however, we should start to see an increase in demand starting in 2010 along with some nominal appreciation over the few years following.
Should this hold you back from investing today? Absolutely not. We are at or near the bottom of the (national) real estate market and there are many opportunities available today. Along with historically low interest rates, this is a great time to add to your real estate portfolio. (Marco Santarelli)

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From Sales Training Atlanta: Real Estate Agents and Mortgage Brokers Succeed in a Moody Economy - Do You Know How?

Real estate agents and mortgage brokers, have you been surviving market ups and downs by wit and grit?
It took me several years but I finally learned a truth about building a business that not only survives but thrives. I'd like to share it with you.
If you are newly self-employed in a field related to real estate, here is the most important secret to discover day one. Real estate is cyclical. In other words, it constantly evolves according to the trends of the economy.
Here is my secret. Please read carefully. This is something all real estate agents and mortgage brokers must do. To build a business that will survive and thrive no matter how moody the economy, you must build a contact list and market to everyone on it weekly.
I am going to repeat what I just said. If you intend to build a business that will not only survive but also thrive, you must build a list of acquaintances, friends, relatives, current customers, and past clients and habitually market to them weekly.
In this electronic age it is even more important to keep track of these connections. Remember, nearly every person you already know is a potential source of business. As you proceed with your daily life, remind yourself that everyone you come in contact with can benefit from your services.
Then it is up to you as real estate agents and mortgage brokers to respectfully remind them that you want and expect their business. Keep in mind even if they never use you directly, they can become your best source of referrals.
Now here are the essential elements of the list you will be creating. Obtaining this information is important.
1- Full name.
2- Preferred email address.
3- Contact phone number and when to call.
4- Where they live.
5- How you have been introduced.
6- One characteristic to distinguish them.
Let's not stop to explain how to build this list but keep in mind there are many ways to accomplish the task. What I want to do right now is to accentuate one critical idea.
If you want to succeed in the real estate industry and build a business that will last through the ups and downs of cyclical markets, you must make the decision to build your database list. And you must start today.
Not too much is necessary to launch your plan. Start with the computer you probably already own and a software program for making an online address book.
That's the easy part because the majority of computers come with this software already installed. Ask a buddy to help you get started if this is the first time you have used the software. And if you have ever used Microsoft Works Database, you know how simple this is!
But here is the most important point. You must resolve that you are never going to live through a recession again without a list of customers and referrers to contact every week.
I will discuss what to market and how to market yourself in my upcoming articles but for now I want you do two things if you intend to build a lasting referral business.
The number one step for real estate agents and mortgage brokers is to decide that you are going to add everyone you know and everyone you contact to your new business list.
Do not wait until tomorrow, which brings us to the second step. Promise yourself that you will begin today.
It's time to stop chasing business and build a surviving and thriving business. Mortgage brokers and real estate agents, best wishes for all your endeavors.
(by Kate Ford - EzineArticles.com)

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New home sales training programs that are proven to increase sales! We help you and your business attain sales goals through our expert training. New Home Sales Training 678-391-9136

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Atlanta Foreclosure News: Jim Chapman Communities Announces Jim Chapman Construction Services

-(blog post copy courtesy of Atlanta Real Estate Forum.com)

As one of the builders continuing to open new communities despite the rough economic times, Jim Chapman Communities has decided to take the initiative to help the local real estate industry by finishing homes that are in foreclosure throughout Atlanta. With the launch of Jim Chapman Construction Services, LLC, a full-service general contracting firm, Jim Chapman will lend an expert hand to banks and investors by turning properties that are in dire need of completion into beautiful, quality-built Atlanta new homes.
It’s no secret that many home builders in Atlanta have been forced into foreclosure to release their assets back to the banks that issued the loans on the properties, which results in many banks finding themselves with multiple properties in an incomplete state. These distressed properties are extremely detrimental to the housing market because they risk permanent devaluation of the surrounding area. So, it’s great to have Jim Chapman Communities taking the initiative to help out these suffering properties. To date, Jim Chapman Construction Services’ largest and most notable clients include SunTrust Bank and Resource Real Estate Partners, LLC. We can’t wait to see the great things that come from this new company and the positive impact it will have on the Atlanta real estate market. Great job Jim Chapman!

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Our skilled methods help you to sell, sell , sell! Sales Training Atlanta info@salestrainingatlanta.com 678-391-9136

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Existing-Home Sales Unexpectedly Jump

Market Dispatches 3/23/2009 - By Charley Blaine and Elizabeth Strott

People were buying a few more homes last month.
Existing-home sales jumped 5.1% in February from January to a seasonally adjusted annual rate of 4.72 million units, a National Association of Realtors report said today. The rate was down 4.6% from a year ago and down 27% from the 2006 sales rate of 6.5 million homes. Still, on a percentage basis, the month-to-month gain was biggest since July 2003.
The increase was partly due to "deep price discounts," the trade organization said, and it was a surprise. Economists had expected a decline of 0.8% to 0.9%. The median sales price fell 15.5% to $165,400 from February 2008.
When the Realtors talk about big discounts, they're talking about buyers forced to take any price they can as well as foreclosed homes unloaded by lenders.
Lender-owned properties represented 53.7% of February sales in the Las Vegas metro area, for example. The median price of a home in that market was $155,600 in February, down 37% from a year ago and 51% since a June 2006 peak of $315,000.
Inventories of unsold homes rose by 5.2% to 3.8 million. That represents a 9.7-month supply, unchanged from February. But the inventory estimate is down 18% from a peak of 3.9 million units, which was an 11-month supply.
That's a good sign, Michelle Girard, senior economist at RBS Greenwich Capital, told Bloomberg Television. But she added that the housing market has a long way to go. Many would-be buyers won't commit until they see more job and economic stability.
Home-building shares were higher on the news. Pulte Homes (PHM, news, msgs) was up 7.9% to $10.60. D.R. Horton (DHI, news, msgs) jumped 11.4% to $9.32.

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New home sales training programs that are proven to increase sales! We help you and your Real Estate business attain sales goals through our expert training. New Home Sales Training

678-391-9136

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Speaker Services for more New Home Sales

Speaker Services

"If success was so easy to obtain, there would be no such word as failure." - Joe Colletti

Joe is a highly sought after speaker and trainer who challenges, motivates and interjects humor into his presentations, which puts people at ease. Joe’s no-nonsense sales training and keynotes are both refreshing and informative.

Sample Programs

Joe’s programs are available as keynote, half day, full day or series of engagements. Programs are customized to the client and area of business.

Get results: Turn Talent Into Performance
Body Language: Sell More By Understanding How To Spot The Messages And Emotions Your
Customer Is Really Sending
10 Habit Modifications Necessary To Convert Today's Traffic
The Presentation Sequence - A Process for Success
It's The End Of The Information Age - How To Sell In A Soft Market
Knowing More, Selling More
Your First 7 Seconds Could Be Your Last
Overcoming Objections is a Cry for Help
Discover the Closing Power Within
Partnering for Profit - How to increase Sales through Successful Broker Outreach
Your Lifeline is Your Pipeline
Today’s Top Buyer Objections and How to Overcome Them!
Get Motivated – Turn Up the Volume
Discover the Three Components to the Close
How to Sell from an Information or Central Sales location
Can you hear me know?

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Success Story

"Joe, thank you for going the extra mile for Porters Neck Company this year at our sales executive training session. Your ideas and workshops helped energize the sales team. We have implemented several of your ideas this spring to help us network with local realtors and attract additional customers to the project. In addition, I think your training on increasing closing rations will result in a higher percentage of conversions for the sales team. I look forward to working with you in the future."
R. Donaldson, General Manager at Porters Neck Golf & Country Club

Interested in learning more about any of the subjects above call Joe Colletti & Associates today at 770-641-3080

Sales and Management Training

"We need to focus on directing people in the right direction, to make the right decision."
- Joe Colletti

New Home Sales Training by Joe Colletti and Associates can provide sales training and education to all members of the sales team, managers and builder’s staff, so they work as a cohesive unit. His programs put “Action” into your team and will make a difference in your organization. Programs are designed to fit your specific needs and housing market trends. Joe pays serious attention to areas of training that require accountability from the salesperson as well as the management team.

Sample Programs

New Home Sales Training programs are available as keynote, half day, full day or series of engagements. Programs are customized to the client and area of business.

Get results: Turn Talent Into Performance
Body Language: Sell More By Understanding How To Spot The Messages And Emotions Your
Customer Is Really Sending
10 Habit Modifications Necessary To Convert Today's Traffic
The Presentation Sequence - A Process for Success
It's The End Of The Information Age - How To Sell In A Soft Market
Knowing More, Selling More
Your First 7 Seconds Could Be Your Last
Overcoming Objections is a Cry for Help
Discover the Closing Power Within
Partnering for Profit - How to increase Sales through Successful Broker Outreach
Your Lifeline is Your Pipeline
Today’s Top Buyer Objections and How to Overcome Them!
Get Motivated – Turn Up the Volume
Discover the Three Components to the Close
How to Sell from an Information or Central Sales location
Can you hear me know?

Interested in learning more about any of the subjects above call Joe Colletti & Associates today at 770-641-3080

Meet Joe Colletti, Expert New Home Sales Trainer

Expertise
Sales Training Motivational Speaker On-Site Sales Training	Developer Consulting New Home Consulting Builder Consulting	Effective Communication Marketing Training Sales Team Coaching

Professional Experience

Joe Colletti has over three decades of experience in Marketing and Sales, Real Estate Management, and Training. He has been responsible for the Sales Management of over 8,000 Home Sales and has a strong background in Master Planned, Golf Course and New Home Neighborhoods. His years of experience have been put it into a fundamental and exciting approach to increase your sales and management effectiveness. Joe's personnel and very unique training style has been well received by clients all around the country.

Certifications
CSP Instructor GRI Instructor Real Estate Broker GA Real Estate Broker NC	Real Estate Broker NJ Real Estate Broker PA Certified Sales Professional Certified Marketing Pro.	MIRM Candidate Certified Broker Manager Certified Residential Spec.

Affiliations

Member of the Greater Atlanta Home Builders Association (GAHBA)
Member of The National Association of Home Builder (NAHB)'s National Sales & Marketing
Council (NSMC)
Instructor for NAHB’s Certified Sales Professional (CSP)
Member of NAHB's 50’s plus Housing Council
Member of GAHBA's Board of Director
Member of GAHBA's Sales & Marketing Council (SMC)
Former Sales & Marketing Council (SMC) Chair for the Triangle Sales and Marketing Council in
Raleigh, NC
Former Member of New Home Marketing Group of America (NHMGA)'s Board of Trustees

Publications

Multiple articles in Real Estate Today, Professional Builder Magazines, Ideas Magazine and
St. Petersburg Press
Nationwide speaking engagements for Real Estate Leaders of America, Builders Marketing
Society; National SMC’s and NAHB International Builders Shows
Developed nationally accredited Training Program for Better Homes and Gardens Real
Estate (National).