(FALL 2009)

The Challenge of New Home Sales Management (Section 1) MGMT X460.98  (2.5)

A required course in the Marketing for the Residential Builder Specialized Studies Program. An elective course in the Light Construction and Management Certificate Program.
In today's competitive real estate market, you need an effective sales force that not only understands your customers, but knows how to qualify buyers and close the sale. Learn the strategies of sales management, training, and effective personnel management that are necessary for the urban and suburban home builder. Acquire a working knowledge of essential topics including management and recruitment of the sales force, training techniques, managing customers and owners and market positioning. Enrollment limited. Early registration advised.

Michael Hixson, M.B.A., MIRM, is a 25-year veteran of the homebuilding industry, specializing in sales and marketing of new homes for builders and financial institutions. He has served as president of the Institute of Residential Marketing of the National Association of Homebuilders (NAHB), and of two local Sales and Marketing Councils, and is a certified national instructor for the NAHB. Hixson is executive vice president of The Ryness Company, with offices in Newport Beach and statewide.

Rita Lamkin, B.A. Communications, MIRM, Certified Active Adult Specialist in Housing and president of Preface, Inc., provides market research and consulting services to residential, resort and community developers. A 30-year veteran of real estate product development, marketing and sales management, Lamkin held executive positions with premiere developers The Irvine Company, Arvida/Disney and Trammel Crow Residential.