Copy of Certified New Home Specialist™ Designation Test

When selling our services to builders, one of the most important perspectives that we can share with builders is to view our role as a sales and marketing

On a national average, builders can expect what percentage of net profit when building a home?

Dennis defines sales as helping people make ____ that are good for them.

A seven-step process to maximizing our success in new homes sales can be referred to as the

What is the term we use to describe the final walk-through of the home that can change our buyers’ perception of its purpose?

In defining closing, barriers we must overcome in the closing process include: no trust, no need, no urgency, and

To gather market research information, we may conduct a meeting with a small group of people who are representative of our prospective buyers. This is called a

When buyers transfer ownership of a building site into a builder’s name, what document is sometimes used to waive his or her rights to a first lien position?

The two typical types of warrantees available with a new home are builder’s in-house warrantee or

To secure construction financing, you must

“Kaizen” is a Japanese word that means

Although a well-written construction agreement is essential, Dennis feels strongly that the true keys to a successful buyer/builder relationship are communication, respect, honesty and

In the process of developing our marketing strategies, it’s helpful to estimate the total demand for a given type of home in a specific market area over a range of time. This is know as the _____ rate.

When qualifying our new home prospects, it is often helpful to employ “_________” designed to ask for broad answers.

In the “marketing-driven” approach to new home sales, it’s important for us to focus on marketing, buyer’s needs, service and

 In the process of handling objections, it is generally recommended that we do NOT

As we analyze the differences between selling resale homes and new home sales, we find that showing the resale home it is more a process of discovery as opposed to a process of _______ required when selling new homes.

In the new home design process, Dennis suggests that buyers should organize information into three categories: essential design requirements (must have), desirable design requirements (like to have) and

In the counseling approach to involvement, the last of the four “R’s” of involvement is building a trusting

To achieve our goals in new home sales, the first step is to leave a “positive lasting impression.” To do this, prospects must remember

While our goal in resale advertising is to get the phone to ring, our goal in new home advertising is to

In effective new home advertising, it is helpful to identify features, services and details that differentiate our product from the competition, known as

In effectively selling quality, Dennis says that one of the most important ways that buyers determine the quality of a home is

In the counseling approach to sales, involvement is the process of building

To qualify prospects and achieve success in new home sales, it’s important to remember that what you know doesn’t matter until you understand

In the process of selling your sales and marketing services to a builder, the final step is

The #1 reason salespeople fail to close successfully is

Creating a sense of urgency is usually essential in securing a commitment from our buyers. Urgency is based on a desire to own and

The primary sources of prospective new home buyers can be divided in three major categories include referrals, cooperative broker network, and

When finalizing the construction agreement, it’s important for plans and specifications to be complete, specific and

In the counseling approach to sales, you must close ___ before you close ___.

In the importance of demonstration, we learn that demonstration is the process of translating features into

In our efforts to reach qualified prospects, we find that prospecting and marketing activities are ________ in their overall effect.

In Dennis’ Walk-Through System, the first walk-through with buyers that he recommends is called

In emphasizing the importance of our role as a new home sale counselor, it is important to recognize that people buy from

In generating referrals, the first of the three keys to maximizing referral business in new home sales is to

Every buyer wants a quality home. How does Dennis define quality?

While discussing the fear of closing, Dennis says that you must believe in ____ & ____ to overcome your fear.