SNHBA implements classes, education credits

The Southern Nevada Home Builders Association is raising the bar on education for local sales and marketing professionals during this challenging period in the housing market.

SNHBA has received approval to offer the National Association of Home Builders' University of Housing classes, which include the Institute of Residential Marketing course. Upon completion, the course leads to the MIRM, or Member of the Institute of Residential Marketing, designation; followed by the Certified New Home Sales Professional course, which also leads to designations.

SNHBA is the local affiliate of the National Association of Home Builders.

"We are very pleased to be able to offer this level of higher education to the sales and marketing professionals in our community," said Irene Porter, SNHBA executive director. "Education is a key element in the association's mission statement, which says in part, 'Implement programs to advance membership, education and involvement in our association.'

"These classes give sales and marketing professionals great advantages during a challenging time in our industry. They can earn the continuing education credits that are required by the government for their licenses, and also, very prestigious professional designations that are highly respected in the industry," Porter said.

SNHBA began offering the Institute of Residential Marketing classes last year. It has offered Certified Sales Professional classes for several years.

Nearly all the classes are approved for continuing education credits by the Nevada Real Estate Commission.

Following is the schedule of classes for 2008:

-- March 13-14: Lifestyle Merchandising, Advertising & Promotion Strategies (IRM III)

-- April 17: Increased Profits through Effective Builder-Broker Cooperation

-- May 15-16: The Challenge of New Home Sales Management (IRM IV)

-- Sept. 18-19: House Construction as a Selling Tool

-- Oct. 16: Effective Marketing on a Shoestring Budget

-- Nov. 14: Essential Closing Strategies

IRM classes are taught by sales and marketing experts Roger Fiehn and Thomas Vetter, both of whom are principal instructors for the NAHB University of Housing.

Fiehn has chaired the National Sales & Marketing Council and the Institute of Residential Marketing. He is a frequent speaker at national and international trade conventions, and his articles have been published in trade publications such as Builder, Custom Builder and Builders Management Journal.

Vetter is the West Cost president of Accelerated Marketing Partners. He has more than 20 years experience in real estate and resort sales and marketing and focuses primarily on auction marketing for new home builders in San Francisco, Los Angeles, San Diego and other major West Coast markets.

Prior to joining Accelerated Marketing Partners, Vetter served as executive vice president of operations, sales and marketing for the western residential division of Kennedy Wilson International, a real estate auction marketing and investment banking firm. Vetter also served as division president of accelerated marketing for The Ryness Co.

The Certified Sales Professional classes are taught by Kathleen Ray, principal of Subdivision Sales Inc., in Las Vegas. Ray has taught the CSP classes at the SNHBA office for many years.

The CSP course is designed for specialists in new home sales. Students gain a broad understanding of the home-building business and discuss consumer psychology. Plus, they will learn the advanced techniques used by real estate veterans for greeting, closing, and overcoming objections. Other topics include construction process overview, financial and legal aspects of new home sales, and the art of customer service.

Seating for IRM and CSP classes is limited, and early registration is advised. The classes are taught at the offices of the Southern Nevada Home Builders Association, 3685 Pecos McLeod Rd.

For more information about upcoming classes, visit snhba.com or call 794-0117 and speak with either Beverly Williams or Sandie Taylor in the SNHBA office. They can also be contacted via e-mail at beverly@snhba.com or sandie@snhba.com.

The SNHBA is dedicated to meeting the housing and community development needs of Southern Nevada. Founded in 1953 by 12 local home builders, SNHBA ranks as the oldest and largest local trade organization representing the residential construction industry. It has nearly 700 members.