Turning Homes into Ongoing Revenue

Today's housing market is plagued by low inventory. The solution? Add more homes. Builders and developers will be filling the void. The Commerce Department announced that at 1.21 million starts, construction of single-family houses in July 2015 was at its highest rate since December 2007. If they haven't already, agents are likely to encounter new residential construction in their local markets in one form or another, making now the time to master the new homes segment, foster relationships with builders and developers, and lay the pipework to cash in on these new revenue streams. This course takes agents through the core components of working as a real estate agent in new construction: collaborating with builders and developers, finding the land and brokering the deal, researching and planning the product, marketing and showing the homes at varying stages of completion, and farming the community to capture re-sale opportunities. Take this course and learn how to turn new home communities into continuous profit centers for your business!

    After attending this course, you will be able to:
  • Enhance your ability to pitch your services to builders and developers
  • Adapt your negotiation tactics to secure capital from lenders
  • Prepare a market analysis for lenders, developers, and builders
  • Apply market research to push for models you can successfully sell

Topics Covered:

  • Marketing
  • Negotiation
  • Systems
  • Lead Generation
  • New Home Sales
  • Farming
  • Pricing/Market Analysis
  • Marketing a Listing



10231 Telegraph Road

Glen Allen, VA 23059


September 11, 2017  October 26, 2017

8:30am - 5:00pm


Contact Dianne Stanley at properties@dstanleyrealtor.com

Registration Costs:

Member Price:  $89
Non-Member Price: $99

Cancellation Policy:

Virginia CRS reserves the right to cancel any scheduled course. If a course is cancelled you will be notified via mail, e-mail, fax or phone and will be given a full refund.

Virginia CRS is not responsible for any expenses incurred by the registrant due to cancellation. Cancellations will be accepted until one week prior to the event. 

Cancellations will be refunded minus a $25 administrative fee. No-shows will be charged the full registration amount.

Speaker Information:

 Mike Selvaggio

Mike Selvaggio has been in the real estate business since 1975. He is a licensed broker and REALTOR® in Delaware. He actively markets new-home communities, sells and lists resale homes, develops land and is a broker owner of Delaware Homes, Inc. Selvaggio was named REALTOR® of the Year in 1990 for the state of Delaware. Also he has served as President of the Delaware Association of Realtors® and his local board. He has published several articles and authored many courses for REALTORS® throughout the United States and in the Caribbean. As a Life Director for the Home Builder’s Association of Delaware, Selvaggio has been able to bring sales and marketing ideas that not only work, but have been “field tested,” to students. His two most exciting professional accomplishments were earning the CRS and CCIM Designations. He thoroughly enjoys educational sessions while teaching as a Certified CRS Instructor and a master Ninja Selling Instructor. Serving as the 2008 National President of the Council of Residential Specialists has given him a great opportunity for national insight into the real estate profession. He is available to help REALTORS® and his clients with a goal of “Exceeding Expectations.” Website: http://www.MikeMyCoach.com

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