IRM - New Home Sales Management - Strategies and Training

This program presents the keys to successful new home sales management - the five fundamental principles that integrate the sales force into the overall marketing program. These principles include defining a clear sales plan, providing adequate guidance to implement the plan, using sales compensation as a management tool, integrating the experience of the sales manager and maximizing the involvement of the sales manager in all marketing and sales activities.

12 DRE Continuing Education Credits
Offered by the Inland Empire Sales & Marketing Council
CMP - Certified New Home Marketing Professional

Certified New Home Marketing Professional (CMP) is the mid-level designation for IRM students who have completed the marketing intensive IRM courses I through IV.
How Do I Become a CMP?
  • Curriculum and Other Requirements
  • Have at least three years of new home sales and marketing experience
  • Complete the four IRM courses (see below)
  • Pass accompanying tests
  • Earn 50 elective credits
  • Complete IRM Professional Profile for CMP candidates (Six Steps to Professional Excellence)
  • Be sponsored by a MIRM or SMC/HBA President
Required Courses
  • Understanding Housing Markets and Consumers (IRM I)

  • Marketing Strategies, Plans, and Budgets (IRM II)

  • Lifestyle Merchandising, Advertising, and Promotion Strategies (IRM III)

  • The Challenge of New Home Sales Management (IRM IV)
Class Descriptions

IRM I - Understanding Housing Markets and Consumers
Discover the demographic, economic, and psychographics factors affecting housing demand and supply, as well as consumer choices. This course outlines the principles and methods of market research in the home building industry. This course uses a model for predicting the demand for housing in local markets and specific sites

IRM II - Marketing Strategies, Plans, and Budgets
Participants learn how to select the best market opportunities in order to develop appropriate plans and budgets for their companies. The course work integrates profit planning with competitive strategy and customer desires through the selection and development of product, place and promotion tactics.

IRM III - Lifestyle Merchandising, Advertising, and Promotion Strategies
This course helps participants plan and implement more effective advertising and promotion campaigns using proven marketing, advertising and public relations and on/off site merchandising techniques. In addition, they’ll discover how to design sales centers and models that appeal to their target market, optimize traffic flow, and work as important sales tools.

IRM IV - The Challenge of New Homes Sales Management
This program emphasizes the five fundamental principles that integrate the sales force into the overall marketing program - defining a clear sales plan, providing adequate guidance to implement the plan, using sales compensation as a management tool, integrating the experience of the sales manager, and maximizing the involvement of the sales manager in all marketing and sales.
 
MIRM

The most prestigious designation give by the Institute of Residential Marketing. All IRM Courses I – IV must be completed. In order to achieve the MIRM designation, in addition the four classes, a MIRM candidate must:
  • Be a member of the National Sales and Marketing Council.
  • Earn 50 Elective credits.
  • Have at least three years of new home sales and marketing experience.
  • Fill out the IRM Professional Profile for MIRM Candidates, which allows you to give an in-depth synopsis of your professional new home marketing career.
  • Write an approved marketing case study focusing on a new home community you have been involved with.
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