Becoming the "Essential Closer"

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So much goes into creating a successful, profit-generating new home development, but there is one key factor without which, the entire machine falls apart—the “Essential Closer”. But to become truly essential, one must be much more than a tour guide or a good communicator. In this webinar, John Palumbo identifies the attributes and practices of the home building elite, and shares the tools needed to become the Essential Closer—the lifeblood of any successful company.

Participants in this webinar will:

  • Learn problem-solving techniques to replace worn out tactics created to put pressure on customers.
  • Gain tools for becoming invaluable for your company and make an impact through your revenue-boosting skills.
  • Identify how to gain a commitment from the buyer by addressing customer concerns directly and creating solutions. 
  • Discover how to connect and compel by eliminating five bad habits that interfere with their natural empathy.  

Speaker: John A. Palumbo, President and CEO, The Sterling Group 

NAHB Continuing Education: 1.0 hours of continuing education credits for the following 12 designations: CAPS, CGA, CGB, CGP, CGR, CMP, CSP, GMB, GMR, Master CGP, Master CSP, MIRM.

Cancellation and Refund Policy:  Registration is open until 3 p.m. ET (12 p.m. PT) on Wednesday, November 11. To receive a refund, cancellations must also be submitted by 3 p.m. ET (12 p.m. PT) on Wednesday, November 11. After that date, no refunds will be issued. Cancellation requests must be submitted to Deborah Krat at

John A. Palumbo

President and CEO, The Sterling Group

John A. Palumbo is an international speaker, author, and expert in the science of influence and persuasion. He has been invited to lecture around the world, including Ukraine, Mexico, Poland, Canada, and Jamaica, on the psychology of human nature, John is a member of the National Speakers Association® and brings humor and animation to the platform to help others exceed their performance goals. He was recently awarded the Certified Speaking Professional (CSP™) designation, the highest designation conferred by the National Speakers Association®. He is also recipient of the National Sales and Marketing Council’s prestigious John P. Hall Award for Excellence in Sales and Marketing.

John has been instrumental in restructuring the Sales DNA of thousands of individuals from small, family run companies to large-scale developers such as Trump Grande International. He has the ability to take sales professionals and organizations to new dimensions of performance excellence. Known as the industry’s Closing Master, John has more than three decades of experience and has personally closed over one billion dollars in real estate sales.

John is recipient of The National Association of Home Builders’ Sales Manager of the Year Award and the prestigious Million Dollar Circle Lifetime Award. He is a prominent member of the Institute of Residential Marketing and has been an instructor for the institute for more than 20 years.

John is invited repeatedly as a guest speaker at conferences and national conventions, including The International Builders’ Show, Southeast Building Conference, and the Midwest Builders’ Conference, just to name a few. His programs and sessions continuously receive rave reviews for being cutting-edge, entertaining, and most importantly, for delivering results.

John has been published and interviewed by numerous publications, including The Wall Street Journal. He is author of nine books on the psychology of influence and persuasion, including his best-seller, SalesNosis: The Art of Hypnotic Persuasion.


11/12/2020 at 2:00 PM (EST)   |  60 minutes
11/12/2020 at 2:00 PM (EST)   |  60 minutes This webinar starts at 2:00 pm ET. Attendees will be able to login at 1:45 pm ET.
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Certificate of Completion
1.00 Continuing Education credit  |  Certificate available
1.00 Continuing Education credit  |  Certificate available