Understanding Today’s New Home Buyer - Live Online 2021 (September 23, 30)

Includes a Live Event on 09/23/2021 at 1:00 PM (EDT)

This course will explore the dynamics of personalities, generations, cultures, and their relationship to today’s home buyer. Why, where, and how are they making their home buying decisions? How are home buyers affected by global, national and local events, trends, and cultures? Can the new home sales professional be an expert on these aspects? The course will examine how different buyer profiles choose to look for new homes all the way to making their home buying decision. We will also investigate what to do and what not to do, in addition to other suggested techniques for selling to today’s home buyer. Lastly, the course will review best practices for marketing, advertising, merchandising, and modes of communication.

Participants in this course will be able to:

  • Learn about today’s new home buyers: Who are they? What are they looking for? How are they looking? In this course you will discuss the ever-changing demographics of new home buyers.
  • In addition to the questions of who and what, you will examine the differences between generations and how age shapes  home buying preferences.
  • Through this course you will demonstrate helpful tips on how to market and sell to each different generation.
  • In addition to generational differences there are also abundant cultural differences in today’s home buyers. You will differentiate the wants and needs of new home buyers from various cultures.
  • Different generations, cultures and needs demand unique features in their homes. In this course, you will identify the design style and color preferences in today’s new home buyer market.

Instructor: TBD

Course Length: 6 hours

NAHB Continuing Education: 6 hours for the following 12 designations: CAPS, CGA, CGB, CGP, CGR, CMP, CSP, GMB, GMR, Master CGP, Master CSP, MIRM.

Important Registration Details: 

This course is non‐transferrable. Do not use another individual’s login information to register for this course. You must log in to nahb.org as yourself to receive a certificate of completion and credit for this course. If you are registering as a member, please use a PIN tied to your legal name. NAHB PINs are tied to a person, not a company. If you are not registered on nahb.org, Create Your Login now. 

After you have participated in the sessions, you must take a timed, one-hour skills check and earn a score of 70% or higher to receive course credit. If you do not pass, you have one opportunity to retake it. Once you have passed the skills check and completed the course evaluation, you can print out your certificate of completion.

Cancellation and Refund Policy: Registration is open until 3 p.m. ET (12 p.m. PT) on Wednesday, September 22. Cancellations will also be accepted until 3 p.m.  ET (12 p.m. PT) on Wednesday, September 22. After that date, a $50 cancellation fee will be charged per cancellation. Cancellation requests must be submitted via email to ElearningHelp@nahb.org.   

Christy Beck, CSP, MIRM

Division Manager, Caruso Homes, North Carolina

Christy N. Beck, MIRM, CSP, Broker possesses a solid background in new home sales, management, marketing and training. Her extensive knowledge of the New Homes industry has been gained through her vast experience in positions such as Sr. Vice President of new Homes at Coldwell Banker Howard Perry & Walson, Vice President of Marketing for Bill Clark Homes and Regional Vice President of Sales and Marketing for Sunstar Homes/Lennar Corporation. She is a Master in Residential Marketing (MIRM) and a Certified Sales Professional (CSP). She has held various leadership positions with NAHB and currently serves as the incoming Chair of NSMC and serves on NAHB Education. In January 2017 at the International Builder Show, Christy received the Bill Molster Lifetime Achievement award for her service to NAHB, NSMC and the Institute of Residential Marketing. Locally, she serves on the Board of Directors for the Raleigh-Wake HBA. Christy has been the recipient of numerous sales and marketing awards by the Triangle Sales and Marketing Council (TSMC) MAME awards including Rookie of the Year (1995), Sales Person of the Year (1999) and Silver Marketing Manager of the Year (2001). In 2012 she was named Sales Manager of the Year by the National Association of Home Builders.

Christy joined Caruso Homes in 2017 as the Director of Sales and Marketing to help launch the brand in North Carolina. Recently, Christy was promoted to Division Manager for North Carolina, managing the sales and construction teams for all communities within the Triangle area of North Carolina. She obtained her Bachelor of Arts degree from the University of North Carolina Wilmington and lives in Raleigh, NC with her husband Greg, son Dylan and her golden doodle Harley.


Session 1
09/23/2021 at 1:00 PM (EDT)   |  180 minutes
09/23/2021 at 1:00 PM (EDT)   |  180 minutes
Session 2
09/30/2021 at 1:00 PM (EDT)   |  180 minutes
09/30/2021 at 1:00 PM (EDT)   |  180 minutes
Understanding Today's New Home Buyer Course Test
25 Questions  |  2 attempts  |  60 minute limit  |  18/25 points to pass
25 Questions  |  2 attempts  |  60 minute limit  |  18/25 points to pass After you have participated in all of the webinars, you may take the test. Please ensure that you take the test by Saturday, November 28. You must score 70% or higher on the test, then complete the Evaluation below, to receive your Certificate of Completion. The test is timed. You will have 1 hour to complete the test.
Course Evaluation
11 Questions
11 Questions Please fill out the evaluation below with your feedback about the course. You must complete the evaluation to receive your Certificate of Completion. Click the link below when you are ready to begin.
Certificate of Completion
6.00 Continuing Education credits  |  Certificate available
6.00 Continuing Education credits  |  Certificate available