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New-Home Sales Designees Honored at Builders' Show
 More than 100 new-home sales professionals received Institute of Residential Marketing (IRM) designations during the 35th annual IRM commencement breakfast on Feb. 13 at the International Builders’ Show in Orlando.
This year’s graduating class included:
NAHB’s IRM is the educational arm of the National Sales and Marketing Council (NSMC), which has offered MIRM, CMP, CSP and Master CSP designations to thousands of new home sales professionals over the past 30 years.
In addition, IRM inducted several sales professionals into its Fellow program ― the highest honor that a MIRM designee can receive ― and honored building industry professionals who have advanced IRM and educational opportunities for sales professionals.
- Jack Haynes, executive vice president of Countrywide, National Builder Division, received the 2007 Friend of the Institute Award for his dedication to IRM and for cultivating and delivering high-quality educational opportunities for its members.
Haynes is an active supporter of NSMC and IRM as an Elite sponsor. “Without his championing on our behalf, the council could not provide several of the products and services that our members enjoy,” said 2007 IRM President Hal Von Nessen.
- Steve Hoffacker, CMP, CSP, MIRM, CAASH, CAPS received the IRM President’s Award, which recognizes selfless contributions to the goals and objectives of IRM, for his continued leadership and dedication to IRM through his work with the IRM Convention Education Committee and the “Meet the Experts” program at IBS.
Hoffacker, of Hoffacker Associates, a real estate sales and marketing firm based in West Palm Beach, Fla., is the author of dozens of books and learning programs on the new home sales process.
- Mary DeWalt, MIRM, CMP, president of Mary DeWalt Design Group in Austin, Texas, received the Trina Ripley Excellence in Education Award for selflessly giving her time and expertise to advancing IRM’s educational efforts.
DeWalt, a past chair of NSMC and the 2006 IRM president, has worked with home builders across the nation for more than 20 years. “Under her incredible leadership and insightful guidance, the institute has grown in its breadth of activities and increased the quality of education for its students,” said Von Nessen.
The 2007 class of IRM Fellows included:
- Bill Becker, MIRM, CMP, CAASH, managing director and president of the William E. Becker Organization, of Teaneck, N.J.
Becker is a charter member and past president of IRM and has been named a "Legend of the Industry" by NAHB’s National Sales and Marketing Council as well as an "Icon of the Industry" by NAHB’s 50+ Housing Council.
Becker has taught and written extensively on sales and marketing, and his work has influenced generations of housing industry professionals.
- S. Robert August, MIRM, CMP, CAASH, president and founder of S. Robert August & Company, of Greenwood Village, Colo.
August is a past chairman of NSMC and the 2008 president of IRM. His firm provides sales training and marketing and management consultation to the home building industry. He has worked to help raise several million dollars in sponsorships and advertising for the NSMC.
For more information, visit www.nahb.org/IRM or www.nahb.org/Designations.
 Subscribe to Sales + Marketing Ideas Magazine for Cutting-Edge Information
For additional cutting-edge sales and marketing information, subscribe to NAHB’s Sales + Marketing Ideas magazine (www.smimagazine.com).
Click here to learn about membership benefits of the National Sales and Marketing Council and the Institute of Residential Marketing.
 Reach New Heights at the Sales + Marketing Exchange
Attend the first annual Sales + Marketing Exchange conference Oct. 5-7 at The Arizona Grand Resort in Phoenix.
Presented by the award-winning Sales + Marketing Ideas magazine, the Sales + Marketing Exchange offers education sessions featuring nationally-acclaimed speakers, networking opportunities, pre-conference courses leading to one of the Institute of Residential Marketing designations and interactive discussions of current sales and marketing issues.
For more information, visit www.nahb.org/Exchange.
 'Sales and Marketing Checklists' Covers the Ins and Outs of New Home Sales
“Sales and Marketing Checklists for Profit-Driven Home Builders,” available through BuilderBooks.com, covers the major steps involved in successful new home sales.
Learn the ins and outs of the comprehensive contract, the move-in, warranty service, asking for referrals and a great close. This expanded second edition also includes a new chapter on utilizing technology in marketing and a more extensive chapter on multicultural sales.
To view or purchase this publication online, click here, or call 800-223-2665.
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