This module concentrates on understanding the unique position of modular housing in  the building industry.  It is designed to provide the foundation for demonstrating why a modular home is often the best housing solution.  The use of technology not only enhances the quality of the home, but also makes the home buying process more efficient.  Business systems are reviewed and discussed in this module to enhance the efficiency of the staff by leveraging technology.  Finally, a brief history of the industry is presented leading to a discussion of the current state of the industry and where we are headed in the future.

This module presents the 'nuts and bolts' of prospecting.  It includes lead generation, follow up, measurement / tracking and using the FOCUS scoring system.

The foundation of a successful sale is a positive relationship.  This module focuses on the concept of building an appropriate relationship with each prospective client.  Classes include, The Meeting, The Greeting, The First Visit, and Personality Style training.

Without a solution to the clients specific housing needs, the prospective customer not make you their dealer of choice.  This module focuses on the mechanics of creating a total solution (pricing, site work estimating, financing, etc.) and the presenting the total solution to the prospective client.  A basic introduction to negotiating techniques is also included in this module.

Once a prospect selects you as their partner in the housing project, they expect you to be there for them no matter what.  This module provides an overview of the construction process from factory to field to warranty and service.  Although the sales team may not handle these areas, a solid knowledge of how these areas work will help to preserve the customer relationship and smooth the transition from prospect to satisfied customer.  Training in communication skills is also presented as part of this module.

We often get caught up in the business of the day and lose sight of what is truly important.  This module focuses on specific techniques for staying on task and keeping the most important items at the top of the priority list.  It includes classes on Goal Setting, Determining Priorities, and Time Management.