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New Home Sales Specialist Certification Program - Builder Series

To help you make the decision to sell new homes TREC has approved a New Home Sales Specialist Certification Course. The course consists of six CE approved seminars. You will learn how to work with builders and new home salespeople; you will learn the processes and sequences of events used in building a new home; you will learn the systems and performances of green building; you will learn how to negotiate with a home builder for the best possible outcome including; price, options, home, lot, mortgage and title services; you will learn how to read a new home blueprint and how to understand and execute Builder Contracts in addition to executing any Contract Addendums.

In order to qualify for the Certification you must complete all six classes. If you require additional information for any of the seminars read the descriptions provided below. To reserve a seat in an upcoming class go to ‘Reserve Your Seat’ link. Click here to download MetroTex’s flyer with 2017 Builder Series dates.

Click Calendar for Builder Series Training Dates

Have You Considered Selling New Homes?

Have you ever had a prospect call you to announce that they bought a new home over the weekend and will not be buying the re-sale home you thought they would? If so, learn from it, and do not shy away from selling new homes. Read More>>

Understanding New Home Construction: Porch to Patio

Tackling a complex construction issue without understanding the basic process is like becoming a professional weight lifter, without training or ever lifting weights. An understanding of the construction process can benefit everyone from you to the customer and to the builder. Before decisions can be made and ground can be broken, everyone needs to be working for the same goal from the same understanding. Read More>>

New Homes are Turning Green

Green building is the hottest term in new home construction today, but what is green building? If you ask 100 people, you may get 100 different answers. The only supportable definition of a green built home is a home that has been built, tested and certified to meet the requirements of a recognized green building program. Read More>>

How to Negotiate with a Home Builder

This 2-hour seminar will teach you how to negotiate with a home builder for the best possible outcome including; price, options, home, lot, mortgage and title services. Read More>>

How to Read a New Home Blueprint

This 1-hour seminar focuses on teaching you how to read a new home blueprint. Blueprints are 2-dimensional architectural design drawings that indicate the size of a planned home, the materials to be used in its construction, and the placement of its features. Architects use blueprints and written specifications to communicate to construction workers how the home is to be constructed. Read More>>

New Home Builder Contracts and Addendums

This 2-hour seminar will educate you on how to understand and execute Builder Contracts in addition to executing any contract addendums.

The goal of this seminar is to help you understand the differences between a Production, Semi-Custom, and Custom Home Builders as it relates to new home construction contracts. Read More>>

Bob Hafer,, Vice President of Business Development

Bob Hafer

Bob Hafer’s 40-plus years of housing experience qualify him as a knowledgeable home sales specialist.

During his first 23 years, he held management positions with a large national home builder ranging from sales to marketing, to merchandising, to research and development and then to regional president responsible for $100,000,000 in sales.

Then for 15 years he provided sales training, merchandising, and marketing strategy expertise to over 100 new home builders coast to coast.

He has been featured as a subject matter expert in nationally recognized media, including; Builder Magazine, Builder Radio, Realtor, Realty Times, The Real Estate Professional, Texas Builder, Texas Homebuilder and Professional Builder. In 2006 he authored Building Results – The Ultimate How to Guide for New Home Sales.

To complement his new home experience, he earned his Real Estate license in 2009.

In 2011 and 2012 he was awarded the Professional Realtor of the Year for Outstanding Service to the builders and remodelers of the Dallas Builders Association. He has served on the Dallas Builders Association Board of Directors, chaired the Ambassadors Committee and he is currently serving on the Professional Development and Curriculum Committee for the MetroTex Association of Realtors.

In 2013 he began teaching Dallas Realtors how to sell new homes through a 6-seminar builder series entitled ‘Have You Considered New’ and has developed a 7-seminar video series on selling new homes for Leading RE that is available to a national audience of Realtors.

Currently he is responsible for developing new business with builders in Dallas, San Antonio, Austin and Houston for HomesUSA. HomesUSA manages builder MLS listings, provides marketing and management support and assists builders in identifying Realtors who desire to sell new homes.

In 2016, he co-founded The Alliance’s goal is to connect builders and Realtors through education and communication.


“Hi Bob, I wanted to say how much I enjoyed your new construction classes on Monday! Many times I dread those all-day classes but you made both of them so interesting and informative, time flew by. I look forward to more classes with you to complete my certification by the end of summer. Thank you again! Very enjoyable.” Jackie Dorbritz

“Thank you for the great information on working with builders. I’ve had a fear of new construction for a while, but now I’m pretty excited to take on the challenge! There are a few new neighborhoods in my area & I’m planning to visit them & start building relationships with them. Thank you again!” Laura Bogan

“It was a pleasure taking another builder class/course that you offer. I look forward to completing the series and learning more! Thank you for all that you do. I appreciate you!” KimLynn Tipton

“Great speaker, fielded questions well” Course Participant

“Very informative and helpful” Course Participant

“Great presentation, articulation & volume” Course Participant

“Well spoken – relates well – likable – experienced” Course Participant

“Very good speaker and communicator” Course Participant




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Barry Hensley, NorthStar Luxury Homes, General Manager

Barry Hensley

Mr. Hensley is the General Manager of NorthStar Luxury Homes. His primary responsibility in this role is the development of strategic growth initiatives and management of the company’s construction and administrative operations. He identifies and acquires properties for current and future construction projects. He manages the company’s sales efforts and is responsible for business development.

Mr. Hensley has 31 years experience in residential and light commercial construction. He has completed and delivered more than 600 townhome units and 300 single family homes. His experience includes both horizontal and vertical construction. He has completed the construction of multiple commercial tenant improvement projects including general office, medical office, and retail facilities.

Mr. Hensley is a long-standing member of the Dallas Builders Association, serving on its Board of Directors for the past 8 years. He is a certified instructor with the National Association of Builders and the Texas Real Estate Commission. He regularly engages in teaching Realtors and other construction industry professionals through the Dallas Builders Association, the MetroTex Association of Realtors, the Greater Lewisville Association of Realtors, and the Collin County Association of Realtors.


Beverly Smirnis, N2 Publishing, Area Director

Beverly Smirnis

Beverly Smirnis has received numerous recognitions as an editor/publisher for the homebuilding/remodeling industry. She and her husband Steve Smirnis have published a magazine for the Dallas/Forth home building industry for 25 years. Today, Building Savvy is expanding with publications being launched in markets across the country with the Smirnis team acting in an advisory role over this expansion.

Throughout her career, Beverly has implemented the skills of her educational background in journalism, advertising and public relations and also holds a real estate license (inactive). Beverly has also become a noted speaker within the homebuilding industry and is excited to combine her knowledge and skill to become a TREC instructor.


Chris Hartley, Dunhill Homes, VP of Sales & Marketing

Chris Hartley

Chris Hartley has 13 years of New Home Sales Experience as an On-site sales representative, Corporate Sales Trainer, and Vice President of Sales & Marketing.

Chris has worked with both public and private homebuilders across the US. Chris holds an active brokers license in his home state of Kansas and is a TREC instructor.

Chris has been instrumental in his current organization, Dunhill Homes, being named one of the fastest growing homebuilder within DFW. In 2016 he was the recipient of the McSam Sales Manager of the Year Award.


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