Most people buying or selling real estate do so while experiencing major life transitions such as moving to a new area for work-related reasons, resettling due to financial considerations, or accommodating a growing family. If you want to remain competitive as a real estate agent or broker, you need to be one part entrepreneur, one part negotiator, one part problem-solver, and one part counselor. The Consultative Real Estate Agent shows how to develop strong relationships, and focus on the real needs of your clients. You'll learn practical strategies to help you: * Build better rapport (and lose fewer clients). * Get more referrals (and spend less on marketing). * Close more sales by better understanding clients' wants and needs. The Consultative Real Estate Agent helps you deepen your client relationships… and make more money doing it.
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Review
The Plain Dealer (Cleveland): "Any agent, new or pro, who truly wants to make a difference in their clients' lives should read The Consultative Real Estate."
About the Author
Kelle Sparta created and runs classes for the Relational Real Estate™ certification program, and is a certified trainer for ERA's AccelERAtion agent training program. She was a top-producing agent in Connecticut, and a member of the Board of Directors for the Eastern Connecticut Association of Realtors. Ms. Sparta sold 25 houses her first year in the business using the techniques she shares in this book. She livesin Lowell, Massachusetts.
Inside This Book
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First Sentence
Welcome! This book will be different from any other book you will read about real estate. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index
Welcome! This book will be different from any other book you will read about real estate. Read the first page
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Concordance
Browse Sample PagesConcordance
Front Cover | Copyright | Table of Contents | Excerpt | Index
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Amazon.com:
4.1 out of 5 stars
10 reviews
29 of 30 people found the following review helpful
5.0 out of 5 stars
Finally, a book for real estate agents that explains how it should be done!
Jan 23 2006
By Laurence Larry Tamkin
- Published on Amazon.com
Format:Paperback
I have been a real estate agent, recruiter, trainer and coach going on 10 years, and have read many popular books on how to be successful as a real estate agent, but this book is the Holy Grail of real estate sales.
This is the first book I have read on the subject that explains the essence of real estate sales, which is that it is a relationship based business and that it takes time, patience and understanding to build clients.
Real Estate sales is not easy and most people fail in the industry and that is a fact. Too many "sales gurus" and many books tell you that you just need to learn techniques or put your name out there and you will succeed, when the truth is that you need to learn how to care about people and develop true relationships to be very successful.
Kelle's book is one the first I have read that gets to the essence of this and it is the book that I will encourage all the agents that I train and coach to read.
- Larry Tamkin
This is the first book I have read on the subject that explains the essence of real estate sales, which is that it is a relationship based business and that it takes time, patience and understanding to build clients.
Real Estate sales is not easy and most people fail in the industry and that is a fact. Too many "sales gurus" and many books tell you that you just need to learn techniques or put your name out there and you will succeed, when the truth is that you need to learn how to care about people and develop true relationships to be very successful.
Kelle's book is one the first I have read that gets to the essence of this and it is the book that I will encourage all the agents that I train and coach to read.
- Larry Tamkin
13 of 13 people found the following review helpful
5.0 out of 5 stars
Fantastic and Full of Gems!
Jan 24 2006
By Rebecca Washam
- Published on Amazon.com
Format:Paperback
Coming from an experienced real estate agent, this book was fantastic and well worth the money! The best thing about the book and Kelle Sparta's writing is that it makes your brain work to come up with your own ideas and it goes about this in an easy to understand way. I have recommended this book to all the agents that I know that are new to the field and several experienced ones as well. It is one of the better real estate books on the market!
15 of 16 people found the following review helpful
5.0 out of 5 stars
A MUST READ FOR REALTORS!!
Mar 8 2006
By Melody Bohl
- Published on Amazon.com
Format:Paperback
Kelle has captured the essence of being a true real estate professional! Her book is filled with wisdom to help realtors grow into being true advocates and guides in the real estate transaction for their clients. Kelle's writing style makes this book a wonderful read - like a conversation with a great friend. If you read any book this year to further your career, make it this one!
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4.1 out of 5 stars
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