Product Description

Whether they're moving to a new area for work-related reasons, accommodating a growing family, or resettling due to financial considerations, most people buying or selling real estate are doing so while experiencing major life transitions. Agents and brokers, therefore, need to help their clients do more than just complete a transaction if they want to remain competitive. The Consultative Real Estate Agent shows readers how they can boost their profits by developing strong relationships and focusing on the real needs of their clients. The book shows readers how they can: * 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 Great real estate agents are one part entrepreneur, one part negotiator, one part problem-solver, and one part counselor. The Consultative Real Estate Agent shows agents how to deepen their client relationships and make more money doing it.

Product Details

• Amazon Sales Rank: #360486 in Books
• Published on: 2005-11-25
• Original language: English
• Number of items: 1
• Binding: Paperback
• 240 pages

Review
"Any agent,new or pro, who truly wants to make a difference in their clients lives should read [this book]" -- The Plain Dealer (Cleveland)

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."

Review

"""Learn to be the kind of realtor® everyone wants to deal with. No slick tricks or catch phrases here. Kelle teaches you to build a solid business based on service and relationships. You can build a career for life and relationships that last a lifetime."" -- Herb Taylor, Operating Principal, Keller Williams Realty, New England Region

""Buying a home is the largest single financial transaction of most people's lives, and as such is fraught with fear, anxiety, hope, and excitement. Kelle Sparta has written an exceptional book for real estate consultants to help them coach their clients every step of the way to a happy outcome. A must-read for anyone hoping to create loyal repeat customers in this exciting field!"" -- Chellie Campbell, author of The Wealthy Spirit and From Zero to Zillionaire

""This book provides a comprehensive, informative, and easy-to-read guide on how to shift your perspective from making a sale to making a lasting client relationship that will deliver value for years to come. Relational real estate marketing and selling is the future of the real estate industry, and this book tells you how to create that future for your business now. If you follow the practices outlined in this book, your clients (and their referrals) will make you both wealthy and wise!"" -- Kathy Scheiern, Ph.D., PurposeWorks, LLC."

Customer Reviews

Finally, a book for real estate agents that explains how it should be done!
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

Outstanding!!
As a new agent, I found this book invaluable to starting my business. The Consultative Real Estate Agent book gives insight not only to the real estate business and how to succeed, but prepares you for different types of people at different stages of transitioning from home to home. After reading other books, training through my company, and feedback from seasoned agents, nothing has prepared me more than The Consultative Real Estate Agent. The book puts you on track and strengthens your confidence so you can do the job you were meant to do. As competitive as the industry is, this book unquestionably sets you apart from others.

The Consultative Real Estate book is precious gem and a must have for new and seasoned agents!

Fantastic and Full of Gems!
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!