The Consultative Real Estate Agent: Building Relationships That Create Loyal Clients, Get More Referrals, and Increase Your Sales

by Kelle Sparta

Book Overview

"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... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0814473210
• ISBN13: 9780814473214
• Release Date: January 2005
• Publisher: AMACOM/American Management Association
• Length: 242 Pages
• Weight: 0.88 lbs.
• Dimensions: 0.8" x 6.0" x 9.0"
• Age Range: 17 years and up
• Grade Range: Grade 12 and higher

Customer Reviews

Great Insight!

Lots of great information here to be considered. The emotional aspects of any sale should not be taken lightly. Kelle Sparta has a wonderful outlook and approach to consulting buyers and sellers through the real estate transaction. Many agents label their clients as "crazy", "loonie toon", or "psychotic", and they don't consider the emotions that go through each and every one with such a large transaction. I really like her suggestions for getting more information about each clients' situation and trying to look at the world from their perspective to draw from it and help clients through an emotional state. I went to school to be a Child Psychologist, and ended up as a Realtor, but the training I had does come into play with every transaction. Thanks, Kelle, for giving us such a great step-by-step process to help clients, and thereby excel in sales.

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!

A MUST READ FOR REALTORS!!

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!

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!

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