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

Kelle Sparta (Author)

Book Description

Publication Date: November 25, 2005

The most successful real estate agents help their clients do more than just complete a transaction. They establish a strong personal bond and help their client through a major life transition. "The Consultative Real Estate Agent" shows readers how to increase their sales, win more referrals and make more money by becoming one part entrepreneur, one part negotiator, one part problem-solver and one part counselor. It is a unique and invaluable guide to truly deepening their client relationships and improving their business.

Editorial Reviews

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."

See all Editorial Reviews

Product Details

• Reading level: Ages 17 and up
  
• Paperback: 240 pages
• Publisher: AMACOM (November 25, 2005)
• Language: English
• ISBN-10: 0814473210
• ISBN-13: 978-0814473214
• Product Dimensions: 9 x 6 x 0.8 inches
• Shipping Weight: 13.6 ounces
• Average Customer Review: 4.1 out of 5 stars  See all reviews (10 customer reviews)
• Amazon Best Sellers Rank: #132,214 in Books (See Top 100 in Books)
  • #25 in Books > Business & Investing > Real Estate > Sales
  • #33 in Books > Business & Investing > Industries & Professions > Purchasing & Buying
  • #67 in Books > Business & Investing > Real Estate > Buying & Selling Homes

More About the Author

Kelle Sparta is a top trainer, speaker and coach. She specializes in working with women to teach them how to lead during times of great change.

Her first book, The Consultative Real Estate Agent (AMACOM Books, 2006), explained the emotional side of the transaction and how real estate agents can coach their clients through this very unstable time. Kelle works with women in positions of leadership to mentor them more fully into their power.

For more information about Kelle's real estate training practice, visit www.SpartaSuccess.com. For more information about Kelle's coaching for women in leadership, visit www.KelleSparta.com.

Customer Reviews

Most Helpful Customer Reviews

28 of 29 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!, January 23, 2006

By 

Laurence Larry Tamkin "Real Estate Broker, Ow... (Austin, TX USA) - See all my reviews
(REAL NAME)   

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

12 of 12 people found the following review helpful:

5.0 out of 5 stars Fantastic and Full of Gems!, January 24, 2006

By 

Rebecca Washam (Flower Mound, Texas) - See all my reviews
(REAL NAME)   

This review is from: The Consultative Real Estate Agent: Building Relationships That Create Loyal Clients, Get More Referrals, and Increase Your Sales (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!

14 of 15 people found the following review helpful:

5.0 out of 5 stars A MUST READ FOR REALTORS!!, March 8, 2006

By 

Melody Bohl "Melody Bohl" (Boston, MA) - See all my reviews
(REAL NAME)   

This review is from: The Consultative Real Estate Agent: Building Relationships That Create Loyal Clients, Get More Referrals, and Increase Your Sales (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!