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The Consultative Real Estate Agent
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Table of Contents

"List of Exhibits Acknowledgments Introduction Part I Relating to Buyers and Sellers Chapter 1. The Process of Change Chapter 2. Problem-Solving Emotional Issues Chapter 3. Life After Divorce Chapter 4. The Empty Nester, the Retiree, and the Widow Chapter 5. The First-Time Homebuyer Chapter 6. Move-Up Buyers Chapter 7. Relocation Client Chapter 8. Investors Part II Setting Up a Consultative Business Chapter 9. Creating Instant Rapport Chapter 10. Managing Your Clients' Expectations Chapter 11. Sales Presentations Chapter 12. Relationship Management After the Sale Chapter 13. Creating a Unique Selling Proposition Chapter 14. Building a Brochure Chapter 15. Effective Advertising in Today's Market Chapter 16. Systems for Superior Customer Service Part III Developing Skills for Success Chapter 17. Deeper Listening Chapter 18. Effective Communication Chapter 19. Building Good Industry Relationships Chapter 20. Time Management Chapter 21. Negotiation Skills Chapter 22. Networking Your Way to Success Chapter 23. Summary Index"

About the Author

Kelle Sparta created and runs classes for the Relational Real Estate(t) 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.

Reviews

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."


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."


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."

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