The consultative real estate agent : building relationships that create loyal clients, get more referrals, and increase your sales /
Sparta, Kelle.
Amacom.
New York : AMACOM,
c2006.
Includes index.
Relating to types of buyers and sellers -- The process of change -- Problem-solving emotional issues -- Life after divorce -- The empty nester, the retiree, and the widow -- The first time homebuyer -- Move-up buyers -- Relocation client -- Investors -- Setting up a consultative business -- Creating instant rapport -- Managing your clients' expectations -- Sales presentations -- Relationship management after the sale -- Creating a unique selling proposition -- Building a brochure -- Effective advertising in today's market -- Superior customer service -- Developing skills for success -- Deeper listening -- Effective communication -- Building good industry relationships -- Time management -- Negotiation skills -- Networking your way to success.
Real estate business.
Real estate agents.
House selling.