The consultative real estate agent
Subtitle: building relationships that create loyal clients, get more referrals, and increase your sales
By: Kelle Sparta
Publisher: AMACOM; American Management Association
Published: 2006
Place of publication: New York
Language: eng
Format: [electronic resource] :
Number of pages: 242
ISBN-13: 9780814429198; 9781281128270
Subjects: BUSINESS & ECONOMICS; Real estate agents; House selling; Real Estate; Real estate business; General
Description: 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.
Notes: Includes index.

Description based on print version record.
Table of contents: title: Relating to types of buyers and sellers; title: The process of change; title: Problem-solving emotional issues; title: Life after divorce; title: The empty nester, the retiree, and the widow; title: The first time homebuyer; title: Move-up buyers; title: Relocation client; title: Investors; title: Setting up a consultative business; title: Creating instant rapport; title: Managing your clients' expectations; title: Sales presentations; title: Relationship management after the sale; title: Creating a unique selling proposition; title: Building a brochure; title: Effective advertising in today's market; title: Superior customer service; title: Developing skills for success; title: Deeper listening; title: Effective communication; title: Building good industry relationships; title: Time management; title: Negotiation skills; title: Networking your way to success.