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The Consultative Real Estate Agent .................11506$ $$FM 08-02-0513:12:34 PS PAGEi This page intentionally left blank PAGEii The Consultative Real Estate Agent Building Relationships that Create Loyal Clients, Get More Referrals, and Increase Your Sales Kelle Sparta AmericanManagementAssociation NewYork•Atlanta•Brussels•Chicago•MexicoCity•SanFrancisco Shanghai•Tokyo•Toronto•Washington,D.C. .................11506$ $$FM 08-02-0513:12:34 PS PAGEiii SpecialdiscountsonbulkquantitiesofAMACOMbooksare availabletocorporations,professionalassociations,andother organizations.Fordetails,contactSpecialSalesDepartment, AMACOM,adivisionofAmericanManagementAssociation, 1601Broadway,NewYork,NY10019. Tel.:212-903-8316.Fax:212-903-8083. WebSite:www.amacombooks.org Thispublicationisdesignedtoprovideaccurateandauthoritative informationinregardtothesubjectmattercovered.Itissoldwiththe understandingthatthepublisherisnotengagedinrenderinglegal, accounting,orotherprofessionalservice.Iflegaladviceorotherexpert assistanceisrequired,theservicesofacompetentprofessionalperson shouldbesought. REALTOR(cid:2)isaregisteredcollectivemembershipmarkthatidentifiesa realestateprofessionalwhoisamemberoftheNationalAssociationof REALTORS(cid:2)andsubscribestoitsstrictCodeofEthics.AMACOMuses thesenamesthroughoutthisbookininitialcapitallettersorALL CAPITALlettersforeditorialpurposesonly,withnointentionof trademarkviolation. LibraryofCongressCataloging-in-PublicationData Sparta,Kelle. Theconsultativerealestateagent:buildingrelationshipsthatcreateloyalclients, getmorereferrals,andincreaseyoursales/KelleSparta. p. cm. Includesindex. ISBN0-8144-7321-0 1.Realestatebusiness. 2. Realestateagents. 3. Houseselling. I. Title. HD1379.S64 2006 333.33(cid:2)068(cid:2)8—dc22 2005015275 (cid:3)2006KelleSparta. Allrightsreserved. PrintedintheUnitedStatesofAmerica. Thispublicationmaynotbereproduced, storedinaretrievalsystem, ortransmittedinwholeorinpart, inanyformorbyanymeans,electronic, mechanical,photocopying,recording,orotherwise, withoutthepriorwrittenpermissionofAMACOM, adivisionofAmericanManagementAssociation, 1601Broadway,NewYork,NY10019. Printingnumber 10 9 8 7 6 5 4 3 2 1 .................11506$ $$FM 08-02-0513:12:35 PS PAGEiv TOMYMOTHER: IT’SYOUANDMEAGAINSTTHEWORLD,KID. THISONE’SFORUS. .................11506$ $$FM 08-02-0513:12:35 PS PAGEv This page intentionally left blank PAGEvi C O N T E N T S ListofExhibits ix Acknowledgments xi Introduction xiii PartI RelatingtoBuyersandSellers 1 Chapter1. TheProcessof Change 3 Chapter2. Problem-SolvingEmotionalIssues 15 Chapter3. LifeAfterDivorce 25 Chapter4. TheEmptyNester,theRetiree,andtheWidow 39 Chapter5. TheFirst-TimeHomebuyer 50 Chapter6. Move-UpBuyers 60 Chapter7. RelocationClient 68 Chapter8. Investors 92 PartII SettingUpaConsultativeBusiness 101 Chapter9.CreatingInstantRapport 103 Chapter10. ManagingYourClients’Expectations 119 Chapter11. SalesPresentations 131 Chapter12. RelationshipManagementAftertheSale 151 Chapter13. CreatingaUniqueSellingProposition 155 Chapter14. BuildingaBrochure 164 Chapter15. EffectiveAdvertisinginToday’sMarket 169 Chapter16. SystemsforSuperiorCustomerService 180 PartIII DevelopingSkillsforSuccess 191 Chapter17.DeeperListening 193 Chapter18. EffectiveCommunication 201 Chapter19. BuildingGoodIndustry Relationships 208 vii .................11506$ CNTS 08-02-0513:12:37 PS PAGEvii viii CONTENTS Chapter20. TimeManagement 214 Chapter21. NegotiationSkills 221 Chapter22. NetworkingYourWaytoSuccess 229 Epilogue 235 Index 237 .................11506$ CNTS 08-02-0513:12:37 PS PAGEviii L I S T O F E X H I B I T S Exhibit3-1. Warningsigns. 34 Exhibit5-1. Samplecashflowofarealestatetransaction. 57 Exhibit7-1. Part1. Buyerinterviewquestions. 80 Exhibit7-1. Part2. Additionalbuyerinterviewquestions. 81 Exhibit7-2. Buyerinformationsheet. 81 Exhibit7-3. Whattodobeforeyoumoveoutofthearea. 82 Exhibit7-4. Whattodowhenyouarriveatyournew destination. 84 Exhibit7-5. Buyer’spre-closingchecklist. 84 Exhibit7-6. Congratulationslettertobuyer. 85 Exhibit7-7. Sellerinterviewsheet. 86 Exhibit7-8. Part1. Sellerinformationsheet. 87 Exhibit7-8. Part2. Additionalquestionsforrelocating sellers. 87 Exhibit7-9. Congratulationslettertoseller. 88 Exhibit7-10. Seller’spre-closingchecklist. 89 Exhibit7-11. Performanceandserviceevaluation. 89 Exhibit8-1. Sellerinformation:multifamilyhome. 98 Exhibit8-2. Multifamily-homeshowinginstructions. 99 Exhibit8-3. Condominiuminformationsheet. 100 Exhibit9-1. Preparingforanopenhouse. 114 Exhibit10-1. Whatyoucanexpectwhenyoulistyour homewithme. 120 Exhibit10-2. Whatyoucanexpectwhenyouhiremeas yourbuyer’sagent. 121 Exhibit11-1. Layoutofpresentationtable. 132 Exhibit11-2. Rulesforopenhousesandseeingproperties. 138 Exhibit16-1. Faxfeedbackfilingsystem. 183 Exhibit16-2. Agent’sfaxfeedbackform. 184 ix .................11506$ EXHI 08-02-0513:12:43 PS PAGEix

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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

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

257 Pages·2005·1.3 MB·English

by Kelle Sparta

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Author:	Kelle Sparta
Publication Year:	2005
Pages:	257
Language:	English
File Size:	1.3
Format:	PDF
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