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The consultative real estate agent : building relationships that create loyal clients, get more referrals, and increase your sales / by Kelle Sparta.

By: Sparta, Kelle.
Material type: materialTypeLabelBookPublisher: New York : AMACOM, American Management Association, c2006Description: xiv, 242 p. ; 23 cm.ISBN: 0814473210 (pbk.).Subject(s): Real estate business | Real estate agents | House sellingDDC classification: 333.33/068/8 Online resources: Table of contents
Contents:
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.
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Item type Current location Call number Copy number Status Date due Barcode
Books,Booklets,Workbooks Books,Booklets,Workbooks IBB Library-Gidan Kwano
HD1379.S64 (Browse shelf) nc 1 Available 2342113112

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.

B-32104/yusufibrahim/03052017

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