Sparta, Kelle. <br/><br/>
The consultative real estate agent :  building relationships that create loyal clients, get more referrals, and increase your sales / 
by Kelle Sparta. 
 - New York :  AMACOM, American Management Association,  c2006. 
 - xiv, 242 p. ;  23 cm. 
<br/><br/> Includes index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>0814473210 (pbk.) 
<br/><br/><label>Source: </label>B-32104 
<br/><br/><label>LCCN: </label>2005015275 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Real estate business.<br/>Real estate agents.<br/>House selling.
<br/><br/><label>LC Class. No.: </label>HD1379  / .S64 2006 
<br/><br/><label>Dewey Class. No.: </label>333.33/068/8