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

Whether they're moving to a new area for work-related reasons, accommodating a growing family, or resettling due to financial considerations, most people buying or selling real estate are doing so while experiencing major life transitions. Agents and brokers, therefore, need to help their clients do more than just complete a transaction if they want to remain competitive. The Consultative Real Estate Agent shows readers how they can boost their profits by developing strong relationships and focusing on the real needs of their clients. The book shows readers how they can: * build better rapport (and lose fewer clients) * get more referrals (and spend less on marketing) * close more sales by better understanding clients' wants and needs Great real estate agents are one part entrepreneur, one part negotiator, one part problem-solver, and one part counselor. The Consultative Real Estate Agent shows agents how to deepen their client relationships and make more money doing it.

Kelle Sparta is a veteran of the real estate industry. She was a top-producing agent in the Connecticut marketplace, selling 25 houses in her first year in the business.

She served as Director of Recruitment and Training for two companies, one in Massachusetts and one in Connecticut, as well as serving on the board of the Eastern Connecticut Association of Realtors. She was also that board's state representative to the Connecticut Association of Realtors. She has earned her Graduate of Real Estate Institute (GRI) designation and was the first person in Southeastern, CT to earn an Accredited Buyer's Representative (ABR) designation. She has been certified as a trainer for ERA's AccelERAtion Program, Dynamic Direction's New Agent Training Program, and Mind Empowerment International's Personal Development Program.  She has also completed the Peak Potentials Train the Trainer program.

Kelle has a strong belief in giving back to the community. As part of this commitment, she has served as a board of director member and President of Habitat for Humanity of Southeastern, CT as well as volunteering for a variety of other non-profits.

Kelle is a sought-after public speaker nationwide having trained for the National Association of Realtors and for Real Estate Boards across the country. Her focus is on teaching agents how to get better into relationship with their clients. She encourages agents to coach their clients, not only through the transaction itself, but also through whatever major life transition caused those clients to make the move in the first place. And these are the skills she covers in her book.

Kelle is the founder of Sparta Success Systems; a training, coaching, and sales tool provider focused on helping agents and brokers create lives and business they can love.


She lives in Somerville, MA.