The Consultative Real Estate Agent
Building Relationships That Create Loyal Clients, Get More Referrals, and Increase your SalesBook - 2006
"Most people buying or selling real estate do so while experiencing major life transitions such as moving to a new area for work-related reasons, resettling due to financial considerations, or accommodating a growing family. If you want to remain competitive as a real estate agent or broker, you need to be one part entrepreneur, one part negotiator, one part problem-solver, and one part counselor.
The Consultative Real Estate Agent shows how to develop strong relationships, and focus on the real needs of your clients. You'll learn practical strategies to help you:
* 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.
The Consultative Real Estate Agent helps you deepen your client relationships...and make more money doing it."