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Rookie 101: Seven ways to prosper in a changing market

NORWALK, Conn. – Sept. 26, 2007 – Real estate professional and author Kelle Sparta ventured into real estate in the early 1990s and managed to survive despite a climate of high interest rates, large inventories, and rising foreclosures.

Sparta, who wrote “The Consultative Real Estate Agent – Building Relationships that Create Loyal Clients, Get More Referrals, and Increase Your Sales,” says she put in a lot of time behind the desk answering ad calls, which were responsible for 30 percent of her business.

She also attended as many open houses as she could in order to interact with prospective buyers, and the strategy contributed to 15 percent of her business. Networking and advertising accounted for 10 percent and 20 percent of her business, respectively.

Other methods that resulted in fewer closed deals but still managed to drum up business include first-time buyer seminars, cold calling, and referral relationships with other agents.

In addition to these business strategies, Sparta attributes her success to a willingness to work with the client as a team, drive up to 45 minutes away to view properties, build knowledge about the financial aspects of homeownership, focus on the positives of the market and return every phone call.

Source: RisMedia.com (09/25/07) Sparta, Kelle

© Copyright 2007 INFORMATION, INC. Bethesda, MD (301) 215-4688


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