In this continuation of our "Stage of Life Coaching" series, we cover part one of dealing with The Empty Nester, The Retiree and The Widow.  In this program, you get hints and tips on helping people who are going through these stages in their lives.  When you help people with the underlying issues, your transactions go smoother and your relationships are stronger - hence the higher referral rate (especially if you ask for it).

For more information about this topic, see Kelle's book The Consultative Real Estate Agent

Looking to Fill Your Pipeline of Home Sellers?
Seller Seminars are a great way to know up to two years in advance where you business is going to come from.  Running seminars makes you the expert and allows you to get the inside scoop on when people are planning on selling.  It's the perfect real estate prospecting tool.  Plus, we've done all the work for you in our Seller Seminar Program.  Get your copy today and start building your book of business for years to come. 

Show Notes – The Care and Feeding of First Time Homebuyers

When dealing with First Time Buyers, fear is the catchword of the day. They are afraid of everything – mostly because they don’t know what to expect.  The key is to give them a sense of control.  And to instill in them a sense of confidence in you and your abilities so that when they don’t know what’s going on, they will have faith that you do. 

Get Your Copy of the First Time Home Buyer Seminar - the perfect tool to fill your sales pipeline with first time home buyers!  

Want to know more about the topic of this podcast?  Check out Kelle’s book The Consultative Real Estate Agent.  Here’s a recent quote from a reader of Kelle’s blog about her book.

 

Kelle-

I just wanted to drop you a line to say your book is awesome!!  ...Every agent should have one!

I do not know how ANY agent, regardless of their experience, could not find your book anything but extremely insightful, and sometimes downright inspirational!

Your candid way of writing, combined with your "why-didn't-I-think-of-that" ideas make it an indispensible part of my reference collection.

As an agent of just over 2 years and some moderate success, your ideas have hit me at the right time, and have changed the way I think about client interaction, all for the better. Keep up the great work!!

posted by: Mike on Tue, 8/22 09:21 PM EDT

This week we talk about the challenges of resistance - those things that get us stuck in the "Getting Ready to Get Ready" stage rather than actually doing something to move us forward.  We'll discuss the factors that create this mindset and what to do to get out of them.

In addition, we'll talk to GMAC's Rookie of the Year, Diana Digirolamo, about what she did to become so successful and how you can follow in her footsteps.

Don't miss it!

Are you a New Agent who needs more training?
Check out our Into GREAT - Success Training for New Agents.  It's the program that Diana references in her interview as being one of the most useful things she did to get her on track.  Now you can have that same training in the comfort of your own home (or office or car) via MP3.  This amazing program is 12 hours of jam-packed instruction on everything you need to know to be a successful real estate agent.  I've used this program to train MANY top producing agents.  Graduates of this program have a success rate of 900% above average agents.  Give yourself the skills you need to succeed.  Check out my training program today!

http://sparta.estoreadvanced.biz/index.php?p=product&id=19&parent=10

 

Requirements of Being a Coach to Your Clients

• Be able to listen – to the text and the subtext of the conversation
• Let go of judgment
• Get out of your head and into theirs (30 Days TV show “In God We Trust?)
• Empathize but NOT sympathize (feel for them, but don’t own their feelings)
• Have tools at your disposal to help them get through their particular change of life issues
• You can’t be attached to being “right? – get out of your ego
• Be in integrity with change – you have to have done your work before people will respect you enough to do   theirs with you

When you expand your ability to understand people and to engage them on a deeper level, you expand your ability to do business.  When you share more about who you are with your clients, you make it easier to refer people you will work well with.  What do you need to learn to be a better person and a better coach for your clients?

The Consultative Real Estate Agent

Laser Coaching With Kelle Sparta

http://sparta.estoreadvanced.biz/index.php?p=product&id=88&parent=20

You can't fix something if you don't know it's broken.  Sometimes the hardest part of change is identifying the problem.  With a Laser Coaching Session, we can quickly identify the issue that is plaguing you and get you in a position to fix it and move forward.  Every day you spend without dealing with the issue costs you money - lots of money.  Don't lose out anymore.  Find out what your kryptonite is and seal it away forever!

Get Your Laser Coaching Session Today!

http://sparta.estoreadvanced.biz/index.php?p=product&id=88&parent=20

How do you decide to take the big step of opening your own brokerage?  When is it the right thing to do and when is it not?  In this episode, we explore the details of what it takes to open your own office. 

·         What services do you need?

·         What will they cost?

·         Do you want to bring on other agents?

·         Do you have the management skills and reputation to bring in other agents?

·         What will your company brand and value proposition be – both for clients and for agents?

·         Will you have a physical location or be a virtual office?

·         What is your marketplace and where will you be located?

·         Will your form partnerships with attorneys, mortgage officers, and insurance agents?  If so, will you share your physical location with them?

We also interview Nina Udwin of Rosebank Realty about her experience opening her office.

 

Show Links

Buyer Presentation Book

Nina Udwin, Rosebank Realty

GET MORE LEADS - An Interview With SPI Data Solutions

In this episode we talk about how to bring in leads, and how to nurture them through the process.  From the time you get the lead, to the time they close, there's a detailed process you need to walk them through.  Having systems in place to handle that process makes your life easier. 

We'll also be talking with Mark Rosenquist of SPI Data Solutions, a lead generation company, about the VERY INEXPENSIVE services that his company provides.

SET UP YOUR SYSTEMS!

One of the best ways to get control of your business and impress buyers and sellers alike with the high quality of your service is to get systems in place in your business.  Checklists, forms, pre-written emails/letters and yes, even the 2 year prospecting plan that I told you to put in place on this podcast - all of it is here in one easy-to-implement back office system - The Procedure Manual for Agents.  

http://sparta.estoreadvanced.biz/index.php?p=product&id=3&parent=6

You’re a new real estate agent, just getting started in the business. What can you do in the first 60 days to maximize your chances of success in this very competitive and difficult business?  Kelle Sparta, author of The Consultative Real Estate Agent, speaks with Joeann Fossland, Real Estate Coach Extraordinaire, about this very subject. The two discuss their top 10 lists for what makes new agents successful. 

This week we’ll also list out some Confidence Builders.  How you get your confidence level up when you know you have no idea what you’re doing.

This program was so engaging, that it went really long, so we’ve split it into two parts.  This week we build on the lessons learned last week. Tune in and get started on your personal road to success.

FROM CLUELESS TO CONFIDENT IN 60 DAYS

You're a new real estate agent, just getting started in the business.  What can you do in the first 60 days to maximize your chances of success in this very competitive and difficult business?  Kelle Sparta, author of The Consultative Real Estate Agent, speaks with Joeann Fossland, Real Estate Coach Extraordinaire, about this very subject.  The two discuss their top 10 lists for what makes new agents successful. 

This week we'll also discuss The Fear Factor - how it gets in the way of many new agents, and how to get around it.

This program was so engaging, that it went really long, so we've split it into two parts.  Listen this week and put some of these items into practice.  Then come back next week and do some more!

NEW AGENTS - WANT TO AMP UP YOUR ABILITY TO SUCCEED?

Check out my Into GREAT - Success Training for New Agents program!

Seventy percent of agents nationwide who start in the business today will fail and leave the business again within a year.  But 70% of the agents who take my training program not only last through their first year, they make it more than five years.  Many actually go on to start their own brokerages.  If you want to massively improve your chances of success, check out our new agent training program today!

http://sparta.estoreadvanced.biz/index.php?p=product&id=19&parent=10

Kelle Sparta

Sparta Success Systems 

www.spartasuccess.com

Joeann Fossland

Real Estate Coach - Relaxed Real Estate for Magnificent Agents

www.joeann.com

Prospecting Using Social Media

In this program we look at ways to improve your prospecting using social media. We explore the dos and don'ts of blogging, micro-blogging (Twitter and status updates), Facebook, and LinkedIn. This quick overview will give you tips to avoid breaching social media etiquette and tools to help you Tweet when you're on the street.

Chock-full of tools, links, and more information than you can shake a stick at - you'd better be prepared to take notes for this one because it's going to blow you away. We'll even be sharing links to additional free resources to get you even further along the road.

Kelle Sparta, author of The Consultative Real Estate Agent and founder of Sparta Success Systems speaks on the subject of prospecting and prospering in today's real estate minefield.  Check it out!

This show is being simulcast with The Compass Towards Success Podcast.  Here are the topics we'll cover in this episode:

1. Dealing with "The Fear Factor".
2. How to get buyers to buy in 6 houses or less. 
3. How to keep buyers from getting overwhelmed. 
4. Finding sellers who can afford to sell.
5. Getting "in" with an REO manager
6. How prospecting has changed in the last 10 years
7. Building an online presence