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Preview: spartasuccess's Podcast

Free Real Estate Training Podcast by Kelle Sparta





Published: Mon, 25 Jun 2012 15:45:58 +0000

Last Build Date: Tue, 16 Jan 2018 07:29:09 +0000

Copyright: Copyright 2006-2012, Sparta Success Systems, All Rights Reserved
 



The Empty Nester, The Retiree, and The Widow - Part 3

Mon, 25 Jun 2012 15:45:58 +0000

In the conclusion to this 3-part series, we discuss the special needs of sellers who are grieving the loss of a loved one.  We'll discuss the pitfalls and challenges of dealing with people in the different stages of grief.  Learn what to do and what NOT to do in this one-of-a-kind discussion of listing real estate.

Show Notes and Links

Elisabeth Kubler-Ross - On Death and Dying

Save 20% on your next purchase by signing up for our newsletter.  http://bit.ly/LdjTfx

COACHING SPECIAL!

With this episode, you can get a special deal on coaching.  Three months of one-on-one coaching (three 30-minute sessions each month) for only $600.  That's a $300 savings!  Or, get a free website analysis (a $350 value) when you sign up for coaching at full price.  Click the link below to get your special savings!

http://bit.ly/La1mzo


Media Files:
http://traffic.libsyn.com/spartasuccess/The_Widow.mp3?dest-id=34084




Relocating Sellers

Mon, 25 Jun 2012 14:38:22 +0000

In this episode, we chat about the challenges of working with relocating sellers.  You'll learn how to stand out from the competition and provide service so great, that they can't help but tell all their friends how awesome you were.  

This podcast is a continuation from the Relocating Buyers podcast, so you'll want to listen to that one first if you haven't already to get the basics on relocation needs for both buyers and sellers.

Coaching Special!

With this episode ONLY, you can get a special deal on coaching.  Three months of one-on-one coaching (three 30-minute sessions each month) for only $600.  That's a $300 savings!  Or, get a free website analysis (a $350 value) when you sign up for coaching at full price.  Click the link below to get your special savings!

http://www.spartasuccess.com/cmd.asp?pid=d3005987d90e4477b0bccb8e240872c7

Download the Forms to The Consultative Real Estate Agent - sign up for our newsletter to get your copy for free!

(image)


Media Files:
http://traffic.libsyn.com/spartasuccess/Relocating_Seller.mp3?dest-id=34084




Life After Divorce

Mon, 25 Jun 2012 04:00:00 +0000

Dealing with couples getting a divorce is no picnic.  There are lots of ways to stick your foot in your mouth and foul up your deal. In this episode, we'll look into the best and worst ways to deal with a listing in the midst of divorce.  

Show Notes and Links

Save 20% on your next purchase by signing up for our newsletter.  http://bit.ly/LdjTfx

Get the downloadable forms from The Consultative Real Estate Agent by signing up for our newsletter.  http://bit.ly/LdjTfx


Media Files:
http://traffic.libsyn.com/spartasuccess/Life_After_Divorce.mp3?dest-id=34084




The Relocating Buyer

Mon, 28 May 2012 13:00:00 +0000

Buyers moving in from out of the area are dealing with very special issues.  If they move often, then they have different decision-making criteria they use for choosing a home (mainly resalability).  These buyers have a unique set of issues, concerns, and circumstances that you can address easily for them if you know what to do.  

For more information about this topic, see Kelle's book The Consultative Real Estate Agent  http://amzn.to/HMOiSF

Tired of Buyers Being Liars?  Improve Your Interview to Never Have that Problem Again!

With our Buyer Presentation Book, you not only get a proven presentation that gets buyers to hire you, you also get the interview skills that you need to never say that another buyer lied to you about what they wanted.  This program comes with a complete powerpoint presentation and a training program to teach you the process.  Find out more and get your copy:  http://bit.ly/JiM7XD

Get the downloadable forms from The Consultative Real Estate Agent by signing up for our newsletter.  http://bit.ly/LdjTfx


Media Files:
http://traffic.libsyn.com/spartasuccess/Relocating_Buyer.mp3?dest-id=34084




The Empty Nester, The Retiree and the Widow - Part 2

Mon, 21 May 2012 14:37:09 +0000

In this continuation of our conversation about The Empty Nester, The Retiree and The Widow, we cover the unique needs of Retirees and Widow(er)s and discuss the challenges that agents face in dealing with people in these situations.  Learn the pitfalls and how to avoid them.

For more information about this topic, see Kelle's book The Consultative Real Estate Agent:  http://amzn.to/HMOiSF

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. 

Get Your Copy:  http://bit.ly/JaJVQZ 


Media Files:
http://traffic.libsyn.com/spartasuccess/Empty_Nester_Retiree_and_the_Widow_2.mp3?dest-id=34084




The Empty Nester, The Retiress and the Widow - Part I

Mon, 14 May 2012 01:01:42 +0000

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. 


Media Files:
http://traffic.libsyn.com/spartasuccess/The_Empty_Nester_Widow_and_Retiree_I.mp3?dest-id=34084




The Care and Feeding of First Time Home Buyers

Thu, 03 May 2012 14:37:20 +0000

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[...]


Media Files:
http://traffic.libsyn.com/spartasuccess/The_Care_and_Feeding_of_First_Time_Home_Buyers.mp3?dest-id=34084




Getting Ready to Get Ready

Fri, 27 Apr 2012 15:15:08 +0000

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

 


Media Files:
http://traffic.libsyn.com/spartasuccess/Getting_Ready_To_Get_Ready.mp3?dest-id=34084




Grow Yourself To Grow Your Business

Mon, 16 Apr 2012 21:09:00 +0000

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[...]


Media Files:
http://traffic.libsyn.com/spartasuccess/Grow_Yourself_To_Grow_Your_Business.mp3?dest-id=34084




Opening Your Own Brokerage

Mon, 09 Apr 2012 16:39:11 +0000

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[...]


Media Files:
http://traffic.libsyn.com/spartasuccess/So_You_Want_To_Be_a_Broker_Huh.mp3?dest-id=34084




Get More Leads - Increase Your Real Estate Prospects

Mon, 02 Apr 2012 18:28:37 +0000

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


Media Files:
http://traffic.libsyn.com/spartasuccess/Got_Leads_SPI_Data_Solutions_Interview.mp3?dest-id=34084




Clueless to Confident - Part 2

Mon, 26 Mar 2012 14:24:00 +0000

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.


Media Files:
http://traffic.libsyn.com/spartasuccess/Clueless_to_Confident_2.mp3?dest-id=34084




From Clueless To Confident - Part 1

Wed, 07 Mar 2012 23:39:00 +0000

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[...]


Media Files:
http://traffic.libsyn.com/spartasuccess/CluelessToConfident_1.mp3?dest-id=34084




Prospecting Using Social Media

Mon, 04 May 2009 17:46:00 +0000

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.


Media Files:
http://traffic.libsyn.com/spartasuccess/Prospecting_Using_Social_Media_with_Kelle_Sparta.mp3?dest-id=34084




Prospecting - Simulcast with Compass Towards Success Podcast

Tue, 21 Oct 2008 18:04:00 +0000

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

 

 


Media Files:
http://traffic.libsyn.com/spartasuccess/COMPASS_EPISODE_5--Kelle_Sparta.mp3?dest-id=34084




Rules of the Road (Start Here) - The TuneInSite Podcast

Thu, 25 Sep 2008 23:19:00 +0000

(Simulcast with www.TuneInSite.com) Introduction to the TuneInSite Podcast with The Techno Shaman, Kelle Sparta.  Visit www.TuneInSite.com for more information. (Transcript Below) Welcome to TuneInSite, the audio program that takes you on a scavenger hunt for unique experiences in everyday life.  I’m Kelle Sparta, the techno shaman, and I’ll be your host for the show.   This is not your typical audio program.  Unlike most programs, this show is not a passive experience where I talk and you listen.  This show is meant to be interactive and therefore it requires your active participation in order for you to get the most out of it.    Throughout the shows it is my goal to open your eyes, expand your awareness, and wake you up to the wonders of the world around you.   Some shows will have you interacting with your environment physically (looking at the world from a new angle, noticing the details around you, etc.).  Other shows will have you looking at how you are reacting emotionally, mentally, or physically to the environment you are in.   In the show notes for each episode, you’ll get a location to go to and, if necessary, pictures of the different places you’ll be directed to in the course of the show.  If it's an experience of a physical location, there will also be a link with a map and directions on how to get there as well as things you may choose to experience before or after your audio experience.  Each set of show notes will also tell you if you need any special clothing or equipment for your experience.   I recommend that you do NOT listen to the episodes prior to doing the exercises.  Let the exercises be fresh to your experience so that you aren’t tempted to edit your experience or to judge the exercise prior to trying it.  Remember, you can always choose not to do the exercise in the moment – no one will be the wiser.  But engage it first and then see how you feel. The programs on this site are meant to be explored in order.  Each one builds upon the last and expands your ability to appreciate the next.  So try to restrain yourself from jumping ahead (I know it will be an effort for some of you).  Have patience and faith that there is a reason the sessions are offered in this order. Anytime you need to be reminded about the way in which to explore these podcasts, simply come back and review this initial intro.  I will not be repeating these instructions on each podcast because that gets a little tiring and nobody wants to hear things over and over and over again certainly not mean I don’t want to see them over and over and over again so if you need more help come back here and listen again.  And that’s it for the intro. I suggest you find your first podcast and get started. Let’s go exploring together. I can’t wait!  [...]


Media Files:
http://traffic.libsyn.com/spartasuccess/Rules_Of_The_Road.mp3?dest-id=34084




TuneInSite Podcast - The Five Dollar Exercise with Kelle Sparta, The Techno Shaman

Thu, 25 Sep 2008 22:24:00 +0000

(Simulcast with TuneInSite.com)

In this podcast, we'll be exploring your feelings about money and other people.  Remember to review the "Rules of the Road" podcast before listening to this one so that you know how to best utilize these podcasts.

What You'll Need: 

  • Your journal and a pen
  • A five dollar bill (and a paper clip if it's windy outside)
  • Something comfortable to sit on that you can take with you

For this episode, you'll need to be in a public location where there are lots of people coming and going.

The TuneInSite Podcast is designed to raise your awareness and bring you into consciousness about what's going on inside your own head.  So tune in, listen up, and let's get started as Kelle Sparta, The Techno Shaman, takes you on another journey into your own beliefs, thoughts and feelings. 


Media Files:
http://traffic.libsyn.com/spartasuccess/Five_Dollar_Exercise.mp3?dest-id=34084




Technorati Registration

Tue, 04 Sep 2007 03:55:00 +0000

 

http://technorati.com/claim/xt6mi9acq" rel="me">Technorati Profile



A Matter of Perspective

Tue, 28 Nov 2006 14:17:00 +0000

This morning there was a car accident outside of my house.  The two cars hit so violently that the back of one car spun around and hit a car parked on the side of the road pushing it 15 ft up the road and onto the curb.  Surprisingly, no one was hurt (a testament to the wonders of seat belts and air bags – God bless the engineers).    The woman who owned the parked car came out about 20 minutes after the accident to find that her car was probably totaled.  She threw her hands up in the air and announced that this was just one more thing that had gone wrong with her life that week, starting with losing her job and her unemployment check being delayed.  She had that desperate look of someone life has just hit too hard.    I thought about it though.  She’s lost her job.  Her unemployment check is delayed.  Her car gets totaled.  I see the final one as a gift.  You see, we live within walking distance of a subway stop and two blocks from the bus route.  She has easy access to alternate transportation.  With this one fell swoop she has been freed up from the need to pay for car insurance and gas.  It was an older model car, so it’s likely owned it outright.  She’ll get the settlement check within a week – which is probably faster than her unemployment insurance could show up.  It’s not one more thing that went wrong, it’s the universe finding a way to smooth the way for her.    But that’s my perspective.  And you could say that my perspective is skewed given the fact that they missed my car by inches and it wasn’t my car that was totaled.  But I will tell you that when I was going on my walkabout a few years ago someone broke into my car and stole my laptop computer.  Thankfully, I had just backed it up, so I didn’t lose much data.  And it was an old computer that had been given to me by a friend who had upgraded.  It was worth about $50.  But my insurance covers replacement value, so they gave me $1700 for the computer.  I used the money to pay off my car loan and to fund my trip.  It was truly a gift from the universe.  And in the moment it happened, I knew that it was a gift.  I wasn’t sure how I knew, but I did.    The key was for me not to be attached to how things were.  If I had replaced the laptop simply because I was used to having one, I would have been much worse off.  But because I was willing to let go of having it, other avenues were available to me.  If the woman across the street from me is open enough to accept not having a car for a while, she’ll have some money to tide her over until her unemployment check arrives.  If she is attached to getting back to her comfort zone, then she’ll probably have more expenses to deal with since replacing a car is almost always more expensive than the settlement money they provide.    Where are you attached?  What is your comfort zone?  Are things breaking down around you?  Before you work too hard to replace what gets broken, think about whether you really need it.  Perhaps you could simplify your life instead.  For everything new you want to bring you’re your life, you will likely have to let go of something else to make room for it.  Sometimes that’s an easy sacrifice, other times it’s more difficult – but we usually have a choice.   Remember, everything around us happens because it happens.  It is a function of the energy we put out.  Our perspectives are what make things seem “good? and “bad?.  What perspective do you choose today?[...]



Consistent Learning

Thu, 09 Nov 2006 22:15:00 +0000

Tomorrow I'll begin the Millionaire Mind Seminar based on the book The Secrets of the Millionaire Mind by T. Harv Eker. I'm going for several reasons. First, I love to learn. I love to soak up new ideas and see how those ideas affect my existing concept of the world. Second, I loved the book. It had a lot of really good points in it and I learned a lot from it, so I can only assume that three days of intense training (8am-11pm) will be edifying as well. And third - who doesn't want to improve their relationship with money? There's always room for improvement, right?

Besides, the wonderful thing about going to events like this is that it will re-invigorate me. Learning new things always gets me hyped up to create new products for you and teach you more stuff. There's nothing like wrapping your brain around something new to give fresh life to what you already know.

So - fair warning - I'll be in creative mode in the coming months. New products, classes and concepts will be coming forth. Watch for them. And while you're at it, go out and learn something new for yourself too. (I just love to share the wealth.) And pick up a copy of The Secrets of the Millionaire Mind while you're at it.




Constellation Therapy Workshop

Wed, 08 Nov 2006 18:59:00 +0000

Boston Area:  Kathy Scheiern, PhD is considering coming to town to offer her Constellation Therapy Workshop on December 9th.  I've attended the other two events she's done in this area and they were amazing.  I highly recommend attending.  It's great for working on your family and personal issues.  I've even seen people deal with work-related issues in this context.  I don't endorse a lot of people, especially not for personal development related workshops, but this woman is da bomb!

If you are interested in attending, let me know ASAP.  We'd have to find a location in or around the Boston area (I have a few leads I could explore if people were interested).  It's a full day program for $99.00 per person, maximum of 12-15 people depending on the room size. 

If we can tell her that we have enough people, she'll book the flight from Cincinatti.  Otherwise, we'll be out of luck until March when she can make it again.  Call me ASAP if you're interested.  Or make a comment to this post with your contact info.




Voting

Tue, 07 Nov 2006 13:19:00 +0000

I spent much of my day today driving back and forth to the last place I lived. My change of address hadn't been processed yet, so I drove 45 minutes each way so that I could vote. I thought it was important to take the time out to exercise my civil duty to vote. (Plus I have a policy - if you don't vote, you don't get to complain if the person you didn't want wins.)

Voting is just one way in which we stand up and take responsibility for our lives, our businesses and ourselves. Did you vote today? What other pieces in your life would benefit if you stood up and took responsibility for them?

Remember, until you take responsibility for something, you can exercise no authority to change it. Step up and claim a part of your life that is out of control today and make a change for the better. And the next time you have the opportunity to vote - take it.



Birthdays and Email

Wed, 01 Nov 2006 13:36:00 +0000

Today is my birthday and I promised myself that I wouldn't do any work today.  So this isn't work.  I just wanted to share something with you that happened to me this morning. 

I got up and decided that I wanted to do something fun for my birthday, so I went online to do a google search to find something cool to do.  In the process, I opened my email and found - to my great joy - an email box full of birthday wishes from people I knew! 

Now I know that almost all of these people had automatic reminders set to to tell them it was my birthday.  And I know that many of the cards I received were stock cards.  But the fact remains that they all put effort into creating a card for me.  They picked which card to send, they personalized the message.  It IS the thought that counts. 

So this morning, I got an email box full of love and good intentions.  Happy Birthday To ME!  Happy Birthday To Me!  Happy Birthday to Me!  Happy Birthday to Me!

Woot!  Whee!




Dealing With Unhappy Clients

Fri, 27 Oct 2006 13:00:00 +0000

My first call this morning was from a broker who was unhappy with a product he had received.  It seemed that the wording used on the site of the reseller who he had purchased the product through was not the same as the wording on my site and he got an impression that the product would be something different than it was.  (This is where I remind you how important it is to set people's expectations properly, lest you have the experience I did this morning.)  The actual product was not one he would have ordered had he realized what it was.  It was a basic level product and he was already at a more advanced level. After apologizing for the miscommunication, offering a refund, and promising to fix the language on the partner site, I had solved his problem, but I had not managed to salvage the relationship.  This was his first experience of my company and it was a negative one.  Simply refunding his money was not going to be enough to ever win his business, so I went one step further.  I gave him a free copy of a product that would actually fit his needs.  I took the opportunity of his phone call to give me the chance to "Wow" him with my response, and now I have the chance that I will be able to do business in the future with him. The fact is that none of us want a client to be unhappy.  Those of you who, like me, define yourselves by your level of integrity, know that having that integrity questioned is never a pleasant experience.  But when confronted with an angry client, it is easy to get defensive.  You will never be able to effectively "Wow" a client when you are feeling defensive because to truly "Wow" them, you have to think in broad, expansive terms from a place of truly wanting to deal with them again.  When we're defensive, we go into survival mode which is a short-term thinking process designed over millenia to simply get us out of a dangerous situation and away to safety.  The last thing we want in the moment of being defensive is to ever speak to that person again.  So how do you avoid getting defensive?  The first thing is to de-personalize.  I had a client telling me that my product was terrible.  I wrote that product.  I could have taken that comment very personally.  And yet, I realized that it wasn't the quality of the product that he had an issue with per se, but the fact that it was not the advanced level product he had expected.  From the perspective of looking for an advanced level product and getting one that was a starter product, anyone would be extremely disappointed no matter how good the starter product was.  There was absolutely no way that my intention for that product would have ever met his expectations because I didn't design it to. Understanding this fact, I could take it out of the context of being about me putting out a bad product (which I know it isn't based on many other happy clients who had the proper expectations set), and put it into the context of someone being upset that his expectations had not been met.  That no longer made it about me and now I could get into the idea of what I could do to help him feel better about his interaction with my company. The first thing I needed to do was to apologize and take responsibility for the issue.  If you place blame, you can't ever hope to maintain your integrity - or to bring people's anger levels down.  And a simple "I'm sorry, it's entirely my fault" goes a long way.  I had not checke[...]



The Redefining of Self That Comes With Moving

Sat, 14 Oct 2006 13:26:00 +0000

For those of you who have met me in person, you will know that I am not a hard body.  I was once in my life, but recent years have put my body more into the category of "a little extra" than "mmm, mmm, good".  When I lived in the suburbs, it was an event for me to go out walking and a chore for me to get to the gym.  But a funny thing has happened since I've moved to the city.  I'm walking everywhere.  Me, the person who is so time conscious that I'm constantly mentally streamlining my day, I'm going out of my way to take the subway (called the "T" here in Boston).  It takes an hour to get anywhere by T from my house.  I could drive there in 15-20 minutes.  But I'm loving the mile walk from my house.  And I'm loving the chance to get out and see people (even if only half of them return my friendly smiles).  I'm even loving handing out spare change to the homeless people I meet. 

I'm finding that I am no longer defining myself as a couch potato.  I'm defining myself differently.  Now I'm a city person.  This means that I walk places.  This means that I go to coffee houses in the evening just to hang out and see who's there.  This means that I stay out late and go to clubs and sing karaoke a couple times a month.  I am literally changing my definition of who I am as a function of having moved to the city. 

I even hired a personal trainer the other day.  Who knows?  Perhaps you'll be seeing a lot less of me soon.  I know I'll be seeing a lot more of the world.




Hobbling Along

Thu, 05 Oct 2006 11:07:00 +0000

Thank you to those who expressed a concern for my ankle.  I am up to hobbling now and can actually drive myself short distances again.  It looks like it's going to be a couple of weeks before I am back to fighting form, but I am at least no longer house bound and this makes me a VERY happy person.

Having just been through this experience, I really feel for those people who are shut-ins.  Consider who you know who doesn't get out much.  Drop by for a visit this week.  They will really appreciate it.  I know that my friends who stopped by to see me during the last week were the brightest moments in my days.  Everyone needs a personal connection.  Share yours today.




Reflections on a Sprained Ankle

Thu, 28 Sep 2006 13:31:00 +0000

I recently sprained my left ankle when I missed a step coming out of a building in Arlington, MA.  I managed to recover from missing the first step by running forward to keep myself upright.  Now this usually works when I d it, but unfortunately for me this time, there was another step just across the small landing that I missed as well while running to recover from the first and down I went. 

The interesting thing here was that once I got past the pain and began to be aware of my surroundings again, I realized that there were a bunch of people surrounding me.  Even after the EMS and ambulance arrived, there were bystanders asking me if I needed anything.  Since completing the hospital visit where I discovered that I had partially torn my achilles tendon (nothing that a few days of bedrest won't cure - but it hurts like the dickens), I asked a friend to pick me up from the hospital and help me get my car out of the parking lot in Arlington before it got towed.  We managed to get me home and up the stairs to my second floor residence where I have not budged from since.

Being housebound has had some interesting implications for me.  I've been forced to sit still for a while.  Even the act of making phone calls has become a challenge as my phone is in a different place than my computer.  This has forced me to sit still long enough that I've started looking at my life and my business and realizing that I'm not doing as much of what I enjoy as I would like to be doing. 

What do I enjoy?  I enjoy people!  I love talking to entrepreneurs like you who want to take their businesses to the next level.  I love helping you identify what patterns are getting in your way, what skills you have that can help you move forward and providing you with tools to get you there.  That's what really gets me jazzed is personal interaction. 

That's why I'm going to be making a few changes in the way I do things.  Don't worry - I'll still offer the great products and online training that I've always done, but I'm going to add in some more stuff that gets me into personal contact with you.  I'm in conversation right now with a company that will be marketing some webinars for me.  That's right - for all of you who have been waiting for me to come to your area, I'll be doing it via the web within the month.  I'm also going to be offering telephone coaching - both in a group setting and one-on-one. 

I want to talk to you!  I want to get to know you.  All of the things I teach about are things that I loved doing with my clients and I want to do the with you too. 

So keep your eyes open in the coming weeks for the announcements as I roll out these new items.  The one-on-one coaching is available now if you're interested.  I'll even give you one session for free to see how you like it.  Just click here to find out more...

Thanks for listening - I look forward to talking to you directly soon!




ARP 060925 Where is My Podcast?

Mon, 25 Sep 2006 18:59:00 +0000

It is at www.agentroundup.com Click on the "How To Subscribe Tutorial" page and follow the directions.  If you need help send an email to agent@agentroundup.com


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_New_Feed.mp3?dest-id=34084




Housewarming

Sun, 17 Sep 2006 12:18:00 +0000

I'm throwing a housewarming party next weekend for my new home.  It's not going to be anything major, just some friends over to see the new place, but it's important to me.  I want to mark this passage in my life, to acknowledge my change, to welcome in the new. 

It's important to mark major life transitions.  It helps us to mentally and emotionally step into the new space and out of the old.  It makes things feel more real. 

Your clients are going through a transition of some sort in their lives - even if it's just moving.  How can you help them mark that transition?  What can you do to help them note the passage from one era into another?




ARP 060915 Relocation Buyers & Sellers – Part 1, Relo Buyers – Real Estate Training Podcast

Fri, 15 Sep 2006 15:00:00 +0000

Buyers moving in from out of the area are dealing with very special issues.  If they move often, then they have different decision-making criteria they use for choosing a home (mainly resalability).  These buyers have a unique set of issues, concerns, and circumstances that you can address easily for them if you know what to do. 

----------------------------------------------

Get the downloadable forms from The Consultative Real Estate Agent. Do you like the training you’re hearing online?  Check out the audio products Kelle has for sale in her store.  Or, sign up for her online training classes! Want some help on how to improve YOUR business?  Join our experienced agent group coaching call Want to know more about the topic of this podcast?  Check out Kelle’s book The Consultative Real Estate Agent.  Visit Kelle’s Website:  www.spartasuccess.com

 


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_060915_EPS10_p.mp3?dest-id=34084




Updates!

Mon, 11 Sep 2006 20:28:00 +0000

I Moved!
I finally found a place to live!  Woo Hoo!  I have moved into the city of Boston and I am thrilled.  I have no idea why I didn't move to the city sooner.  I always had these thoughts that living in the city was dirty and hectic and stressful.  I have found the opposite to be true.  Because everything is within a 10-15 minute radius of my home now, I go out and do more.  I can walk to the store, the coffee shop, and many other places and I've been getting more exercise than I have before.  I even took a mile walk to a friend's house the other day (I was so proud of myself!)  I'm loving city life.  I don't even mind the traffic or the incessant stop lights.  It's amazing. 

One-On-One Coaching
Also wanted to tell you all that I'm beginning to do some personal coaching - one-on-one with people.  If you want to hear an example of the type of coaching I do, listen to this week's podcast.  I do some coaching for an agent on that call.  If you're interested in coaching, I'm doing a special for my subscribers and readers only - a free session to try it out.  You have to email me though.  Send in an email with the subject line of "Sign me up for free coaching!" to info@spartasuccess.com.  Or leave a comment on the blog here.

Upcoming Events!
Tomorrow I'll be in Brockton, MA at the Holiday Inn at 195 Westgate Drive starting at 10:30am.  I'll be teaching "Turning Ring Ring into Cha Ching!" How to convert buyer calls into clients!  This event is free.

Sept 20th, I'll be in Chelmsford, MA teaching "Don't Miss 67% of Your Market - How to Market to Other Realtors".  This is a half day event starting at 9:30am.  You can find out more by clicking here.

Back From Podcamp
I went to Podcamp this weekend.  It's a convention for podcasters to meet up and learn from one another.  I had a great time and learned a lot.  But mostly, I got to network with and meet other podcasters.  I also met Suzanne Falter-Barnes who was in town to speak about building a brand.  Don't tell anyone, but she has promised to come onto my podcast sometime in the near future, so keep your ears open!

That's it for now.  I've been buried under boxes, so I needed to catch you up all at once.  Hope your days have been going well and I'll speak with you soon!




ARP 060908 The Empty Nester, The Retiree, And The Widow - Part 2 - Real Estate Training Podcast

Sun, 10 Sep 2006 15:42:00 +0000

In part two of this series, we explore the issues specific to the Retiree and the Widow.  There are special ways in which you need to approach people at this stage in their life and tools you can use to help them through the process.  In this episode, we explore those concepts.

Do you like the training you’re hearing online?  Check out the audio products Kelle has for sale in her store.  Or, sign up for her online training classes!

Want some help on how to improve YOUR business?  Join our experienced agent group coaching call

Want to know more about the topic of this podcast?  Check out Kelle’s book The Consultative Real Estate Agent. 

Visit Kelle’s Website:  www.spartasuccess.com

Try Coaching For FREE!

On this week's podcast Kelle coaches an agent through a sticky situation. If you think you might like to get private coaching with Kelle, we invite you to sign up for a FREE initial coaching session.
Kelle is expanding her offerings and is now making a free initial consultation available to her podcast subscribers.

To sign up for your coaching session, drop us an email at info@spartasuccess.com with the subject line "Free coaching session".


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_060908_EPS09_p.mp3?dest-id=34084




ARP 060901The Empty Nester, Retiree and Widow Part 1 Real Estate Training Podcast

Sat, 02 Sep 2006 10:58:00 +0000

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

Want some help on how to improve YOUR business?  Join our experienced agent group coaching call


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_060901_EPS08_P.mp3?dest-id=34084




Finding the Patterns, Giving Credit, Living in Appreciation

Mon, 28 Aug 2006 12:44:00 +0000

Some of you may know that I am a practicing shaman.  What does this mean?  I look for the patterns in the world.  I follow the cycle of the year as a way to make sure I look at all aspects of my life.  I appreciate nature and all she has to offer.  There's more to it than that, but that's a good overview of it. As part of my everyday practice, I take some time to notice the patterns in my life.  Recently, everyone around me has been doing a great deal of personal growth work.  This is not terribly surprising to me since I have been doing a great deal of that as well.  I'm only about halfway through the process that I started in January to open up and be more available emotionally and authentically to the people around me.  It has been a scary thing to do.  I've been convinced that people wouldn't like me if I told them the whole truth about who I am, and yet that has not been the case.  The more I share with people, the more they share with me and the more loved and appreciated I have felt.  And yet the process has been a hard one.  Anytime you deal with core, foundational issues, it tends to throw you off balance and make you re-evaluate your life.  As part of this evaluation, I decided to move.  This has been a stressful process and one that is not yet complete.  Like most of the changes I'm working on making, it is taking longer than I had hoped. (I guess I shouldn't be surprised with 6 groundhogs/woodchucks living in my back yard - they are signs that things will take longer than expected).  Recently, the woman who was running my women's group last month decided that we had all done a lot of work already and, despite the fact that we weren't done yet, she thought it was time to appreciate ourselves and each other for what had been accomplished already.  We all thought that this was a great idea.  So she decorated a high-backed chair with beautiful fabrics and put a pillow on the floor at our feet - making us royalty for the moment.  We each took a turn in the chair.  In that chair we received praise and appreciation from the other members of the group and from ourselves.  There were things that were said to me that I never realized people appreicated about me - things that I thought were often challenges in my life.  And I got to see from other people's eyes how much I had accomplished.  I also got to find more love in my heart for all of the women in the group because I went looking for things to appreciate about them. So here's your thought for the day.  How much have you accomplished in the last month?  I bet it's a lot.  Before you go to bed tonight, look in the mirror and say out loud all of the things you've accomplished (don't forget that taking much-needed time off is accomplishing the goal of being loving towards yourself).  Tell the person in the mirror what you appreciate about them - what aspects of their personality most impress you.   And then, in the morning when you're feeling well rested and emotionally fed, start practicing this with your friends and family members.  Remind your spouse why you love them.  Tell your kids all the things they do right every day.  Tell your frien[...]



The World's Most Unusual Therapist

Mon, 28 Aug 2006 12:33:00 +0000

I got this post from Joeann Fossland's Blog - I liked the article so much, I just had to repost it here.  If you'd like to visit Joeann's Blog, you can find her at http://joeann.realtownblogs.com/  --------------------------------------------------------------------------------------- The World's Most Unusual Therapist by Dr. Joe Vitalewww.mrfire.com Two years ago, I heard about a therapist in Hawaii who cured a complete ward of criminally insane patients--without ever seeing any of them. The psychologist would study an inmate's chart and then look within himself to see how he created that person's illness. As he improved himself, the patient improved. When I first heard this story, I thought it was an urban legend. How could anyone heal anyone else by healing himself? How could even the best self-improvement master cure the criminally insane? It didn't make any sense. It wasn't logical, so I dismissed the story. However, I heard it again a year later. I heard that the therapist had used a Hawaiian healing process called ho 'oponopono. I had never heard of it, yet I couldn't let it leave my mind. If the story was at all true, I had to know more. I had always understood "total responsibility" to mean that I am responsible for what I think and do. Beyond that, it's out of my hands. I think that most people think of total responsibility that way. We're responsible for what we do, not what anyone else does. The Hawaiian therapist who healed those mentally ill people would teach me an advanced new perspective about total responsibility. His name is Dr. Ihaleakala Hew Len. We probably spent an hour talking on our first phone call. I asked him to tell me the complete story of his work as a therapist. He explained that he worked at Hawaii State Hospital for four years. That ward where they kept the criminally insane was dangerous. Psychologists quit on a monthly basis. The staff called in sick a lot or simply quit. People would walk through that ward with their backs against the wall, afraid of being attacked by patients. It was not a pleasant place to live, work, or visit. Dr. Len told me that he never saw patients. He agreed to have an office and to review their files. While he looked at those files, he would work on himself. As he worked on himself, patients began to heal. "After a few months, patients that had to be shackled were being allowed to walk freely," he told me. "Others who had to be heavily medicated were getting off their medications. And those who had no chance of ever being released were being freed." I was in awe. "Not only that," he went on, "but the staff began to enjoy coming to work. Absenteeism and turnover disappeared. We ended up with more staff than we needed because patients were being released, and all the staff was showing up to work. Today, that ward is closed." This is where I had to ask the million dollar question: "What were you doing within yourself that caused those people to change?" "I was simply healing the part of me that created them," he said. I didn't understand. Dr. Len explained that total responsibility for your life means that everything i[...]



ARP 060825 The Care and Feeding of First Time Homebuyers

Sat, 26 Aug 2006 01:00:00 +0000

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. 

 

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!! How could you have only sold 1600 copies? 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

Visit Kelle’s Website:  www.spartasuccess.com


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_060825_EPS07_P.mp3?dest-id=34084




House Hunting

Fri, 18 Aug 2006 14:25:00 +0000

I have been searching for a new place to call home recently and it has given me a whole new appreciation for the stress that buyers go through.  The on-again, off-again nature of this process has really caused me to shut down quite effectively, so I apologize if I haven't been too vocal of late on the blog.  I've been overwhelmed. 

When I started this search, I wasn't sure what I wanted, and that has caused much of the challenges along the way.  I knew that I didn't want to live alone.  I am a social person and I will tend to hibernate and be miserable or never be home and be miserable if I live alone.  I have lived in a home with many roommates in the past and really enjoyed the sense of community that came with that environment.  But I may be getting a bit too old to deal with the inevitable drama that comes from living on top of others.  So I have finally weeded it down to the idea that I want no less than one and no more than 3 roommates.  It took me several weeks of looking at places and feeling through the options to come to this decision and that has taken a lot out of me energetically.  Now that I know what I want, I can focus more clearly on accomplishing the goal.

This is going to be true for your buyers as well.  Often times buyers want to look at too many towns (more than three) or too many options (single family, condo, multifamily, etc.).  When you're not comparing apples to apples you end up driving yourself crazy trying to make a decision.  Encourage your buyers instead to choose one set of criteria and look at all the options in that set before moving on to another set.  Have them pic their top choice first and then work down the list.  It will become apparent in the process if this set of criteria will be a good match or not.  That way, if you're going to eliminate something, you're eliminating an entire set, rather than a single property. 

Remember, buyers can't make a decision when there are too many options.  You have to narrow the options before the brain can wrap itself around any one solution.

Now I'm off to go and look at other places that would fit my 1-3 roommate scenario.  Toodles!




Book Sales

Fri, 18 Aug 2006 14:16:00 +0000

I get notices from my publisher every 6 months to let me know how the sales of The Consultative Real Estate Agent are going.  I got my second notice yesterday.  It says that I've sold 1545 books locally and 110 overseas from January to June of this year.  I want to personally thank all of you who have purchased the book.  I hope you found it to be worth your while. 

It's funny how the markers in our lives affect us.  I am humbled at the thought that over 3500 people have read my book since October.  I am happy that I could be of service in this way.  Thanks.




ARP 060817 Grow Yourself to Grow Your Business Real Estate Training Podcast

Thu, 17 Aug 2006 23:35:00 +0000

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


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_060817_EPS06_P.mp3?dest-id=34084




ARP 060811 So you want to be a broker, huh?

Sun, 13 Aug 2006 18:41:00 +0000

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 this year.   Show Links Steps to Success - New Agent Coaching Program Mastering the Art of Working With Buyers – Worcester, MA Nina Udwin, Rosebank Realty[...]


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_060811_EPS05.mp3?dest-id=34084




ARP 060804 Getting Ready to Get Ready Real Estate Training Podcast

Sat, 05 Aug 2006 10:58:00 +0000

You have read all the books, taken all the training, but you just can’t seem to get things going.  This week we talk about how to get started in your business.  We have an interview with GMAC’s national rookie of the year who shares her first year’s journey.


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_060804_EPS04.mp3?dest-id=34084




Mastering the Art of Working With Buyers - Aug 9th Seminar

Thu, 03 Aug 2006 14:37:00 +0000

 Are you working with buyers more often these days?  Are they driving you crazy? Do they want to see every house on the market and then they still won't buy? Learn How to Take Control Of Your Buyers And Get Them To Make a Decision!  In this full-day class you'll learn how to: Create instant rapport with ad callers and open house attendees Separate the lookers from the buyers Convert prospects from ad calls and open houses into buyer clients Give a killer buyer presentation that gets them to sign every time! Why buyers are NOT liars Get buyers to buy quickly - without seeing 100 houses Kelle Sparta, author of The Consultative Real Estate Agent, shares her insights on how to get buyers to commit to you and to buy a house - in any market. Kelle spent over 6 years in a down market working with buyers for 70% of her transactions. Here's What People Had To Say About Kelle's Events: "Well done. Gave a very different perspective/tactic on how to handle call-ins. Many would not think on how to handle callers in that manner." - Ken Phillips, Attorney and Broker, KBP Law, Natick, MA "Very Interesting Information. I really learned things and brought back others." - Helen Johnson, Coldwell Banker Residential Brokerage, Natick, MA "Great Presentation." - Kathy Lewis, GRI, CRS, Realty Consultants, Needham, MA "Extremely Worthwhile Presentation - Very Informative" - Kathy Iovanni, William Raveis, Wellesley, MA Who Should Attend Agents who have been having trouble getting buyers to purchaseNew agents who want to learn how to stay in control while working with buyersAgents who are uncomfortable getting buyers to sign contractsExperienced agents looking to brush up on their skills Anyone who wants to sell more houses to buyers in less time! August 9th$99.00  Registration & Coffee: 8:30am - 9:30amEvent: 9:30am - 12:30pmLunch: 12:30 - 1:30pm (on your own)Event: 1:30pm - 4:30pm   Beechwood Hotel and Conference Center363 Plantation St.Worcester, MA 01605 Click Here to Register  [...]



New Real Estate Agent Coaching Program - Starts August 9th

Thu, 03 Aug 2006 14:29:00 +0000

Our Steps to Success New Agent Coaching Program is beginning on August 9th - so time is running out to join.  It's a six month program that takes you through a weekly process of building your business.  For more information, click here.



Grow Yourself To Grow Your Business

Tue, 01 Aug 2006 14:45:00 +0000

In the past, we have often thought of work and home as being two completely different environments.  We are one person at work and another at home - effectively creating a split personality for ourselves.  Because we treat our lives this way, we don't know how to "be" when we are out relaxing and a business opportunity arises.  Do we stay in relax mode and put off the business for another time?  Or do we turn on the businessperson?  And, if we do turn on the business person, and we do a lot of networking events, then when do we ever get to be just ourselves?

These are the thoughts that have been running through my head of late.  I have been looking at how I can bring me more clearly into my business.  how I can leave behind the "business person" personality and just show up as myself.  Is it possible that I could find a group of clients who would truly appreciate me for who I am - all of me?

I believe that there is.  And in an effort to bring myself more clearly into focus for you, my readers, I have added a page to my website that gives a little more information about me.  I call it my "Random Bits of Kelle Trivia for the Terminally Curious" page.  In it, I share lots of things about myself, from my love of music and singing, to the fun and exciting things I have done in my life.  All in an effort to tell you more about who you are choosing to do business with.

As part of this journey for me (being the teacher that I am), I have also created a new program called "Grow Yourself to Grow Your Business".  This program is a group learning and coaching program.  I'm also expanding my business to work with all types of small business owners, not just real estate agents.  I'm excited about this new process.  I think I've finally found the piece that I have been missing in getting into relationship with all of you.  I'd love to share the concept with you. 

I'm going to be looking for ways to do just that.  I may offer an MP3 files of a coaching class.  I may do a free teleseminar introduction.  I may do something else.  Who knows?  I'm in process on it.  I'll let you know when I figure it out. 

In the meantime, think about this.  What can YOU do in your business to bring your personality more clearly into what you do?  How can you draw people to you who will truly like you and appreciate what you have to offer?  Are you willing to be really seen by your clients for who you are?  How would your life be different if you could just show up as you - all the time?  Think about it.  And then tell me your thoughts.  I'd love to hear them.




ARP 060728 Give Me Leads… Real Estate Training Podcast

Fri, 28 Jul 2006 16:11:00 +0000

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.


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_060728_EPS03.mp3?dest-id=34084




ARP 060721 From Clueless to Confident in 60 Days – Part II Real Estate Podcast

Fri, 21 Jul 2006 12:37:00 +0000

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.

Joeann Fossland

Real Estate Coach

Relaxed Real Estate for Magnificent Agents

www.joeann.com

My mission is for my clients to experience JOY, EXHILARATION and ABUNDANCE in their lives and careers.


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_060721_EPS02.mp3?dest-id=34084




Podcasting for Fun and Profit

Mon, 17 Jul 2006 14:06:00 +0000

This just in.  I just got another article published at Realty Times.  Thought you'd be interested in seeing it.  Here's the beginning.  Click the link to get the rest of it.

Podcasting for Fun and Profit
by Kelle Sparta

Are you looking for a low-cost way to increase your sales over the long run? Consider podcasting.

A podcast is, in essence, a radio show done on the web and recorded as an MP3 file which can then be downloaded to the listener's computer or MP3 player (like an iPod) and listened to at their leisure. Podcasts range from informative and serious, to fun and zany. Some of the most successful podcasters have thousands of people listening to their feeds every day.

Why Podcast?
Think about who inhabits a podcast listening audience. These people are intelligent and computer-savvy; they probably own an iPod, so they had at least $200 of expendable income to buy it. If they are searching for a podcast about real estate, they are probably interested in buying or selling. There are very few competing podcasts out on the market right now (do a search for real estate on iTunes in the podcast section to see the competition for yourself). In short, it's a low-competition market with motivated prospects who seek you out to listen to your message. What could be better?

Time Efficient Selling
The great thing about a podcast is that you can talk to your potential client before they ever meet you. They can get a feel for your personality and your approach to the business without...click here to read the rest




ARP 060714 From Clueless to Confident in 60 Days – Part I Real Estate Podcast

Fri, 14 Jul 2006 14:59:00 +0000

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!

Joeann Fossland
Real Estate Coach
Relaxed Real Estate for Magnificent Agents
www.joeann.com
My mission is for my clients to experience JOY, EXHILARATION and ABUNDANCE in their lives and careers.


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_060714_EPS01.mp3?dest-id=34084




Overseas Visitors

Thu, 13 Jul 2006 15:56:00 +0000

I recently got my Google Analytics Account and I have to tell you I'm in love.  I am such a numbers geek sometimes.  I've now got a few months worth of data and I'm having a blast checking out all of the details. 

The one I was fascinated with today was my Geomap Overlay.  It tells me where the people who visit my site are from.  There's this little map of the world and there are dots on it to represent the visitors. 

Well, the US is covered in dots which is something that makes me happy, but does not surprise me.  What got me were the number of dots from around the world  So I decided that this blog would be my chance to give a shout out to the people from other countries who have come to visit my site.  Here's a list of the cities for the last week.  I've listed the countries where I knew them, but the map doesn't tell me, so I apologize if I miss some.  :-)

Putatan
Kampong Seri Medan
Seoul, Korea (I've actually been there once)
New Dehli, India
Lahore, India
Muscat
Sandton, South Africa
Renos, South Africa
Johannesburg, South Africa
Istanbul
Kingston (islands off the American coast - can't tell which ones - map is very small)

I was excited to see this list.  I thought you guys might be interested to see it too. 

Have a great day!




Getting Softer

Tue, 11 Jul 2006 13:45:00 +0000

I've been working with my own business coach recently and she looked at me the other day and told me that it was time for me to step out of the Kali (the goddess of death and destruction who makes room for change to take place) energy and step into the midwife I truly am.  That comment really struck me.  It's true that I am someone who has always helped people through change.  It's what I do - it's who I am.  But my coach is right, I have always approached it from a more aggressive perspective.  A midwife doesn't push.  She will occasionally encourage the mother to do so, but she herself is simply a coach to get the mother through the process and a safety to take care of emergencies if things go seriously awry. But how does one step into this energy?  How do I get... softer?  I've been sitting with this concept for a couple of weeks now.  It has followed me on my journies into my personal growth work.  It has haunted me in my day-to-day activities.  I have been practicing stepping into this energy; and, as much as I can feel that it is more truly who I am, it is also alien to my comfort zone.  But I am practicing. I have also been looking at the ways in which I have not been trusting in the universe around me.  Perhaps you know this, perhaps you don't, but a few years ago I went on a spiritual pilgrimage.  I gave away everything I owned and stepped out in faith that I would be provided for.  I spent six months on the road staying with the people I was drawn to meet along the way.  I have never felt so safe in my life.  A few years before that, I got divorced.  After years of agonizing over the decision, I had finally made it and was waking up every morning in such gratitude for my life that I walked around every day saying "I love my life!"  I have never felt more in the flow of things than I did then. I remember the feelings I had when I was in those spaces years ago.  I know that it is time to take those spaces I remember and marry them with the kindler, gentler me.  I am sitting here trying to figure out how to accomplish that task within myself, but also how to bring that shift into my business.  Now that I have finally stepped into that moment where I am truly sharing myself and what I have to offer to my clients, how do I share this change with you as well? My best guess is to share my journey.  To let you in behind the curtain.  To tell you what is going on with me.  So, here's the plan.  I will be changing some of the ways I do business.  You will see this reflected in my marketing, my website, and my writings.  I have no idea what form this will take.  I haven't even figured out how to be this person I am trying to become.  But I am working on it.  And[...]



Taking Stock

Wed, 05 Jul 2006 17:22:00 +0000

I've been hearing a lot of people talking about taking stock of where they are in their businesses and lives.  There has been a great deal of soul searching recently.  It feels as though a shift is taking place and people are working to make sure they are ready. 

Whatever the reason, it's always a good idea to take stock.  Ask yourself the following questions and see where the answers take you.

1) Am I doing what makes me happy every day?

2) Do I love my work?

3) Is my home something I look forward to leaving work for?

4) Are the relationships in my life feeding me?

5) Am I the person I would like to be?

6) Do I treat myself as well as I treat my clients and family?

7) Am I where I want to be financially?

8) What am I putting up with that I don't have to?

9) If my life were perfect, how would that be different from the way it is today?

10) What one action can I take today to improve my life?

These questions will help you determine how you are doing in creating a life and a business you can love.

Are you where you want to be?  Most of us aren't.  Richard Bach in his book Illusions (one of my favorites) has a saying - and I'm paraphrasing here:

"If you want to know if you're done with your work try this simple test.  If you're still here, you're not done."

If you'd like to make sure that you stay on track in getting closer to where you want to be in your life, then consider joining us for our weekly coaching calls. 

Here's the link for more information.




Developing Great Client Relationships

Wed, 05 Jul 2006 17:18:00 +0000

Here's the latest article I had published with Principle Broker Online.

 Developing Great Client Relationships

This past year I took a class from The Nurture Institute on how to cultivate clients more effectively. This is system works well with any client, but particularly well with the affluent. Today, I want to talk to you about this form of marketing in regards to working with your past clients.

The concept is simple really. Don't ask for anything until you've made multiple deposits into your client's emotional bank account. What is a deposit? It could be many things. It is something that adds value to your client's life by providing them with something of value.

Deposit Ideas:

  • Information about the tax law changes

     

  • A copy of their HUD1 Settlement Statement for last year's purchase

     

  • An article on how to increase their home's resale value

     

  • Tips on house maintenance

     

  • Coupons for discounts from local businesses

     

  • Personal notes or cards from you

     

  • Client Love Letters telling them why you love them as a client

     

  • A copy of the picture you took of them at closing

     

  • A gift certificate to a restaurant

     

  • And anything else you can think of that your clients might find of value

     

The important thing to remember with these little deposits...

Read the rest at

http://www.principalbrokeronline.com/articles_new.asp?art_id=324§ion_id=3




Growth

Tue, 27 Jun 2006 13:53:00 +0000

I've just gotten back from my personal growth retreat and I have to tell you, it was AWESOME!. 

I'm all fired up and ready to start the coaching programs coming up soon.  You won't want to miss these.  We're going to be doing a lot of great work - both on your business and on you to get you ready for that next level in your development.  It's going to blow your socks off. 

Don't know what I'm talking about?  Here's the links:

Steps to Success - New Agent Coaching Program (Starts August 9th)

Experienced Agent Coaching Program - (Starts July 17th)




AgentRoundup Podcast EPS0

Sat, 24 Jun 2006 11:49:00 +0000

Kelle is in the studio setting up her new show.  We are targeting mid July to launch the new format.  So stay Toned


Media Files:
http://traffic.libsyn.com/spartasuccess/ARP_EPS0_TZR.mp3?dest-id=34084




Milestone Reached!

Mon, 19 Jun 2006 21:08:00 +0000

I received my first call today from a buyer who had read The Consultative Real Estate Agent.  He wanted to speak with an agent who had taken my training program.  I gave him the contact info for several of our clients in his area.  It's great to be able to give back to our clients who support us. 

The public is beginning to take notice...  If you're using our system or subscribe to the values I've described in my book, it may serve you to advertise this fact in your marketing materials.




Vacation

Mon, 19 Jun 2006 14:52:00 +0000

I'm heading out for a vacation - finally!  I've needed this break for quite some time.  I'm going to a personal growth retreat in Ohio called Lumen's Gate.  If you're looking for a transformational experience, you could do no better than this event.  Check it out for next year. 

I'll be back for a couple of days and then I'm heading out for July 4th weekend for another break at another event camping with some friends and just relaxing. 

In both spaces, there is no cell service.  I highly recommend this type of vacation since I (like most of you) am tempted to check in if I actually have the ability to do so. 

Perhaps next year, I'll try a cruise....

Have a great week!  (I know I will.)  :-)




Fake It Until You Make It - Part II

Mon, 19 Jun 2006 14:39:00 +0000

I've heard back from a reader and I wanted to clarify my comments in the "Fake It Until You Make It" article in the last newsletter.  The goal here is not to lie to people, the goal is to program your brain to look at the positives.  There has to be something going well in your business.  Perhaps you learned something new.  Perhaps you met someone really cool.  Maybe business has been so slow that you finally got your desk organized.  The goal is to look at the good things in your business and share those with the people who ask you about your business.  This accomplishes two tasks at once.  First:  it lets the person you are talking to know that you are a positive person and you have a good attitude.  And second (and more importantly) is that it programs your subconscious mind to look at the positives.  Because what we focus on is what we create, we want to speak what we want, not what we don't have.  So the next time someone asks you how business is (and maybe you're a little slow and want more business), don't say, "Well business has been slow. I could really use some people to work with, do you know anyone looking?"  Instead, say something like: "You know I love this business!  Sometimes it's crazy where you run like mad and you're busy all the time, and other times it slows down some and you get a chance to breathe and catch up.  I've finally gotten my desk cleared off from the last blast of business and now I'm ready to get back out and start running again.  Who do you know who's looking to buy or sell?  I'd love to help them!" I know you can see the difference in the energy between those two comments.  And the person you are talking to will see it too. Now get out there and sell something!  Here's the Original Article---------------------- Fake It Until You Make It I know we've all heard that phrase before, but it's true. You have to believe you are successful before the outside world will believe it. You have to put the energy out into the world. When someone asks you how business is going, answer "Fabulous! Awesome! Tremendous!" even if it's not. Especially if it's not. What we focus on is what we create. If you don't have any leads, then the worst thing you can do is to focus on that. Instead, focus on getting more. If you want to ask for help (and I encourage you to ask), then say "Business is awesome, but there's always room for more! Who do you know who's looking to buy or sell?" It's important not to put forth an image that you don't want to be true - to others or to yoursel[...]



Transitions

Fri, 02 Jun 2006 14:13:00 +0000

Changes are afoot!

I've teamed up with the guys from SalesRoundup.com to create a new show.  We'll be part of an up-and-coming group of sales-related podcasts on the PodSalesNetwork. 

We're transitioning the format of the show and changing the name.  So, starting with the next podcast, we'll be called The Agent Roundup Podcast.    We're expanding the show to be 30-40 minutes long.  We're going to be doing interviews, new segments, and exploring new ideas.

We're also going to specialize a little more.  Each week will have a different theme. 

Week 1 each month will focus on New Agents and the issues specific to them

Week 2 each month will focus on Experienced Agents, skills building, advanced techniques, and business-building.

Week 3 each month is dedicated to helping people who run real estate offices grow their businesses.  So we'll be talking about issues of brokerage, management, recruiting and training.

Week 4 will be a Vendor Showcase.  Since we have so many vendors out in the industry with so many products to sell (there were over 500 vendors at the last NAR Convention), we thought we could bring you a selection each month that told you about the vendors that are out there and what they do.

Bonus Weeks!  Since there are two months every year with an extra week in them, we'll be doing a special show on those weeks.  Perhaps I'll open up a controversial topic for debate.  Or maybe we'll brainstorm how to create more pillars of income in your business.  Or maybe we'll do a segment on the current marketplace and what to expect from it.  You never know!  You'll just have to tune in to find out.

Since we are changing the name of the podcast, you'll have to subscribe to a new feed to get it.  We'll give you the details about how to do this as soon as we've got the feed established.  (In fact, Joe has promised me a tutorial for the website with pictures and everything explaining how to subscribe.)

In the meantime, you won't hear from me for a couple of weeks while we get the new show recorded and the format set.  But when we come back, you're going to love it.  We've already got some great content for you.  Can't wait for you to hear it. 

Talk to you soon!


Media Files:
http://traffic.libsyn.com/spartasuccess/Transshow.mp3?dest-id=34084




Standing Up for Agents

Fri, 26 May 2006 14:55:00 +0000

Here's a response I just posted on a blog that was talking about FSBOs.  Feel free to use it to explain your perspective to clients.  PLease give me proper attribution and a link to my website if you quote it.  Thanks!   Regarding FSBOs I think the challenge is not in the offering of options or in who owns what company.  The challenge is in the comments above where people referenced the "useless"ness of real estate agents.  Everyone seems to think that selling property is easy.  The consumers believe it, and even many of the new agents who get into the business believe it.  That's why there's such a high turnover in our new agents.  No one, but those of us who have done this for years, knows how hard it is.  Every year there are more laws put in place, more complications created, and more challenges to work through.  Especially now, as prices start to drop, people come after the agent's commission.  The problem is, that the agent has already taken a pay cut when prices went down.  They get paid as a percentage of the purchase price.  Plus, they're selling fewer houses, so they're getting it both ways.  And yet sellers still think that asking the agent to cut the commission further is the answer.  Agents work harder in difficult marketplaces.  They should be paid more, not less.  That's how it would work in other industries that are based on per-hour basis. But the problem is that the consumer doesn't see the value.  They have no idea how much work goes in behind the scenes.  And that's the agent's fault for trying to make it a seemless process.  The better they are at their job, the less the clients appreciate how much work there was to do.  Agents need to let the client in on how much they are doing for them.  There are many details that have to be handled in the standard transaction.  1)  Pricing the home properly (a place where many FSBOs fail miserably) 2)  Writing good ad copy (which is an art)3)  Posting information on the MLS that makes the house look attractive to the right buyers (another art)4)  Creating and maintaining good relationships with other agents so that they are inclined to show your houses first5)  Having great communications and problem-solving skills for dealing with issues that may arise in negotiations, inspections, loan approval, appraisal, etc.6)  Being able to soothe bruised egos and smooth over ruffled feathers when emotions run high and risk destroying the sale for no good reason7)  Having relatio[...]



Thoughts on expanding your income

Fri, 26 May 2006 12:32:00 +0000

I was thinking more on the multiple pillars of income concept.  Here's another thought I had for leveraging our potential for income.

Start a Junk Company:
Many of us have houses filled with lot of great sellers' castoffs including plants, furniture, lawn equipment, etc.  There is much more too that sellers leave behind that we just can't fit in our houses. 

Consider starting a junk company.  You could have a mover you work with locally who will pick up the items, deliver them to a warehouse or storage area.  You could partner with someone who sells on eBay and let them do the selling of the items while you go on with your business and split the profits with them.

That's about as close to free money as I can think of.

Have a great day!




Jack Canfield Article

Fri, 26 May 2006 12:29:00 +0000

I just got this article in my mailbox.  Thought you all should read it...KelleWhat You SAY is What You Get How to Speak Your Way to Success by Jack Canfield, America's Success Coach In the previous issue of Success Strategies I talked about that in order to be successful, we must first define what success means to us; and that means getting CLEAR about what you want, writing it down, and thinking BIG! If you are going to be successful in creating the life of your dreams, you have to believe that you are capable of making it happen. You have to believe you have the right stuff, that you are able to pull it off. You have to believe in yourself. Whether you call it self-esteem, self-confidence, or self-assurance, it is a deep-seated belief that you have what it takes – the abilities, inner resources, talents, and skills to create your desired results. Ultimately, you must learn to control your self-talk, eliminate any negative and limiting beliefs, and maintain a constant state of positive expectations. Control Your Self-TalkResearchers have found that the average person thinks as many as 50,000 thoughts a day. Sadly, many of those thoughts are negative — I’m not management material... I’ll never lose weight... It doesn’t matter what I do, nothing ever works out for me. This is what psychologists call victim language. Victim language actually keeps you in a victim state of mind. It is a form of self-hypnosis that lulls you into a belief that you are unlovable and incompetent. In order to get what you want from life, you need to give up this victim language and start talking to yourself like a winner — I can do it... I know there is a solution... I am smart enough and strong enough to figure this out... Everything I eat helps me maintain my perfect body weight. You Are Always Programming Your Subconscious Mind Your subconscious mind is like the crew of a ship. You are its captain. It is your job to give the crew orders. And when you do this, the crew takes everything you say literally. The crew (your subconscious) has no sense of humor. It just blindly follows orders. When you say, “Everything I eat goes straight to my hips,? the crew hears that as an order: Take everything she eats, turn it into fat and put it on her hips. On the other hand, if you say, “Everything I eat helps me maintain my perfect body weight,? the crew will begin to make that into reality by helping you make better foo[...]



Multiple Sources of Income

Wed, 24 May 2006 19:00:00 +0000

One of the great secrets of the wealthy people of the world is that they all aspire to have multiple sources of income - preferably sources that don't require them to do anything in order to create money.  This is the way that the rich get richer - they leverage their knowledge or their money to make more money. 

Being in a service business, it is often difficult for agents to think about how to create another source of income.  You are probably overwhelmed with the work you're doing now.  But consider this - come the winter time, your business will slow down again, and you'll be wishing you had something to pick up the slack. 

Many agents do the obvious and invest in real estate.  This is certainly a good option - especially given the tax incentives.  But once you've invested in real estate - now what?  How can you leverage your knowledge to create even more income? 

There are a couple of options that I can imagine.  You could write programs and reports that you could market and sell to buyers and sellers across the country on the web.  You could take those leads and refer them to agents across the country to get referral fees.  In this way you would get a double bang for your buck.

Or, perhaps you'd like to help your fellow real estate agent.  Consider writing a program or sharing a tool you've found useful.  Could you compile a package of all the ads you've had success with over the years and sell them to other agents?  Sure you could!  In fact, if you don't want to go through the trouble of marketing the material yourself, let us know.  We're always looking for good material that is in alignment with our values structure.  If we like your stuff, we'll rep it for you to the real estate world.  Then, you can sit back and collect the commissions.  What could be easier?

Can you think of another way to leverage your knowledge of the business?  Share it with us!  I've been doing some creative thinking on how to make life easier for agents.  I'll be doing some brainstorming on the subject with others as well.  I'll let you know what I come up with.  But in the meantime, share your ideas - we'd love to hear them.

Have a great week!




Johanna Webster - ERA Home and Family Real Estate

Mon, 22 May 2006 18:02:00 +0000

Johanna Webster broker/owner of ERA Home and Family Real Estate in Andover, MA talks to us about what to do when there is a shortfall at the closing table and how to avoid getting into that situation in the first place.  With over 20 years of real estate experience and an average of $35-$40,000,000 in production each year (personal production - no team), Johanna is an excellent source of knowledge for the industry. 


Media Files:
http://traffic.libsyn.com/spartasuccess/Johanna_Webster.mp3?dest-id=34084




Prospecting Seminar - June 8th

Wed, 17 May 2006 22:49:00 +0000

Exit Golden Triangle Realty is hosting an event on June 8th in Worcester, MA that I'll be teaching called

There's No Excuse for Having No Leads!

This is going to be a great event for getting you to think outside of the box in terms of your prospecting.  Click here for more details.




Market Slow Down

Mon, 15 May 2006 00:03:00 +0000

This week we discuss the market slow down we've been seeing across the country and how to handle it.  I also share a story with you from my time selling.


Media Files:
http://traffic.libsyn.com/spartasuccess/Market_Slow_Down.mp3?dest-id=34084




Dancing My Heart Out

Sun, 07 May 2006 14:36:00 +0000

Thought I'd let you know a little about me for a change.  I've been going out dancing recently.  I've been taking classes in salsa, cha cha, foxtrot, merengue (sp?), and other dances.  I've really been enjoying it.  It gets me out of the house in a social setting and it gives me some exercise, which has been great in facilitating my weight loss program (30 lbs down and counting). 

The thing I love about ballroom and latin dancing is that it's so non-meat-market.  I can go to one of these events by myself and I don't feel out of place.  People talk to me, they ask me to dance and they are open if I ask them to dance.  I go out, have a great time, meet some new people, and get a lot of exercise.  What could be better? 

Of course the downside is that I've been limping around for the last couple of days because I overdid it a little on Friday.  :-)  But I'd rather be limping because I had too much fun, than miss out on it altogether.  Now I'm off to stretch...




Danyl Collings - 05/05/06

Fri, 05 May 2006 20:53:00 +0000

Danyl Collings has been an agent for two years.  He has managed to survive the start-up phase.  In this interview, he shares the secrets of his success.  He also shares his secret for getting 4-6 people to call him about real estate matters from each of his newsletters.

NOTE!
This file is 15 minutes long and thus will take some time to listen to if you are clicking on the link.  Be patient.  If patience is not your strong suit, then right click on the file name below and click "Save Target As" and then save the file to your hard drive.  Then, when you double click on the file, it will play in whatever media player you have as your default for your system (usually Windows Media Player if you haven't set another one). 


Media Files:
http://traffic.libsyn.com/spartasuccess/Danyl_Collings.mp3?dest-id=34084




Advertise Your Buyers!

Sat, 29 Apr 2006 16:43:00 +0000

I just another article published with Principal Broker Online, here it is...

Advertise Your Buyers
      by Kelle Sparta

You Don’t Have To List to Last
It's long been said in our industry that "you have to list to last". And in the days of sub agency, where the only side of the deal that was guaranteed was the listing side, this was true. But today, with the advent of buyer agency, there is more to real estate than listings. 

Which Brain Are You Thinking With?
One of the challenges our industry faces is that, even in the markets where buyer agency is established, we're still thinking with listing agents' brains. We want listings because they give us something to advertise to bring in the buyers and more listings. But here's a new thought....

To read the rest of the article, click here...

http://www.principalbrokeronline.com/articles_new.asp?art_id=262§ion_id=9




The Wealthy Spirit -Daily Affirmations for Financial Stress Reduction

Wed, 26 Apr 2006 18:24:00 +0000

This week, we've got a special treat for you!  I spoke with Chellie Campbell and she gave me permission to record all of the affirmations from The Wealthy Spirit!  I have done just that and this podcast is that recording.  It's much longer than usual, but it's full of great affirmations!

For more information about Chellie's book The Wealthy Spirit:  Daily Affirmations for Financial Stress Reduction, visit her website at www.chellie.com.

NOTE! 
This file is 45 minutes long and thus will take some time to listen to if you are clicking on the link.  Be patient.  If patience is not your strong suit, then right click on the file name below and click "Save Target As" and then save the file to your hard drive.  Then, when you double click on the file, it will play in whatever media player you have as your default for your system (usually Windows Media Player if you haven't set another one). 


Media Files:
http://traffic.libsyn.com/spartasuccess/Affirmations.mp3?dest-id=34084




Realtor Magazine Reviewing My Book

Tue, 25 Apr 2006 16:24:00 +0000

I just found out that Realtor Magazine will be doing a review on my book The Consultative Real Estate Agent in June (they liked it!).  So keep your eyes peeled!



Real Estate Story of the Week Promo

Sat, 22 Apr 2006 17:46:00 +0000

Use this 30-second promo to tell people on your website about our podcast.  Post the link to our podcast under it.  Here's the link:  http://spartasuccess.libsyn.com

Listen Now


Media Files:
http://traffic.libsyn.com/spartasuccess/RESofW_Promo_copy_1.mp3?dest-id=34084




04/22/06 Megan and Brian Podcast

Sat, 22 Apr 2006 16:33:00 +0000

This week, we interview Megan and Brian who recently completed a $100,000 home remodel.  In this episode, they talk about the ups and downs of home renovations and what they learned along the way.

 

 


Media Files:
http://traffic.libsyn.com/spartasuccess/Megan_and_Brian.mp3?dest-id=34084




Negotiations CD

Wed, 19 Apr 2006 21:54:00 +0000

On May 1st, we're bringing out a new product on the market.  It's called Negotiate Like the Pros and it's a 2 CD series with detailed tips, tools and techniques for negotiating effectively in the real estate marketplace.  Using real-life scenarios, you learn how to make the best of a bad situation and how to make a good one even better!  Always with an eye to the win-win scenario, this program gets you on track to getting better deals for your clients!

Plus, as a bonus, we're having a pre-release sale.  Order by April 30th and save 20%!

Click Here for More Details!




Coaching Your Clients Home

Wed, 19 Apr 2006 05:05:00 +0000

Check out this article I published with RISMedia.

http://www.rismedia.com/index.php/article/articleview/14129/1/1/




Beyond the Rate

Tue, 18 Apr 2006 16:17:00 +0000

I have recently discovered an online resource that you should take a look at.  It's a podcast on mortgage and financing issues.  It's free from www.beyondtherate.com.  It's a great resource for agents to learn from.  (You can never be too knowledgeable about financing.)  It's also a great tool for you to list on your website for your buyers and sellers to link to.  Check it out!



Greg Demetrick 04/13/06

Thu, 13 Apr 2006 12:54:00 +0000

This week we talk with Greg Demetrick.  I sold Greg his condo two years ago and it was one of those nightmare transactions.  Everything that could go wrong, did go wrong.  In this episode we talk about the deal from both the agent's side and the buyer's side.  Learn how we managed to still get good things done in the midst of the chaos.

Greg also hosts his own podcast (he's the one who got me involved in it).  So check it out at www.5questions.net.


Media Files:
http://traffic.libsyn.com/spartasuccess/041306_Greg_Demetrick.mp3?dest-id=34084




Creating Relationships on the Web

Wed, 12 Apr 2006 21:06:00 +0000

One of the hardest things to do in business is to create a relationship with someone whom you've only met via the web.  This is especially true when people have never actually interacted with you and have only read your website.

You really need to put content on your website that gives the reader a sense of your personality.  I am in the process of doing that myself.  Many of you will have found the little surprise that happens when you  mouse over my picture on the website (if not, then go to the site and do it - I don't want to ruin the fun).  Today I added an introduction recorded in my own voice.  I've also been careful to word my site in such a way that it is appealing.  And the blog and podcast are another way I can connect with you, my target market.  All of these are ways in which I can let you know who I am, what I do, why you should care, and what I'd like you to do about it. 

Does your website accomplish those goals?  If not, think about ways in which you can more effectively convey your personality, your message, and your call to action. 

Do you have an idea that's been effective at creating a realtionship on the web?  We'd love to hear about it!




Gratitude Day

Sat, 08 Apr 2006 12:17:00 +0000

Tomorrow, a friend of mine and I are having our second gratitude day.  A gratitude day is a day when you give thanks for all that you have; and you share that thanks out into the world in some tangible way.  The purpose of this is to engage the positive energy in the world rather than the negative.  What we focus on is what we create.  I don't know about you, but I want to create things that I will be grateful for - so I practice gratitude every day. Last time, we made art to put up in our home to remind us to be grateful.  Now, every day as I walk out my bedroom door in the morning, I see the artwork I placed there and I take a moment to ennumerate the things for which I am grateful. This time, I'm going to suggest a slightly different take.  I want to write letters of gratitude to our parents, friends, or anyone who has influenced us in a positive fashion.  This way, rather than keeping the gratitude, we can share it with our loved ones. Take a moment to think about what you are grateful for.  Perhaps you could start a gratitude journal.  There will be some days in your life when you are mired in negativity and a gratitude journal would be useful at those times.  When you can't focus on what you are grateful for in the moment, you can read your journal to see all the wonderful gifts you have received up until then.  This can shift your attitude enough to allow you to open up to receive whatever may be coming your way. In this vein, I have spent that last couple of days recording all of the affirmations out of The Wealthy Spirit - Daily Affirmations for Financial Stress Reduction, by Chellie Campbell.  I have to tell you, that I've been wrestling with a little negativity myself for the last couple of weeks.  Not sure what prompted it, but it was stubborn - no matter what I tried, I couldn't pull myself out of it.  In recording these affirmations, I broke the cycle of that negativity and I have a whole new outlook on life again. I've nev[...]



04/06/06 - Christine Day

Thu, 06 Apr 2006 16:49:00 +0000

Christine Day is a tenant in a property that has been on the market for over a year.  In today's podcast, she explains what the experience of living through that year has been like for her.


Media Files:
http://traffic.libsyn.com/spartasuccess/040606_Christine_Day.mp3?dest-id=34084




You Learn Something New Every Day (Well, At Least I Do)

Wed, 05 Apr 2006 23:09:00 +0000

So I was lurking on a few other blog sites today - seeing what was out  there in the world.  I came across a reference to this blog article that tells about the 8 Biggest Blogging Mistakes made by real estate bloggers everywhere.  (Make sure you read the comments - there are more mistakes there too.)

Seems I'm guilty of at least one of these.  Gulp.  Ah well.  Live and learn.  I'll be shaping up and flying right soon.  It's all a learning curve and my mistakes are your chance to learn (and hopefully point and laugh - we all need a good laugh every now and again).

Now off with you!  Go check out that article!




Whale Hunting

Wed, 05 Apr 2006 04:41:00 +0000

No - don't worry - I'm not advocating hunting the animals.  I'm talking about looking for big business opportunities - whale-sized deals.  Clients who can bring you not just one, but many transactions. Each month as you go through your schedule, you should set aside a little time to pitch the big clients on the big deals.  It doesn't hurt - all they can do is say "no".  And who knows - one day they might say "yes". For instance, I recently discovered that a friend of mine is the videographer of choice for HGTV on the east coast.  He's got connections with one of the top producers for that station.  So I'm sending him a pitch to put me in a show either as a guest or to have my own series talking about the stages of life that buyers and sellers are usually dealing with in the real estate process.  It's a monster of a whale.  Do I expect it to come in?  Honestly?  Yeah, I do.  I understand the power of intention.  I know that it may not happen, but I also know that it could.  Why not try?  It will certainly never happen if I don't put it out there.  Who is your whale this month?  It can be the same person month to month if you want.  Perhaps a builder that you want to get listed.  Maybe a big investor.  Or a relocation director.  Think big.  And then don't be afraid to ask for the business - again and again - until you get it or they tell you to drop dead.  I recently spoke to an agent who told me that she got a million-dollar deal because she was dropping off a contract for one of the last units in a building and she asked the owners what project they were doing next.  When they didn't have an answer, she suggested a building she knew about that wasn't on the market yet.  The deal is in escrow now.  She got both sides of it.  Is anyone else doing the math on this?  Wow!  That's a lot of cash for just asking a question. So pick your whale an[...]



Upcoming Speaking Tour

Mon, 03 Apr 2006 20:52:00 +0000

Just thought I'd let you all know that I'm going to be doing a few speaking tours in the coming months.  I'll be heading down the east coast a couple of times in April and May and then going through Pennsylvania and into Ohio in June. 

If you would like to opportunity to book me into an event during these times, give me a call at 888-639-2468.

For more information on the programs that I offer, visit my speaker's pages.




Cheap Marketing Ideas

Sat, 01 Apr 2006 15:17:00 +0000

Yep, I'm back already.  It occurred to me that if I wanted you guys to post comments, I should probably give you something to comment on.  So here's the deal.  I'm going to post a question every so often for you to answer.  Your answers will let you share your ideas with me and each other.  So here's the first question...

What is the most effective cheap marketing activity that you've ever done?




Leave a Comment

Sat, 01 Apr 2006 13:56:00 +0000

If you notice at the bottom of each post, there is a section for comments.  These comments are the way in which you and I can interact.  So, if you have any thoughts about a particular post or podcast, leave a comment.  I'd love to hear back from you!



Get Your Podcast on TiVo

Fri, 31 Mar 2006 18:15:00 +0000

For those of you who have TiVo, you should know that they have recently updated your service so that now you can get podcasts through your TiVo service.  It's under the Music and More section of your menu screen.  You can type in the address of The Real Estate Story of the Week podcast (http://spartasuccess.libsyn.com/rss) and then add it to your favorites.  Then every time you go into the podcast section, the latest edition of the podcast will be waiting for you! 

Note:  The only downside to listening to your podcast in this way is that there is currently no way to pause the playback.  If you stop it, it starts over again from the beginning.  But since our podcasts are generally only about 5 minutes long, you should be fine.

One more easy way for you to get your Story of the Week fix!




Melody Bohl - 03/31/06

Fri, 31 Mar 2006 18:01:00 +0000

Melody Bohl is the broker/owner of Carpe Diem Realty in Newton, MA.  Carpe Diem Realty is a full service residential real estate agency specializing in assisting residential homebuyers & sellers in the Greater Boston area. They understand that the process of buying & selling real estate is a stressful one. Their goal is to make the clients' transaction as stress-free as possible by having experienced agents who are master problem solvers and who truly treasure their clients. 

Melody is currently recruiting agents to her company.  If you are interested in working for someone who cares as much about her agents as she does about her clients, give her a call at 617-548-2645 or email her at melody@carpediemrealty.com.


Media Files:
http://traffic.libsyn.com/spartasuccess/033106_Melody_Bohl.mp3?dest-id=34084




Stop Role Playing!

Mon, 27 Mar 2006 14:54:00 +0000

I bet you never thought you'd hear a trainer say that! We're the ones who are always saying to practice your skills by role playing, right? Well, it's true, I think that kind of role playing is still good. It's the other ways in which you play your roles that are not serving you. Handling Prospect Calls A classic example of where playing your role doesn't work is in handling buyer ad calls. Let's look at this from a generalized view for a moment. The Buyer's Assumed Role: The buyer is calling in. His goal is to get the address, price, and features of the property he is calling on. He also has the goal of not engaging you in more conversation than absolutely necessary and he certainly doesn't want to give you his name and/or contact information. He wants to get the information and get off the phone so that he can make the next call or go and drive by the property. The Agent's Assumed Role: You've been told that your primary goal is to get name, contact information, and preferably an appointment to meet with the buyer on the other end of the phone. Depending on your office policy, you may even have the limitation of not being allowed to give out the address. Even if you can tell him the address, you know that the minute you give out this information, the buyer is off the phone in moment and you have lost your opportunity to convert the call. The Impasse So here we sit at an impasse. No one wants to give out information and therefore we begin our tug-of-war game with no possibility for a win-win scenario. Now if you're really good and you're one of his first calls ever, you may be able to engage the buyer in conversation; and that conversation might result in him coming in for an ap[...]



The Secret

Sat, 25 Mar 2006 18:35:00 +0000

I got a note from Jack Canfield with a link to a movie called "The Secret" yesterday. I watched the movie last night and I just have to pass along the information to you. Here's the link to the website where you can get streaming video of the movie direct to your computer.

http://www.thesecret.tv/

Set aside some time when you will be uninterrupted. You'll also want to give yourself an hour or two after the movie to process what you've seen. I suggest having a friend watch it with you. It's so much better to be able to "what if" and "what did it mean by..." with another person.

This morning, my friend and I made gratitude pictures. We did artwork that depicted gratitude and then we went out and bought frames and put them up in the house. So now, wherever I look in my house, I see something that reminds me to be grateful. It was a fun project and it has long lasting benefits.




Real Estate Story of the Week - Nathan Isaac Arbouet

Fri, 24 Mar 2006 15:10:00 +0000

Come visit with us today as we interview Nathan Isaac Arbouet, and agent with ERA Key Realty Services. He has been in the business for just over three years and is focused on providing superior customer service to his clients.


Media Files:
http://traffic.libsyn.com/spartasuccess/032406_Nathan_Isaac_Arbouet.mp3?dest-id=34084




Time Management

Thu, 23 Mar 2006 12:29:00 +0000

I found this out on the web today. It's a great list. I suggest you check it out.

7 ways to make the most of your days




Update on Interview with Diana Digirolamo

Wed, 22 Mar 2006 17:14:00 +0000

I got an email from Diana recently and it seems she's a bit swamped trying to clear things up before her vacation, so we have postponed the interview until late April. Once we have a date set, I'll let you know.



Programming Your Mind for Success

Wed, 22 Mar 2006 14:33:00 +0000

Consider what you are using to program your mind each day. What words, phrases, thoughts, and images assault your brain on a regular basis? The more things around you that you can make supportive of your goals, the better able you are to make yourself believe that these things could actually happen.

For example - what do you use as your password for your online accounts? Are these passwords helpful to your goals? We type our passwords every day, multiple times each day. It is a small thing, but it is a repetitive one. Consider changing your passwords (it's probably time anyway) to something that's in line with your goals.




Time To Come Out Of Hibernation

Mon, 20 Mar 2006 17:47:00 +0000

It's getting to be Springtime and this means that it's time to come out of hibernation. All the systems and processes that we let slip over the slower Winter months, now need to be put back in place. This means that it's time to start prospecting in earnest again. That means a couple of hours a day. This doesn't have to be cold calling (in fact I hope it isn't - I can't STAND cold calling). It could be going to networking events. It could be working out strategic alliances where you get other people to help you get the word out about your services. It could be calling past clients to check in. It could be sending out mailers. It could be doing open houses. It could be many things. But two hours each day should be spent on things that will bring more money into your business. I'm working on my strategic alliances. Over the next few days, I'll be in contact with all the vendors I can find in the industry to tell them about our Real Estate Story of the Week Podcast. If I can get them to tell their clients about it, I can expand my list of people who know about my business and the website. If you were to decide to help me out today, you could tell a few people about it as well. (And I would really appreciate that.) Here's the link to tell them all about it. http://www.spartasuccess.com/Real_Estate/REStoryOfTheWeek.asp How can you leverage the people who already know you, love you, and trust you? They want to help you! Give them an easy way to do it (just like I did for you above)! That's it. This week is all about prospecting[...]



Did Ya See It?

Thu, 16 Mar 2006 18:37:00 +0000

I'm still not completely sure how this whole blog thing works (I've got my training wheels on). Do you see the podcast if you've only signed up for the blog? If not - then check it out! The first story is up! Time for the rest of you to belly up to the bar and tell us your tales too!



Real Estate Story of the Week - Georgi May

Thu, 16 Mar 2006 18:08:00 +0000

Georgi May is a 7-year veteran agent. She works for ERA Morrison in Lowell, MA. Find Georgi on the web at www.georgimay.com.


Media Files:
http://traffic.libsyn.com/spartasuccess/031606_Georgi_May.mp3?dest-id=34084




Shell Shocked

Tue, 14 Mar 2006 19:48:00 +0000

After last week I find myself this week looking gift horses in the mouth. I think I've gotten so used to things breaking down that I'm a little unwilling to let them break through. It's been a tough month.

I don't know what your week was like, but if it was anything like mine, go forward with caution. Both caution in what you look at putting into place and caution in making sure you don't miss something because you're still curled in the fetal position praying for it to all be over.

That's all for now.... I'll have a few announcements coming up soon!




Introduction

Fri, 10 Mar 2006 21:22:00 +0000

Introduction to The Real Estate Story of the Week.


Media Files:
http://traffic.libsyn.com/spartasuccess/KelleIntro.mp3?dest-id=34084




Hitting the Wall

Fri, 10 Mar 2006 16:37:00 +0000

It seems that everyone is having major breakdown these days. My breakdowns are manifesting as website woes. Others are going through physical breakdown (roofs leaking, sewers backing up), emotional breakdowns, relationship breakdowns, mental exhaustion, getting sick, etc. Wherever I look, things are falling apart. If you read my book, you know that I believe that it's breakdown before breakthrough. Which for me means that I am anticipating a great breakthrough soon. With the scale at which things are changing, we are all a little on edge. My best advice (to myself and to you) is to relax and let go. I don't know about you, but I've been holding on really tighly for the last few days. The resulting stress has taken its toll on me. I'm exhausted. So today I decided to adopt a new attitude [...]



How Do You Start Your Day?

Wed, 08 Mar 2006 14:10:00 +0000

I realized recently that with all the challenges surrounding the launch of the new website and the porting of the servers, I had been starting my day in stress. Even before I would get out of bed, I would be anticipating the hassles that would accompany my day. And, sure enough, what I focused on, I created. Things have been difficult to say the least. But then a gift arrived for me on TiVo. Public TV was doing a fund raiser with a program from Wayne Dyer about Inspiration. So I have spent the last couple of mornings beginning my day with Wayne, consciously working on shifting my perspective on things. Here's what has happened. I got an email back from a national trainer for the sales industry at large asking me how he could help me to grow my business. (So far, I'm not sure what to ask him for, but I know it will come - perhaps one of you have an idea.) After going through three different bookkeepers in two years, I took back the job. In the process of setting up my Quicken files, I have discovered that most of my accounts have downloads available which will make the job I had been paying roughly $300/mo. for cost me only about 20 minutes a month. I got a call back from a prospect I had approached about hosting some training events, with his request to set up a meeting to discuss it. (I placed the initial call two weeks ago.) And this is from only a couple of days of co[...]



Welcome to My Brain

Sun, 05 Mar 2006 13:40:00 +0000

This month begins the blog and podcast portion of our program. I'll be signing on periodically (well, probably a lot - I'm like that) and chatting with you about real estate, life, and running our businesses. I'm in the process of tracking down agents who have good stories for me to record for the podcast. I've also talked Diana Digirolamo (GMAC's National Rookie of the Year for 2005) into doing an interview with me sometime later this month. We haven't set the exact date yet, but I am assured it will be soon. I'm also trying to corner Adam Bellusci who was part of the winning team for the National Attorney Negotiation Contest. He has tentatively agreed to do an interview with me as well. I'll let you know how things progress. It's coming up on the two year anniversary for Sparta Success Systems, and I've been doing a little soul-searching about what I want this company to look like. I really want to be able to reach a national audience, but much like the work that I teach, I want to be more personal. This blog is one of my ways of getting more personal with you, my subscribers and clients. I will be letting you in behind the scenes into the workings of my brain (scary, I know). I'm hoping that you will share your thoughts as well, so we can get to know each other. Over the next year, I'm going to roll out a bunch more functionality on the website[...]