Why Kelle Founded Sparta Success Systems

In 1993, Kelle started in the real estate business. Within her first year, she sold 25 houses. She continued at this pace until 1999 when Kelle took a break from real estate. She spent the next five years doing life coaching work with various people around the country. And in 2003 when she wanted to come back into real estate, she joined ERA Key Realty Services in Framingham, MA as their Director of Recruitment and Training.

No One Was Teaching About The People In the Transaction

Kelle started recruiting new agents for the company. But when she set out to find good training for them, she was stumped. There were plenty of good "sales trainers" in the industry - even ones that taught about building a referral-based business, but none of them taught how to understand the client better. Kelle realized that her understanding of the people in the transaction and their needs beyond just the sale itself were what had made her so successful so quickly. So she created a training program to teach her agents just this type of selling - as well as some confidence-building techniques to keep them on track while they got up and running. It was a smash hit.

A New Paradigm for Real Estate

Within a year it became evident to Kelle that her training program was needed in a wider arena than just in one company. She took her message to the streets, teaching new and experienced agents alike a new paradigm for their real estate businesses. She taught agents how to work with their clients on a deeper level - focusing on the major life transition that caused the move, rather than just on the transaction itself.

More Referrals And No Guessing Games

By interacting with their clients on this deeper level, her students garnered more repeat and referral business from their clients and found that their transactions went smoother. No longer were they left with a deal that had blown up without warning or clients who disappeared. Now, they were in the loop.

Delivering the Products

Kelle knew from her experience with the agents that she'd trained over the years that the right tools make all of the difference. She had developed these tools for herself when she was selling, and now she wanted to make them available to agents as well. So she put on her learning cap and started learning everything she could about how to effectively create and market information products.

In CD Format

She started by deciding that, unlike other trainers, she would offer her products in a CD format. The reason other trainers don't do this is that it is harder to photocopy an entire book and give it to a friend than it is to copy a CD and so they hoped to cut down on copyright infringement in this way. But Kelle looked at her description of her ideal client and realized that her clients lived with integrity - they weren't going to steal from her by copying her CDs. They'd respect the value she offered. So she decided that she would trust her clients and give them their products in a format that was most useful to them rather than one that most protected her.

Guarantee

Then came the guarantee. Kelle researched the other trainers and discovered that they weren't offering a guarantee. Once you bought the product, it was yours - whether you liked it or not. She could see the merit from the trainer's perspective in that this way people weren't ordering things, copying them, and then returning them, but from the agent's perspective, it wasn't such a great deal.

Once again, Kelle looked at her ideal client description and decided that she wouldn't design her business around people who would take advantage, since those weren't her clients. Instead, she'd build her business around creating a phenomenal relationship with her clients and that meant guaranteeing her products. So she settled on a 30-day money-back guarantee - including shipping. Her only request is that you tell her why you didn't like it so that she can make it better for the next person. And that's how she's been improving her products ever since.

Writing the Book

Kelle wanted the word about her training to get out faster, so she signed up for the 2004 NAR Convention. At that convention she was approached by an Editor at AMACOM Books about publishing her Procedure Manual for Agents. Kelle declined the offer since publishing in book form would mean giving up the ability to deliver the product on a CD in a way that it was most useful to her clients. But she did continue the conversation with the Editor and within two months she had a book deal to write The Consultative Real Estate Agent which was published in 2006.

The book has gone on to sell more copies than 95% of all books ever published and continues to sell well today. Many brokers are even buying multiple copies and giving them to potential recruits as well as their existing agents.

Building An Online Presence

But there was more work to be done. Kelle wanted to create a place where people who believed in this form of business could congregate, share knowledge and share referrals. She wanted to let her agents know that they weren't alone in a world of sharks.

So Kelle pulled on her learning cap again and took to the web. She had to start from scratch learning how to create a web page, bring her products to an ecommerce platform, optimize for best search engine performance, bid on keywords, get indexed, write good web copy that would get people to read more, create a podcast, write a blog, and get published. And she had to do it in a way that allowed her to build relationships with you, her clients, most of whom she would never meet. Whew! It was a lot to learn and she's still learning. Kelle still spends a good portion of each day figuring out best practices to help you work more productively, get more repeat and referral business, and to give you ways to tell her what you need.

Where To Next?

The Internet is providing businesses with incredible opportunities to increase client base and profits in a BIG way. Kelle has taken her real estate business to the 'net and improved her bottom line immensely.  She plans to help her clients take advantage of the Internet - 24/7 - to explode their business, work less & enjoy life more.

Kelle is also currently hiring trainers around the country to begin offering her training programs live. Once the trainers are in place, then she'll be rolling out quarterly live events around the country.

Kelle believes that we need to grow ourselves to effectively grow our businesses. After all, if you were already the person who makes $1M per year, then you'd already be making it. She's going to help you learn how to become that person.

If you're interested in a training career with Sparta Success Systems, please check out the We Want You page.