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Keller Center Research Report

Keller Center for Research

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September 2014 (Vol. 7, Iss. 3)


Keller Center Research Report - Creating a Competitive Level of Engagement

Andrea Dixon, PhD
Bridging current academic research and the real estate practitioner audience, the Keller Center Research Report plays uniquely in the knowledge marketplace. Our Keller Center team identifies cutting-edge rigorous research with interesting implications for the real estate market...
Keywords: Lead Generation, Marketing and Sales, Technology
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Who's the Boss: You or Your Cell Phone?

Jim Roberts, PhD
Do you check your cell-phone every 6.5 minutes and up to 150 times a day? Do you have 6,234 Facebook friends? Or, spend the majority of your waking hours with your cell-phone on your body?
Keywords: Social Media, Technology
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Listening Empathy and Sales Effectiveness

Susie Pryor, PhD and Avinash Malshe, PhD
Communication skills are the single most important determinant of effectiveness in both sales and sales management. Poor listening behaviors by sales personnel contribute significantly to performance failure...
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Competitiveness, Coachability, and Context as Key Determinants of Sales Performance

Kirby L.J. Shannahan, PhD, Rachelle J. Shannahan, PhD, and Alan J. Bush, PhD
The real estate industry is fiercely competitive. Since the 1990s it has not only been a competition between individual agents but one between agents and realtor teams...
Keywords: Customer Relations, Management, Marketing and Sales
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How the Internet Can Impact Your Business and What to Do About it

Jane Lee Saber, PhD
Are you curious about the likelihood of clients using your real estate services in the future given pervasive '"e-information?" There is definitely a mouse in the house and action is imperative...
Keywords: Lead Generation, Social Media, Technology
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What Makes Working in Sales Satisfying: Who You Work With or What You Work For?

Kirk Wakefield, PhD
What makes your work satisfying? Does what drives you to succeed ultimately lead you to be satisfied with your job? Compared to most other things, which of these best describe what motivates you to reach your goals?
Keywords: Ethics, Financials, Lead Generation
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INSIDER: The Power of Visual Storytelling

Natasha Ashton, JD/MBA Candidate
Real estate professionals can and should leverage social-media platforms to humanize their branding efforts and connect with consumers. Utilization of visual storytelling will drive consumer engagement with the brand, encouraging traffic, referrals, and ultimately loyalty and revenues...
Keywords: Insider, Technology
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INSIDER: The Effortless Experience

Grant Senter
On April 30, 1943, at the height of World War II, a fisherman stumbled across a corpse floating in the water off the coast of southwestern Spain. The body was that of an adult male, Major William Martin of the Royal Marines...
Keywords: Insider, Marketing and Sales
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