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Keller Center Research Report

Keller Center for Research

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September 2017 (Vol. 10, Iss. 3)


Combatting Real Estate Professionals’ Insecurity

Nawar N. Chaker, PhD, David W. Schumann, PhD, Alex R. Zablah, PhD, and Daniel J. Flint, PhD
Have you ever felt insecure in your career? Have you ever doubted your ability to fulfill your job duties? If so, you are certainly not the only one in your field experiencing these emotions. While most are unwilling to admit their insecurity or discuss their self-doubt with their peers, insecurity is common among sales professionals.
Keywords: Management
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Friends vs. Strangers: How Closeness Impacts Social Sharing

David Dubois, PhD, Andrea Bonezzi, PhD, and Matteo De Angelis, PhD
The art of being a successful real estate agent largely depends on the need to interact socially. How you interact with your own clients indeed effects their opinion of the services you provide and ultimately shape their opinions about you or your company.
Keywords: Customer Relations, Lead Generation, Social Media
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Do Past Preferences Indicate Future Selections?

Kate Barasz, PhD, Tami Kim, PhD Candidate, and Leslie K. John, PhD
Predicting others' preferences can result in a distinct advantage for a salesperson, especially through creating choice sets based on clients' implicit and explicit wants and needs. Oftentimes, these predictions must be made with almost no information about the client's preferences, so the salesperson may have to rely on previously observed behaviors.
Keywords: Customer Relations, Marketing and Sales
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Building a Winning Sales Presentation

Charles Fifield, MBA
Delivering an effective sales presentation to a prospective real estate client will impact attaining your desired outcome for most client interactions.
Keywords: Customer Relations, Marketing and Sales
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Looking Back: Key Themes in Sales Research

Keith A. Richards, PhD, Wyatt Schrock, PhD, Yanhui Zhao, PhD, and Douglas E. Hughes, PhD
In every field of study, there are moments when looking back helps us better understand where we are now and the path forward. In an effort to uncover key takeaways for salespeople, we reviewed the lessons gleaned from the past 35 years of sales research.
Keywords: Marketing and Sales
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INSIDER: Shiftability

Luke Smith, MBA
Throughout our daily lives, we have many options. We can change our jobs, our bosses, our cities, and try endless news sales methods. However, unless we undergo personal transformation ourselves, external changes will not propel us where we want to go or help us become who we need to be.
Keywords: Customer Relations, Insider, Marketing and Sales
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INSIDER: Fearless Public Speaking

Courtney A. Harris, MBA Candidate
In his book, Fearless Public Speaking, Patrick King explains exactly what it takes for you to confidently prepare for a talk or presentation and command the stage once you're there.
Keywords: Insider, Marketing and Sales
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