Home

Keller Center Research Report

Keller Center for Research

KCRR - Test Header
Download Issue

June 2016 (Vol. 9, Iss. 2)


Better Together: Competitive Agents and Competitive Climate in the Agency

Keith A. Richards, PhD, Wyatt A. Schrock, PhD Candidate, Douglas E. Hughes, PhD, Frank Q. Fu, PhD, and Eli Jones, PhD
One of the most important issues associated with building a high-powered real-estate organization is hiring the right people. According to the 2012 Economic Census there were just over 86,000 offices of real estate agents or brokers in the United States. How can your agency rise to the top of this crowded field?
Keywords: Management
(
READ THIS ARTICLE)

Understanding Client Attitudes

JaeHwan Kwon, PhD, and Dhananjay Nayakankuppam, PhD
People develop attitudes and opinions toward many different things, but we know that not all attitudes guide our behaviors.
Keywords: Customer Relations, Marketing and Sales
(
READ THIS ARTICLE)

How Does Reinterpretation Influence Our First Impressions?

Thomas C. Mann, PhD Candidate, and Melissa J. Ferguson, PhD
Common wisdom and psychological research alike advise that it is critically important to make a good first impression: the human mind is adept at drawing inferences about others from even the slimmest amount of information about their actions or appearance, and these impressions can impact decision-making.
Keywords: Customer Relations, Marketing and Sales
(
READ THIS ARTICLE)

The Wrong Ladder: Mismatch Between Subgoal Sequences and Actual Goal Performance

Liyin Jin, PhD, Qian Xu, PhD, and Ying Zhang, PhD
For real estate professionals, success is measured by performance – how many homes you sell or how many customers you reach. One thing, however, is certain – the real estate industry is complex and requires strong motivation toremain successful.
Keywords: Management, Marketing and Sales
(
READ THIS ARTICLE)

Developing a Winning Theme or The Attention Getter

Charles Fifield, MBA
Standing out from the competition by initially capturing the attention and the imagination of the buyer can oftentimes decide the fate of a sales call. Sometimes referred to as the attention getter or the opener, the theme offered at the beginning of a sales call is vitally important.
Keywords: Marketing and Sales
(
READ THIS ARTICLE)

Trust in Leadership and Authenticity in Real Estate

Amanda Rodriguez, MBA
There's no doubt that trust impacts an organization's reputation and culture. Building and growing trust in the workplace can lead to great success for an organization, rooted in employee satisfaction and genuine, authentic interactions among supervisors, employees, and customers.
Keywords: Management
(
READ THIS ARTICLE)

INSIDER: Stretch: Extending Your Professional Expiration Date

Jack Kohles, MBA Candidate
One thing is certain about the business world of tomorrow: it is changing and the change is happening at a faster rate. When you hear the word change, what emotions come to your mind? If excitement is first on your mind, then you are positioned to handle the business world. If fear or reluctance are your dominant emotions, then this article will help you to prepare for change in the real estate industry.
Keywords: Insider
(
READ THIS ARTICLE)

INSIDER: Get Set, Reset, Go

Erick Huntley, MBA Candidate
Oftentimes, life provides us with challenges, some of which require life-altering decisions just to get back on track and start living life again. A number of circumstances could occur, and there may not be a clear-cut answer to solve these problems. One possible method for recovery is through what best-selling author, Fawn Germer, calls a reset in her newest book.
Keywords: Insider
(
READ THIS ARTICLE)

Border Title