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Keller Center for Research

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.
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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.
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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.
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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.
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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.
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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.
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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.
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Keller Center Research Report Article Featured in Realtor Magazine

This Realtor Magazine article cites a 2016 study published in Baylor University’s Keller Center Research Report. After analyzing the performance of 117 salespeople, researchers found that if a competitive person is placed in a noncompetitive environment, he or she will perform no better than his or her noncompetitive peers. The office culture, therefore, overrides a person’s competitive nature, the study found.
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Shaping Homeowner Pricing Decisions

Katherine E. Loveland, PhD, Naomi Mandel, PhD, and Utpal M. Dholakia, PhD
During the housing crisis, many homeowners continued to ask unreasonably high prices for their homes. This reluctance to lower asking prices created an excess supply of more than 6 million homes.
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Forgiveness on Your Team: Role of Cohesion and Collective Action

Kyle Irwin, PhD, Jo-Ann Tsang, PhD, Robert Carlisle, PhD, and Megan Johnson Shen, PhD
Forgiving a transgressor plays a monumental role in team or group dynamics. At a team level, forgiveness can impact the cohesiveness of the team or collective action.
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Are Clients Persuaded by Boastful Agents?

Grant Packard, PhD, Andrew D. Gershoff, PhD, and David B. Wooten, PhD
Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent.
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Getting into the Business of Your Buyer's Success

Charles Fifield, MBA
A basic objective to any selling engagement should be the buyer’s success, however that may be defined by the buyer.
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Is the Customer Really King?

Christopher R. Plouffe, PhD, Willy Bolander, PhD, Joseph A. Cote, PhD, and Bryan Hochstein, PhD
The modern real estate agent's business relationships today transcend obvious interactions with customers and now also include the internal business team and external business partners. The successful agent must skillfully manage these three relationships to complete the transaction.
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INSIDER: Sales Growth

Erick Huntley, MBA
In their new book, Sales Growth, authors Baumgartner, Hatami, and Valdivieso lead the reader through a series of strategies designed to help sales executives and their organizations continue to grow in a continuously changing world.
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INSIDER: If the Point of Selling Isn't Selling, then What's the Point?

Courtney A. Harris, MBA Candidate
Salespeople will be more successful when they understand that the point of selling isn't selling. A salesperson's job is to help his or her customer make a better buying decision.
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Sidestepping the Home Buying Process

Ashley S. Otto, PhD, Joshua J. Clarkson, PhD, and Frank R. Kardes, PhD
Decision making is all too often an aversive experience. In fact, work in cognitive neuroscience shows that decision making is often interpreted in similar ways as actual pain.
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Partner Phubbing: How Cell Phones Impact Romantic Partnerships

James A. Roberts, PhD and Meredith E. David, PhD
Your partner just walked in and you can tell from her facial expression that something is weighing heavy on her mind. You ask what's wrong, and right as she begins to tell you, your phone rings.
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Outperforming Whom? Performance-Prove Goal Orientation

Bart Dietz, PhD, Daan van Knippenberg, PhD, Giles Hirst, PhD, and Simon Lloyd D. Restubog, PhD
Many people are driven to perform and succeed, especially when that drive comes from competition to outperform others. Competition and personal performance can be beneficial traits to people in performance-driven professions. But, how do people alter their drive to compete when they become members of a team?
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Don't Overcomplicate -- Adapt and Simplify

Sven Mikolon, PhD, Anika Kolberg, PhD, Till Haumann, PhD, and Jan Wieseke, PhD
Professional services sales encounters are a two-way street between the client and the service provider. Such encounters require input from both parties to mutually find the best fitting professional service for the client.
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What are People Saying about You? Using eWOM to Protect and Build Your Business

Ana Babić Rosario, PhD, Francesca Sotgiu, PhD, Kristine de Valck, PhD, and Tammo H.A. Bijmolt, PhD
Do you know that what people say about you on the Internet impacts your business? Having a strong online presence is becoming increasingly important. So, how do you accomplish that?
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INSIDER: So, You're New to Sales

Austin Taylor, MBA Candidate
In his book So, You're New to Sales, Bryan Flanagan lays out every detail, step-by-step, that is necessary for the novice to become a professional agent.
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INSIDER: A Beautiful Constraint - Turning Obstaces Into Opportunities

Anand Vamsee Jonnabhotla, MBA/MSIS Candidate
In the book, A Beautiful Constraint, the authors, Adam Morgan and Mark Barden, take us through a series of real-world examples that show how constraints can positively impact a project and, in turn, help develop successful sustainable solutions.
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The Stigma Turbine: (De)Stigmatization in the Real Estate Market

Jane E. Machin, PhD, Ann M. Mirabito, PhD, and Natalie Ross Adkins, PhD
You have probably experienced situations where buyers, homes, or entire neighborhoods have been stigmatized. The emotional reactions created by stigmas can prevent your buyers from making smart decisions and can limit your sales opportunities.
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Identifying and Managing the Buying Center

Charles Fifield, MBA
The buying center is comprised of various individual influences that shape the buyer’s purchase decision. Since a successful selling process is about enabling the buyer to make a quality purchase decision, understanding how to productively manage the buying center’s influences and efficiently guide the decision-making process can be critical to the final buy or no-buy outcome.
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How Emotional Intelligence Shapes Sales Outcomes Through the Stressful Sales Role

Richard G. McFarland, PhD, Joseph C. Rode, PhD, and Tasadduq A. Shervani, PhD
Salespeople with higher levels of emotional intelligence (EI) are better salespeople, right? After investing a great deal in the training of EI, firms are starting to wonder if those investments are well spent.
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Newly Hired Agents Who Fail Should Try, Try Again

Jeffrey Boichuk, PhD, Zachary Hall, PhD, and Michael Ahearne, PhD
Salespeople’s roles are far from failure-proof. In fact, approximately 50% of salespeople fail to reach their annual sales targets.
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Integrating Psychological Capital into Your Sales Organization

Scott Friend, PhD, Jeff Johnson, PhD, Fred Luthans, PhD, and Ravipreet Sohi, PhD
It’s no secret that a positive outlook can have dramatic impacts on a person’s day-to-day activities. In fact, according to the Mayo Clinic, positive thinking can result in increased life span, lower rates of depression, and better psychological and physical well-being.
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INSIDER: Smarter, Faster, Better

Erick Huntley, MBA Candidate
Productivity is a wonderful business buzzword, but what real-life impact does it have? For Charles Duhigg, this question can be answered with three simple words: Smarter, Faster, Better.
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INSIDER: The Productivity Project

Courtney A. Harris, MBA Candidate
Author and blogger Chris Bailey claims that productivity is not about how much you do. Instead, productivity is all about how much you accomplish.
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Tethered to Work: How Mobile Devices Impact Family Conflict, Work Commitment and Turnover

Merideth Ferguson, PhD, Dawn Carlson, PhD, Wendy Boswell, PhD, Dwayne Whitten, DBA, Marcus Butts, PhD, and K. Michele Kacmar, PhD
For sales professionals in real estate and other industries, life in the digital world presents numerous challenges. Since mobile devices are the norm, work extends far outside the boundaries of the office and expectations are high for immediate response.
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Bringing in the Buyers: Leveraging Entrepreneurs’ and Executives’ Venture Location Decisions

Matthew Wood, PhD, Jeffery McMullen, PhD, and Alexander Kier, PhD
It is well documented that real-estate markets fluctuate over time, but since the financial crisis, real-estate markets have begun to fluctuate across geographic regions as well. One leading contributor to this disparity is public policy that seeks to encourage entrepreneurs and business leaders to locate in a state, or a specific community within a state, over another.
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Absolute versus Relative Sales Failure

Jeff S. Johnson, PhD, Scott B. Friend, PhD, Brian N. Rutherford, PhD, and G. Alexander Hamwi, PhD
Failure can have a profound impact on a salesperson’s effectiveness. Research has shown that failure affects a company’s bottom line through salesperson performance and turnover.
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Can You Beat Around the Bush and Still Get the Sale?

Barbara Bickart, PhD, Maureen Morrin, PhD, and S. (Ratti) Ratneshwar, PhD
Customers can pose challenging questions, for which salespeople (despite their best intentions) may not know the answer. We define obfuscation as a providing a response that dodges the actual question and provides a pseudo-answer with irrelevant, tangential or vague information. Obfuscation could buy the salesperson some time, and could potentially limit damage to perceptions of expertise and credibility.
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Transformational Relationship Events

Colleen M. Harmeling, PhD, Robert W. Palmatier, PhD, Mark B. Houston, PhD, Mark J. Arnold, PhD, and Stephen A. Samaha, PhD
Every relationship has moments that define the expectations and feelings of the individuals in that relationship. Business relationships are no different. Specific events act as fundamental building blocks of those business relationships and are essential in shaping the relationship development.
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INSIDER: You Don't Have to be a Shark

Luke Smith, MBA Candidate
In his book You Don’t Have to Be a Shark, Shark Tank’s “nice shark” Robert Herjavec seeks to provide techniques for salespeople to sell themselves effectively, leveraging their greatest asset (themselves) in their daily life.
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INSIDER: Own Your Day

Amanda Rodriguez, MBA
In Own Your Day, author and sales coach Keith Rosen examines how sales leaders can put a dent in the stress and exhaustion. Rosen outlines strategies on how to refocus, minimize distractions, properly manage the precious little time we all have and create an ideal life.
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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?
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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You Don't Always Get What You Want, and You Don't Always Want What You Get

Ryan R. Mullins, PhD, Daniel G. Bachrach, PhD, Adam A. Rapp, PhD, Dhruv Grewal, PhD, and Lauren Skinner Beitelspacher, PhD
The old adage tells us that the customer is always right, but does the customer always feel in control?
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Give Me a Better Break: Choosing Workday Break Activities to Maximize Resource Recovery

Emily M. Hunter, PhD and Cindy Wu, PhD
The average worker would agree that breaks, although not necessary, are helpful in making a workday more manageable and possibly enjoyable. Research has shown the benefits of evenings, weekends, and vacations on employee health and performance, but surprisingly little research has investigated breaks during the actual workday itself.
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Can A Book be Judged Accurately Only by its Cover?

Zachary R. Hall, PhD, Michael Ahearne, PhD, and Harish Sujan, PhD
Sales professionals make judgments of their customers' preferences and tastes throughout the selling process – at times without being conscious they are doing so. These judgments enable effective selling.
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Procedural Frames in Negotiation: The Impact of Offering "My Resources" Vs. Requesting "Your Resources"

Roman Trötschel, PhD, David D. Loschelder, PhD, Benjamin P. Höhne, PhD, and Johann M. Majer, PhD Candidate
If I were to propose a trade to you, the two statements “My X for your Y” and “Your Y for my X” may appear to be completely equal. However, in a real world negotiation, those two proposals are perceived diffe­rently.
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The Salesperson's Toolkit for Selling Success

Charles Fifield, MBA A salesperson’s or agent’s toolkit is a set of tools designed to be used together for the purpose of earning a win-win value-adding purchase decision. During an interactive professional sales exchange, several tools are needed to shape and achieve this desired outcome.
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Insider: Creating Maximum Value in the Real Estate Selling Process

Jack Kohles, MBA Candidate To be a master storyteller, a real estate professional must master the customer conversation. In the book "The Three Value Conversations," authors Peterson, Riesterer, Smith, & Geoffrion focus on how to master the customer conversation.
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Insider: The Science of Why

Andrew Miner It is said that people hate to spend money, but that they love to buy. But why? Why do we buy what we buy?
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Simplification: A Catalyst for Employee Engagement and Operational Excellence

David Eskew, MBA Candidate, Lauren Moser, MBA/MDiv Candidate, Josh Arnold, JD/MBA Candidate, Troy Baker, MBA Candidate, and Russell Webb, MBA Candidate
Complexity threatens organizational competitiveness. Nearly 70% of executives attribute rising costs to excessive complexity, and many firms are aggressively combating complexity...
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Value-Developing Skills

Charles Fifield, MBA
The concept of developing value for a buyer in order to gain a purchase decision should not be thought of as a static event or a single step in the selling endeavor, but rather a critical and dynamic factor or process...
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Can Acetaminophen Reduce the Pain of Decision-Making?

C. Nathan DeWall, PhD, David S. Chester, PhD Candidate, and Dylan S. White, BA
Decision-making and loss as a result of decision-making may afflict every individual, industry, and profession. However, decision-making and loss are not the most pleasurable experiences. In fact, decisions are often described as painful...
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Value Creation in Real Estate

Caroline Tynan, PhD, Sally McKechnie, PhD, and Stephanie Hartley, MSc
For real estate professionals, the word value comes up in professional conversations everyday. However, value can oftentimes be very narrowly defined from the firm’s perspective, prompting the agent to miss opportunities to connect the broad definition of value to the real estate purchase experience...
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Creating High-Performance Sales Organizations through Sales Control Systems

Paolo Guenzi, PhD, Artur Baldauf, PhD, and Nikolaos G. Panagopoulos, PhD
Recent academic research shows that two types of salesperson or agent behaviors play important roles in creating successful sales organizations. The question motivating our research is: what can the people who lead sales groups do to further encourage these behaviors?
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Insider: Thinking, Fast and Slow in Real Estate Sales

Mark McMullen, JD/MBA Candidate
Our decision-making processes utilize two systems in our minds that function very differently, yet work together to help us analyze situations and draw conclusions. Dr. Daniel Kahneman’s Thinking, Fast and Slow explores the interaction between the automatic system and the conscious system...
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Insider: Agile Selling

Luke Smith, MBA Candidate
For most people, sales agility is a new term. Top sellers are agile learners who know what it takes to dive into a new situation and figure it out quickly...
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Setting the Sale Through Persuasive Communication

Charles Fifield, MBA
Communication, the effective conveying of information, is a critically important buyer-seller activity to achieve successful interpersonal sales performance.
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Why Real Estate Agents Should Care about Buyer Usage Intent

Aaron R. Brough, PhD and Mathew S. Isaac, MBA, PhD
Sellers want to find a good home for their most cherished possessions and may be willing to sacrifice personal profit to ensure that this objective is met. Their willingness to accept an offer can depend on whether they agree or disagree with how the buyer plans to use the product.
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Advice to New Real Estate Agents: "Be Proactive"

Michael L. Mallin, PhD
Sales managers have a vested interest in hiring, developing, and retaining sales professionals who have a propensity to be proactive since research shows proactive behaviors among salespeople as a key factor in generating higher levels of sales performance.
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INSIDER: Neuro-Sell: How Neuroscience Can Power Your Sales Success

John Tran, MBA Candidate
Is there a connection between neuroscience and selling real estate? By exploring key functions of the brain's decision-making processes, Simon Hazeldine has discovered a way for sales professionals to increase the likelihood of closing a sale.
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INSIDER: Socializing for a Spark: Finding Winning Ideas Through Your Connections

Wesley Bryan, MBA Candidate
We make connections every day, in person, over the phone or email, through Linkedin, and even via Snapchat. Every opportunity we have to meet people is another connection to a new prospective client.
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The Skillset Needed for Sales Success

Charles Fifield, MBA
The goals in professional selling are to build relationships and to sell value resulting in win-win outcomes. To do so, certain critical skills are required, including: relationship management, effective communication, and value-adding capabilities.
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What's the Best Thank You?

Peggy Liu, BS, Cait Lamberton, PhD, and Kelly Haws, PhD
Acknowledgments and thank yous are given every day in nearly all professions, from real estate to acting to retail shopping.  Though such thank yous are common, people rarely put much thought into how various forms of such acknowledgements might be received differently. 
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Picturing Yourself in and out of the House

Yuwei Jiang, PhD, Rashmi Adaval, PhD, Yael Steinhart, PhD, Robert S. Wyer, Jr., PhD
Have you ever imagined yourself in an exotic vacation location, experiencing all the benefits of a luxury resort? Real estate agents use strategies while persuading buyers to invest in a house. The implicit belief behind these sales strategies is that consumption-related self-imagery is a powerful persuasion tactic.
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Peer-Based Learning and its Implications for the Real Estate Market

Tat Y. Chan, PhD, Jia Li, PhD, and Lamar Pierce, PhD
When entering the work force, new employees face a learning curve associated with their new positions. Real estate agents face the task of establishing themselves as a credible assets in the community and understanding the dynamics of working with clients.
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Are Salespeople Born or Made?

James M. Loveland, PhD, John W. Lounsbury, PhD, Soo-Hee Park, PhD, and Donald A. Jackson, PhD
When it comes to the art of selling, there are two sharply opposed views: some view salespeople as individuals who are born with the "right" attributes, who can easily sell different products and move from firm to firm with little difficulty, no matter what is being sold.
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INSIDER: How the World Sees You

Margie McGregor, MBA Candidate
As much as we might like to think that we are wildly different than everybody else, our DNA is actually 99.9% the same as everyone else’s. We’re 99.9% average. As odd as it may seem, our individuality and personality only makes up .1% of us.
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INSIDER: Being Real in Real Estate

Wesley Bryan, MBA Candidate
How do you convince potential clients that what you’re selling is best?  How do you bridge that gap between real estate salesperson and my real estate agent?  Ron Willingham says it is in how authentic you are with your potential clients.
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Know Who Your Best Clients Are

This article features sales expert Andrea Dixon, Ph.D., executive director of Baylor University’s Center for Professional Selling and the Keller Center for Research in Baylor’s Hankamer School of Business, who advises salespeople to narrow their customer databases and develop “personal touch portfolios,” which rank the best candidates for a salesperson’s most personalized marketing and highest level of attention. “We are limited in bandwidth as individuals,” Dixon says. “You want to target the people who it makes the most sense for that individualized follow-up — those for whom seeing, hearing and feeling from you will evoke a positive personal response.
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Cold Calling Tips & Best Practices for Real Estate Agents

In 2003, Former Defense Secretary Donald Rumsfeld referred to the then recently-launched Iraq War as a “long, hard slog,” referring to the Herculean effort that troops would have to go through to secure victory on the battlefield...
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Forgiveness Research Provides Meaning for Real Estate Industry

The Keller Center for Research published an article on forgiveness in the December 2013 Keller Center Research Report.
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Decision-Making Research Provides Key Insights for Real Estate Industry

The Keller Center for Research recently published an article on decision-making conducted by Hankamer School of Business' Assistant Professor of Marketing, Dr. Ann Mirabito..
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Keller Center Graduate Assistants Celebrate Graduation

On Friday, May 17, 2013, 2013 Keller Center Graduate Assistants Dennis Thé, Mark Tarro and Jacob Christie, celebrated their MBA Masters Hooding Ceremony at Baylor University...
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Grab-and-Go Expertise, Streamlined Content Highlight KCRR Update

Real estate professionals looking for grab-and-go expertise are excited about the newly-launched website and email format for Baylor's Keller Center Research Report (KCRR)...
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Cold Calling Study Featured On "Business 2 Community"

The effectiveness of cold calling as a lead generation tactic is still a much-debated topic in B2B marketing and sales circles. Many thought leaders and practitioners contend that cold calling is no longer an effective and efficient way to generate new sales leads. It's also clear, however, that many B2B companies still rely heavily on...
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Keller Center Seeks PR Intern for 2013-2014

Baylor's Keller Center for Research is looking to hire an undergraduate PR intern for 2013-2014...
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Research from the Keller Center Featured on Realtor.com

The condition of your local housing market dictates which approach will ultimately lead to more sales. Research from the Keller Center at Baylor University shows that...
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Global Real Estate Trends Hit 'Home' In The Keller Center

Many international and US firms are developing a global real estate focus. US-based firms, including Coldwell Banker, Keller Williams Realty International and Century 21, are...
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Baylor's Keller Center Promotes Undergraduate Research Through Research Report

In the final semester of her senior year, Baylor alumni Sydney Garcia completed an important online readership survey on behalf of Baylor's Keller Center for Research. The survey was distributed to the readers of the Keller Center Research Report, a journal of academic research positioned for the real estate industry, and uncovered important insights that are helping the Center refine the editorial strategy and improve the journal's usefulness to practitioners...
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Baylor Cold Calling Study Sheds Light On An Age-Old Method

Baylor University's Keller Center for Research in the Hankamer School of Business has published its latest Keller Center Research Report, a web-based journal of academic research targeted to the real estate professional. The report addresses topics that are relevant to the real estate industry. This quarter's issue includes a study on the effectiveness of cold calling: "Has Cold Calling Gone Cold?" by Dale Lampertz, lecturer in Marketing at Baylor...
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Baylor University Publishes Quarterly Real Estate Research Report

Internet marketing and cold calling are among the topics in the fall edition of the Keller Center Research Report, published by Baylor University's Hankamer School of Business. The Report is an online source of academic articles focused on residential real estate research and summaries of scholarly journal articles and books relevant for real estate sales agents...
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Keller Center Selects 2012-2013 Public Relations Intern

Senior Aimee Gomez was recently chosen for the 2012-13 Keller Center for Research Public Relations Intern position in Baylor University's Hankamer School of Business...
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Baylor University Publishes Quarterly Real Estate Research Report

Baylor University's Hankamer School of Business has published its latest quarterly Keller Center Research Report, an online source of academic articles focused on residential real estate research and summaries of scholarly journal articles and books relevant for real estate sales agents. The report includes topics such as seller financing, social media, and customer relationships and sales performance through moral judgment...
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Keller Center Featured on UniqueHomes.com

The Keller Center's release of the December 2011 Keller Center Research Report is featured on UniqueHomes.com - a website highlighting unique and luxury real estate properties...
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Baylor University Publishes Quarterly Real Estate Research Report

Baylor University's Hankamer School of Business has published its quarterly Keller Center Research Report, an online compendium of academic articles focused on residential real estate research and summaries of scholarly journal articles and books relevant to real estate sales agents. The report takes a look at distinct marketing approaches to...
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