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Browse Archives by Keyword: Lead Generation

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?

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...

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...

Accidental Referrals
Bryan Lilly, PhD and Aliosha Alexandrov, PhD
For realtors and other providers of professional services, customer referrals are one of the most important sources of new business. As service providers, we want customers saying...

INSIDER: Sales Shift
Natasha Ashton, MBA Candidate
Due to the pervasive technique of inbound marketing and exponentially increasing consumer demand for content-driven promotions and advertising, the sales paradigm has changed. But has your selling approach changed? If not...

INSIDER: Smart Calling
Clint Justice, MBA Candidate
When you think of cold calling, does a knot immediately form in your stomach? How often do you use cold calling to generate new leads for your business? For many real estate agents...

Help Me Buy: The Value of a Strong Routine
Andrea L. Dixon, PhD
Real estate agents who create strong buying routines help clients move toward successful purchases. The changing nature of information sources in residential real estate may be...

Diversification and the Rise of Cultural Sales
Xiao-Ping Chen, PhD, Dong Liu, PhD, and Rebecca Portnoy, PhD
As minorities and immigrants are the fastest growing home-buying segment, real estate professionals must understand and learn how to leverage...

INSIDER: LinkedIn for Business Development
Susan Monaghan, MBA Candidate
LinkedIn is a powerful networking tool that can help real estate professionals build relationships and prospect for new clients...

Innovative Mobile Marketing via Smartphones: Are Consumers Ready?
Ajax Persaud, PhD (Canada) and Irfan Azhar, MEBT (Canada)
Today, the smartphone is central to the lives of most consumers regardless of age, gender or education level. In fact, many consumers cannot seem to live apart from...


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