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Keller Center Research Report

Keller Center for Research

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September 2015 (Vol. 8, Iss. 3)


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.
Keywords: Customer Relations, Marketing and Sales
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Attracting and Keeping New Agents from the Millennial Generation

Kirk Wakefield, PhD
Companies spend over $3,300 per hire on recruiting and the cost of not recruiting well results in poor performance, dissatisfied employees and high turnover. Little research has addressed sales force recruiting at this stage of career and the motivations of a millennial salesforce in their job searches.
Keywords: Management
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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.
Keywords: Financials, Marketing and Sales
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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.
Keywords: Management
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Using Reason versus Feelings to Guide Client Decisions

Christopher K. Hsee, PhD, Yang Yang, PhD, Xingshan Zheng, PhD, and Hanwei Wang, PhD
Predicting consumer behavior is crucial to success in any business, including real estate. Our research identifies that a key way to predict consumer behavior is through a consumer's level of what is called lay rationalism, which refers to the weight a consumer gives to feelings versus reason in the decision-making process.
Keywords: Customer Relations, Marketing and Sales
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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.
Keywords: Insider, Marketing and Sales
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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.
Keywords: Insider, Lead Generation
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