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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: Impacts of Self-Imagery and Visual Perspectives on Home-Buying Decisions

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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