Browse Archives by Keyword: Marketing and Sales
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...
Managing Quotas to Improve Customer Relationships and Sales Performance
Charles H. Schwepker, Jr., PhD, David J. Good, PhD, and Brooke N. Buerky, MBA Student
Sales control systems play a critical role in directing, evaluating, and monitoring the activities of an organization's salespeople. Sales quotas, for instance...
What Factors Lock Clients Into Relationships?
Mary P. Harrison, PhD and Sharon E. Beatty, PhD
Have you noticed that some clients will stay with their realtor, even if the realtor does not provide results? Clients in real estate relationships, as well as other service relationships, often...
Comparing Apples-to-Apples or Apples-to-Oranges: Choice Difficulty in Home Buying
Eunice Kim Cho, PhD, Uzma Khan, PhD, and Ravi Dhar, PhD
Consumers are faced with choices each day. Marketers try desperately to influence our decision-making process, capturing our attention and appealing to...
Future Shock Is Here: Information Overload and Today's Home Buyer
Andrea Dixon, PhD - Editor, Keller Center Research Report
As we navigate the information overload of 21st century, we dedicate this issue of the Keller Center Research Report to current research that promises new insights for agents and...
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...
INSIDER: Conversations That Sell
Jacob Christie, MBA
The information age was supposed to kill-off the role of the salesperson. Any potential buyer could go out and, with sufficient research, discover a solution that...
INSIDER: To Sell is Human
Dennis Thé, MBA
Attunement, buoyancy and clarity are the new requirements for influencing consumers in the 21st century...
Show Me the Number: Communicating Probabilities and Tradeoffs in Real Estate Transactions
Ann M. Mirabito, PhD, Jesse R. Catlin, PhD, and Elizabeth Gelfand Miller, PhD
Have you ever watched your clients make bad decisions that cost them tens of thousands of dollars, even though you did your best to steer them to better decisions?