September 2012 (Vol. 5, Iss. 3)
Achieving Service Excellence in Real Estate: The Fundamental Tenets
Lance A. Bettencourt, PhD
Service is a critical factor to business success now more than ever (Bettencourt forthcoming). Research shows that improved service drives customer loyalty and...
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Has Cold Calling Gone Cold?
Dale Lampertz
Deeply embedded in real estate agent training and development literature is the directive to be constantly engaged in lead-generation activities. Lead-generation is an essential...
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Necessary Condition #10 - The Right Commitment
Charles Fifield, MBA
As the sales process has gradually evolved from a transaction-driven model to a relationship-driven and collaborative approach, the underlying methods driving...
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Service-Dominant Logic - How Does This Impact Today's Agent?
Kenneth Le Meunier-FitzHugh, PhD (UK)
The sales environment is rapidly changing. The real estate sales environment is also becoming more complex and competitive, and is being driven by a rising number of...
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First Impressions Matter: Initiating Trustful Service Relationships
Anja Geigenmüller, PhD (Germany)
Long-term customer relationships are the building blocks of a firm's success. Practitioners and researchers have long recognized the positive effects of close customer...
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INSIDER: Make Your Voice Heard - Make Your Marketing Relevant
Curtis Schroeder, MBA Candidate
Imagine the 60-foot-long boat of the U.S. women's national rowing team cutting across a crystal-clear lake in a heated 2,000-meter race. As the team synchronously rows their...
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INSIDER: Rules of Engagement - Focused Internet Marketing
Jacob Christie, MBA Candidate
In his book 100MPH Marketing for Real Estate, author and real estate veteran, Mitch Ribak, details the formula for Internet marketing success in a no-frills approach that...
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