March 2012 (Vol. 5, Iss. 1)
Making a House a Home: On Happiness & Home Ownership
Jim Roberts, PhD
The Greek philosopher Socrates identified happiness as the ultimate goal of all human activity - everything we do is with this end in mind. And, because happiness is the...
Keywords:
(READ THIS ARTICLE)
The Importance of Relationship and Consultative Behaviors
Stephen J. Newell, PhD and Richard E. Plank, PhD
In real estate, as well as other sales-related jobs, creating strong partnerships between buyers and sellers is one of the keys to business success. Understanding the types...
Keywords:
(READ THIS ARTICLE)
Linking Service Attributes to Customer End-Goals
Chiara Orsingher, PhD (Italy), Gian Luca Marzocchi, PhD (Italy) and Sara Valentini, PhD (Italy)
Buying a house is a complex and involving process. The process is much more significant than just deciding on a location, a space, and a set of features. The home purchase...
Keywords:
(READ THIS ARTICLE)
Necessary Condition #8 - The Right Outcome
Charles Fifield, MBA
Both buyers and sellers desire win-win outcomes; however, most salespeople have a natural bent toward win-lose thinking. Our culture has too often indoctrinated...
Keywords:
(READ THIS ARTICLE)
INSIDER: Don't Sell Short Sales Short
Rachel Watson, JD, MBA Candidate
Due to the recent downturn in the economy, the use of short sales has risen in the real estate market. A short sale occurs when a property is sold and the lender...
Keywords:
(READ THIS ARTICLE)
INSIDER: The New Gold Standard
Steven Bell, MBA
Loyal staff, engaged clients, impressive brand recognition; these are adjectives that managers and leaders hope to ascribe to their business. In his book...
Keywords:
(READ THIS ARTICLE)
