September 2011 (Vol. 4, Iss. 3)
Using Workplace Wellness to Strengthen Your Sales Organization
Ann M. Mirabito, PhD, William B. Baun, and Leonard L. Berry, PhD
Joe is a highly successful broker in northern Virginia. Until a month ago, his life seemed ideal. He enjoyed a professional reputation for integrity and insight. Scores of agents...
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The Performance of Performance Incentives: What's the Downside?
George Dudley and Trelitha Bryant
Real estate agents must undertake a variety of tasks to establish, sustain and develop a clientele base. Acknowledging the complexity of their job, most agents recognize the...
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Necessary Condition #6 - The Right Approach Plan of Action
Charles Fifield, MBA
Whether it is the first or a subsequent meeting, salespeople must have a clear understanding of their call objectives and how they plan to achieve their desired...
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Extending the 'Strangers on a Plane' Phenomenon to Real Estate
Leslie K. John, PhD
Why does a plane ride create such an intimate setting, often inspiring strangers to exchange life stories and share intimate personal information without regard for privacy...
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INSIDER: Unique Sales Stories
Steven Bell, MBA Candidate
Any salesperson will tell you that the ideal method for generating new clients is through word-of-mouth and referrals. No advertising or cold calling is necessary with this strategy...
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Health Care: Planning for Baby Boomer Retirement
Concha Neeley, PhD, Holt Wilson, DBA and Crina Tarasi, PhD
The Baby Boom Generation, born between 1946 and 1964, has played a dominant role in the residential real estate market over the past four decades. As this generation enters...
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INSIDER: Rainmaking Conversations
Curtis Schroeder, MBA Candidate
How have you set yourself apart from other agents in your market? Consumers have many options to consider when selecting a real estate agent. Experience level, services offered...
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