June 2011 (Vol. 4, Iss. 3)
Value-Based Service Quality for the New Generation of Home Buyers
Stacey Schetzsle, PhD and Casey Ray Rusk, NALP
With a constantly changing market and a new generation of home buyers on the rise, value-based service quality will play an important role in customer satisfaction. Service...
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Necessary Condition #5 - The Right Approach Priorities
Charles Fifield, MBA
When a salesperson commences a face-to-face sales interaction, certain call priorities must be the central focus of the early interpersonal exchange. First, the salesperson...
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Divergent Brand Building Strategies: How Do They Match Up?
Kirk L. Wakefield, PhD
In competitive selling environments, brand identity is an important differentiator for both the sales professional and the consumer. For service industries such as real estate...
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Making Social Media Effective in Real Estate
Michael Rodriguez, PhD
In order to overcome the challenging housing crisis, real estate professionals have had to become more innovative in the way they reach prospective customers. One of...
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INSIDER: The Lunch of a Lifetime
Steven Bell, MBA Candidate
Would you like to receive more referrals? In his 2010 book The Lunch of a Lifetime, the world's most referred real estate agent, Michael Maher, reveals his secrets to...
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INSIDER: Making the Customer Comfortable With You
Drew Johns, MBA Candidate
Customers have more power in the buyer/seller relationship than most people think. The relationship is dependent on how a customer relates and reacts to the salesperson...
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Effective Information Management - Key Lever to Realizing Gains
William A. Weeks, DBA and Charles Fifield, MBA
In today's fast-paced, competitive marketplace, effective information management is arguably the most powerful non-employee lever to trigger sales productivity and...
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