May 2009 (Vol. 2, Iss. 1)
Closed-Loop Lead Generation
Jeff Tanner, PhD
Leads are the lifeblood of any successful real estate agent - there's probably not a single agent with any experience who hasn't heard that in one form or another. Yet most create...
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DISC Behavioral Styles and Selling Confidence
Kirk Wakefield, PhD
What DISC behavioral characteristics best describe individuals who have an ability to sell? Who has the least confidence in their selling skills? In our latest studies examining...
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The Three Most Important Words in Highly Effective Personal Selling
Charles S. Fifield, MBA
For the business in which personal selling is an integral component of its strategy for sustainable market success, the three most important words to guide its future...
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INSIDER: Consumer Emotional Intelligence
Heather McLeod, MBA Candidate May 2010
How does emotion impact the purchase decision? In Consumer Emotional Intelligence: Conceptualization, Measurement, and the Prediction of Consumer Decision Making...
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