Browse Archives by Keyword: Lead Generation
The Fundamentals of Trust in Business Relationships
Houcine Akrout, PhD and Mbaye Fall Diallo, PhD
How can you ensure trust is prevalent in your real estate operation? In this article, we discuss the three stages of trust, the three forms of trust, and how they affect a client’s behavior so that you can successfully and effectively build trust with your clients
Friends vs. Strangers: How Closeness Impacts Social Sharing
David Dubois, PhD, Andrea Bonezzi, PhD, and Matteo De Angelis, PhD
The art of being a successful real estate agent largely depends on the need to interact socially. How you interact with your own clients indeed effects their opinion of the services you provide and ultimately shape their opinions about you or your company
Are Clients Persuaded by Boastful Agents?
Grant Packard, PhD, Andrew D. Gershoff, PhD, and David B. Wooten, PhD
Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent
Bringing in the Buyers: Leveraging Entrepreneurs’ and Executives’ Venture Location Decisions
Matthew Wood, PhD, Jeffery McMullen, PhD, and Alexander Kier, PhD
It is well documented that real-estate markets fluctuate over time, but since the financial crisis, real-estate markets have begun to fluctuate across geographic regions as well. One leading contributor to this disparity is public policy that seeks to encourage entrepreneurs and business leaders to locate in a state, or a specific community within a state, over another
INSIDER: Socializing for a Spark: Finding Winning Ideas Through Your Connections
Wesley Bryan, MBA Candidate
We make connections every day, in person, over the phone or email, through Linkedin, and even via Snapchat. Every opportunity we have to meet people is another connection to a new prospective client
INSIDER: How the World Sees You
Margie McGregor, MBA Candidate
As much as we might like to think that we are wildly different than everybody else, our DNA is actually 99.9% the same as everyone else’s. We’re 99.9% average. As odd as it may seem, our individuality and personality only makes up .1% of us
Peer-Based Learning and its Implications for the Real Estate Market
Tat Y. Chan, PhD, Jia Li, PhD, and Lamar Pierce, PhD
When entering the work force, new employees face a learning curve associated with their new positions. Real estate agents face the task of establishing themselves as a credible assets in the community and understanding the dynamics of working with clients
Picturing Yourself in and out of the House
Yuwei Jiang, PhD, Rashmi Adaval, PhD, Yael Steinhart, PhD,
Robert S. Wyer, Jr., PhD
Have you ever imagined yourself in an exotic vacation location, experiencing all the benefits of a luxury resort? Real estate agents use strategies while persuading buyers to invest in a house. The implicit belief behind these sales strategies is that consumption-related self-imagery is a powerful persuasion tactic
What's the Best Thank You?
Peggy Liu, BS, Cait Lamberton, PhD, and Kelly Haws, PhD
Acknowledgments and thank yous are given every day in nearly all professions, from real estate to acting to retail shopping. Though such thank yous are common, people rarely put much thought into how various forms of such acknowledgements might be received differently.
Can Big Data Bridge the Gap between Sales and Marketing?
Morris George, PhD
With the advancement in storage technology and the rise of Internet and social media, more and more information is becoming readily available to both customers and agencies. Today, customers are able to get almost all the information they need to make a purchase decision through websites both of the focal company and their competitors, feedback and ratings of other customers and users, through blogs, online product reviews and social media..