Contributors

Real estate professionals are often expected to do it all—prospect for new business while managing existing clients and service demands. New research reveals that this “hunter and farmer” approach can come with a hidden cost: increased stress, especially when service responsibilities and performance pressures are high. Over time, that stress can erode job satisfaction and potentially contribute to turnover.

Professional selling is a learned intellectual skill where more knowledgeable sales personnel, ceteris paribus, should be expected to be more productive due to their superior client interaction and persuasion skills.