Contributors

Your clients are more informed now than ever when making purchase decisions. Our research offers insights on applicable adaptive sales techniques based on the consumers’ perceived informedness about high-involvement purchases.

At every firm, there are employees who will adhere to a strict ethical standard and those who value performance above all else. Our team examined what happens when there are disparities in ethical practice and job performance between employees and how ethics may have unintended consequences on the social landscape of your office.

With modern technology, you may think we are connected with each other more now more than ever. Yet, in many ways, we have never been so disconnected. Our research set out to learn more about the psychological effects of smartphone use on well-being.

Customers referred by other customers are the best kind. Our research conclusions shed light on why referred customers are more valuable and can also help firms and real estate agents maximize the benefits of customer referrals.

Your clients are more informed now than ever when making purchase decisions. Our research offers insights on applicable adaptive sales techniques based on the consumers’ perceived informedness about high-involvement purchases.

Your clients are more informed now than ever when making purchase decisions. Our research offers insights on applicable adaptive sales techniques based on the consumers’ perceived informedness about high-involvement purchases.

At every firm, there are employees who will adhere to a strict ethical standard and those who value performance above all else. Our team examined what happens when there are disparities in ethical practice and job performance between employees and how ethics may have unintended consequences on the social landscape of your office.

At every firm, there are employees who will adhere to a strict ethical standard and those who value performance above all else. Our team examined what happens when there are disparities in ethical practice and job performance between employees and how ethics may have unintended consequences on the social landscape of your office.

According to Shark Tank's Daymond John, grit and determination are invaluable to business success. In this article, we examine the real estate applications of Rise and Grind to help you successfully grow your business.

Social media has become increasingly important in driving sales. Our research suggests that understanding who receives your outreach is just as necessary as what you post.

People understand ideas better when they are close and connected to a source of information. This research suggests using easy to handle media, appropriate detail, and physical distance may help captivate audiences and increase your outreach effectiveness.

Social media has become increasingly important in driving sales. Our research suggests that understanding who receives your outreach is just as necessary as what you post.

Voice and tone are powerful ways to differentiate connotation, importance, and legitimacy of your messaging. Finding the right balance will make your social media campaigns that much more effective in connecting with customers and reaching the right audience.

People understand ideas better when they are close and connected to a source of information. This research suggests using easy to handle media, appropriate detail, and physical distance may help captivate audiences and increase your outreach effectiveness.

Social media has become increasingly important in driving sales. Our research suggests that understanding who receives your outreach is just as necessary as what you post.

Humility is necessary to reach the heights of success. Recognizing there are gaps in your knowledge, being open to that realization, and working humbly to learn more is a hallmark of intellectual humility and a starting point for greatness for you and your team.

People understand ideas better when they are close and connected to a source of information. This research suggests using easy to handle media, appropriate detail, and physical distance may help captivate audiences and increase your outreach effectiveness.

Social media has become increasingly important in driving sales. Our research suggests that understanding who receives your outreach is just as necessary as what you post.

Voice and tone are powerful ways to differentiate connotation, importance, and legitimacy of your messaging. Finding the right balance will make your social media campaigns that much more effective in connecting with customers and reaching the right audience.

Many U.S. employees believe working from home—or at least away from the office—can bring freedom and stress-free job satisfaction. But our recent research says, not so fast.

Understanding the attitudes and emotions behind work environments is paramount to leadership success. In this article, we examine Simon Sinek's Leaders Eat Last and explore how building a "circle of safety" can benefit your real estate firm.

People understand ideas better when they are close and connected to a source of information. This research suggests using easy to handle media, appropriate detail, and physical distance may help captivate audiences and increase your outreach effectiveness.

Social media has become increasingly important in driving sales. Our research suggests that understanding who receives your outreach is just as necessary as what you post.

Many U.S. employees believe working from home—or at least away from the office—can bring freedom and stress-free job satisfaction. But our recent research says, not so fast.

Many U.S. employees believe working from home—or at least away from the office—can bring freedom and stress-free job satisfaction. But our recent research says, not so fast.

Voice and tone are powerful ways to differentiate connotation, importance, and legitimacy of your messaging. Finding the right balance will make your social media campaigns that much more effective in connecting with customers and reaching the right audience.

Stress is a national epidemic and is especially problematic among real estate professionals, manifesting in the second highest rates of anxiety and depression among all occupations. Ultimately, your business depends upon your ability to manage your stress, and our research points to some novel ways to help.

Stress is a national epidemic and is especially problematic among real estate professionals, manifesting in the second highest rates of anxiety and depression among all occupations. Ultimately, your business depends upon your ability to manage your stress, and our research points to some novel ways to help.

Relationships are multidimensional and have external social factors acting on them to make them stronger or break them down. Therefore, it is imperative, especially in buyer-seller relationships, to utilize both similarities and differences between individuals to strengthen the relationship.

Networking can be a difficult issue for real estate professionals, and navigating that reality is key to successfully expanding professional ties to produce benefit for a firm, client, or project. This research examines how individuals' mindsets about networking affect their motivation to engage in networking.

A critical success factor in the salesperson-customer relationship is cooperation. The purpose of this research is to analyze how salespeople’s actual cooperation efforts influence how customers perceive cooperation, and how customer-perceived cooperation influences relationship outcomes.

Have you ever found yourself in a difficult situation because you went along with what your peers asked of you? In situations like this, assertiveness is the key to getting unstuck from other people’s routines and unlocking your own motivators to do what YOU want for the reasons YOU deem important.

A critical success factor in the salesperson-customer relationship is cooperation. The purpose of this research is to analyze how salespeople’s actual cooperation efforts influence how customers perceive cooperation, and how customer-perceived cooperation influences relationship outcomes.

Stress is a national epidemic and is especially problematic among real estate professionals, manifesting in the second highest rates of anxiety and depression among all occupations. Ultimately, your business depends upon your ability to manage your stress, and our research points to some novel ways to help.

Networking can be a difficult issue for real estate professionals, and navigating that reality is key to successfully expanding professional ties to produce benefit for a firm, client, or project. This research examines how individuals' mindsets about networking affect their motivation to engage in networking.

Through five studies, we explored the impact of using I, we, and you pronouns on purchase behaviors and customer satisfaction in sales and service interactions. What we found challenges conventional wisdom and practice when it comes to talking to customers.

Through five studies, we explored the impact of using I, we, and you pronouns on purchase behaviors and customer satisfaction in sales and service interactions. What we found challenges conventional wisdom and practice when it comes to talking to customers.

Stress is a national epidemic and is especially problematic among real estate professionals, manifesting in the second highest rates of anxiety and depression among all occupations. Ultimately, your business depends upon your ability to manage your stress, and our research points to some novel ways to help.

Networking can be a difficult issue for real estate professionals, and navigating that reality is key to successfully expanding professional ties to produce benefit for a firm, client, or project. This research examines how individuals' mindsets about networking affect their motivation to engage in networking.

Stress is a national epidemic and is especially problematic among real estate professionals, manifesting in the second highest rates of anxiety and depression among all occupations. Ultimately, your business depends upon your ability to manage your stress, and our research points to some novel ways to help.

Through five studies, we explored the impact of using I, we, and you pronouns on purchase behaviors and customer satisfaction in sales and service interactions. What we found challenges conventional wisdom and practice when it comes to talking to customers.

As a real estate agent, you’re likely familiar with networking—but how can you stand out when everyone else is familiar with it, too? In his book, Show Up: Unlocking the Power of Relational Networking, author David France provides personal stories and applicable advice to help improve your networking strategy.

Relationships are multidimensional and have external social factors acting on them to make them stronger or break them down. Therefore, it is imperative, especially in buyer-seller relationships, to utilize both similarities and differences between individuals to strengthen the relationship.

Zachary R. Hall, PhD, Ryan R. Mullins, PhD, Niladri Syam, PhD, and Jeffrey P. Boichuk, PhD Understanding the changing dynamics of customers and competitors in your market is a cornerstone for maintained success. This information, known as market intelligence, helps improve decision-making, especially in real estate. But how do we utilize it in an agency context to bolster sales?

Bruno Lussier, PhD, Yany Grégoire, PhD, and Marc-Antoine Vachon, PhD Using humor wisely is known to have many benefits in the workplace. In this article, we examine the influence of salesperson humor usage on salesperson creativity, customer trust, and sales performance within the context of a salesperson-customer relationship.

Zachary R. Hall, PhD, Ryan R. Mullins, PhD, Niladri Syam, PhD, and Jeffrey P. Boichuk, PhD Understanding the changing dynamics of customers and competitors in your market is a cornerstone for maintained success. This information, known as market intelligence, helps improve decision-making, especially in real estate. But how do we utilize it in an agency context to bolster sales?

Meredith E. David, PhD In real estate, the ability to connect with and build successful relationships with a client is based on the ability to predict a client’s preferences. However, there is a difference between predicting preferences and social projection, which could lead to misinterpretations of your own preferences as those of a client.

It's not unusual to put in a 60-80 work week, with many of those hours worked at home after hours. But have you considered how your working from home may affect your spouse's work productivity?

Zachary R. Hall, PhD, Ryan R. Mullins, PhD, Niladri Syam, PhD, and Jeffrey P. Boichuk, PhD Understanding the changing dynamics of customers and competitors in your market is a cornerstone for maintained success. This information, known as market intelligence, helps improve decision-making, especially in real estate. But how do we utilize it in an agency context to bolster sales?

It's not unusual to put in a 60-80 work week, with many of those hours worked at home after hours. But have you considered how your working from home may affect your spouse's work productivity?