Contributors

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

Arjun Azavedo, MBA Candidate In his book, The Culture Code, Daniel Coyle draws from a unique range of anecdotes and experiences to display how finding similarities in diverse groups can aid in effective leadership and communication.

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.

Xuehua Wang, PhD and Hean Tat Keh, PhD There are many possible applications of cross-selling for real estate, all of which have the potential to add value for the client and the agent. This article examines why some consumers are more susceptible to cross selling and how you can create a win-win for yourself and the buyer.

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?

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?

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?

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.

Jackson Price, MBA Candidate According to Scott Stratten and Alison Kramer, authors of Unselling, sixty percent of all purchase decisions are now made before you ever get a chance to share your pitch. In short, the majority of your potential clients have already decided on a real estate agent or firm before they even know they need one.

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?

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?

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.

Xuehua Wang, PhD and Hean Tat Keh, PhD There are many possible applications of cross-selling for real estate, all of which have the potential to add value for the client and the agent. This article examines why some consumers are more susceptible to cross selling and how you can create a win-win for yourself and the buyer.

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.

To remain competitive, salespeople must provide excellent service while still reaching their sales quotas. When these two ideas converge, sales-service ambidexterity is achieved. But how can sales managers encourage their sales associates to reach this medium?

It is widely recognized that political skill enables employees to secure valuable resources within their own companies and to promote positive outcomes with customers. In this article, we examine the effect of political skill in the sales context and draw conclusions for real estate professionals.

In real estate, it is universally agreed that strategic pricing plays a huge role in determining how quickly a house will sell; yet there are still questions on how pricing affects different people.

As a sales person, you must always be ready to embrace the challenges that the selling environment poses in your professional life. In Sales Insanity, Cannon Thomas recounts unique sales blunders which highlight the importance of adapting to the ever-changing sales environment.

In the growing social media marketing landscape, interacting with customers on Facebook is at the forefront of businesses’ higher spending, but are your Facebook page likes actually driving client engagement and spending?

It is widely recognized that political skill enables employees to secure valuable resources within their own companies and to promote positive outcomes with customers. In this article, we examine the effect of political skill in the sales context and draw conclusions for real estate professionals.

In his book, When—The Scientific Secrets of Perfect Timing, Daniel H. Pink reaffirms the idea that “timing is everything” through anecdotal discourse and scientific research to impart a better understanding of how to find your perfect timing.

In real estate, it is universally agreed that strategic pricing plays a huge role in determining how quickly a house will sell; yet there are still questions on how pricing affects different people.

To remain competitive, salespeople must provide excellent service while still reaching their sales quotas. When these two ideas converge, sales-service ambidexterity is achieved. But how can sales managers encourage their sales associates to reach this medium?

To remain competitive, salespeople must provide excellent service while still reaching their sales quotas. When these two ideas converge, sales-service ambidexterity is achieved. But how can sales managers encourage their sales associates to reach this medium?