Contributors
Articles by Fifield, Charles
The salesperson having a dynamic, learning or growth mindset is managing from the perspective of incremental productivity progress and potentially unimaginable opportunities.
Search engine tools such as Yahoo!, Google, and Bing, as well as international versions of these such as Baidu in China or Yandex in Russia all provide consumers with answers to any of their questions in a matter of milliseconds.
The effectiveness of salespeople depends on how they interact with customers. Sales organizations recruit and train salespeople so that they can identify and satisfy customer needs in the long-run...
Salespeople constantly seek ways to communicate persuasively. Storytelling is a type of communication that you and I use every day. It is so common you may not even think about it when telling or hearing a story. Stories are such an important part of the fabric of human communications that failing to use them effectively in sales can be a serious handicap...
Salespeople constantly seek ways to communicate persuasively. Storytelling is a type of communication that you and I use every day. It is so common you may not even think about it when telling or hearing a story. Stories are such an important part of the fabric of human communications that failing to use them effectively in sales can be a serious handicap...
It’s a fairly common experience - that desperate moment when you search the crowd for whoever said your name. We are constantly clued into our names, especially when it’s added to personalized greetings or comments. People use our names as a way of engaging with us and getting our attention...
As cognitive beings, we possess a unique ability to recognize and understand non-verbal communication. We have the ability to study and analyze the non-verbal signals of our friends, family and clients, and then use that information to communicate more effectively with each other...
Research by Saber (2014) highlights the challenges facing residential real estate agencies as additional information becomes available to consumers. Saber outlines strategies for agents to emphasize the value of services they provide to their clients, and the importance of “keeping the agent’s name and good work in the mind of the client” even after the real estate transaction has concluded.
The effectiveness of salespeople depends on how they interact with customers. Sales organizations recruit and train salespeople so that they can identify and satisfy customer needs in the long-run...
According to the Borrell Associates report, 2013 Real Estate Outlook, real estate advertising was projected to grow by 9.7% to $27.2B, while the online advertising category was projected to grow by 16.9% to reach $15B in spend. These estimates make the real estate industry number one in the online advertising marketplace...
Research by Saber (2014) highlights the challenges facing residential real estate agencies as additional information becomes available to consumers. Saber outlines strategies for agents to emphasize the value of services they provide to their clients, and the importance of “keeping the agent’s name and good work in the mind of the client” even after the real estate transaction has concluded.
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...
Research by Saber (2014) highlights the challenges facing residential real estate agencies as additional information becomes available to consumers. Saber outlines strategies for agents to emphasize the value of services they provide to their clients, and the importance of “keeping the agent’s name and good work in the mind of the client” even after the real estate transaction has concluded.
The effectiveness of salespeople depends on how they interact with customers. Sales organizations recruit and train salespeople so that they can identify and satisfy customer needs in the long-run...
Research by Saber (2014) highlights the challenges facing residential real estate agencies as additional information becomes available to consumers. Saber outlines strategies for agents to emphasize the value of services they provide to their clients, and the importance of “keeping the agent’s name and good work in the mind of the client” even after the real estate transaction has concluded.
As cognitive beings, we possess a unique ability to recognize and understand non-verbal communication. We have the ability to study and analyze the non-verbal signals of our friends, family and clients, and then use that information to communicate more effectively with each other...
Bridging current academic research and the real estate practitioner audience, the Keller Center Research Report plays uniquely in the knowledge marketplace. Our Keller Center team identifies cutting-edge rigorous research with interesting implications for the real estate market...
Communication skills are the single most important determinant of effectiveness in both sales and sales management. Poor listening behaviors by sales personnel contribute significantly to performance failure...
Real estate professionals can and should leverage social-media platforms to humanize their branding efforts and connect with consumers. Utilization of visual storytelling will drive consumer engagement with the brand, encouraging traffic, referrals, and ultimately loyalty and revenues...
The real estate industry is fiercely competitive. Since the 1990s it has not only been a competition between individual agents but one between agents and realtor teams...
What makes your work satisfying? Does what drives you to succeed ultimately lead you to be satisfied with your job? Compared to most other things, which of these best describe what motivates you to reach your goals?
On April 30, 1943, at the height of World War II, a fisherman stumbled across a corpse floating in the water off the coast of southwestern Spain. The body was that of an adult male, Major William Martin of the Royal Marines...
Communication skills are the single most important determinant of effectiveness in both sales and sales management. Poor listening behaviors by sales personnel contribute significantly to performance failure...
The real estate industry is fiercely competitive. Since the 1990s it has not only been a competition between individual agents but one between agents and realtor teams...
Do you check your cell-phone every 6.5 minutes and up to 150 times a day? Do you have 6,234 Facebook friends? Or, spend the majority of your waking hours with your cell-phone on your body?
The real estate industry is fiercely competitive. Since the 1990s it has not only been a competition between individual agents but one between agents and realtor teams...
Are you curious about the likelihood of clients using your real estate services in the future given pervasive '"e-information?" There is definitely a mouse in the house and action is imperative...
Internet-based applications are very commonplace within business and personal contexts. Online banking, chat-based customer service, and shopping are just some of the e-functions that permeate our day-to-day lives. Some consumers, though, show great resistance...
When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...
Are extraverts are the best candidates for sales positions? Despite the proliferation of this assumption in numerous sales organizations, studies have shown that there is a weak and inconsistent relationship between extraversion and sales performance. In fact, recent studies indicate that...
Do you have a balanced work and family life? For many, this question is difficult to answer because the definition of “balance” varies. Regardless of the definition, it is clear that the demands of work can impact an individual’s...
When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...
Previously, providing information was a key way that salespeople created value for clients. Now, sales professionals must adapt the value creation process to address changing client needs by...
When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...
When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...
Efficiency, process improvement, and value creation are not just buzzwords in today’s business world; they have become the foundation for real, sustainable competitive advantage. However, the path to achieving or improving upon these fundamental concepts is not always clear...
Do you have a balanced work and family life? For many, this question is difficult to answer because the definition of “balance” varies. Regardless of the definition, it is clear that the demands of work can impact an individual’s...
Internet-based applications are very commonplace within business and personal contexts. Online banking, chat-based customer service, and shopping are just some of the e-functions that permeate our day-to-day lives. Some consumers, though, show great resistance...
This article is written to help “unmask” the qualities of high-performing salespeople in the context of task and time management preferences to help managers and agents achieve the greatest business outcomes. Understanding an agent’s task and time preferences can help increase...
When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...
Do you have a balanced work and family life? For many, this question is difficult to answer because the definition of “balance” varies. Regardless of the definition, it is clear that the demands of work can impact an individual’s...
Internet-based applications are very commonplace within business and personal contexts. Online banking, chat-based customer service, and shopping are just some of the e-functions that permeate our day-to-day lives. Some consumers, though, show great resistance...
Do you have a balanced work and family life? For many, this question is difficult to answer because the definition of “balance” varies. Regardless of the definition, it is clear that the demands of work can impact an individual’s...
When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...
Do you have a balanced work and family life? For many, this question is difficult to answer because the definition of “balance” varies. Regardless of the definition, it is clear that the demands of work can impact an individual’s...
When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...
For realtors and other providers of professional services, customer referrals are one of the most important sources of new business. As service providers, we want customers saying...
Real estate professionals must understand that it is important to focus on each of the four dimensions of Market Orientation. While maintaining a strong focus on customers, it is equally important to...
The real estate agency leader can make a marked difference on agency outcomes by creating, enhancing, and changing connections between...
The real estate agency leader can make a marked difference on agency outcomes by creating, enhancing, and changing connections between...
