Contributors
Articles by Lee, Nick
The real estate agency leader can make a marked difference on agency outcomes by creating, enhancing, and changing connections between...
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...
How can a salesperson improve her performance? This is a question that sales management researchers have spent a great deal of effort and time trying to...
For real estate professionals, neutralizations are of great relevance. A sales role presents challenges and pressures that may sometimes cloud good ethical judgment. Given the knowledge of neutralizations and the principles presented, real estate brokers and agents can begin to...
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...
The real estate agency leader can make a marked difference on agency outcomes by creating, enhancing, and changing connections between...
How can a salesperson improve her performance? This is a question that sales management researchers have spent a great deal of effort and time trying to...
Sales control systems play a critical role in directing, evaluating, and monitoring the activities of an organization's salespeople. Sales quotas, for instance ...
Even the best relationships can be marred by misunderstandings and hurt feelings. Although forgiveness is often considered in the context of ...
Due to the pervasive technique of inbound marketing and exponentially increasing consumer demand for content-driven promotions and advertising, the sales paradigm has changed. But has your selling approach changed? If not ...
Critiques of modern societies often include the loss of community due to increasingly weak connections with local places and changing modes of social interactions. Sociologists believe that ...
Delivering high-quality services first requires an effective service design process. Intentional service design ensures ...
Have you noticed that some clients will stay with their realtor, even if the realtor does not provide results? Clients in real estate relationships, as well as other service relationships, often ...
Sales control systems play a critical role in directing, evaluating, and monitoring the activities of an organization's salespeople. Sales quotas, for instance ...
Sales control systems play a critical role in directing, evaluating, and monitoring the activities of an organization's salespeople. Sales quotas, for instance ...
When you think of cold calling, does a knot immediately form in your stomach? How often do you use cold calling to generate new leads for your business? For many real estate agents ...
Critiques of modern societies often include the loss of community due to increasingly weak connections with local places and changing modes of social interactions. Sociologists believe that ...
Consumers are faced with choices each day. Marketers try desperately to influence our decision-making process, capturing our attention and appealing to...
Consumers are faced with choices each day. Marketers try desperately to influence our decision-making process, capturing our attention and appealing to...
Does expending more effort make consumers smarter? We question the intuitive assumption that consumers will make better decisions based on the...
The information age was supposed to kill-off the role of the salesperson. Any potential buyer could go out and, with sufficient research, discover a solution that...
Consumers are faced with choices each day. Marketers try desperately to influence our decision-making process, capturing our attention and appealing to...
Have you ever watched your clients make bad decisions that cost them tens of thousands of dollars, even though you did your best to steer them to better decisions?
As we navigate the information overload of 21st century, we dedicate this issue of the Keller Center Research Report to current research that promises new insights for agents and...
Have you ever watched your clients make bad decisions that cost them tens of thousands of dollars, even though you did your best to steer them to better decisions?
Does expending more effort make consumers smarter? We question the intuitive assumption that consumers will make better decisions based on the...
Attunement, buoyancy and clarity are the new requirements for influencing consumers in the 21st century...
With the increase in the number of blogs, consumer websites, and word-of-mouth outlets available to homebuyers, consumer-generated media is attracting...
Have you ever watched your clients make bad decisions that cost them tens of thousands of dollars, even though you did your best to steer them to better decisions?
Real estate agents who create strong buying routines help clients move toward successful purchases. The changing nature of information sources in residential real estate may be...
In sales, retailing, or service businesses, employees' performance during personal encounters is the most influential driver of customer satisfaction ...
In sales, retailing, or service businesses, employees' performance during personal encounters is the most influential driver of customer satisfaction ...
"Success depends on building relationships with your customers!" But, do your business customers really want a relationship with you and your company?
With such a potentially large influx of younger sellers entering the workforce, there will inevitably be generational issues to contend with as they attempt to ...
As minorities and immigrants are the fastest growing home-buying segment, real estate professionals must understand and learn how to leverage ...
Organizations must not only have the capability to accurately measure performance, but they also must be able to understand how these metrics are managed to drive revenue ...
With such a potentially large influx of younger sellers entering the workforce, there will inevitably be generational issues to contend with as they attempt to ...
"Success depends on building relationships with your customers!" But, do your business customers really want a relationship with you and your company?
As minorities and immigrants are the fastest growing home-buying segment, real estate professionals must understand and learn how to leverage ...
"Success depends on building relationships with your customers!" But, do your business customers really want a relationship with you and your company?
As minorities and immigrants are the fastest growing home-buying segment, real estate professionals must understand and learn how to leverage ...
Curtis Schroeder, MBA Candidate - Associate Editor, Keller Center Research Report Achieving extraordinary results and happiness is simple. In fact, each of our personal and professional ambitions should point back to ONE question...
"Success depends on building relationships with your customers!" But, do your business customers really want a relationship with you and your company?
In sales, retailing, or service businesses, employees' performance during personal encounters is the most influential driver of customer satisfaction ...
Today, the smartphone is central to the lives of most consumers regardless of age, gender or education level. In fact, many consumers cannot seem to live apart from...
In a recent issue of the Journal of Personal Selling and Sales Management, four scholars report on a research initiative involving sales practitioners in the United States and the United Kingdom. Exploring the role of technology and social media in the selling process, the authors identify six major themes of interest to the academic community: connectivity, relationships, selling tools, generational, global, and sales/marketing interface.
In a recent issue of the Journal of Personal Selling and Sales Management, four scholars report on a research initiative involving sales practitioners in the United States and the United Kingdom. Exploring the role of technology and social media in the selling process, the authors identify six major themes of interest to the academic community: connectivity, relationships, selling tools, generational, global, and sales/marketing interface.
