Contributors
Articles by Dixon, Andrea
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...
With the increase in the number of blogs, consumer websites, and word-of-mouth outlets available to homebuyers, consumer-generated media is attracting...
Consumers are faced with choices each day. Marketers try desperately to influence our decision-making process, capturing our attention and appealing to...
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 ...
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?
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.
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...
The Bureau of Labor Statistics reports that the major components of spending - food, housing apparel and services, transportation, health care, entertainment, and...
In the first decade of the 21st century, a profound shift has occurred in the way people shop for real estate. Unlike past generations, this new generation of consumers...
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.
Questions are a part of our everyday life and we can often overlook the importance and power of questions we ask. This is often because the person being asked...
According to the National Association of Realtors ®, existing U.S. home sales in December 2012 were well above the level recorded for the previous year...
In November 2009, The New Zealand Government introduced the Real Estate Agents Act 2008. This new act replaced the Real Estate Agents Act 1976. The main purpose of...
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.
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.
Think about the last time you purchased a book or selected a movie to see. How did you go about it? The chances are that your decision was influenced by what someone else ...
Whether in retail sales, business-to-business sales, or home sales, conventional wisdom suggests "the customer is always right." Identifying and meeting customer needs is also ...
Think about the last time you purchased a book or selected a movie to see. How did you go about it? The chances are that your decision was influenced by what someone else ...
Finding and retaining high performing salespeople continues to be the #1 challenge for most sales organizations. Organizational commitment has garnered considerable ...
Finding and retaining high performing salespeople continues to be the #1 challenge for most sales organizations. Organizational commitment has garnered considerable ...
Promotion and lead generation are two essential functions for a successful real estate agent. However, many agents lack the time and financial resources to promote ...
Whether in retail sales, business-to-business sales, or home sales, conventional wisdom suggests "the customer is always right." Identifying and meeting customer needs is also ...
Productivity, as it applies to sales organizations, is not uniformly defined. Simply put, productivity is maximizing sales results (output) by minimizing resources expended ...
Finding and retaining high performing salespeople continues to be the #1 challenge for most sales organizations. Organizational commitment has garnered considerable ...
Whether in retail sales, business-to-business sales, or home sales, conventional wisdom suggests "the customer is always right." Identifying and meeting customer needs is also ...
Have you ever wondered how Pandora processes your musical preferences and recommends other music you might like? Or how Amazon finds and suggests the exact ...
Long-term customer relationships are the building blocks of a firm's success. Practitioners and researchers have long recognized the positive effects of close customer ...
In his book 100MPH Marketing for Real Estate, author and real estate veteran, Mitch Ribak, details the formula for Internet marketing success in a no-frills approach that ...
Service is a critical factor to business success now more than ever (Bettencourt forthcoming). Research shows that improved service drives customer loyalty and ...
Imagine the 60-foot-long boat of the U.S. women's national rowing team cutting across a crystal-clear lake in a heated 2,000-meter race. As the team synchronously rows their ...
Deeply embedded in real estate agent training and development literature is the directive to be constantly engaged in lead-generation activities. Lead-generation is an essential ...
As the sales process has gradually evolved from a transaction-driven model to a relationship-driven and collaborative approach, the underlying methods driving ...
The sales environment is rapidly changing. The real estate sales environment is also becoming more complex and competitive, and is being driven by a rising number of...
To be successful in today's challenging economic conditions creates significant pressure on salespeople's ethical behavior. Moral judgment, a precursor to ethical behavior ...
Pinterest has all the elements for a right brain, visual thinker. Images, pin boards, minimal word content and high quality visuals that makes staying on the site feel like you are ...
With banks applying stricter guidelines to conventional real estate mortgages, many buyers have found it difficult to qualify for home loans. It is estimated that forty percent ...
