Contributors
Articles by Nasr-Bechwati, Nada
When it comes to utilizing professional services, consumers have a choice: perform the service for themselves or outsource the job to a service professional. The purpose of ...
As a culture, we encourage young people to sample and engage in a variety of activities. The goal is, in essence, to understand one's gifts and talents, thereby finding those...
Over the past 50 years, groups of people in the United States have been classified into generational categories to better understand how age groupings tend to behave ...
Real estate agents must undertake a variety of tasks to establish, sustain and develop a clientele base. Acknowledging the complexity of their job, most agents recognize the ...
The Baby Boom Generation, born between 1946 and 1964, has played a dominant role in the residential real estate market over the past four decades. As this generation enters ...
Any salesperson will tell you that the ideal method for generating new clients is through word-of-mouth and referrals. No advertising or cold calling is necessary with this strategy ...
Joe is a highly successful broker in northern Virginia. Until a month ago, his life seemed ideal. He enjoyed a professional reputation for integrity and insight. Scores of agents ...
Charles Fifield, MBA Whether it is the first or a subsequent meeting, salespeople must have a clear understanding of their call objectives and how they plan to achieve their desired ...
Joe is a highly successful broker in northern Virginia. Until a month ago, his life seemed ideal. He enjoyed a professional reputation for integrity and insight. Scores of agents ...
How have you set yourself apart from other agents in your market? Consumers have many options to consider when selecting a real estate agent. Experience level, services offered ...
Real estate agents must undertake a variety of tasks to establish, sustain and develop a clientele base. Acknowledging the complexity of their job, most agents recognize the ...
Leslie K. John, PhD Why does a plane ride create such an intimate setting, often inspiring strangers to exchange life stories and share intimate personal information without regard for privacy ...
The Baby Boom Generation, born between 1946 and 1964, has played a dominant role in the residential real estate market over the past four decades. As this generation enters ...
Joe is a highly successful broker in northern Virginia. Until a month ago, his life seemed ideal. He enjoyed a professional reputation for integrity and insight. Scores of agents ...
The Baby Boom Generation, born between 1946 and 1964, has played a dominant role in the residential real estate market over the past four decades. As this generation enters ...
When a salesperson commences a face-to-face sales interaction, certain call priorities must be the central focus of the early interpersonal exchange. First, the salesperson ...
Customers have more power in the buyer/seller relationship than most people think. The relationship is dependent on how a customer relates and reacts to the salesperson ...
With a constantly changing market and a new generation of home buyers on the rise, value-based service quality will play an important role in customer satisfaction. Service ...
In order to overcome the challenging housing crisis, real estate professionals have had to become more innovative in the way they reach prospective customers. One of ...
In today's fast-paced, competitive marketplace, effective information management is arguably the most powerful non-employee lever to trigger sales productivity and ...
Would you like to receive more referrals? In his 2010 book The Lunch of a Lifetime, the world's most referred real estate agent, Michael Maher, reveals his secrets to ...
In today's fast-paced, competitive marketplace, effective information management is arguably the most powerful non-employee lever to trigger sales productivity and ...
With a constantly changing market and a new generation of home buyers on the rise, value-based service quality will play an important role in customer satisfaction. Service ...
In competitive selling environments, brand identity is an important differentiator for both the sales professional and the consumer. For service industries such as real estate ...
We all know someone who has enjoyed extraordinary personal or professional success in their life: a classmate from high-school who has become a corporate executive, a ...
Salespeople have myriad experts within the organization whom they can recruit to create a successful customer engagement. However, in companies in which experts are ...
Runners to the starting blocks... Take your mark... Wait for the starter's pistol. A sprinter knows the drill. S/he begins a race so many times in ...
Assessing the developmental needs of a sales organization normally involves measuring behaviors against a set of competencies or performance metrics, in order to pinpoint ...
Salespeople have myriad experts within the organization whom they can recruit to create a successful customer engagement. However, in companies in which experts are ...
Salespeople have myriad experts within the organization whom they can recruit to create a successful customer engagement. However, in companies in which experts are ...
To increase sales productivity, salespersons' interacting with the right prospects is an essential core competency to success. The inability or unwillingness to effectively...
Real estate professionals must leverage social media but engaging with potential customers via the right social media can be complicated. In addition, making sense of ...
Salespeople have myriad experts within the organization whom they can recruit to create a successful customer engagement. However, in companies in which experts are ...
One of the leading business speakers in the nation and bestselling author, Patrick Henry Hansen, draws insightful conclusions in his novel Sales-Side Negotiation, Negotiation ...
Runners to the starting blocks... Take your mark... Wait for the starter's pistol. A sprinter knows the drill. S/he begins a race so many times in ...
Assessing the developmental needs of a sales organization normally involves measuring behaviors against a set of competencies or performance metrics, in order to pinpoint ...
Culture influences many aspects of an organization. Unlike the tangible outcome measures that determine profitability, market share, or the value of good will, culture ...
In most service businesses customers' perceptions of a corporate brand depend highly on the behavior of frontline staff. Service firms face the challenge of having employees ...
There is a longstanding belief in the service industry that in order to gain loyalty from customers, companies must "delight" them with customer service that goes above and ...
A two-sided study of emotional intelligence with agents and clients reveals that only 26% of the pairs operate on the same "emotional wavelength" and 46% of agent-client ...
There are two different types of sales managers, those that wait and react to a situation after it occurs and those who proactively engage themselves to ensure their sales team ...
Culture influences many aspects of an organization. Unlike the tangible outcome measures that determine profitability, market share, or the value of good will, culture ...
In business organizations, the relationship between marketing and sales personnel is often sub-optimal. Marketers view their sales counterparts as short-term, tactically-focused while ...
Sales force retention is a critical objective facing managers. The costs of high turnover rates can be substantial and include lost sales, abandoned sales territories and costs ...
Sales force retention is a critical objective facing managers. The costs of high turnover rates can be substantial and include lost sales, abandoned sales territories and costs ...
The sales function has probably the greatest single operating impact on the financial results of business. What business needs is a salesforce driven by productivity ...
Sales force retention is a critical objective facing managers. The costs of high turnover rates can be substantial and include lost sales, abandoned sales territories and costs ...
In most service businesses customers' perceptions of a corporate brand depend highly on the behavior of frontline staff. Service firms face the challenge of having employees ...
Sales force retention is a critical objective facing managers. The costs of high turnover rates can be substantial and include lost sales, abandoned sales territories and costs ...
Sales management gurus, William T. Brooks and William P. G. Brooks, co-author an insightful novel entitled, Playing Bigger Than You Are: How to Sell Big Accounts Even...
