Contributors
Articles by Pryce, Gwilym
Two and a half thousand years ago the grandfather of modern philosophy set out his thoughts on the science of persuasion...
When we buy something, we're really buying a story. A salesperson's job is to tell a story. For example, last year Americans bought six billion dollars worth of bottled water...
What DISC behavioral characteristics best describe individuals who have an ability to sell? Who has the least confidence in their selling skills? In our latest studies examining...
How does emotion impact the purchase decision? In Consumer Emotional Intelligence: Conceptualization, Measurement, and the Prediction of Consumer Decision Making...
Leads are the lifeblood of any successful real estate agent - there's probably not a single agent with any experience who hasn't heard that in one form or another. Yet most create...
For the business in which personal selling is an integral component of its strategy for sustainable market success, the three most important words to guide its future...
How do you manage friendship in your business? If the answer is "I don't," then this study may change how you do business. The effects of friendship on business...
A national study was conducted to explore the approaches that real estate agents use to influence their clients in face-to-face meetings. Findings revealed the following insights...
Housing prices are likely to stop falling by the end of 2009, say nearly three-fourths of economists in a recent survey. In addition, life-cycle issues, such as needing a home...
Housing prices are likely to stop falling by the end of 2009, say nearly three-fourths of economists in a recent survey. In addition, life-cycle issues, such as needing a home...
Housing prices are likely to stop falling by the end of 2009, say nearly three-fourths of economists in a recent survey. In addition, life-cycle issues, such as needing a home...
How do home buyers or sellers decide on an individual agent? We conducted a focus group among recent home buyers and sellers asking just that question...
How do home buyers or sellers decide on an individual agent? We conducted a focus group among recent home buyers and sellers asking just that question...
How do your agency's marketing campaigns influence not just your customers but your agents as well? In Linking Cause-Related Marketing to Sales Force Responses and...
How do home buyers or sellers decide on an individual agent? We conducted a focus group among recent home buyers and sellers asking just that question...
How do home buyers or sellers decide on an individual agent? We conducted a focus group among recent home buyers and sellers asking just that question...
A national study was conducted to explore the approaches that real estate agents use to influence their clients in face-to-face meetings. Findings revealed the following insights...
Are you stressed? Are the people you work with stressed? Undoubtedly, we all feel somewhat stressed these days. However, stress is not universally bad...
Is franchising in the residential real estate brokerage market efficient? What are the impacts on firms by franchising? What are the benefits for firms when franchising?
How do home buyers or sellers decide on an individual agent? We conducted a focus group among recent home buyers and sellers asking just that question...
How do home buyers or sellers decide on an individual agent? We conducted a focus group among recent home buyers and sellers asking just that question...
A national study was conducted to explore the approaches that real estate agents use to influence their clients in face-to-face meetings. Findings revealed the following insights...
Is there a way to tell ahead of time how likely a listing is to sell? In The Probability of Sale for Residential Real Estate (Journal of Housing Research) Ken H. Johnson, Justin D...
Housing prices are likely to stop falling by the end of 2009, say nearly three-fourths of economists in a recent survey. In addition, life-cycle issues, such as needing a home...
A national study was conducted to explore the approaches that real estate agents use to influence their clients in face-to-face meetings. Findings revealed the following insights...
Does an agent's behavioral style influence performance? Do groups or offices work better if there is an appropriate mix of individuals with different behavioral styles? What is a...
How can referrals affect your business positively? Conversely, what is the significance of the damage they can inflict? Referral reward programs can play a considerable role in...
How do home buyers or sellers decide on an individual agent? We conducted a focus group among recent home buyers and sellers asking just that question...
Brand equity is a term most of us are familiar with and probably even use from time to time. But, as with many business concepts we may have a less than perfect...
As a way of beginning to understand what really works in the area of lead generation, a survey was created and conducted with a large group of real estate professionals...
To achieve increased productivity, competitive advantage, and profitability, high value-creating businesses around the world have consistently turned to "lean thinking" for...
Location, location, location - three critical words in real estate! But there are three other words that perhaps are even more important: referrals, referrals, referrals...
Are you using your website to its maximum potential? How do you know if your marketing initiatives are really bringing in sales leads? In A Two-Stage Model of the Promotional...
As a way of beginning to understand what really works in the area of lead generation, a survey was created and conducted with a large group of real estate professionals...
As a way of beginning to understand what really works in the area of lead generation, a survey was created and conducted with a large group of real estate professionals...
Real estate professionals looking for a winning business strategy should take a hint from high performers in sales who responded to a recent national study...
Location, location, location - three critical words in real estate! But there are three other words that perhaps are even more important: referrals, referrals, referrals...
As a way of beginning to understand what really works in the area of lead generation, a survey was created and conducted with a large group of real estate professionals...
The traditional real estate commission structure is under fire. Commissions used to average six or seven percent, but with the escalation in housing prices over the...
Is it possible that you could be using web data analysis more extensively? In Current Trends in Web Data Analysis, Arun Sen, Peter A. Dacin, and Christos Pattichis...
Today's consumers are demanding and more sophisticated than ever. They have a world of information at their fingertips - and in a crowded real estate market they know they...
How did you spend your marketing dollars this year? Do you really know how effective they were? In A Three-Stage Model of Integrated Marketing Communications at the...
