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Social media has become a core component of communication within our society, and as social media has positively impacted personal life, it has also positively impacted business. Our study focuses specifically on the relationship between social media usage, key selling tasks, salesperson performance, and peer social media usage as a relationship moderator.

Robert Rietveld, PhD Candidate, Willemijn van Dolen, PhD, Masoud Mazloom, PhD, and Marcel Worring, PhD Do your Instagram posts contain emotional or informative appeals? This research defines the difference and examines which type best influences customer engagement on social media.

Whether specializing in the mature market or simply employing lead generation strategies, agents are likely to encounter older adult home sellers. This study examines why older adult couples, who intend to age in place until death, may ultimately elect to sell their home and move into a congregate setting.

Referrals are an important source of new business for real estate agents, but our study shows that most businesses are not implementing referral incentive programs in the most effective manner.

With the quick availability of online listings and resources, some buyers may feel they no longer need the specialized services of a real estate agent. Have you considered how the content and design of your web site might help you reclaim competitive advantage, while connecting with potential clients on a deeper level?

Customers referred by other customers are the best kind. Our research conclusions shed light on why referred customers are more valuable and can also help firms and real estate agents maximize the benefits of customer referrals.

Jackson Price, MBA Candidate According to Scott Stratten and Alison Kramer, authors of Unselling, sixty percent of all purchase decisions are now made before you ever get a chance to share your pitch. In short, the majority of your potential clients have already decided on a real estate agent or firm before they even know they need one.

In the growing social media marketing landscape, interacting with customers on Facebook is at the forefront of businesses’ higher spending, but are your Facebook page likes actually driving client engagement and spending?

Community and individual-level factors affect the satisfaction a person derives from living in his or her community. How do we determine if a community is meeting the needs of the person, and how do we better prepare our communities, moving forward, to appeal to potential homeowners?

How can you ensure trust is prevalent in your real estate operation? In this article, we discuss the three stages of trust, the three forms of trust, and how they affect a client’s behavior so that you can successfully and effectively build trust with your clients.

The art of being a successful real estate agent largely depends on the need to interact socially. How you interact with your own clients indeed effects their opinion of the services you provide and ultimately shape their opinions about you or your company.

Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent.

It is well documented that real-estate markets fluctuate over time, but since the financial crisis, real-estate markets have begun to fluctuate across geographic regions as well. One leading contributor to this disparity is public policy that seeks to encourage entrepreneurs and business leaders to locate in a state, or a specific community within a state, over another.

We make connections every day, in person, over the phone or email, through Linkedin, and even via Snapchat. Every opportunity we have to meet people is another connection to a new prospective client.

When entering the work force, new employees face a learning curve associated with their new positions. Real estate agents face the task of establishing themselves as a credible assets in the community and understanding the dynamics of working with clients.

Acknowledgments and thank yous are given every day in nearly all professions, from real estate to acting to retail shopping.  Though such thank yous are common, people rarely put much thought into how various forms of such acknowledgements might be received differently. 

As much as we might like to think that we are wildly different than everybody else, our DNA is actually 99.9% the same as everyone else’s. We’re 99.9% average. As odd as it may seem, our individuality and personality only makes up .1% of us.

Have you ever imagined yourself in an exotic vacation location, experiencing all the benefits of a luxury resort? Real estate agents use strategies while persuading buyers to invest in a house. The implicit belief behind these sales strategies is that consumption-related self-imagery is a powerful persuasion tactic.

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...

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...

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...

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...

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...

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...

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?

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...

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 ...

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 ...

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...

As minorities and immigrants are the fastest growing home-buying segment, real estate professionals must understand and learn how to leverage ...

LinkedIn is a powerful networking tool that can help real estate professionals build relationships and prospect for new clients ...

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 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 ...

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 ...

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 ...

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 ...

To increase sales productivity, salespersons' interacting with the right prospects is an essential core competency to success. The inability or unwillingness to effectively...

What causes most sales professionals sleep loss? "Satisfying my current clients" is frequently close to the top of the list. Yet, while many sales agents focus on current ...

Why do people go into sales? To make money. That’s no secret. It fits the stereotype. But, that doesn’t make it wrong or improper. One of the most common motivators for ...

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...

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...

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...

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...

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...

Location, location, location - three critical words in real estate! But there are three other words that perhaps are even more important: referrals, referrals, referrals...