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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 ...

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 ...

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 ...

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

Assessing the developmental needs of a sales organization normally involves measuring behaviors against a set of competencies or performance metrics, in order to pinpoint ...

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 ...

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 ...

Culture influences many aspects of an organization. Unlike the tangible outcome measures that determine profitability, market share, or the value of good will, culture ...

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...

How can I achieve higher sales and develop better relationships with my clients? What are some hidden obstacles that are slowing my growth as an agent? In The Optimal ...

As any well-seasoned agent knows, creating a connection with the client is essential. Connections can be made in a variety of ways and usually hinge on some common value ...

How successful are you at closing sales? In their book, Selling to Zebras, Jeff Koser and Chad Koser use an analogy of a hunt in the African savannah as the key to selling ...

Extensive research has been undertaken to define the relationship between client satisfaction and client retention. Despite the widespread findings that client satisfaction ...

Recent polls suggest that the public continues to hold a dim view of the sales profession and to rate commissioned salespeople as dishonest and unethical (Gallup 2006) ...

Does insincere flattery actually work? How can understanding the psychology behind flattery allow an agent to maximize his/her ability to attract more clients and close ...

Highly effective personal selling begins and ends with the salesperson's or agent's right attitude. Football Hall of Fame coach, Vince Lombardi, is quoted as saying, "Winning ...

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 ...

December 2009Dr. Louann Brizendine provides the technical perspective on the obvious physical differences between the minds of men and women in her appropriately titled book...

Satisfaction has been identified as a central determinant of client retention, and its effect on client retention has been intensively discussed within the paradigm shift from...

How can the relationship between the buyer and seller prove to be more efficient? How can both parties benefit in the short-term and long-term from establishing a relationship?

Today's market offers home buyers and sellers an abundance of choices for selecting a real estate agent. In this increasingly competitive environment, communicating...

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...

Two and a half thousand years ago the grandfather of modern philosophy set out his thoughts on the science of persuasion...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...