Research Report

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.

Predicting consumer behavior is crucial to success in any business, including real estate. Our research identifies that a key way to predict consumer behavior is through a consumer's level of what is called lay rationalism, which refers to the weight a consumer gives to feelings versus reason in the decision-making process.

Sellers want to find a good home for their most cherished possessions and may be willing to sacrifice personal profit to ensure that this objective is met. Their willingness to accept an offer can depend on whether they agree or disagree with how the buyer plans to use the product.

Communication, the effective conveying of information, is a critically important buyer-seller activity to achieve successful interpersonal sales performance.

Is there a connection between neuroscience and selling real estate? By exploring key functions of the brain's decision-making processes, Simon Hazeldine has discovered a way for sales professionals to increase the likelihood of closing a sale.

Companies spend over $3,300 per hire on recruiting and the cost of not recruiting well results in poor performance, dissatisfied employees and high turnover. Little research has addressed sales force recruiting at this stage of career and the motivations of a millennial salesforce in their job searches.

Michael L. Mallin, PhD Sales managers have a vested interest in hiring, developing, and retaining sales professionals who have a propensity to be proactive since research shows proactive behaviors among salespeople as a key factor in generating higher levels of sales performance.