Research Report

Sales success hinges on aligning what you say with what customers need to hear. This study shows that informational messages work best for goal-driven shoppers, while emotional messages resonate with browsers—and when paired with the right product type, the boost is even stronger. The result is a clear, research-backed strategy that helps real estate professionals close more deals from the very first interaction.

Salespeople face relentless pressure, and new research shows how that stress directly impacts their mental health, performance, and well-being. This study reveals which organizational resources—and access to mental health care—most effectively protect sales teams from burnout while boosting engagement and results. The insights provide a practical framework for firms and managers to build a healthier, more resilient, and higher-performing salesforce.

Mobile devices now drive the majority of online shopping activity, making it essential to understand how consumers actually view and process mobile ads. This study uses wearable eye-tracking to reveal how different ad elements— text, images, ratings, and price—capture attention differently on smartphones versus PCs. The research offers practical guidance for creating more effective digital ads, helping marketers and real estate professionals boost engagement and conversions.

Sales success is deeply tied to self-esteem, yet most traditional self-esteem measures overlook the realities of modern sales roles. This research offers a new, sales-specific self-esteem model that captures how identity, task confidence, and relationship dynamics shape success. Real estate firms can use these insights to strengthen agent engagement, boost performance, and build a more resilient sales force.

Multi-issue negotiations are growing more common, making it crucial for salespeople to know how to prepare effectively. This article reveals how different forms of autonomy shape salespeople’s effort, strategy, and opening positions—and why too little autonomy can lead to quick concessions. Our findings offer managers and real estate agents actionable insights to empower negotiators and improve deal outcomes.

Women are often conditioned to shrink their financial goals and settle for "just enough" instead of abundance. In We Should All Be Millionaires, Rachel Rodgers dismantles the cultural barriers holding women—especially women of color—back and offers practical, inspiring strategies for making bold, wealth-building decisions. It’s a compelling invitation to stop settling and start pursuing abundance unapologetically.

The ability to reach an audience and to capture their attention is essential for business success, particularly in the digital world, where a plethora of online content, commercials, and social media posts can make it difficult to stand out. In this INSIDER, we explore Brendan Kane's strategies in Hook Point, to help brands build trust, strengthen identity, and create content that truly resonates with clients.