Research Report

Reaching consumers on Facebook through organic or non-paid advertising has become a challenge. Our research finds a three-part social media viral framework to help you write more engaging posts to reach more buyers.

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.

How can companies best manage rapid and constant change in technology? We explore The Technology Fallacy, which suggests that managing technological disruption is not about managing technology at all—it is about managing people.

In today's socially conscious environment, social responsibility is an increasingly important strategy for business. Our study answers the question of how corporate social responsibility (applied in many businesses today) can lead to financial profitability.

How can you increase sales with no new software, gimmick, or miracle? Our research examines how psychological resourcefulness, characterized by optimism and resilience, will help salesperson performance and the bottom line.

If you can get 1% better each day for one year, you'll end up 37 times better by the time it's all said and done. In Atomic Habits, James Clear, one of the world's leading experts on habit formation, outlines the framework for getting 1% better every day.

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.

Your Twitter followers can be some of your best brand ambassadors, but are you actually capturing their attention with your tweets? Our study analyzes whether the occurrence of topic-related words at the beginning of the tweet affects your number of retweets.

A customer’s problem is the opportunity for the salesperson to create value for customers. This research investigates how the buyer-seller relationship is affected by the effectiveness of the salesperson’s ability to coordinate internal resources.

Does your firm have a greater responsibility outside of your legal obligations and goals? As corporations grow a sense of social responsibility, our research investigates the impact of philanthropy, environmental sustainability, customer respect, and worker respect on customer loyalty.

Like all infinite games, in the game of life, the goal should never be to win, but instead to perpetuate the game. This article summarizes how to adopt the five essential practices necessary to adopt an infinite mindset in order to perpetuate the infinite game of business.

Profits are essential to managing a business, but can an emphasis on the bottom-line impact employees? Our research examines how supervisors with high bottom-line mentality garner negative perceptions from employees, leading to decreased employee performance.

The market for ambient scents is growing rapidly, and research reveals that pleasant ambient scents have a positive influence on consumers’ brand perceptions. We further examine how repeated subconsciously processed ambient scents enhance your potential homebuyers’ evaluation of their service experience.

Living a happier life takes work. We examine Shawn Achor's seven principles that can lead you to have a "happiness advantage" in your personal life and your real estate career.

Internet addiction is regarded as a growing health concern in many parts of the world. Our research examines how social media can drain resources in the workplace and how employees react to social media posts by their colleagues, ultimately impacting job performance.

In their book Conversational Marketing, authors David Cancel and Dave Gerhardt share why online conversational marketing creates a better, more natural, and more profitable sales climate.

Although much research has been focused on a salesperson’s externally directed behavior, we found that political skill and intrinsic motivation have effects on adaptive selling and sales performance. In light of this evidence, we recommend that every sales manager assist his/her salespeople with developing these intrapreneurial abilities.

Do you use charisma to convey messages in a convincing manner to charm your clients? Our findings show that specific, learnable, and culturally appropriate displays of charismatic behavior can enhance client impressions and ultimately increase sales.

Today, email is the standard method of business communication, but traditional emails are not always effective at allowing your personality to shine through. In Rehumanize Your Business, authors Ethan Beute and Steve Pacinelli examine how adding a personal video element to your emails can help generate leads and increase sales.

Even as U.S. companies spend more than $900 billion on building sales forces, salesperson turnover has reached 27%, and average tenures are as short as two years. This article addresses how your firm can help new agents successfully gain entry into a network of interconnected contacts.

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?

When you post social media content is just as important as what you post. In this article, we examine the impacts of social media posts based on time of day, emotionality of your content, and the results of boosting posts.

Virality is the new ad currency. The key driver of virality is sharing of videos, but what drives sharing among your followers? Our research reveals that sharing is not a matter of luck or art, but it can be ascertained by scientific research. In this article, we examine what type of videos you should create to maximize sharing of and virality of your ads.

Entrepreneurs typically enjoy higher levels of job and life satisfaction. However, in contrast to the benefits, entrepreneurs may also experience high stress and longer working hours, while also fearing lower income. In this study, we examine how autonomy mediates the relationship between entrepreneurship and personal well-being.

Candidate In today’s real estate environment, it isn’t often you get a chance to just be still and breathe. The demands of multitasking and meeting deadlines under extreme pressure never seem to stop. In Sandy Abrams’ Breathe to Succeed, we learn how breath, self-awareness, and small changes in our daily routine can be a big part of our overall individual wellness solution, which can, in turn, lead to increased creativity, positivity, and productivity.

Most people think genius is an unmerited inheritance for a few lucky people, but what if genius could be learned? Moreover, what if it could be learned quickly? In Ultralearning, Scott Young arms his readers with the principles for becoming self-made experts in a skill set they want to develop in less time than is expected.

Studies have shown that service-related jobs, like those in real estate, can have negative impact on employees, including burnout and decreased motivation, leading to higher employee turnover. Our research examines how agencies and managers can lessen these impacts on their employees and decrease turnover within their organization.

Improving sales force morale can be a valuable strategy to enhance job performance and reduce employee turnover. Despite the benefits that can come from high morale, little is known about what factors impact it. We examine what market demands impact morale and what resources you can leverage to boost morale in your organization.

Do you have the right social strategy to reach the right people? In his book One Million Followers, author Brendan Kane examines concepts and processes that are simple and require no major investment—but that have proven to build social media followings in the millions.

With modern technology, you may think we are connected with each other more now more than ever. Yet, in many ways, we have never been so disconnected. Our research set out to learn more about the psychological effects of smartphone use on well-being.

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.

At every firm, there are employees who will adhere to a strict ethical standard and those who value performance above all else. Our team examined what happens when there are disparities in ethical practice and job performance between employees and how ethics may have unintended consequences on the social landscape of your office.

As a real estate agent, you're familiar with managing your own business. In this Insider article, we explore Cliff Lerner’s Explosive Growth strategies to help you grow your real estate business and stay ahead of the competition.

Your clients are more informed now than ever when making purchase decisions. Our research offers insights on applicable adaptive sales techniques based on the consumers’ perceived informedness about high-involvement purchases.

Voice and tone are powerful ways to differentiate connotation, importance, and legitimacy of your messaging. Finding the right balance will make your social media campaigns that much more effective in connecting with customers and reaching the right audience.

According to Shark Tank's Daymond John, grit and determination are invaluable to business success. In this article, we examine the real estate applications of Rise and Grind to help you successfully grow your business.

People understand ideas better when they are close and connected to a source of information. This research suggests using easy to handle media, appropriate detail, and physical distance may help captivate audiences and increase your outreach effectiveness.

Understanding the attitudes and emotions behind work environments is paramount to leadership success. In this article, we examine Simon Sinek's Leaders Eat Last and explore how building a "circle of safety" can benefit your real estate firm.

Many U.S. employees believe working from home—or at least away from the office—can bring freedom and stress-free job satisfaction. But our recent research says, not so fast.

Humility is necessary to reach the heights of success. Recognizing there are gaps in your knowledge, being open to that realization, and working humbly to learn more is a hallmark of intellectual humility and a starting point for greatness for you and your team.

Social media has become increasingly important in driving sales. Our research suggests that understanding who receives your outreach is just as necessary as what you post.

As a real estate agent, you’re likely familiar with networking—but how can you stand out when everyone else is familiar with it, too? In his book, Show Up: Unlocking the Power of Relational Networking, author David France provides personal stories and applicable advice to help improve your networking strategy.

Networking can be a difficult issue for real estate professionals, and navigating that reality is key to successfully expanding professional ties to produce benefit for a firm, client, or project. This research examines how individuals' mindsets about networking affect their motivation to engage in networking.

Through five studies, we explored the impact of using I, we, and you pronouns on purchase behaviors and customer satisfaction in sales and service interactions. What we found challenges conventional wisdom and practice when it comes to talking to customers.

Have you ever found yourself in a difficult situation because you went along with what your peers asked of you? In situations like this, assertiveness is the key to getting unstuck from other people’s routines and unlocking your own motivators to do what YOU want for the reasons YOU deem important.

Relationships are multidimensional and have external social factors acting on them to make them stronger or break them down. Therefore, it is imperative, especially in buyer-seller relationships, to utilize both similarities and differences between individuals to strengthen the relationship.

A critical success factor in the salesperson-customer relationship is cooperation. The purpose of this research is to analyze how salespeople’s actual cooperation efforts influence how customers perceive cooperation, and how customer-perceived cooperation influences relationship outcomes.

Stress is a national epidemic and is especially problematic among real estate professionals, manifesting in the second highest rates of anxiety and depression among all occupations. Ultimately, your business depends upon your ability to manage your stress, and our research points to some novel ways to help.

Meredith E. David, PhD In real estate, the ability to connect with and build successful relationships with a client is based on the ability to predict a client’s preferences. However, there is a difference between predicting preferences and social projection, which could lead to misinterpretations of your own preferences as those of a client.

Xuehua Wang, PhD and Hean Tat Keh, PhD There are many possible applications of cross-selling for real estate, all of which have the potential to add value for the client and the agent. This article examines why some consumers are more susceptible to cross selling and how you can create a win-win for yourself and the buyer.