Research Report

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 ...

Being an agent and having a career involving personal selling is essentially a for-profit business enterprise. Therefore, the basic goal of personal selling is to make money, net ...

Marketing professors, Dr. John D. Hansen and Dr. Robert J. Riggle, conducted a cross-sectional study of 206 purchasing agents to evaluate the implications of ethical behavior ...

Agents are often advised, encouraged, and even admonished to gain the trust of the seller, the buyer, or both. This advice is based on a wealth of research that shows ...

Individual agents with whom clients interface are often the most critical vehicle for developing and maintaining high-performing buyer-seller relationships (Palmatier 2008) ...

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 ...

Approximately one in every six hours of a salesperson's or agent's time is spent dealing with conflict (Bradford and Weitz 2009, p. 35). The difference between losing a client ...

Good salespeople are still hard to find and keep over the long haul. The national turnover rate for real estate agents remains high and many individuals do not survive in the...

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...

In this age of emerging technology, the modern homebuyer holds countless devices to discuss his experiences with other peers. Tools from blogs, videos, consumer websites...

Sales is a profession in which one must not be a stranger to failure. Being a successful agent depends, in part, upon the ability to respond effectively to failure...

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?

"Relationship Marketing" (RM) refers to a long-term and mutually beneficial arrangement in which both the buyer and seller focus on value enhancement with the goal of...

How does the awareness of emotion impact interaction between buyer and seller? In "Perceiving Emotion in the Buyer-Seller Interchange: The Moderated Impact on...

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...

If you placed the business cards of agents at a real estate conference in a fishbowl, and then put the business cards of the people in the conference room next door in another...

How does emotional intelligence affect consumer choices? In Emotional Calibration Effects on Consumer Choice published in the Journal of Consumer Research in December 2008...

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

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...

How does emotion impact the purchase decision? In Consumer Emotional Intelligence: Conceptualization, Measurement, and the Prediction of Consumer Decision Making...

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...

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...

Is franchising in the residential real estate brokerage market efficient? What are the impacts on firms by franchising? What are the benefits for firms when franchising?

Does an agent's behavioral style influence performance? Do groups or offices work better if there is an appropriate mix of individuals with different behavioral styles? What is a...

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...

Are you stressed? Are the people you work with stressed? Undoubtedly, we all feel somewhat stressed these days. However, stress is not universally bad...

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...

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 your agency's marketing campaigns influence not just your customers but your agents as well? In Linking Cause-Related Marketing to Sales Force Responses and...

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...

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...

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...

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...

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...

Today's consumers are demanding and more sophisticated than ever. They have a world of information at their fingertips - and in a crowded real estate market they know they...

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...

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...

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

Is it possible that you could be using web data analysis more extensively? In Current Trends in Web Data Analysis, Arun Sen, Peter A. Dacin, and Christos Pattichis...

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...

To achieve increased productivity, competitive advantage, and profitability, high value-creating businesses around the world have consistently turned to "lean thinking" for...

Keller Center for Research Executive Director Randy Hacker shares advice to sellers on HomeLight.com on how to test their real estate agent's marketing plan.