|
Articles:
Factors Affecting Real Estate Broker Selection: What Really Counts? Authors: Elizabeth Hemphill Start Page: 1 Abstract:
This paper explores agent sales
presentations in the real estate property listing process using structural
equation modeling. Data were collected from both vendors and agents to
identify important agent attributes in both successful and unsuccessful
presentation attempts. The research found that agents consider really
hearing the vendor, getting along with the vendor and getting to know the
vendor as key elements of a listing attempt, whilst vendors suggest the path
to listing is through negotiation, that some level of negotiation must take
place. Research should now examine the influence of time in this critical
listing process step with reference to both agent and vendor perspectives
using metrics other than perceptions of vendor satisfaction. |
|