[SteveG]

Hi Ed,

I couldn't agree more. I have been in sales for 11 years now and as such, I always read one new sales book every year (so I'm accumulating a nice little library now). I have also been trying to introduce my consultative sales principles into real estate, but I have to say, it has been challenging. For some reason, my employer has never felt the need to qualify potential buyers, or find out how those buyers learnt about our organisation and stock (so I have started to create my own systems, which strangely enough, the organisation is now starting to adopt - the M.D has had his own real estate business for over 20 years!?).

I have continued to persevere over my first three months in real estate and as a result, I have sold six homes and listed two properties, but being in a buyers' market it can be difficult at times (property values have dropped by over 10% in Sydney - we're in a real slump I've been told)