My staff members are all hardworking and well-intentioned but I think they need to develop an edge and to become salespeople rather than order takers...

“Our dilemma is this: we are finding the going extremely tough. Frankly, I’m not sure there is enough business to sustain the number of estate agents in our area through to the…

“I am conscious that with current and imminent challenges to our lettings business, 2019 may not be a barrel of laughs. Your thoughts would be appreciated!”

‘I am conscious that I have failed to train some part-time staff. One even had a doze in the garden while the buyers toured the house. Tips appreciated!’

"The market has slowed in terms of sales activity and we are experiencing vendor clients getting edgy and disgruntled about lack of viewings. What is the best way to deal with this…

"My staff work hard but they are not great at the softer side of building relationships with customers and clients. I would like to guide them to be better in that area.…

JULIAN SAYS: Without seeing your valuers in action, it is difficult to assess where they go wrong. However, I can take an educated guess at the traps they fall into. This guess…

We are desperately short of stock and as a result we are, of course, also running behind target in terms of sales. Your help would be truly appreciated!

"I run a three-office independent estate agency. I’m conscious that my staff looks to me for leadership through this sticky patch. Any tips?"

"I run an independent estate agency and have got closer to the coalface as my team is finding things tough.They are working hard but as a group of individuals rather than as…