JULIAN SAYS: I was recently reminded of the critical nature of ‘professionalism’ in business when I won a big training contract. I was advised by the client that the largest factor in…

Lettings is not just about winning an instruction. Nor is it just about finding tenant. There is much more to it than that – and Frances Burkinshaw is worried.

"The market is very challenging in my patch and our residential income is worryingly down. I don’t want to make staff redundant but I may have to if things do not improve..."

How do you achieve more instructions on the right terms? Acquiring quality stock is the starting point of the process – and the most important factor.

“Investment buyer activity is a little quiet. Many investors are playing a waiting game. I’d like to get my team to create more activity as these sales can be relatively straightforward...”

“Things are really challenging – I need to make some tough decisions regarding staff.  Any tips on successful decision making?”

“Dear Julian, I never thought to send in my own dilemma for your consideration until now. It is simply that we need to raise the bar, we are struggling! Help!”

“My staff members are finding the going very tough at present with the uncertainty in the market having a negative impact on activity. I’m finding it hard to keep them motivated...

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…