Having a tough time winning instructions without cutting fees? Well, says Adam Walker, the fee rate you can charge is mostly in your mind

"Winning new instructions remains one of our biggest challenges. We struggle to persuade some owners to let us prepare a valuation. This maybe because they are already on the market... Your thoughts?"

“Being the owner of an estate agency business is an ambition I finally fulfilled two years ago, but nobody had prepared me for how hard it is to get my staff to…

"My hardworking team does a good job of building relationships with customers, but they lack a sales edge and seem reluctant to actually ask for the business."

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.