I've spent more than 40 years in this business. I've held my REALTOR® licence throughout my career. Along the way, I also spent years as an Area Manager for new-home builders. Working with both new homes and resale homes has given me a view of this business that few agents ever get. It taught me how buyers think, how sellers decide, and why some agents get the call while others wait for the phone to ring.

I wrote this book for two kinds of agents. The first is just starting out, wondering where the first listing will come from. The second has been at it for years, works hard, and still feels the business is harder than it should be. If you're either one, you're in the right place.

This isn't a book of theory. Every chapter ends with something to do; a script to practise, a worksheet to fill in, a habit to start on Monday morning. And because the hardest part of this career is rarely the paperwork, we'll spend real time on the part most manuals skip; your mindset.

Read it with a pen in hand. Mark it up. Come back to it when the market turns. The business you want is built one conversation at a time, and it can start today.

-Gary Wade