Chris Watkin: The biggest fear of estate agents I find is that they want everyone to love them and therefore fear rejection. Whilst letting agents, they want everything to be perfect and fear criticism. Why is that and how can those agents get over those feelings? Tom Panos: Well firstly, how can they get over their fears? Whether you're in lettings or whether you're in sales, people are not looking for a friend. They're looking for their problem to get solved. So that newest friend is your strategy. What you want to do is be a heavy hitter that gets a result for him. Tom Panos: So number one, take away this belief in your head that the way you're going to get business is because you're their mate. They're not looking for mates, they've got mates. They're looking for someone to solve their problem. That's the first thing. Tom Panos: The second thing is on this ability to hand