I have spent a career on studying the art of sales negotiation. It appears many Realtors fail to realize they are in a sales profession. When it comes down to the brass tacks the Realtors who sell the most homes make the most money. Why is it some Realtors are failing while others seem to be successful no matter what the market is doing. I have found it is a combination of effort and sales skills. Sales skills should be studied like every other skill needed to be a Realtor. There is a ton of Realtor training out there but so little on basic sales skills. Following up with every agent who shows your listing is key. Sales is a numbers game. The more showings the more likely to get an offer. Multiple offers will net your more money than one loan buyer chipping away at your clients equity. In this market buyers agents should be getting huge discounts for their clients( I am). If you can convince the listing agent to accept your offer the seller will usually follow. Every great Realtor should have several good sales techniqe books to read and study. I also highly recommend Donald Trumps Art of the Deal. It's not a sales book but I learned allot of information that helped my real-estate business grow.