A successful attitude is contagious

People have an innate desire to surround themselves with individuals who make them feel good, whether it be through a complementary personality, similar life experiences, a sound sense of humour or a generous nature.

While in some cases these matches are the result of deliberate consideration, it is safe to say that the majority of lasting interactions have their base in an element of unconscious decisions.

These choices are made by a person's emotional centre, usually located in the right hemisphere of their brain, as opposed to their logic and reasoning centres found in the left - which control more deliberate actions.

Because personal decisions are usually instinctual, the facets they take into account are not necessarily the ones that would be associated with matching up personalities.

However, there are a few key factors that are almost universal when making purchasing decision.

Most important of these is the fact that people are almost always drawn to others who they see as both passionate about and knowledgeable in their field.

While statistical details such as sales results, turnover and yields can help clients to make a decision, the initial 'gut feeling' is usually what sways people the most.

For property professionals with real estate training, this means that cultivating an attitude of success, coupled with a deep motivation to provide sound, useful advice will help to point vendors in the right direction.