By Roger Dawson

6 Audio Cassette Tapes

Roger Dawson was president of a large real estate operation in California.  His was a firm that was writing $500 million of business annually but closing only $400 million, a typical fallout ratio in that industry. Dawson quickly decided the easiest improvement he could make was in those closing ratios. To do so he studied negotiating techniques and created a training course for his people. Soon the organization was picking up another $50 million annually and his fame was made.