"We just have to say 'no' for ninety minutes," Mark coached Sarah as they pulled into the lush grounds of the Cypress Harbour Villas . "Keep your head down, don't mention our income, and for heaven's sake, don't look at the brochures."

As they left the resort the next day, Mark looked at Sarah. "Was it worth it?"

The morning of the presentation, they entered a room that looked like a high-end lounge. Enter Bill, their "Vacation Consultant." Bill didn’t look like a shark; he looked like a friendly uncle. He spent the first hour talking about his own family, building trust and rapport . He asked about their favorite memories. He made it feel like they weren't buying a property, but "buying time" with each other.