Many Realtors approach a listing appointment sharing their successes with the seller.
My experience shows its more effective to focus on the seller's wants and needs. When do the sellers want to be out of their house? Where are they moving next? Why? What other situations are going on in their life that could help or hurt them get the highest price in the shortest amount of time?
Taking this consultative approach can help a seller from feeling overwhelmed. It does require telling the truth in return, about what the recent comparable sales have been, what buyers want and the condition of their house.
Selling a house is not like living in a house. When I consult on staging, it often helps the seller take the emotional transfer from homeowner to house seller. I go a step further providing the tools and resources a seller needs to make repairs and stage the home, without costing a small fortune.
Pricing is such a key ingredient in selling a home in today's market. Sellers often have expectations about what they want in terms of price. It is not easy in telling the truth about price and it takes some sellers a while to digest it, but it is the best way to get the best offer on the house.