In this current buyers market, I have shifted my advertising to attract more buyers. At this point, I am busier than I have ever been. But no matter how slow or busy I may be, I have always found the truth to breed more business. There are a lot of homes on the market, small...big...old...new...contemporary....modern...traditional...etc. The buyers I work with seem to know what they want but veritably always pick something different than what they started out looking for. Here is an example...I recently worked with an out of state buyer that was looking for homes picking your traditional 4 bed 2 bath colonials. Over time, they all started to look alike. We found a home that was entirely different than what he was looking for and he fell in love with it. A modern, contemporary home located in an area that wasn't a valued as the others we were looking at. The home was over priced but according to him was just right. I made sure he understood that he understood that the owners who were local new the value, that the appraisal after an accepted offer probably wouldn't come in near the offer price and that we would either have to depend on the inspections to bring the offer down, or negotiate the price or even worse....walk. He loved the house so much he didn't care if it was over valued. I explained the area, the circumstances and the value according to others that make the difference in an accepted mortgage. I also made him aware that the home will not gain value as the others due to it's type. We happen to live in an are of new construction 4 bed 2 ba colonials which always seem to increase in value due to the new construction that is forever going on. Even though I could have lost the sale, I made sure the client was well aware of the circumstances, the location in regard to the surrounding area and the value as well as the circumstances that he may be facing. All did turn out well and he was very thankful for my honesty. We were able to negotiate the house $40k under asking price, close in 30 days and move in without a hitch. He's happy, Im happy he is knowledgeable and educated. 

If there is anything that I could ever stress, it is to be blunt, to the point and honest. Don't sugar coat anything as you will truly loose in the long run.