Pucker up. Instead of thinking of real estate brokers as salesman...think of them as locators, matchmakers. 

Good ones sit down first, listen to the buyer's / seller's hopes and dreams regarding real estate. And then factor in the unique individual factors in each party's life...i.e. pressure to sell before tax liens mature, need to find and move in quickly before school/job starts, inability to climb stairs to second floor bath, etc.   So like Eharmony's Dr Warren, thru a series of questions, the professional broker gets into the shoes of the client. Then goes forth to "locate" or find a "match" based on the individual answers to the questions posed.  Financing part of the courting and sparking process too.  Then it becomes a cake walk. bring in the properties. Behind curtain number one, bachelorette  I mean property number one...how hard are you to heat...have you ever had water in your cellar...when was your roof replaced last and does it leak and other thought provoking questions.  The property may have curb appeal...look great and cause wolf whistles from a distance but with closer inspection...oooh....not your heart's desire or match afterall.  Looking for real estate like dating to find a mate for life.  When a broker locates the perfect home, land, waterfront or business listing for their client, it is rewarding to see the eyes of the client become bright . To hear them chatter about how much they like it and where they are going to put the couch, and what color that room will be in short order. You know you can put away your arrow Cupid. Sellers also can get animated over that nice young couple you picked to hand the keys to when they decide this is the one..that they are taking the plunge.  Where's that pre-nupital I mean purchase and sale agreement anyway? Let's keep the process moving while everyone has birds and wedding bells circling their heads, before the honeymoon period ends.