One of the quickest ways to self destruct your hard earned sale is by not teaching your Seller the simple rules of agency. Our efforts focus on getting the maximum return in the least amount of time for our clients. The concept has been used effectively for ages in all types of transactions involving sales. An intermediary removes a lot of the emotion involved with selling which affects both the giving and the getting of it.
The longer the client has lived in their home the more difficult the task of removing the emotional attachment. You see this when the prospect enters the house and Sellers immediately begin sizing up their worthiness. You hate to believe that judgment is instantly happening but it is. I am a proponent of not having a Seller remain during showings for this very reason. You've been hired to complete a simple task, don't let your "boss" undermine that responsibility. Your goal was made clear at the signing of the listing contract. How you achieve it is wholly in your command.
The fewer hurdles placed in front of you the quicker your results will be. If you've done your homework well price, marketing and terms have been discussed thoroughly. All that is left to do is obtain and in some instances negotiate the offer. Who the buyer is should never enter into the equation except in very rare circumstances. I can count on one hand the number of times I've had to excude Buyers from a transaction and there's still room for at least one more.
A real estate sale is a means to an end where one party enters and another leaves the home. When done well everyone wins. It does not have to be antagonistic it should be celebrated. Associates are the end to the means by which their expertise can make or break the event. Adversity between Buyers Agents and Listing Agents has not been found to provide full benefit to either party in many cases. Both should look to the transaction to see the potential benefit and not necessarily the person. Does the offer meet the Seller's criteria for being acceptable? Is the property one which fulfills all of the Buyer's wants and needs? Take time to know your customer's upper and lower limits and negotiate from there. The understanding will always be that the Seller is negotiating away his home while a Buyer is attempting to get the best price on a house. Somewhere in the middle you'll find the value!