Real Estate is either boom or bust. Human nature is to low ball, after the RE bubble, no one wants to pay more than a house it is worth. Low ballers usually come around after getting turned down a few times.
Knowing and educating your clients as to the current market status helps.
Tere, we have been in a seller's market for over 3 years and still seeing buyers asking if they can write low offers. With multiple offers, they will not win.