One of the most emotional things for a seller to hear during a listing appointment is when his Realtor tells him he can't get what he wants for the property. Sellers often have one reality and then there is the market to contend with. There is also the fact homeowners tend to become complacent. They live in the home day after day, so they don't always notice the defects. A defect is just a small thing they will fix one day and never do.
This particular listing also involved long-term tenants who lived in a 100+ year home on the same lot. You know their fear is either being evicted or having their rent raised, so a listing agent must ensure the tenants do not sabotage the sale.
I got around that scenario by not letting any of the buyers see the tenants' home until a buyer was in contract. We got two offers. Then I asked the seller to explain to the tenants that investors are buying the home, and the investors will let the tenants stay. If for any reason the sale falls through and the investors do not buy the houses, then the offer will go our backup buyer who will move into the property and evict them.
Which was true, btw. As a result, the tenants were extremely cooperative. You can read more in my personal blog today at this link: The Sacramento Story of Closing Two Houses on a Lot.