In real estate agents are not always prepared for what they will face. Sometimes that is because they are new, but in my experience, far more often it is because they are doing work out of their area of expertise, or because they are not being realistic. Asking the right questions and sticking to what you know is essential but so is being realistic.
When agents allow their clients to define the process and determine the parameters they are doomed to fail. If I go to a professional and feel like I know more than they do I went to the wrong person. I want an expert and a guide. No doctor, attorney or accountant would allow me to call the shots and that is good.
Besides the difference in education and training, if real estate people wish to be considered professionals they need to act like them. Just my thinking.