In my many years in real estate I learned early on that what people most wanted was to be listened to and really heard. So instead of opening with a formal presentation I asked what the people I was sitting across from could imagine as their perfect scenario. It was amazing what I learned from this. Sometimes, no, make that usually, the difference is in the details. I got insights in how to proceed and these insights really helped humanize the entire process.
Anyone can walk through a home, analyze data and make recommendations about selling and buying but the ones who really excel are the ones who really take the time to listen and ask.