One of the most effective dialogues I ever learned is "you need to know."
These four words can be very helpful to you right now.
Use them with buyers:
"You need to know that the market is very competitive right now and that it may require several offers before we win the right property for you."
"You need to know that the right property is out there for you and that I will do all I can to help you find it."
"You need to know that I will coach you throughout the offer process and offer you proven strategies that can help your offer stand out so you can win."
Use them with Sellers who think things are 'easy':
"You need to know that while it may be easier today to obtain an offer, my real work begins once we are under contract."
"You need to know that buyers can terminate a contract for several different reasons and a big part of my job is to keep them under contract and moving forward so you don't have to re-list your property and start over."
"You need to know that the value of my fee not only lives within my ability to market your home, but also to negotiate the very best terms and price for you."
I think you get the point!
Use these four words to be very clear with the people you are communicating with so that you increase the odds of a successful outcome.