As markets inevitably shift every 7-10 years it is imperative for great brokers to educate their clients.  If you don’t manage your buyers and sellers expectations up front prior to going on the market, or before you get into escrow, you’ll have a very high cancellation rate and more deals will fall a part.    This is starting to happen more often on the westside as we Transition out of the extended sellers market and into a normalized or balanced market.  The skilled, experienced agents shine in times like this and strong agents will pick up market share as buyers and sellers make a flight to quality.  Clients will become much more selective when hiring a listing agent or buyers agent and Inexperienced agents and agents without tight skills will be exposed.