Most difficulties in real estate transactions (from simple misunderstandings all the way to costly lawsuits) come from agents who think they know it all. They erroneously believe that the customer expects them to have all the answers and, as such, they think that being a professional is about always “knowing all the answers.” This couldn’t be further from the truth. In fact, it’s unprofessional. A true professional knows what they know, knows what they don’t know, and knows the difference between the two. So when they know, they tell and when they don’t know, they go get advice. Professionals never fake or bluff their way ahead.
Gary Keller, Shift: How Top Real Estate Agents Tackle Tough Times, eBook edition (McGraw-Hill: New York & Chicago, 2009), 69.