I would recommend you work on developing your relationships with these agents or brokers. Get to know them, ask a lot of questions to find out the most common problems they are facing, so that you can find out their exact needs and how to ADD VALUE to the transaction.
At the end of the day, for some realtors it WILL be primarily price driven. For some it will be VALUE driven though. My point is that if you invest the time to develop a deeper relationship with these folks you can determine which category they fall into and you can accomplish two things:
A) you can gain a better understanding of what combination of price and value it will take to attract more business AND
B) you can decide whether you want to continue to pursue those customers who are just price price price or whether you want to drop them and focus your efforts on the relationships that actually make you money
Anna, even though you may consider yourself hired labor google Jeffrey Gitomer. He writes a lot of stuff on the subject and I find it very relevant.
Hope this helps!
As I've said before, the highest offer isn't necessarily the "best offer" to a bank. The "best" offer is often the least risky and so forth.
Looking over some of the criteria my clients use for determination of the best offer -- they're focusing in on obviously net sales price, concessions, EMD, etc.
Yet, it's also our job to help guide our sellers to make the most responsible decision for them.
If you can provide additional insight we can elaborate.