A mistake that I regularly see new (and experienced) brokers making, is to be so keen to get a sale that they start to offer pricing and solutions to the client - before they fully understand the client's needs.

I'll make it plain and simple - if a client only goes with you because of pricing - then they're not your client - they will always go with whoever offers them a better deal.

Don't offer clients solutions until you have taken the time to understand their needs and the transaction.  Don't offer solutions until you've built a strong rappoire with your client.  People don't recommend brokers to their friends and families based on price - they recommend based on service.  This is a major financial transaction and as their broker, you should be aiming for the status of "Trusted Advisor", up their with their accountant and financial advisor. 

In our team, we advocate a 4 stage Customer Solutions Process.  Discover, Investigage, Research, Recommend.  I've uploaded the first of our four part tutorials on delivering the Customer Solutions Process to YouTube - this is part one Discover.