You're a business person and you are hopefully an expert in your profession. Present that image in a personable way. You're not there to "puff up" your prospects or their home. You're there to give them an honest and expert assessment of the marketability of their property.
The key is to be the professional that knows what it will take to sell their property in their time frame for the highest possible price. If there is something negative that needs to be said, then say it. It's a timing thing, which we'll talk about in a later step, but you must tell them what they need to know.
