People have different styles for sure. Adaptation, perhaps particularly for the anxious seller, could be a key for success.
Overwhelming a buyer can push him away, thinking this business is too difficult for me or, if not too difficult, just way more than what I was interested in. Among the roles a broker can have is to secure information, seller willing, when it is asked for; organizing information in a fashion that makes sense; and preparing the seller for the potential push for information.
Some sellers are discouraged when a potential buyer does not ask for tons of information. Some are overwhelmed when much is required. Others are resentful that a buyer requests things that suggest the buyer does not trust them. This is an exercise in proof for the wise potential buyer.
Sellers, be prepared.
