This confrontational and nonproductive attitude on both sides must be changed. There is the actual buyer and the co-broker who serves as the customer's assistant buyer. For the most part, the co-broker or assistant buyer has established a high level of trust with the customer and exerts a great deal of influence when it's time to make a decision to purchase.
Control is the key issue and understandably so.
What they do not want is for their customers to be taken over. Therefore, on-site salespeople must acknowledge that the actual homebuyer is not the customer. The co-broker is. This is quite a revelation for some salespeople because it goes against their predetermined mindset. A Realtor operates under a code of ethics and deserves to work with like-minded individuals and companies.