In the current housing market, eager buyers may have their wings clipped when they go to the bank.  Interest rates are low but requirements for getting a mortgage loan are tougher these days. 

Here's where you as an agent can really earn your commission.  Most of us portray ourselves as "real estate consultants." So what can you do to help clients? 

We all know that days of encouraging clients to get pre-qualified by a bank are long gone; pre-approval is what's needed now.  If, after talking to the client, you know he might have some credit issues, encourage him to get that pre-approval letter sooner rather than later.  If you know of some lenders who are particularly good at dealing with borrowers with lower scores or certain financial circumstances, make sure you share you expertise with the client.

When he gets the word back from the bank(s), the client may have some loan choices available to him as well being informed of the maximum loan amount.  With several loan choices, the potential buyer may be able to buy more home for a certain payment level.  If he is not quite sure what the lender was talking about, make sure you help him understand all his options.

Once you know the maximum loan the client can get, make sure you steer him to properties in his price range.  If a client on a beer budget falls in love with a champagne-priced house, it will hard to get financing unless he has more cash available.  Maybe you exceed the limit a bit if you think a seller will take a low ball offer, but will end up wasting everyone's time if you don't gear your efforts toward great properties the client can afford.

Once the deal is in process, the buyer may be very enthusiatic about getting new furnture, new carpet,new drapes, etc.  Not that you want to squelch his joy, but make sure you mention that charging a major purchase may affect his ability to get hhe loan. it's very important for buyes to maintina the same debt to income ratio they had when the loan was approved.

If the client can't get financing, obviously you do not want to waste his time or yours when there are no more options, but if you have treated him with respect and been clear about his options, he'll be willing to work with you when the time is right for him to buy.  Just make sure to check in with him occasionally until that time comes where you can turn a lead into a SALE.