Think from the buyers perspective especially for first time buyers. I was a buyer in exact same scenario as you are explaining. The moment our offer was accepted, my wife and I went cold. Out of stress I literally went blind for a few seconds. We managed to stay strong and now I own the house. As an agent, we can get over it pretty quickly but buyers guilt is real. If you learn to transition from being an agent to being a buyer for first time buyers upon winning the bid, that will help improve conversion rate. Sit down and think with them if this is still a good move for them. Tbh it is easier to win a bid than to win over a nervous first time buyer and there lies the true test of agent’s experience and capabilities. My agent was useless in case anyone is wondering. She was just pestering me for her commission before her trip to Italy.