In this episode, Leigh interviews Dawn Roy, an experienced broker based in Virginia. Realtors sometimes compete with one another especially if a buyer is very much ready to purchase a house! At the end of the day, it just comes down to who gives better value to the client. Listen as Dawn shares her crazy experience in an almost-lost client scenario because of a sneaky listing agent. Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience. Time Stamped Show Notes:  00:27 – Introducing Dawn Roy to the show 00:42 – Dawn has just began work as a broker from being a sales realtor 01:04 – The best learnings realtors get are the ones in the start of their careers 01:14 – Dawn’s story happened on her first 3 months in real estate 01:19 – She was working as a buying agent and her buyers (a husband and wife) had fallen in love with a home near Dawn’s office 01:38 – Being a new player, Dawn immediately made an appointment to view the house by calling the listing agent, who invited them to an open house 02:24 – Dawn went to the showing early and—to her surprise—her buyers were already there already too! 03:19 – They were in the house with the listing agent and told her they didn’t need a buyer’s agent anymore 03:27 – The listing agent went out to Dawn and told her that her clients are already being contracted 04:16 – The wife loved the house so much, she didn’t want to wait for Dawn and insisted they no longer needed a buyer’s agent 05:01 – Carefully, Dawn explained to the couple there would be multiple offers made on this property and that they would need to have all their ducks in a row if they wanted to have a hope of getting it—that’s when the other shoe dropped! 05:09 – The husband told Dawn about his lender who wasn’t available right now 05:20 – Dawn saw the opportunity and hit it had, guaranteeing that if the couple used her as a buyer’s agent, they would get the house no matter how many offers came in 06:07 – Eventually the husband and wife agreed 06:18 – They all went back to Dawn’s office, prepared an offer, and got the lender letter 06:24 – Out of 5 offers, they got the house – and below list price! 06:44 – Dawn knew the listing agent was just after the dollar 06:56 – When you’re a new agent, you just have to do what you’ve got to do 07:36 – A phone call does NOT guarantee the buyers are yours 07:48 – Explore your clients’ needs and desires and help them understand the process 09:24 – Leigh loves the agent in Dawn’s story who gave her the heads up about her client being contracted 10:02 – There’s just good timing in everything 11:09 – The questions you ask your clients are what gives them the value 11:30 – Reach Dawn through 804 986 9911 or send an email at dawn@dawnroyrealestate.com 12:48 – Tweet Leigh Brown for your very own crazy story in real estate 3 Key Points Always set an appointment prior to any showings – you will have to know your clients well if you’re going to help them buy the house they truly want. Know your client’s needs and desires and give value to them by helping them understand the real estate process. Sometimes you just have to go the extra mile to get the deal DONE. Credits Audio Production by Chris Mottram Show Notes provided by Mallard Creatives Cover Design by Two Minds Design Original Music by Rimsky Music