– Introduction for today’s episode 00:37 – Introducing Rachel Hammer, from Ottawa 00:51 – Rachel has been a realtor for 11 years 00:54 – She is also a board director for the Ottawa Real Estate Board 00:58 – She was a crisis counselor for the government in the past 02:23 – Rachel’s story happened a year ago 02:25 – She got a lead from their brokerage website 02:29 – It was a gentleman interested in listing his home 02:33 – Rachel contacted him and the man mentioned that his wife was working, so she wouldn’t be with them – Rachel didn’t think too much about this 02:43 – She made an appointment and made a visit 02:48 – It was the most beautiful home Rachel was going to list, so she was excited 02:54 – The man was casual and laid back and he signed the papers right away 03:03 – He told Rachel to set up an appointment with his wife 03:13 – It took a few weeks for the wife to reply 03:29 – She set-up an appointment 03:36 – The woman was crying hysterically and was screaming at Rachel 03:55 – Rachel learned that the couple hadn’t been together for 2 years and that he was already with another woman 04:08 – Rachel couldn’t believe the man left Rachel to tell his wife that they were no longer together after 15 years and a child 04:19 – The wife allowed Rachel in the house and they talked 04:45 – After they talked, the wife asked Rachel if they were going to sign the papers 05:00 – Rachel said “no” to be considerate 05:11 – Rachel recommended the wife go see a lawyer 05:43 – The husband wanted to sell but the wife tried to avoid showings 05:52 – Rachel had to come up with a strategy to make the wife excited about the sale 06:02 – They looked for a house very similar to the wife’s at a price she could afford on her own 06:12 – They negotiated two deals within the same week that allowed the wife to move on 06:25 – Rachel is still working with the ex-husband to find a new home for him and his new girlfriend 07:00 – Rachel genuinely felt bad for the wife having to go through that sale 07:37 – Each realtor has different qualities 08:08 – Leigh commends Rachel about being client-first and not being selfish when she had the chance to push the sale 08:47 – Rachel believes that things happen for a reason 09:51 – Realtors help clients make the right decisions to find their perfect home 10:58 – The house is usually the last part of that relationship 11:58 – There is NO realtor training for dealing with clients’ emotions 12:55 – It’s not about how long you’ve been in the business 14:05 – Build a relationship with your realtors 14:55 – Connect with Rachel on her website, Facebook, Instagram and Twitter 15:35 – Tweet Leigh Brown for your very own crazy story in real estate 3 Key Points A great realtor puts the client first in finding that perfect home. Show compassion to your clients – it’s not always about the money. Every home, every client, and every situation is different. Credits Audio Production by Chris Mottram Show Notes provided by Mallard Creatives Cover Design by Two Minds Design Original Music by Rimsky Music