The one buyer who has made me more money than all the rest...

Real Estate Broker/Owner with Christiansen Group Realty (260)704-0843

A few short months into my real estate career I got a call from Crystal.  She needed to buy a home and wanted me to help her.  


Homes for sale in Fort WayneShe was pre-approved, knew what she wanted, and she was ready to go.  

I took her out and showed her 3-4 homes that Saturday, but none of them were the right one.  We planned to go out again the following Saturday.  

The next day I was with another client and my phone rang.  It was Crystal.  

I declined the call because I needed to focus on the task at hand.  She left a brief messsage but I didn't listen to it until I was done with my current client.  

An hour later I listened to the message.  Here's what it said...  

"OMG Jared!  I am sitting in front of a house here in Indian Village.  I LOVE IT!!!  You must be busy right now.  I'll go ahead and call the listing agent on the sign JUST to get some information on the home.  Call me when you can!"

My heart skipped a beat and I called her back.  She answered like this...  

"Crap.  Jared.  You are going to KILL me."  

She went on to explain that she called the listing agent and he just happened to be inside the home.  He came out, opened the door, and showed her around.  

She fell in love with the home on the spot.  

She told the Realtor that she was already working with me, but he wasn't having any of it.  He explained procuring cause to her and since Crystal and I didn't have an executed Buyer's Agreement, he was her Realtor on this home.  

He was right. 

She ended up writing the offer on the home with this agent and it closed 7 painful months later.  It was a short sale and they had all kinds of problems with the transaction.  By the end of it, she hated her Realtor...  but she did get a good deal.  


What happened here was not Crystal's fault.  It was mine.  I didn't explain procuring cause to her or how the game worked.  

In fairness, I was new and didn't have a handle on the game either.  


Fast forward 5 years and I am still incredibly thankful for this lesson learned.

No.  I don't use Buyer Agreements.  I don't need them.  I haven't had another buyer do this since Crystal.  

When I meet a new buyer, I explain procuring cause, how I get paid, and how all questions on all listings should go through ME.  

My people get it.  

At the time it was a crushing blow, but today, I fondly look back at the memory and it makes me smile.  It taught me a lot.  

Thanks for reading!


Posted by




Fort Wayne Realtors Jared and Amanda Christiansen with Century 21 Bradley

Amanda Christiansen is an award winning Realtor with Christiansen Group Realty.


Jared Christiansen is a business partner and in charge of marketing and taking care of things behind the scene.


Enough about us...


Tell us what you want your real estate experience to be, and we will do it YOUR way.


Buying a home in Fort Wayne? Tell us your wants and needs. Let us know how you envision your family living.  Tell us what's important to YOU, and we'll find the community and home that fits.  


Selling your home in Fort Wayne?  Our job is to make you the most money possible in the shortest amount of time. We offer our sellers professional staging, professional photography, and more internet marketing than most. 


We are committed to giving you everything we have to offer.  We are both full time agents and will work around your schedule.  Do nights and weekends work better for you?  NO PROBLEM. We are here to help YOU at YOUR convenience.


Amanda can be reached at 260-704-0843, and Jared can be reached at 260-704-0842, or you can email us at, or




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Lenn Harley
Lenn Harley,, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

I have no interest in trying to put a buyer in handcuffs.  Once they tour with me, they're not likely to go out with anyone else. 

So far, so good.

Mar 17, 2014 08:14 AM #1
John McCormack, CRS
Albuquerque Homes Realty - Albuquerque, NM
Honesty, Integrity, Results, Experienced. HIRE Me!

Live and learn.  We've all been in your shoes and it bites!

Mar 17, 2014 08:25 AM #2
Carla Muss-Jacobs, RETIRED
RETIRED / State License is Inactive - Portland, OR

There is "implied agency" which also can be used for procuring cause arguments.  If a buyer tells another agent "I already have an agent," whether in a written buyer rep agreement, or not, the legal agency relationship is implied.  At least it works in my local market.  The listing agent was not her agent. He was the sellers agent, and became a dual agent, hopefully disclosed.  Most agents don't know the law of real estate agency.  Pity.  

Mar 17, 2014 08:32 AM #3
Tammie White, Broker
Franklin Homes Realty LLC - Franklin, TN
Franklin TN Homes for Sale

Jared, maybe you should read the post I wrote today. From here on out, I'll get something in writing. Even if they choose to be a customer vs. a client. Representation isn't required for compensation but it still must be in writing.

I just read Carla's post above. That's how I previously worked but will no longer do that because of what happened to me this weekend.

Mar 17, 2014 08:32 AM #4
Ron Saporito, Palm Desert, CA Real Estate & Mortgage Broker Since 2003
Ronald Christopher & Associates. Proudly serving Palm Desert, La Quinta, Indio, Coachella, Rancho Mirage, Palm Springs. - Indio, CA
Call (760)574-8486.

Interesting story Jared, thanks for sharing it. I'm agreeing with Carla in #3. If she stated that she has an agent, then was there an ethical rule were broken by the listing agent?

Mar 17, 2014 08:43 AM #5
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Jared, I had a similar experience as a newbie, and the agent "my" buyer wound up with was so awful that I got ten referrals the next year from this one buyer.  Hmmm.  I should call her right now!

Mar 17, 2014 09:19 AM #6
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

Amen Lenn.  I'm with you on that one.  

John:  I'm glad this happened at the beginning of my career.  It taught me a lot.  

Carla:  That's not how procuring cause was explained to me by my broker at the time.  I just went with what I knew.  I bet you're right though.  You're one smart cookie!!

Ouch Tammie.  I'll head over and read your blog here in a second.  

Ron:  Maybe he did break an ethical rule, but would it stand up at arbitration?  I'm not sure man.  

Ha ha!  Maybe you shout Pat!  Crystal has sent me a few referrals, and for that I'm thankful.  

Mar 17, 2014 09:39 AM #7
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Yikes!  Nothing like learning the hard way.  In Virginia, we ditched implied agency about two years ago.  Now all agency relationships have to be expressed in writing.  Just showing someone a property doesn't count for much these days.

Mar 17, 2014 09:56 AM #8
David Shamansky
US Mortgages - David Shamansky - Highlands Ranch, CO
Creative, Aggressive & 560 FICO - OK, Colorado Mtg

Some of the most memorable and teaching moments I have had was from times of loss not times of gain.

What cost you, you WILL learn from!

And from reading your post I KNOW you did!

Mar 17, 2014 12:00 PM #9
Tammy Lankford,
Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA
Broker GA Lake Sinclair/Eatonton/Milledgeville

There is nothing like a lesson learned.  I don't use BBAs either, but like you I explain how it works and that has worked for me.

Mar 17, 2014 12:35 PM #10
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

I think all of us have had at least one or two of these before we got it!

Mar 17, 2014 02:04 PM #11
Tom White
Franklin Homes Realty LLC (615) 495-0752 or - Franklin, TN
Franklin Homes Realty LLC, Franklin TN

Yeah, that's a tough lesson. Tammie and I are going through a difficult situation regarding procuring cause right now. It can get complicated.

Mar 17, 2014 11:49 PM #12
Amanda S. Davidson
Amanda Davidson Real Estate Group Brokered By eXp Realty - Ashburn, VA
Alexandria Virginia Homes For Sale

Jared, ouch! That was a tough lesson but, you definitely learned form it. Love the title,   made me think the post was going to be about referrals. Very clever! Have a great day!

Mar 17, 2014 11:55 PM #13
Randy Shamburger
Movement Mortgage - Greenville, SC
FHA, VA, USDA and Conventional Mortgage Expert

Wow, tough lesson. Very helpful information, excellent post.

Have a Big day,


Mar 18, 2014 02:07 AM #14
Kevin McGourty
Realty ONE Group - Phoenix, AZ

Amanda - Great story with a nice hook. Sorry for the lesson, but you turned it for good. Plus, now we all have learned the same lesson through you. Thanks for sharing.

Mar 18, 2014 04:24 AM #15
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