How honesty, competency, and caring will make you rich Throw out the sales manual. Get off the motivation elevator. Clients First is a two word miracle that can change your life. This book outlines a powerful path to riches that authors Joseph and JoAnn Callaway used to sell a billion dollars in real estate in just ten years a feat never before achieved. Here, they explain the three keys to putting your clients first that helped them create one of the most successful realty firms in the U.S. Each of the three keys is important and can stand on its own. However, the success you can achieve when following the Clients First program can only be reached when all three keys are used in coordination. * Explains how honesty ensures a strong client relationship * Details the ways in which competency pervades all aspects of a client's perception of you * Shows how being a caring individual can win over a client on a personal level Unlock your potential by putting these to use in your life and your business.
JOSEPH and JOANN CALLAWAY reached $1 billion in real estate sales in their first ten years, a feat never before achieved. JoAnn has sold over 5,000 homes and speaks to groups from coast to coast.
Acknowledgments ix Introduction xi I The Search for Clients First 1 1 Mustang Library 3 2 Road Trip 7 3 Harper s Restaurant 13 4 A Dark and Stormy Night 19 5 The Morning After 25 6 The Three Keys 31 7 The First Key 37 8 The Second Key 45 9 The Third Key 53 10 A Rare Thing Indeed 59 11 Giving Up 65 12 Timeless 71 13 Synergy of the Three Keys 77 14 And the First Runner-Up Is ... 83 II Clients First Makes All the Difference 89 15 Show Me, Said the Missourian 91 16 Team First 95 17 In Their Own Words 103 18 Trial by Fire 113 19 The Institutional Client 119 20 The Distressed Client 127 21 Why Number One? 133 22 Going Forward 139 III How to Put Your Clients First 143 23 The Path to Clients First 145 24 Step 1: Make the Commitment 149 25 Step 2: Speak the Commitment 153 26 Step 3: Keep the Commitment 157 27 Step 4: Get Yourself Out of the Way 161 28 Step 5: Set the Monkey Down 167 29 Step 6: Put Your Faith in Others 173 30 Step 7: Trust the Truth 181 31 Step 8: Let the Work Be the Reward 187 32 Step 9: Learn to Like People 193 33 Step 10: Turn It Around 197 34 Step 11: Give to Get 203 35 Destination Clients First 207 36 A Clients First World 211 Index 219