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Full Description
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.
Contents
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
