Clients First The Two Word Miracle

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

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