Clients First: The Two Word Miracle

Praise for Clients First

"This book really hits home with me. I′ve always said that legendary customer service shouldn′t be rocket science. If you treat your clients well, they will become raving fans. They′ll come back again and again, sing your praises to their friends, and your sales will multiply. Joseph and JoAnn Callaway get it—and their Clients First philosophy is the reason for their fabulous success. Read Clients First, learn from ′Those Callaways,′ and watch your business grow."
—KEN BLANCHARD, coauthor of The One Minute Manager and Great Leaders Grow

"JoAnn and Joseph have put together practical and powerful real–world information that′s going to help you think about your business, your customers, and your life differently. I′d recommend this book to anybody who wants to build a great business and great relationships and live a great life."
—BRIAN BUFFINI, author of Work by Referral, Live the Good Life!; Chairman and founder of Buffini & Company, leading training and coaching company in North America

"Albert Einstein once said, ′It is high time that the ideal of success should be replaced by the ideal of service.′ In Clients First, JoAnn and Joseph Callaway demonstrate how living the ideal of service has not only created the great success in their lives . . . but share how you can apply it to create success in your own life. Along the way, you will be entranced by their love story for each other as well as their clients."
—SHARON LECHTER, coauthor of Rich Dad, Poor Dad; Three Feet from Gold; and Outwitting the Devil

"This wonderful book gives you proven, step–by–step processes to build wonderful client relationships, keep them coming back, and give you an endless chain of good referrals"
—BRIAN TRACY, author of The Power of Self Confidence

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

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.