You are previewing Clients First: The Two Word Miracle.
O'Reilly logo
Clients First: The Two Word Miracle

Book 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.

Table of Contents

  1. Cover
  2. Contents
  3. Title
  4. Copyright
  5. Dedication
  6. Acknowledgments
  7. Introduction
  8. Part I: The Search for Clients First
    1. Chapter 1: Mustang Library
      1. The Question
      2. It Was Our Fault
      3. The Quest
    2. Chapter 2: Road Trip
      1. Was Marketing Our Secret?
      2. Lots of Agents Outspent Us
    3. Chapter 3: Harper’s Restaurant
      1. It’s a Book, It’s Not a Book
      2. A Working Title
      3. It Is Instantaneous
      4. Clueless
    4. Chapter 4: A Dark and Stormy Night
      1. Keep the Clients
      2. Nothing Else Mattered
    5. Chapter 5: The Morning After
      1. Going against the Current
      2. Group Therapy
      3. The Right Thing to Do
      4. A Two Word Mission
    6. Chapter 6: The Three Keys
      1. People Are Not Changed
      2. Clients Last
      3. Narrowing It Down
      4. Scary True
      5. A Two Word Miracle
    7. Chapter 7: The First Key
      1. We Had Bills to Pay
      2. Emotional Overflow
      3. A Hundred Ways to Be Truthful
      4. Honesty Was the Key
      5. Honesty Set Us Free
      6. A Fairy-Tale Ending?
      7. A Powerful Effect
      8. Insurance
      9. Fairness
      10. A Powerful Magnet
    8. Chapter 8: The Second Key
      1. Our First Contract
      2. Seven Days a Week
      3. Be the Best
      4. Only One Instruction
      5. Pursue Competence
    9. Chapter 9: The Third Key
      1. As Long as We Were Paid
      2. A New Definition
      3. It Focused Us
      4. Best Serve Their Interests
      5. The Power of Caring
      6. Staying with Us
      7. With Great Power
    10. Chapter 10: A Rare Thing Indeed
      1. The Sad Truth
      2. Raving Fans
      3. Many Come Close
      4. A Single Straw
      5. The Tipping Point
    11. Chapter 11: Giving Up
      1. Who’s Firing Whom?
      2. Emotions
      3. Opportunity to Help
      4. Never Give Up
    12. Chapter 12: Timeless
      1. What All People Want
      2. The Rich
      3. The Guilty
      4. The Evil People
      5. Lifted Up
    13. Chapter 13: Synergy of the Three Keys
      1. Our World Changed
      2. Satisfaction
      3. A Jillion Megawatts
      4. Queens to Swoon
    14. Chapter 14: And the First Runner-Up Is . . .
      1. Gratitude
      2. Respect
      3. Communication
      4. Obedience
  9. Part II: Clients First Makes All the Difference
    1. Chapter 15: “Show Me,” Said the Missourian
      1. Skeptics Might Say . . .
      2. What Is the Formula?
      3. Our Experience
    2. Chapter 16: Team First
      1. We Leveraged Ourselves
      2. Vow of Poverty
      3. Sellers Are Not Sitting Next to You in Your Car
      4. One Phase of the Process
      5. You Don’t Want Me
      6. A Client of Those Callaways
      7. An Integral Part of Everyone’s Day
      8. They Put Each Other First
    3. Chapter 17: In Their Own Words
      1. Marti
      2. Joyce
      3. Sue
      4. Three Years Later
      5. Brian
      6. Jeff
      7. Alicia
      8. Aaron
      9. Joe
    4. Chapter 18: Trial by Fire
      1. Real Estate Had Been Changed Forever
      2. A Cash-Only Wasteland
      3. No One Was Spared
      4. Dark Days
      5. Our Client Base Saved Us
      6. We Owed It to Our Clients
      7. “Clients First” Rolled Off Their Tongues
      8. Real Estate Owned (REO)
    5. Chapter 19: The Institutional Client
      1. I Thought about It
      2. Our First Institutional Client
      3. Lesson Two
      4. Do Not Use
      5. Keeping in Touch
      6. Now He Wanted to Make Us First
      7. Very Good Very Fast
      8. We Can’t Save the World, But . . .
    6. Chapter 20: The Distressed Client
      1. Short Sales
      2. Clients First Tested Again
      3. Adapt and Survive
      4. Lessons, Lessons, Lessons
      5. If You Don’t Have to, Don’t
      6. Disbelief Was the Order of the Day
      7. We Added Clients
      8. Every Day, the Phone Rings
    7. Chapter 21: Why Number One?
      1. May As Well Close the Doors
      2. Two Is the Road to Failure
      3. Clients First Makes Us Competitive
      4. Like a Religious Experience
      5. She Had Drive and Determination
    8. Chapter 22: Going Forward
      1. We Had No Idea
      2. Every Day Is Special
      3. They Never Get It
      4. Are You Ready?
  10. Part III: How to Put Your Clients First
    1. Chapter 23: The Path to Clients First
      1. You Need a Plan
      2. You Need a Path
      3. The Path to Clients First
      4. A Change Within
    2. Chapter 24: Step 1
      1. Fear and Resentment
      2. An Uncommitted Life
      3. Say Yes
      4. Careful Consideration
      5. Don’t Be an Easy Yes
      6. Welcome to a Miracle
    3. Chapter 25: Step 2
      1. Embarrassment
      2. Positive and Negative
      3. You Have a Choice
      4. Making It Real
      5. Just Say “Next”
    4. Chapter 26: Step 3
      1. Heroes
      2. Get Back Up
      3. No, No, No
      4. Vigilance
    5. Chapter 27: Step 4
      1. Redirection
      2. It’s Your Elephant
      3. Not on Their Radar
      4. What’s Best for Them
      5. A Good Thing
      6. Consequences
      7. Not Popular
      8. Your Way
    6. Chapter 28: Step 5
      1. Nobody Likes a Martyr
      2. We Make Our Own Monkeys
      3. The Worry Chart
      4. Detachment
      5. You Can Change
    7. Chapter 29: Step 6
      1. Forget about the Money
      2. Many Would Dispute This
      3. Quickly, Yet Slowly
      4. Miracles
      5. Take a Chance
      6. Letting Go
      7. A Twofer
    8. Chapter 30: Step 7
      1. Better for It
      2. We Failed
      3. Embrace the Truth
      4. The Truth of Clients First
    9. Chapter 31: Step 8
      1. Insanity
      2. Choice, No Choice
      3. Greener Pastures
      4. A Special Shine
      5. Pride
      6. Don’t Wait
    10. Chapter 32: Step 9
      1. Far to Go
      2. Learning Their Story
      3. Don’t Prejudge
      4. Liking People
      5. Open Up
    11. Chapter 33: Step 10
      1. Perspective
      2. A Made-Up Mind
      3. What Clients Want
      4. What the Client Sees
      5. In Our Clients’ Shoes
    12. Chapter 34: Step 11
      1. You Can’t Give It Away
      2. Giving Money
      3. Immeasurable
    13. Chapter 35: Destination Clients First
      1. Staying in the Moment
      2. Driven
    14. Chapter 36: A Clients First World
      1. Fable or Fact?
  11. Supplemental Image
  12. Index