Clients First: The Two Word Miracle

She Had Drive and Determination

JoAnn and I have always been competitive. One time, when we were in our 30s and vacationing, the resort where we stayed had a badminton net set up on the lawn. Having nothing else to do, we picked up the rackets and began tapping the shuttlecock back and forth. Three hours later, we quit—and the next day we were both so stiff we couldn’t get out of bed until dinner. We can be very driven.

But it was not until the night we decided to put Clients First that our drive had power. Up until that night, we were like so many people. Our drive to succeed was directed inward. We wanted to win for ourselves. I knew from the look in her eye that the woman at the Mustang Library wanted very much to succeed. She had drive and determination. She also had 20 years in the business, and she was still searching for the real secret to success. We tried to tell her, but we failed, because we didn’t know how to tell her at that time. If she’s still out there and reading this book, let me answer her now: “Put your Clients First, and put all that drive and ambition into delivering to them what they want.”

When you put your Clients First, you channel your spirit through them. Their success becomes your success. Strive to make them number one. Win for them; when you do, you will achieve as never before, and your victories will be rich. You can’t be number one until your clients are, but when you exalt them, they will lift you up on their shoulders and chant your name as they ...