Clients First: The Two Word Miracle

It Focused Us

For years, JoAnn and I went on every listing appointment. Our day was one long interruption. We went to seminars where they taught that we had to work on our business as much as we worked in our business. This was frustrating, because our day consisted of an hour in the office, then leaving to keep an appointment, then returning to the office for half an hour, then leaving for another listing appointment, and then returning for an hour and a half before leaving again. Many days, we had five listing appointments.

How could one possibly juggle all that? We made calls as we traveled in the car. While walking up front walkways, we might be discussing any number of business issues, yet when JoAnn knocked on the door, things changed. When prospective clients opened the door, they became our clients, and we put them first. We cared about their situation, and all else vanished. We walked out of listing appointments, got in the car, and shook our heads, marveling at how we had thought of nothing else while in that home except the clients’ needs.