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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
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.