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Clients First: The Two Word Miracle by JoAnn Callaway, Joseph Callaway

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Chapter 7

The First Key

That night, the night we struggled to serve both the Smiths and the Browns, when JoAnn said maybe we should undo it all, that all that mattered was that we keep the client, she was talking specifically about that one difficult deal we were trying to make work. Yet what she said spoke much more about who we were, where we were, what we were doing, and how we were doing it.

We were just getting started in the real estate business. We had been at it for four months and had achieved, by most people’s standards, early success. Selling houses suited us. It suited our talents. JoAnn was good with people and I was good with paperwork. But it was more than that.

Residential resale is really just a part of the real estate world. It’s only a part, but it is where most people start, because it seems easy. In Arizona, you attend 90 hours of classes and take a state exam. You pay your fees to the Arizona Department of Real Estate and the local Association of Realtors. You’re interviewed by a couple of brokers, and bam, you’re a real estate agent. Then you have to figure out what to do.

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