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

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Chapter 32

Step 9

Learn to Like People

A real estate trainer I know speaks to large audiences of agents, some of whom are 30-year veterans and some of whom are brand new. He often uses this icebreaker to bridge the gap: He asks everyone to raise their hands, then he tells the people who have been in the business a long time to put their hands down. Then he asks those with less experience to drop their hands, and so on, until he gets down to the newest, freshest agent, who, for some unexplainable reason, always seems to be about 25 and female. Maybe the guys are just chicken. Anyway, he then asks why she has entered the real estate profession, coaxing out of her that she just loves houses and she just loves people. To this, he will shake his head slowly, with great gravity, and say, “Give it six months and you’ll hate ‘em both.” The comic relief is tangible. The the audience roars, because the reality of real estate is that our profession is just as much, if not more, about people than the product we sell. Some, and JoAnn is among them, would argue that it is all about people, and I tend to agree.

It really doesn’t matter whether your business is importing cowhides from Argentina for leather jackets that people wear or building nuclear power plant control panels so that people will have electricity. All business is about people, and if you are to be successful in business, you must care about the people you ultimately serve.

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