Number one implies a competition. Being number one says you are a winner. Looking back, the question posed by the lady in blue at the Mustang Library has a larger answer. She asked JoAnn, “But what is the real secret of your success?” This haunted us for years, because we didn’t know how to explain Clients First. Today, we have the answer and even more.
Putting Clients First makes us competitive. At any given time, there are anywhere from 20,000 to 60,000 homes on the market in Maricopa County. If we are to care about getting that one client’s home sold, we must make it the first choice of a buyer who has all those other homes from which to choose. We must compete. Clients First demands it. We must make our client’s home number one.
When our buyer wants to make an offer on a home after looking at 70 houses, and we call the other agent only to find out there are three other offers, we must compete. We must position our buyer to be number one with that seller.
Caring about a client’s ambitions puts us in a contest to fulfill his or her dreams. If we are going to win, we must be good at what we do. We must be competent. If we are to win, it must be an honest victory. Clients First is all about winning. It is all about being number one. It’s all about making your client number one. You cannot truly be number one until your clients are.