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

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Forget about the Money

When you help other people, when you serve them, you should do so with a generosity of spirit and without regard to compensation. I’m not saying you should work for free. What I am suggesting is that you should separate the giving of the service from the paycheck. When you do this, when you give of yourself freely, you will find people return the service in the same way.

The goodness of serving others is not necessarily an unarguable given. In fact, most people question the concept on one or more levels. They ask what’s in it for them, implying a distrust of a potential quid pro quo. People want to know the reward ahead of time, before they commit to doing something. If they do something for someone, who’s to say they will be paid back?

Clients First changes that. When you commit to putting your Clients First, you commit to serving them. You commit to serving them without caring about the pay. JoAnn and I are often surprised at how rarely we think about an individual commission. Don’t get me wrong. We look at our profit and loss statement monthly. Every day we track how much is coming in during the next month. We don’t discount our services, and we don’t try to sell a house without a listing agreement. But for any given negotiation, for any one client, the commission is the last thing we think of, if at all.

Years ago, we had our first multi-million-dollar sale. We represented the buyer, and Donna found a wonderful home for them in Paradise Valley. These ...

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