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

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We Had Bills to Pay

Our broker, like all good brokers, had a training program for newbies. We attended a few classes, but the instruction didn’t fit us. They talked about calling people we knew (circle of influence, they called it) and telling them we were in real estate. Beyond our grown daughters and a few service people, JoAnn and I didn’t have a circle. Not that we were antisocial, but we tended to keep to ourselves. We lived shy and quiet lives. Our relationship is such that I am JoAnn’s best friend and she is mine, which is a blessing, but in the case of starting out in real estate and not having a lot of friends, it could be a curse.

If you didn’t have a circle of influence, then the instructor suggested cold calling. Just open up the phone book (this was before the Do Not Call Registry), dial random numbers, and start talking to people. We looked around the room at heads nodding and stopped going to classes. Besides, they were talking about making a sale a month, and we needed more than that. We had bills to pay.

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