Now we had gotten into real estate, and again we talked about money. Everything we did was immediately equated to commission. This closing could pay these bills. The next could go to those bills. One more, and maybe we could have a cushion. Oh, we were working hard, and if you had asked us, we would have said that were doing a good job for our buyers and sellers—but it was all about the commission. And when we screwed up, which happens when you are new, we were introduced to the “commissionectomy.” That’s when your commission is reduced to pay for a mistake, such as missing the fact that the house has a septic tank instead of sewer. We had a few of these commission adjustments, but we were proud of the fact that we never had a deal fall out of escrow. They all closed, because we needed the money and we made sure they did. We actually thought that was a selling point: “List with us and we will get you closed.” We didn’t care what the obstacle might be—we didn’t care about anything as long as we were paid.
When you put clients first, it can’t be about your money, it has to be about their money. Again, the realization was instantaneous. In order to put Clients First we would stop caring about us and we would start caring about them.