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

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Lesson Two

Our folly did not end there. When we got our first property assignments from this bank, the homes were 30 miles away from our office, and they were nothing like our typical homes. Our primary market is northeast Phoenix, Scottsdale, and Paradise Valley. Our average sale was $400,000 to $500,000. These were homes on the edges of west Phoenix and they would sell for $50,000 to $60,000. The assignments come by e-mail, and we hit the reject button on the first four out of five. Our friend at the mortgage company, another past client, was mortified, and we learned lesson two: Banks really don’t like being told no. It took us 18 months to get them past that but we did, thanks to Clients First.

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