Clients First Book Summary - Clients First Book explained in key points
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Clients First summary

Joseph Callaway JoAnn Callaway

The Two Word Miracle

4.3 (28 ratings)
11 mins

Brief summary

Clients First by Joseph and JoAnn Callaway is a business book that emphasizes the critical importance of putting clients' needs before anything else. It showcases real-life examples of businesses that thrived by prioritizing customer satisfaction.

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    Clients First
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    If you want your clients to trust you, you have to stay honest with them.

    Whether you’re a high-flying consultant or a shopkeeper, you can be sure that good business comes from getting customers or clients to trust you. Of course, this is easier said than done. We all know why we should create stronger bonds with customers, but do we know how?

    In the end, it’s not so complicated. By focusing on the three areas of honesty, competence and caring, you’ll give your business the foundation it needs for a great customer-brand relationship. So, let’s get started with the first of them: honesty.

    Honesty isn’t just about telling your clients the truth, but telling the truth even when it might go against your interests. But a little white lie never hurt anybody, did it? Well, let’s dig a little deeper into why honesty is so necessary using the example of the real estate business.

    When it comes to real estate purchases, clients are making big financial and emotional decisions. They’re deciding where they and their family will live, and how much they’re willing to pay for it. It’s no wonder that clients often get overwhelmed.

    You might think that the best real estate agents would be those that prey on these moments of weakness, but the truth is quite the opposite. Agents who can keep their clients calm and composed with honest statements are the agents who will benefit from lasting, trusting relationships.

    In their real estate work, the authors met the Brown family. This family, though not very well off, were eager and determined to purchase the house being sold by the Smith family. The authors could have closed the deal with the Browns in a heartbeat; but knowing that the mortgage would cripple them financially, the authors told the families the truth and advised against the sale.

    The result? Both the Smiths and the Browns became loyal clients, seeing that the authors really did have the customers’ interests at heart. And they made sure to recommend the authors to all their friends, too!

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    What is Clients First about?

    Clients First (2013) reveals how honesty, competence and compassion can become the keys to great success in your company by creating strong and trusting relationships with clients. The authors offer some excellent insights drawn from their own experience, having gone from flat broke to wildly successful real estate agents in just a few years.

    Clients First Review

    Clients First: The Two Word Miracle (2012) by Joseph Callaway and JoAnn Callaway is a book that offers valuable insights into building successful client relationships. Here's why this book is definitely worth reading:

    • The book provides practical strategies that can be implemented immediately, helping professionals prioritize their clients and deliver exceptional service.
    • Offering compelling stories and real-life examples, it effectively demonstrates the power of putting clients first and how it can positively impact your business and reputation.
    • With its engaging tone and relatable stories, this book turns what could be a dry topic into an interesting and enjoyable read.

    Best quote from Clients First

    Some say it takes 2,000 hours to become a hairdresser and only 90 hours to become a real estate agent.

    —Joseph Callaway and JoAnn Callaway
    example alt text

    Who should read Clients First?

    • Anyone working in real estate
    • Any salesperson who wants to maximize their sales
    • Entrepreneurs hoping to implement a more people-centred approach to their business

    About the Author

    Joseph and JoAnn Callaway are real estate agents who managed to reach $1 billion in real estate sales in their first ten years of business. They have sold over 5,000 homes and give talks to various associations and groups from coast to coast.


    © Joseph Callaway and JoAnn Callaway: Clients First copyright 2013, John Wiley & Sons Inc. Used by permission of John Wiley & Sons Inc. and shall not be made available to any unauthorized third parties.

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    Clients First FAQs 

    What is the main message of Clients First?

    The main message of Clients First is prioritizing customer satisfaction for business success.

    How long does it take to read Clients First?

    The reading time for Clients First varies, but it can be read in several hours. The Blinkist summary takes just 15 minutes.

    Is Clients First a good book? Is it worth reading?

    Clients First is definitely worth reading. It provides valuable insights into building strong customer relationships for business growth.

    Who is the author of Clients First?

    The authors of Clients First are Joseph Callaway and JoAnn Callaway.

    What to read after Clients First?

    If you're wondering what to read next after Clients First, here are some recommendations we suggest:
    • Follow Up and Close the Sale by Jeff Shore
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    • Delivering Happiness by Tony Hsieh
    • Hire With Your Head by Lou Adler
    • Smart Calling by Art Sobczak
    • Emotional Intelligence by Daniel Goleman
    • The 48 Laws of Power by Robert Greene
    • The Heart of the Deal by Anthony Lolli
    • Sales Management. Simplified. by Mike Weinberg
    • Get Better at Anything by Scott H. Young