Who can you call or visit today to create more business for yourself? Or do prefer to sit and hope and pray someone comes to you? Floor duty maybe, where you hope the phone will ring you and you’ll get that buyer call of someone that wants to see a house today. And then you run out to show it only to find out they’re not really all that motivated or much worse, even able to buy right now. Then later you kick yourself for having wasted your time, energy, gas, and been on that famous real estate emotional roller coaster again?
Or maybe it’s a listing call of someone that wants to list the Who can you call or visit today to create more business for yourself? Or do prefer to sit and hope and pray someone comes to you? Floor duty maybe, where you hope the phone will ring you and you’ll get that buyer call of someone that wants to see a house today. And then you run out to show it only to find out they’re not really all that motivated or much worse, even able to buy right now. Then later you kick yourself for having wasted your time, energy, gas, and been on that famous real estate emotional roller coaster again?
Or maybe it’s a listing call of someone that wants to list their house that you get from floor duty. Great, you set the appointment do all kinds of research on the value and get your listing package all prepared and ready to go. But wait, what do you know about the people you’re meeting with, is the question that consumes your mind as you’re driving over at 6:30 instead of having dinner with your family? You leave the listing appointment at 8:00 tired, frustrated, and mad that these people can’t sell their home for what they need to because they owe way more than it’s worth so have to stay or rent the home. Once agin you’ve wasted your time, energy, gas and rode the roller coaster again!
Real estate doesn’t have to be this way, ya know? It’s really not that complicated and all it takes is a little thought, some sales skills, a bit of practice, a lot of determination, a system, some scripts, accountability, and a plan. You can have a much more productive and efficient business than you may think that also gives you more time.
If you choose to go out and CREATE your deals and leads then you become in control of your schedule and your results instead of the wait and see approach, which also by the way is what a bunch of self-promotion is. Let’s put my face and phone number all over everything and hope someone calls me because of it. Likely, they won’t, and if they do it will be few and far between. And then you’ll say how high when they say jump, and sadly, later be coming off the ride again.
Let’s look at a different approach. Do you have leads you can follow up with? Past clients you could call and check in with? How about your listings? Which ones need price adjustments to sell, will you ask for it? When’s the last time you called all the leads in your system to weed through them and disregard those that aren’t actually looking to buy or sell right now? How about the feared expired and FSBO’s, why aren’t you calling them?
Is it because you’re afraid? Sure you are, we all are! Fear is a normal human emotion when risk and rejection is involved. It’s okay to be afraid and do something anyway. Speaking of roller coasters, do you remember when you rode your first one? Or maybe when your child rode their first one? My son rode his first one with me just a couple years ago. He was scared to death, like seriously for his LIFE I’m talking. I actually have a picture of him and he’s as white as the screen on my computer as I’m typing this and has a fear in his eye that’s almost indescribable. I had coached him about fear from the time he could talk so he was committed to overcoming it and doing it anyway and knew there was no way out but to just do it. He did, and yeah of course, he loved it and wanted to ride it again and again.
This is exactly how you’ll feel when you call your first expired or FSBO, set the appointment, go on the listing, take it a a price that causes it to sell, and then get your paycheck! Added benefits are you are proud of yourself, you feel confident, you feel happy that you could help that seller, you tell everyone about it, you discover that there’s NO difference between you and the top agents except the choices you make every single day about what you’re going to do with your time.
You’ve heard it all before, you know what to do, you may even already have the skills, expertise, and experience, but the question is, are you doing it and if not, why? If so, great and congratulations on a job well done! Hopefully this will inspire you to do it even more!
If you’ve never actively sought out business for yourself, I challenge you to try it TODAY. Yes, TODAY, not tomorrow, next week, month, or someday, which by the way doesn’t exist on the calendar last time I checked!
I challenge you to take on the following once a day for the next 7 business days and simply see what happens:
1. Call a new expired and simply tell them you noticed their home expired from the market and just wanted to check to see if they were considering interviewing a different agent for the job of helping them.
2. Call a new FSBO and simply tell them you noticed they’re marketing their home on their own and you wanted to wish them the best and introduce yourself on the outside chance they decide to hire an agent, you’d love to interview with them and apply for the job of helping them.
3. Call a lead from your follow up system and ask them what you can do today to help them with their real estate plans.
4. Call a past client and tell them you were thinking of them and wanted to take a minute to say hello, see if they have any questions about the housing market right now or if you may be of support to them or anyone they know.
5. Call a few neighbors around a just listed or sold of yours or your company’s and tell them as a part of your customer service you’re calling all the neighbors and wanted to let them know you just listed or sold a home in their neighborhood and wanted to tell them about it in case they know of someone looking to move into their area or what it sold for in case they were curious about the market values in the area.
I promise if you do this on a consistent basis your business will grow, if not explode!
If you aren’t doing what it takes each day, undoubtedly you know having a coach will support you in doing it. Having someone like myself to refresh your skills, maintain your mindset, hold you accountable, help you see things you don’t, remind you to do the things that actually work, and to help you maintain balance between a great life and a great business. I want to help you help yourself, please reach out to me if you are interested in working together.
I also have a scripts CD I wanted to mention that reveals what I say when making the above calls each day. These scripts are exactly what I said to grow my business from 0 to 39 deals my first year in the business in a brand new town where I didn’t know a soul, barely knew how to get to the grocery store and back. I continued to use these scripts and was able to grow my business from 39 deals that year to 141 in the height of my career. I’m still actively selling and use them every day in my business as well. If you would like to purchase one for yourself, please visit my website at www.yourethedifference.com and or Christy’s Scripts Program.
Don’t forget … for the next 7 days do the above 5 things and watch the results occur. If you actually take it on, I would love to hear how you’re doing so please email me at firstname.lastname@example.org and share your success with me!
“Christy Crouch is the co-founder of You’re The Difference Sales & Life Coaching, co-author of the highly acclaimed real estate objection handler book, Now What Do I Say? A collection of more than 400 answers to over 70 of the most common questions and objections faced in the real estate industry. She is still an active agent in Virginia, has participated in closing thousands of transactions in her career, and was inducted in the RE/MAX Hall of Fame for her production. Christy is in the top 2.3% of her marketplace. Her goal is to share what she’s learned with other agents to support them in having a highly successful real estate sales business while having a happy and balanced life. To learn more about her coaching and products please email her at email@example.com or visit her website at www.yourethedifference.com”