It takes both desire and discipline to make it in any sales business but especially real estate and the market conditions we’ve been under. Although it is finally starting to show improvement in many areas, the business has undoubtedly changed over the last several years.

Desire and discipline go hand in hand. Rarely can you have what you want in life without having the desire to get it, and the discipline to do what you need to do to get there.

The desire comes first. Your desires are of course, your dreams, visions, and goals. They’re all those juicy things in life that you’ve always thought of having. You must have a truly burning desire for the things in life that you want, in order for them to actually become a reality.

Or, you may be like me and a moving away from pain person. And what motivates you more are all the things you don’t want in your life. For instance you may not want to have to look in the help wanted section for a job, or to drive a less than desirable car, or have a home that you aren’t excited to come home to. So your desire is to move away from those types of things and you are more motivated by this than thinking of all the great things you can be, do and have as you reach your goals. Either way, there is still desire and discipline.

Discipline is critical to getting all that you want in life. It takes discipline to do anything worth while. Great athletes have the discipline of practice, and a healthy diet to aid in their performance. Professional singers and actors are

much the same; they practice voraciously before they even have the gig. Successful business and salespeople spend hours upon hours of brainstorming, business planning, strategizing, prospecting, crunching numbers, and in most cases, following a daily schedule with specific routines to get them to their desired outcome.

Kids need discipline in order to flourish as they grow up. Without routines, schedules, and disciplines, kids can simply go wild.

Your life can go just as wild without having disciplines set up for yourself. Since you want to create your life by design, and not by chance, then naturally you can see how creating daily disciplines in your life is necessary.

The consistency that you do anything, determines the consistency of the results that will come. The more disciplined you are, the more you can have of that which you desire.

If you are not one who is already structured with daily disciplines, don’t try to transform everything in your life in a day. This would send you into straight overwhelm and frustration. You have to take it like anything else in life, one step at a time.

Start with small things you know you can do on a daily basis, that will lead you closer to your desires.

I read this in my Franklin Covey day timer the other day by William Hesketh Lever “The conduct of successful business merely consists in doing things in a very simple way, doing them regularly, and never neglecting to do them.” How amazingly true!

Hey, I want to invite you as my guest to a business planning call that I’m doing next week for my coaching clients. It will be on Thursday, November the 15th at 12:00 EST. The call will be about an hour and then I’ll open it up for Q & A at the end. It’s completely free for you to join as my guest and the topics I’ll be discussing are:

1. Completion with 2012

2. Goals for 2013

3. Ideas for creating new business

4. Tips for creating efficiency in your business and systems

5. Scheduling and time management

6. Scripts for generating business and handling objections

7. A 15 minutes Q & A at the end

If you would like to join us please email me at so I can reserve your spot.

Also I want to tell you about a six week course I’ll be leading in January. Each call will be one hour long and for the first three weeks I’ll be speaking on working expired listings and the second three weeks about working FSBO’s. The course includes my scripts for calling both, my system, and packages that I mail to them. The cost is only $149. The first call will be on Thursday January 10th in perfect timing to kick off 2013.

Take the first steps toward making 2013 YOUR year and join us. If you’re interested in signing up you can email me about this as well at I will keep the participation level to 20 or less to allow everyone time and space to engage and participate so respond quickly before it fills up.

“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 or visit her website at