Some agents may not want to read this because its about calling expired listings. Yeah, that thing many agents don’t even like the thought of doing much less actually picking up the phone to call one. There’s so many thoughts that come up for us. Let me list a few:

1. They’re angry
2. The listing agent will get mad
3. What about the Do Not Call List?
4. I can’t find phone numbers
5. There are to many agents calling them already
6. I don’t know what to say
7. What if they ask me why I didn’t show their home?
8. What if they ask what I can do any different?
9. I don’t know what time of day is best to call.
19. I don’t want to bother them

These are all totally NORMAL thoughts to have before calling an expired listing or any sales call for that matter. But guys, you have to accept the fact that WE ARE in a SALES BUSINESS and we are SALES people. We are selling not only houses but also ourselves, our company, and our service.

If you take the time to research or interview other sales companies outside of Real Estate and talk to their top sales people you’ll find one common trend. They all prospect for business in some fashion or another. We have it handed to us on a silver platter with both expired and fsbo listings. We get all the information about their homes, the contact information, and we know THEY ARE ALREADY THINKING OF SELLING! It’s not even a COLD call, its a HOT call!

So, my question is, what’s stopping you? I shared in post a few weeks ago about the multiple transactions I generated from calling ONE expired listing. If you didn’t read it please go back and read it, I believe I titled it Expired Listings.

If you aren’t calling the, TRUST ME other agents are and instead of you making THOUSANDS of dollars, they will. Is that what you really want? Of course its not, so why let your mind and your fear stop you?

Most of your fears can instantly be eliminated by simply picking up the phone and making the call. One of a few things will happen:

1. They’ll be horribly mean and hang up on you… so what! Move on, you don’t know them, they don’t know you, you’ll never talk to them again so why let them ruin your day or for that matter even one second of your time?

2. They’ll tell you they’re re listing with the same agent. Okay, great tell them you’ll keep it in mind for any future buyers you may have and will show if if you can. Or, you can handle this objection if they haven’t already re listed and see if you can convince them to meet with you before they re list with the same agent again.

3. They’ll tell you they’ve decided to sell. Okay, great tell them you’d love to help them in the future should they ever decide to try again.

4. They’ll give you objections and you handle them!

You will still be living and breathing when the call is over, and more often that not you’ll have a lead or an appointment set. They key is just doing it and getting out of your own way. Why should other agents be able to do it and not you? There’s no difference between them and you, except their daily choices.

I was on a coaching call the other day with one of my Realtors and she was talking about how her mind dreads prospecting and then feels guilty when she doesn’t do it. She said she finally just decided “its just my job, like any other and I’m just gonna do it every day”. I told her that thought was brilliant and that I was going to write it down. It’s just my job, like any other and I’m just going to do it every day. It’s really that simple.

I built my business from 0 to 35 deals my FIRST year in the business in a brand new town by calling and mailing to expired and fsbo listings. I took it the next year from 35 to 75, then from 75 to 83 and my production kept going up every year from that point to as much as 140 deals a year in the height of my career. I simply chose to make the calls, do the follow up and remained consistent.

Its the beginning of the month right now and if you go back and pull expired listings from 11/30 I bet there will be a TON for you to call. There were over 70 in my market. Many of these sellers are taking their homes off the market for the holiday season but will re list after the first of the year toward the spring time. Guys, get in there and get some business for yourself for the first quarter of next year.

If you don’t know what to do or say just simply tell them you noticed their home expired and wanted to see if they were considering interviewing a different Realtor for the job of helping them. It’s not rocket science.

I am however offering a six week expired and fsbo course beginning Thursday January 10th through Thursday February 14th. We will be meeting each Thursday over the phone from 12:00-1:00 EST. The cost is only $149 if you sign up before December 31st, and $199 after. The course includes a FREE copy of my scripts program which reveals exactly what I say when calling expireds, fsbos, past clients, just listed, just sold, sign/ad calls, and pre qualifying the seller before a listing appointment. This generally sells for $50 and its free with the course. If you sign up before December 31st it’s also another tax deduction for you!

There is limited space available so if you’re interested in joining us, please quickly email me at The first three weeks we’ll focus on expireds and the second three weeks we’ll focus on fsbo’s. The course also includes copies of what I mail to both so you can use it as a guide to create your own mailings. We will discuss the scripts, the mailings, the objection handlers, preparing for the listing appointments, the mindset, the follow system and I will share proven NLP language patterns each week designed to give you the confidence you’ll need to make the calls, set the appointments, and take more listings!

Join me and let me help you get off on the right start toward making 2013 YOUR year!

“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, 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