As an agent if you’re looking to truly increase your production to a level that’s maintainable it takes having listing inventory. Listings put signs all over the place with your name on them creating strong name recognition in your market place. Signs give consumers a reason to call you. Having listings gives you something to advertise to cause your phone to ring. Something to put on the internet to create a web presence for yourself.

Sure you can work with buyers and make a great income but it’s not as repeatable as being able to maintain a consistent listing inventory. The more listings you have the more business you’ll do.

There are tons of expired listings right now as the year comes to an end. I know I’ve been harping on it but there is TONS of money available when working expired listings. These folks are people being handed to you on a silver platter who are ready to sell right now. Not a lead you have to follow up on for months and months to get an appointment in most cases.

I know it’s a little scary to call them but once you make the first few calls I assure you it does get easier. They are just people like you and me who simply want to sell their home. They’ve been on the market and may be a bit frustrated that it hasn’t sold but that’s not your fault. You are showing up as a highly motivated energetic salesperson looking to help them get their home sold. In many cases their impressed with and appreciative of the phone call and your reaching out to try to help them.

The key is to not allow your mind and fear to stop you or control you. You’re a great agent, you can help them get their home sold and provide them with excellent service right? Unless they’re planning to relist with the same agent they’re looking to make a change, why should it be any other agent but you?

Take action guys and pull some of these expired listings that are coming up right now and give them a call, visit them, or at the very least drop a note in the mail to them. I promise if you take some type of action with them and do it consistently you will experience results.

I’m running an Expired and FSBO course beginning Thursday January 10th ending Thursday February 14th. We will meet over the phone each Thursday from 12:00-1:00 EST.

I will share everything I’ve learned over the last 24 years about calling, mailing, following up with, and working expired and fsbo listings. The course is $149 if you sign up before Dec 31st, $199 after. This includes my scripts audio which reveals exactly what I say when calling Expireds, FSBO’s, just listed, just sold, past clients, converting ad/sign calls, and pre qualifying the seller before a listing appointment. This audio generally sells for $50 and is included in the price of the course plus I will share all the mailings I send out exactly in the format they’re mailed so you can see exactly what I mail to expired and fsbo listings.

The class is almost full as I want to keep the level to a minimum to allow everyone ample time to participate and engage. If you’d like to join us please use this link to sign up today (copy and paste the link to your browser or visit our website at

“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 www.yourethedifference.