So many of us get into real estate thinking it will offer more time and money. I’ve seen it happen in many cases where you get one or the other, but often times not both. The key is treating it like a business.

The sooner you accept that it’s up to you to make this thing called Real Estate work, the better off you’ll be. Although you do work for a real estate company, really, you work for yourself; you’re the one making your broker money. Let’s face it your broker isn’t paying you!

When I first began I set an intention to treat it as though I owned my own business and was running a corporation and not that I was an independent contractor that could come and go as I pleased. I set a schedule, minimum standards, had a business plan, a coach, accountability partners, a policy and procedures manual. I incorporated myself for tax purposes and ran it like a multi-million dollar company. After all, it really is when you think of the sales volume that we do, right?

Get your mindset here. Whether you’re new or have been in the business for years it’s always a good idea to take some time outside of your business to work ON your business and not just IN it.

If you were just opening up a brand new business that gave you the potential to make hundreds of thousands of dollars a year, how would you answer the following questions?

Take the time to answer them to yourself and really imagine that you are the owner of a corporation with the potential of making hundreds of thousands of dollars a year, because that’s exactly what you are as a Realtor.

Begin to think of and treat your real estate business as a real corporation and automatically your business will increase.

So, you just opened your brand new company….
•How would that make you feel?
•What would you spend your time doing?
•How would you dress?
•What would you think about most of the time? Remember Earl Nightingale’s quote “You become what you think about most of the time”
•Would it be helpful to have someone who’s already accomplished what you’re trying to do, train and teach you how to do it most effectively and efficiently?
•Would you trust and listen to them?
•Would you have a detailed business plan to follow?
•Would you have a daily schedule and/or routine to follow?
•Would you practice the skills it would take to grow and maintain your new business?
•Would you realize that you have to go out and create the revenue and business?
•Would you tell everyone you come in contact with about your brand new business?
•Would you consider writing a vision statement of what it will be like in your life when your company succeeds and you’re making hundreds of thousands of dollars?
•Would you be enthusiastic and excited about your new business?
•Would you realize that it will take some hard work, some long hours, and some levels of frustration to get there?
•Would you try it for a few days or a few weeks and then give up and say it doesn’t work? Or would you make a long term commitment to making it happen?
•Do you believe you are or can be a successful business owner?
•What’s stopping you?

Guys, while some of this may seem simple and elementary, these ideas and exercises are a common denominator for the vast majority of top corporations, athletes, salespeople, etc. across the country. If we want the same level of success they have, then surely we should follow the same basic principles they do, right?

Take some actions around your answers. If you don’t already have a coach, this is the best thing you can do for your business, yourself, and your life. I’ve had a coach for the last 22 years and couldn’t be who, or where I am today without having them in my corner. I’m not telling you this so you will hire me as your coach. Research, Google, talk to people and find a coach that best suits your needs.

Of course, I would be honored to support you. I will teach you everything I’ve learned along the way to selling a 100 homes a year. I’ll share the scripts, the systems, the business plan, the accountability, the schedule, the mindset, the mistakes and everything I know with you to help you grow your business to the level that you desire.

And if you’re interested, here’s the description for a course I have beginning THIS WEEK:

Discover how Christy was able to grow her business from 0 to 35 deals her first year in the business in a brand new town where she didn’t know a soul. 95% of her business this first year came from working expired and fsbo listings.

Learn how she perfected and streamlined the scripts, the follow up, the mailings, and the objection handlers to grow her business from 35 to 140 deals a year in less than 5 years.

Beginning on Thursday, January 10th 2013 Christy will lead a six week tele course sharing exactly what she does and has learned. She’ll spend the first three weeks on Expired listings and the second three weeks on FSBO’s.

The cost for the course if you sign up is only $149.

The course includes her scripts audio program which normally sells for $50. Each call is one hour long and will run from 12:00 to 1:00 EST.

The course traditionally fills up quickly so please visit our website at to sign up today. Just click on our products page and click on the FSBO sign to add to you cart.

“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 business and life. Please email her if she can be of help to you at or visit her website at