If you are not calling, mailing, and working these you are missing a HUGE opportunity! I have just sold 6 houses in the last week and ALL of them were expired listings. Some of these sellers will also be buying. A few are relocating and I’ve referred them to other agents to help them. There is so much money to be made on these that you absolutely can’t let your fear get in the way.

Yes they are scary, yes it takes prospecting, yes it takes rejection, yes it takes practice, yes it takes knowing how to convert leads, yes it takes being able to comfortably and confidently handle objections. But if I can do it, you can do it! I am nothing extraordinary I am just someone who is willing to face the fear and do it anyway! That’s a great book by the way if you haven’t read it.

I have built my entire business from a foundation of consistently working expired and fsbo listings. I’m writing to personally invite you to a six week course that I’m starting next Thursday March 21st where I’ll spend three weeks teaching you exactly what I do with expired listings and three weeks sharing exactly what I do with fsbo listings. The course details are below but quickly before I give you the course details since I always try to bring value and contribution to and not just try to sell a course to you I want to share a few objection handlers with you that will hopefully benefit you at some point in your business.

And before I do that please know that the cost of this course is less than $25 a call, I’m not looking to get rich from this course. My true intention is to make a difference for Realtors across the United States simply sharing what I’ve learned and what’s worked for me in this business to help me sell over 100 homes a year and to get in the top 2.3% of my marketplace. Not tooting my own horn at all I’m a very humble person, again I’m looking to be a contribution and if I could would work for free but lets face it we all have to make a living so I’ve marked the fee down to a very affordable level so everyone who has the desire can comfortably afford to join me.

Here are a few objection handlers:

So you’re on the phone with a potential lead and they say “Send me your card and I’ll call you”

You don’t want to simply say okay you want to attempt to set an appointment with me. Trust me guys if you don’t another agent will and you’ll drive by the home later or see it come up on the hotsheet and kick yourself for not either following up or closing stronger. Accept the fact that we’re in sales and master your sales skills!

You can say:

Yes, I can send you my card and I’m sure you’re probably getting lots of calls from other Realtors, aren’t you? Since it sounds like you really want to get the home sold, I would love to go ahead and meet with you to show you exactly what I can offer as far as marketing, advertising, and servicing you. It’s completely free and only takes about 30 minutes. I will come prepared with some market research to show you what other homes you’re in competition with as well as any that have recently sold so you can see exactly who you’re comparing to the current market. I’ll answer all the questions you have and give you any ideas that may help your home show even better. Does this sound helpful? At least then you’ll have all the information and should you decide to list it will save you even more valuable marketing time by already having this done. Does one day this week work for you?

Or you could be a little more forward with:

That sounds great, I can send you my card and let me ask you, do you really want an agent that simply sends mail and waits by the phone, or an active and aggressive agent that instantly demonstrates strong sales skills by setting an appointment with you while you’re trying to get them off the phone? When you hire an agent you want someone that is able to convert ad and sign calls into showings right? Well if they can’t do that with you, why would they be able to do that with potential buyers?

Here is the course description: (I am also taking on a few individual coaching clients right now if you’re interested in personal coaching please let me know I have 2 spaces available right now)

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. From here she grew her business to over 140 deals a year and she is going to show you exactly how to do it in this six week course.

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, March 21st 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 is $149 if you sign up before March 15th, after the 15th its $199. The course includes her scripts audio program which normally sells for $50.
Each call is one hour long and again, will run from 12:00 to 1:00 EST. Each call is recorded so you can listen and download each week’s call for future listening.

The course also includes a hard copy of the scripts and the mailings that Christy sends to both expired’s and fsbo’s. Each week she will reveal a powerful NLP language pattern designed to help you communicate more confidently and conversationally.

Jump start your business and take it to the next level this year with this intense course designed to help you immediately start taking more expired and fsbo listings. Allow Christy to share her experience of over 23 years in the business so you can replicate it in your own business.

It’s packed full of information, motivation, inspiration, and all the skills you need to be as successful as you choose to be.
The course traditionally fills up quickly so please visit our website at www.yourethedifference.com 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.