As the competition for taking listings gets tighter and tighter with market inventory slimming, handling objections and being able to answer your clients questions confidently is a must! Have you been practicing what to say and how to say it when competing on listing appointments? Are you able to confidently present price to sellers so they understand the market, and agree to price it where it will sell?

Are you even focused on building your listing inventory? If not now is a great time to start as we transition back to a sellers market over the next few years. In coaching hundreds of Realtors throughout my journey in real estate I’ve found that they biggest thing that stops agents from going after listings is not knowing what to say and how to handle the objections and questions that they fear the sellers may ask.

First and foremost, its important to realize that most of what we fear NEVER happens. Just like in life when we worry about something.. how many times do you spend countless hours worrying about something and in the end it either didn’t happen at all or wasn’t nearly as bad as you thought it would be? If you’re like me, more times than you’d like to admit.

I promise its possible for you just like any other top agent out there with lots of listings and you can compete with them and win! If you are one of those top agents, Cu does to you 🙂 Please comment and share your secrets and experience with us. The more we all know the better and I believe in sharing the knowledge and contributing back to one another. If you haven’t quite gotten there and you want to then please know that you can!

The best advice I can give is to pick the top 3-5 ways of creating business that YOU feel comfortable with and that you can commit to doing for a number of years. It doesn’t matter what other agents do or what all the coaching companies tell you. It has to be right for YOU. You’re The Difference, not the material or the systems or scripts that you have. Guys you can get all the information you want, you can stack it from the floor to the ceiling in your office and if YOU don’t do what it takes it doesn’t matter.

There is no magic pill and there is no quick fix. It takes a burning desire, a plan, a strong commitment, and then discipline in following up and following through with what you decide to do. Write a one page business plan from now to the end of the year and decide how many homes you want to sell, how much money that represents, and what you will do when you accomplish it. Then write another page about what it will take to accomplish it. And a last page creating a new daily schedule and routine that will allow for your plan of action. Share this with everyone you know and ask for their support in holding you accountable to getting there.

You won’t have all the answers, we never will and no one does. The key is YOU! If you aren’t playing full out with your life and your business ask yourself why not? If they can do it, why can’t or aren’t you? If you are, congratulations you’re one of the few at the top who truly choose to design their life and decide upon their journey. Sadly many just float from one day to the next having no idea what the rest of the year looks like much less the rest of their life. They spend more time planning what they’re going to do this weekend than they do their life. One of my coaches once told me, “look at what everyone is doing, and then do the exact opposite”. Guys, if you do what everyone is doing you’ll get the same results.

I’ve talked about the bleachers and the court before. Where are you right now in your life? Are you on the bleachers watching others and cheering for them or are you on the court playing full out making life happen for yourself? I like the latter and think you do too or you wouldn’t even be reading this!

Before we know it we will be half way through 2013. Don’t look back and wish you would’ve, take action NOW and Just Do It, like Nike says! Study the athletes and what they do. The very same principals apply to being successful in business. After training for 2 marathons and getting injured for both before reaching the starting line believe me I learned about patience, endurance, commitment and not giving up or along excuses and setbacks to stop me. Of course we are all going to have them in life and in business, its LIFE. Its not what happens to you it’s how you CHOOSE to respond that makes the difference. I finally finished my first marathon a few weeks ago and its deemed one the toughest marathons in America. It’s The Blue Ridge Marathon in Roanoke, Virginia. I’m not telling you this for acknowledgement, I’m telling you because I went through tons of growing throughout the training and finally making it to the starting line of the 3rd one I trained for and ultimately to the finish.

You know what a few of the most important things I did the 3rd time that I failed to do the first two times? One was telling everyone and asking for support. Another was finding people who were up to the same thing I was and hanging out with them, talking to them, training with them, practicing with them. And last was having a coach. Yeah, I know you don’t want to hear my sales pitch and that’s not my intention. But I can tell you without a doubt I would not have made it to the finish line without my coach. He was someone who had been where I wanted to go, someone who had trained others for years to get where I wanted to go. Someone who saw beyond what I could see for myself. Someone who believed in me and pushed me when I didn’t think I could. Someone who was a stand for me and my greatness and wouldn’t let me down.

Guys, let me tell you something. I had the same thing in business and still to this day have a coach. I promise you life doesn’t go the same when you try to do it yourself, go it alone or pretend you “got this”. Does it cost money? Sure most coaches do charge something and you have to look at it as an investment in yourself and your life. There aren’t too many things out there more important than your own well being b/c without you, what then?

I would love to coach and train you and get you to the next level in your business. I offer individual coaching where its just you and me each week working together on creating your plan and implementing it. Whether you’re new in the business or looking to go to the next level I can help you get there. I’ve sold as few as 35 homes my first year in the business and 141 my best year. It’s been just me and its been a team of 7. I can share experience, expertise, and knowledge with you on every level and I’m still in the business today actively selling so I know exactly what you’re dealing with right now. I’m not a coach who used to be in the business I’m right here with you day in and day out. If you are interested in this, email me at and lets talk!

I am also leading an 8 week course in a few weeks where I’ll show you exactly how to take more listings, handle the toughest objections and learn to shift your communication into something that’s smooth, effortless, and conversational so your clients instantly trust you and feel comfortable with you. Here’s the description for the course:

One of the authors of the highly acclaimed Real Estate Objection Handler Book, Now What Do I Say?, Christy Crouch, will personally lead an 8 week course revealing all the techniques and secrets used by she and the other two authors to create the book.

Christy will reveal everything she does and uses to handle the objections she’s faced with in her daily business. If you are looking to take your business to the next level and want to discover the secrets to setting more appointments, take more listings, and closing more buyers while learning to confidently communicate with proven NLP language patterns and objection handling skills then you will undoubtedly want to sign up for this 8 week tele course with Christy.

If you have recently participated in her Expired & FSBO course then you’ve gotten a small taste of the language patterns, the role playing, and the objection handling that she’ll go much deeper into in this course.

The course will begin on Thursday May 23, 2013 and will run through Thursday July 11th. Each week’s call will be from 12:00-1:00 EST. The cost for this is $199 if you sign up before May 10th and $249 after.

This fee includes a free copy of the Now What Do I Say? Live Role Play audio where she and her other two authors demonstrate how to handle 12 of the most common objections we face in a live role play setting. This generally sells for $20.

Please sign up quickly as Christy is only allowing a certain number of spaces to allow for interaction with minimal background noise.

You can sign up on the website at by clicking on the products page and choosing Now What Do I Say, The course, or by emailing Christy at
Payments can be made on the website, over the phone with a credit card or by check via regular mail. If mailing a check please reference that it’s for the course and make payable to You’re The Difference, Inc. and mail to 5115 Bernard Drive Suite 110 Roanoke, VA 24018.

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.