Category Archives: 2

Falling Into The 3rd & 4th Quarters

Wow, it’s been quite some time since I’ve been able to write. As I type this, I have found a few hours this afternoon in between appointments to stop and enjoy some peach tea at Panera and catch up on some writing and sharing. It’s about 90 degrees and finally blue skies and full sunshine here in Roanoke Virginia after what feels like days and days of rain.

I have been a busy mom lately getting my 10 and 14 year old geared up to start school again. My son is going into his first year of high school, is in the marching band, all advanced courses, playing fall soccer, and in Boys Scouts well on his way to achieving his Eagle Rank. My daughter is in her last year of elementary school and also plays soccer, twirls baton and is an honor roll student. I am so proud to be their mom and have so enjoyed watching them grow into amazing little people. I share this because I’m proud but more so because I want you to know its possible to sell lots of homes, raise kids, and have a life of your own. It just takes a bit of a plan, consistency, dedication, and most of all following a schedule and being able to delegate.

In the midst of this I have transformed my entire real estate team and now have myself and one other licensed agent and a full time operations manager that takes care of all our administrative details. I have scaled back production a little on purpose to have more time for coaching, training, and writing but we’ve still sold 58 so far this year. We will probably end up around 90-100 for the year and that will be where we keep our production as we move forward.

I am interested in sharing what’s worked for me over the last 24 years in selling real estate and helping other Realtors do the same.

I titled this falling into the 3rd and 4th quarters because I literally feel like I’m falling into this time of year. I’ve always said to Realtors I coach, fall across the finish line if you have to but make it there. So here I am, back and ready to contribute to you again!

I was thinking the other day about how much of our business has become texting, emailing, messaging, posting, tweeting, and heaven knows what else is out there. I find my Realtors often forwarding me emails they receive asking me how I would respond. And then I just type a response for them to send.

The more I kept doing it the more I realized we really need some skills training on how to effectively communicate via text and email where we lose the emotion and many times the intent of the communication.

My next few posts will be geared toward contributing to you in these areas. In the meantime I have 5 spaces open in two group coaching sessions that I’m starting the first week of September and wanted to extend the opportunity to you. Group coaching is a telephone call with me once a week with up to 5 other agents on the same call. We talk for 30-45 minutes each week and work on all aspects of the business. It’s really like a boot camp for your business. In fact as I type this I think that’s exactly what we’ll call it; Fall Boot Camp!

I only charge $99 a month for this and you can pay monthly or up front for a 10% discount. This is something that’s fun, empowering, and great accountability for both my agents and me.

If you’d like to join, please email me at thecrouchteam@gmail.com and I’ll personally reserve your space.

The first call will be Wednesday September 3rd at 2:00 EST.

We’ll focus on building our written communication skills, our listing inventory, our objection handling skills, and empowering our mindsets to finish 2014 strong which will determine how our 2015 starts!

So I have some thoughts for you to ponder between now and my next post:

What did you say you wanted to do this year that you haven’t? Can you do it before the end of the year? If so what action do you need to take to make this happen?

What’s stopping you from doing the things you always say you’re going to do but never do? Why?

Do you believe anyone who’s ever accomplished anything truly amazing did it alone? Are you trying to do it alone? If so, why?

If you are looking to take your business and entire life to a new level, email me today and we can discuss a personally designed plan to take you where you want to be.

“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 during her career, was inducted in the RE/MAX Hall of Fame for her production, awarded with an excellence award from RE/MAX International for being in the top 10 for the Central Atlantic Region, and The Lifetime Achievement Award for production and longetivity with RE/MAX. Christy is in the top 2.3% of her marketplace, the mother of two adoring children, a runner, cyclist, and enjoys karate, reading, writing, and spending time with her family in her free time.”

What Other Realtors Have Problems With

So in the midst of leading an 8 week course coaching Realtors on what to do and say to grow their business I asked them some questions so we could work on the answers as part of the content for the calls each week. Here is what they said:

The first question I asked was what are the objections you’re most afraid or concerned about getting here’s the list they came up with:

1. Are you going to show a buyer my house? The last listing agent never showed my house

2. We got offers too soon, we under priced our home

3. I want MY price I don’t care how long it takes

4. Tired of the process. We’ve decided to rent it instead of selling

5. I want you the listing agent to be at every showing

6. Why should I hire/list with you?

7. You’ve told me about the company, now tell me about you

8. How many listings have you sold

9. What will you do differently than any other agent

10. The market is really hot right now, I think I’ll try it on my own

11. How many homes have you sold in the area?

12. You do not have as much experience as other agents I’m talking to

13. I have heard of your company but not you

14. What sets you apart from other agents?

I then asked them what they felt their biggest challenges in the business are and here’s what they said:

BIGGEST CHALLENGES

1. Allowing daily issues or life to stop me from what I need to do to accomplish my goals

2. Fear of going for the luxury market.

3. Fear of succeeding and making others uncomfortable

4. Confidence at the listing presentation

5. Looking like a deer in headlights when the seller asks me a question I don’t know the answer to

6. Systems/process in place to service sellers

7. Taking the listing at a higher price and it not selling

8. The folks not liking me

9. Sticking to my schedule

10. Letting others affect my emotions and mindset

11. Reading my emails

12. Fear of doing business with a person of superior education such as doctors and lawyers

13. Fear of not knowing what to say

14. Fear of not knowing the correct answer to the question

15. Fear of my brain freezing under stress

16. Staying focused on the task at hand. There is so much to do and I worry about getting it all done. A lot of times I end up not completing anything

17. The discipline to do what I need to do daily to get the end result I desire

18. Getting upset with the time it takes to get paid once you start the process

19. Constantly feeling overwhelmed

20. Constantly worrying about remembering all the things I need to remember all the time

As we go through the next 7 weeks of the course I’ll be answering these questions and having discussions about them. I will share those in upcoming Blogs.

I wanted to share this list first b/c one of the biggest Ah ha’s we experience is that … every other Realtor has the same fears and concerns and hang ups as the other! You’re not alone out there.

In one of my group coaching calls the other day I had a Realtor say she was having a tough time writing her year end letter and all the things she wants to accomplish this year. She said she kept thinking, that’ll never happen and couldn’t put it on paper because of the blocks her mind was creating for her.

I shared two stories with her that I wanted to share with you as well. The other day I registered by daugther for The Landmark Forum for young people. If you aren’t familiar with Landmark, Google landmarkeduction.com and if you haven’t been to The Forum it’s something I strongly encourage.

So as part of the registration process for The Forum, one of the leaders has to speak to the young person you are registering. My daughter is nine and she had her call on Tuesday. It was about 45 minutes long and I had to be on the call with her and the leader as her parent. The leader asked Jordin what breakthroughs she wanted to have in her Forum. Well at 9 years old Jordin didn’t really understand what a breakthrough is. She’s heard me talk about it from time to time and her older brother who’s also been through The Forum but she didn’t quite know how to answer the question.

The leader asked if she could share an example. She asked Jordin if she knew how to ride a bike. Of course she said yes. The leader then asked, do you remember when you didn’t know how to ride a bike? Jordin said yes. She then asked, do you remember who taught you how to ride a bike and the very moment that you learned how to ride? She said yes, my grandfather. The leader then asked how he taught her. Jordin said he held the back of my seat and walked along while I tried to ride. The leader asked her if she had her balance and believed she could do it without her grandfather holding the seat or was she afraid. Jordin said I was afraid and I kept asking him not to let go. The leader asked her if there was a moment where she suddenly realized grandad was no longer holding the seat and suddenly she was riding free without help and keeping her balance. The look on Jordin’s face was priceless and of course she said yes, that’s exactly how it happened.

See we can have the same breakthroughs in our life right now no matter what age or what the barrier is. We just have to believe it’s possible. And it can happen just like that, in a moment. One moment something seems completley impossible and the next moment it’s become a reality for us!

One of the Realtors I coach called me the other day and told me she booked an appointment with a 1.7 MILLION dollar expired listing. I was speechless at first because for her that’s HUGE breakthrough. She was at first afraid of making the calls, afraid of getting the objections, afraid of setting the appointment because she was afraid of what to say on the listing presentation and how to handle questions and objections that would come up there. She faced the fear and called anyway. Initially he was not so interested and she mailed a package of information. A week later HE CALLED HER to schedule an appointment to meet.

This leads me to the next story I wanted to share. As I was working in my office this week I had a Tony Robbins audio program playing in the background. I heard him telling a story about the clients he was coaching. He said he couldn’t understand why they try something for a period of time and then because they aren’t getting immediate results they decide to quit or try something different out of frustration. He asked them if they had ever experienced a child attempting to go from crawling to walking. Of course everyone said yes. He said how many times do you think the child attempts to walk before they give up? The crowd was a bit silent. He answered EXACTLY… as many times as it takes, they don’t decide this isn’t working let me give up and try something different. They actually commit to walking until the walk. There are no barriers, no blocks, no story or stuff to stand in their way.

He asked what the difference between them and us is. The answer is nothing but being in our own way. If we choose to get out of our own we we can be, do, and have anything we want! He went on to ask if we would have ever told that child to give up and try something different as they were attempting to walk. Of coures no one would ever do that. We would support them to the end until the had the breakthrough of going from crawling to walking.

Whatever it is you’re trying to do in your life is just like this. Don’t ever give up. Remain consistent with what you’re attempting to do. Believe it’s possible and commit to having it happen.

If I can be of support to you, I would love to be a part of your world. I just finally got my live listing presentation video available if you’d like to discover what I say and do on a listing presentation, click here to order your instant downloadable copy:

http://www.yourethedifference.com/products/live-listing-presentation/

I also have the most recent 6 week expired and fsbo course I led available for purchase if you’d like to discover exactly how to take more expired and fsbo listings click here to purchaser your copy:

http://www.yourethedifference.com/products/expired-and-fspo-course-on-audio/

And if you are truly interested in taking your business to new heights, email me to talk about coaching with me personally at christycrouch@aol.com

“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, and was inducted in the RE/MAX Hall of Fame for her production. Christy is in the top 2.3% of her marketplace, the mother of two adoring children, a runner, cyclist, and enjoys karate, reading, writing, and spending time with her family in her free time.”

Free Copy Of Live Listing Presentation

Just wanted to let you know there are 2 spaces left in my course that starts TODAY! It’s 8 weeks long, one hour call each week, all calls are recorded, I’ll be sharing everything I know and do to help you take your business to the next level! You also get a FREE copy of my recently recorded LIVE listing presentation video when you join us.

Click here to register:

http://www.yourethedifference.com/products/what-to-say-and-how-to-say-it/

” 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 with RE/MAX and the founder of her real estate team, The Crouch Team. Christy has
participated in closing thousands of transactions over her career, and
was inducted into the RE/MAX Hall of Fame for her production. She was the first Realtor in Roanoke, Virginia to be awarded the RE/MAX Lifetime Achievement Award….

It’s What They Said Their Biggest Challenge is…

Discipline to do what it takes every single day to get where they want to go is what they said. I was on a group coaching call last week with a few Realtors I coach and I asked them what they felt was the biggest obstacle to being, doing, and having everything they want both personally and professionally this year and they said the daily discipline it takes to get there.

So this week’s call we talked about desire, discipline, and consistency. It takes all three ingredients to be successful at anything really and for the most part, in exactly that order. First comes the desire which would be your dream, the vision, the outcomes. Next comes the discipline and then the consistency.

So, first we’re going to complete our year end letters to ourselves about all the things we’re up to this year. I challenge you to take this on as well and I’ve talked about it in many of my recent posts. Simply pretend it’s December 31st of this year and you’re reading a letter you wrote to yourself about everything you did this year.

Be BOLD, be EXCITED, pretend there are no obstacles and you can truly be, do, and have whatever you want this year.. what would it be?

I talked to them about something one of my coaches once taught me. He said people are either “moving away from pain type people or moving toward pleasure”. Determine which one you are and then motivate yourself with those types of things. For instance you are either the type of person that if I tell you.. if you do what you need to do everyday then you’ll get that house, that car, that vacation, that new toy, you’ll be debt free, and be able to buy a whole new wardrobe, you’ll go do what you need to do to sell more houses or you’re the type of person that if I tell you… if you don’t do what you’re supposed to do everyday then you’re going to lose your house, your car, you’re gonna file bankruptcy and live on the streets then you’ll go do what you’re supposed to do everyday because you don’t want THAT to happen. Which one are you?

I am moving away from pain so lots of my motivation comes from what I want to make sure DOESN’T happen. Neither one is right or wrong and we can shift from one to another on the surface but in the still of the night we are one or the other instinctively. Discovering which one you are will allow you to motivate yourself more easily based on what your inner self really responds to.

After talking about desire today we talked about structure, routines, schedules, and disciplines. I asked them for the next week to write down exactly what they did for the previous hour at the top of each hour during business hours. To really look to discover where they’re wasting time and more importantly, why? I told them if what they’re doing isn’t going to move their life or their business forward then to really consider NOT doing it anymore.

I asked them to think back to high school days when we were kids and had our daily disciplines structured and figured out for us. We had to catch the bus at a certain time, be at school at a certain time, when one class finished the bell rang and we went to the next. It was effective and still is today to keep kids DISCIPLINED in doing what they need to do everyday to finish school, to graduate, to get their diploma or degree. Which proposed my question of WHY do we stop that just because we’re adults? Well those people with what we call “REAL” jobs don’t. They actually have to be at work at a certain time everyday, take lunch at a certain time, get off at a certain time, and do specific activities throughout the work day in order to actually get PAID!

What if we took on the same behaviors in our business as students, kids, and employees do? It would be super efficient and effective. I challenged my agents to do exactly this in their business this week and see what happens.

We talked about responsibility vs victim which another of my coaches taught me. When I was younger I had a really really big ego and was the real estate drama queen. EVERYTHING was a big deal and was so overwhelming. I was so busy I didn’t have time to do anything. I couldn’t relax because everything was so stressful and hard.

He taught me that I was playing the victim to my success instead of being responsible for it. At first it was hard for me to understand but as he continued to point it out in other areas of my life I began to understand. The victim complains, judges, defends, worries, stresses, and makes up excuses. The responsible person understands, empowers,accepts, agrees, looks for action oriented results and tries to make things work, looks for answers and breakthroughs instead of being trapped in their circumstances.

Look to see where you’re playing the victim so you can shift to taking responsibility for those areas of your life which will in turn give you the energy, space, and enthusiasm it takes to practice the daily disciplines you need in order to be successful at anything!

Last I shared a quote that I once heard with them.. “the consistency of what you do day after day determines the consistency of your income month after month”. Choose to be consistent and choose to be successful!

I want to take this opportunity to tell you about two exciting opportunities I have coming up! The first is I just finished shooting a video of my listing presentation to share with you this week. The final editing is being done as I type and it should be available for purchase on our website next week. It’s a live listing presentation on video so you can see exactly what I say and do on my listing presentations. I’ll be selling it as an instant download for only $50. Once it’s ready next week I’ll post again to let you know.

The other opportunity is I still have 3 spaces left in the upcoming 8 week course, What To Say and How To Say It, that starts next Thursday January 23rd. Here is the course description:

In this 8 week tele course with Christy she’ll reveal ALL her scripts, 8 new NLP language patterns, she’ll coach and teach you everything she does to consistently sell over 100 homes a year. This year despite the market she has already sold 105 homes as of 12/3. Christy is passionate about sharing everything she’s learned in her 23+ years in real estate. In this course she’ll teach you what she’s learned along the way that works and what doesn’t in the business. She wants to inspire you to grow your business to whatever level you want to go and to give you the skills, scripts, systems, and mindset it takes to get there. Buy now to sign up now as participation will be kept to a minimum. Each call will be on Thursday’s from 1:00-2:00 beginning Jan 23rd.

Here’s the link to sign up:

http://www.yourethedifference.com/products/what-to-say-and-how-to-say-it/

“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, and was inducted in the RE/MAX Hall of Fame for her production. Christy is in the top 2.3% of her marketplace, the mother of two adoring children, a runner, cyclist, and enjoys karate, reading, writing, and spending time with her family in her free time.”

What Do Other Realtors Do?

So I was on a coaching call yesterday and asked my Realtor what their biggest fear was around taking more listings. She said talking to them about price and what she offers vs what other Realtors are able to offer.

I said okay lets list all the things other Realtors can do to market a home and we came up with this list:

Open houses
Print advertising
Internet advertising
Sign, lockbox, mls
Brochures inside & out
Realtor tours & luncheons
Lead in signs
Price
Condition
Location
Photos
CMA
Staging ideas
Feedback from showings
Direct mail to neighbors
Calls to neighbors
Target mail/email to buyers and to other Realtors
Reports from internet activity
Communication and updates

I’m sure you can think of a few more ideas that we overlooked but this is the basic list of what we can do to market and advertise a home. So my next question to her was, are you doing all this and if not can you or are you willing to which she said yes.

So, that takes care of any fears or reservations you may have when thinking about what another Realtor can offer that you don’t, right?

Stop allowing that to stop you! If you just like working with buyers and prefer to focus on that, then that’s great! But if you want to build your listing inventory and control your schedule, your time, and your income then focusing on taking more listings is the best way to do that.

There are several ways to find listing leads and we listed those together as well. Here is that list, try to rate yourself on a scale of 1-5 one being you cringe at the thought and 5 being it totally excites you to think about doing it:

Prospecting (calling expireds, fsbos, past clients, sop, just listed, just sold, cold calling, banks, attorney’s,etc)
Open houses
Advertising
Floor time
Farming
Internet / social media
Buying the business / self-promotion
Waiting / hoping for the business
Feeding off other Realtors who are too busy to handle their business
Short sales/foreclosures/distressed properties

If you can do them all and do it efficiently that’s great. My feeling is it’s best to focus on what resonates most with you because if you actually enjoy doing it you will do it better. The key to building a big business is to do whatever it is you do consistently.

The less we focus and worry about what other Realtors are doing and focus on what we need to do to grow our own business the better off we’ll be in every area both professionally and personally.

If you would like to join me for an 8 week course about how to take more listings, how to close more appointments, sell more houses, get more organized, and learn to handle objections more confidently to ultimately take your business to the next level then click here to register:

http://www.yourethedifference.com/products/what-to-say-and-how-to-say-it/ouch

“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, and was inducted in the RE/MAX Hall of Fame for her production. Christy is in the top 2.3% of her marketplace, the mother of two adoring children, a runner, cyclist, and enjoys karate, reading, writing, and spending time with her family in her free time.”

Starting at 0

So today we all start at 0 and have the choice to make this year whatever we want. As I am working on calling and mailing to the endless expired listings that came up in my market today I get an email from one of my coaching clients;

“Is it normal to feel overwhelmed that I just won’t get to calling all 600 lol and keep up with the daily ones coming in?”

Less than ten minutes later I get a second email; “BAMMMM 1ST CALL BOOKED APPT $680,000 MONDAY YAYYY”.

Does it work? YES! Is it worth the time? YES! Is it what you should be working on right now? YES! Can you do it? YES!

I couldn’t help but stop right in the middle of calling and mailing to my expired listings this morning to share that b/c it was so inspiring to hear J

If you haven’t been working or have never worked expired and fsbo listings, it’s time to start. They’re out there ready, willing, and able to sell and the only thing between you and them is YOU! Get out of your own way and just start taking action. Do you have to tackle calling for hours and hours every day or to try to call 600? NO! Small consistent steps will take you exactly where you want to go!

Yesterday I met a group of folks in our community that run to the top of a mountain in our city each year on New Year’s Day and as I was running with a friend of mine she said several things as she was coaching me up the mountain that made me think of wanting to share with you. She is a personal trainer, a friend, a strong Christian, and we trained and ran a marathon together last year.

As we were being challenged by the 20 some degree temperatures and the 2,000+ elevation climb she said the following things along the way to get us to the top:

Don’t think about the top, just focus on something you can actually see and then run to it.

Don’t pay attention to the others in front of us, it’s our personal race and we don’t have to beat them to the top. Our goal is to make it to the top in our own time.

Find your own pace and stick to it.

Steady and consistent will get us to the top.

Focus on your breathing control it.

Don’t push too fast or hard, we still have a long ways to go and we don’t want to empty our tank before we get there.

Let’s do a body check in and she said:

Focus on your feet, make sure they’re relaxed and that you aren’t resisting the impact of each step

Focus on your knees, make sure you’re bending them and sinking into them and not being too stiff

Focus on your core, make sure it’s the only thing tight on your body and make sure it’s sucked in and supporting your entire body and breathing

Focus on your shoulders, arms, and hands, make sure all three are relaxed and flowing with your pace

Now focus on your lungs and breathing, make sure it’s slow steady and controlled.

And last focus on your mindset, get there mentally, visualize what it will feel like when we are at the top on the first day of this brand new year that offers endless possibility for any and everything we want.

So much of this can be transferred to every part of our life and business. As I typed this I decided to post it in my office to remind myself as well each day of what to truly focus on.

One step at a time we can be, do, and have anything we want in our life.

If you haven’t been through my expired and fsbo course and would like to discover exactly what I do to get over 70% of my business from calling and mailing to them, click here to purchase a copy of the most recent course, it’s live and unedited so it will almost be as good as being in the course yourself and it’s only $99.

http://www.yourethedifference.com/products/expired-and-fspo-course-on-audio/

Please let me know if I may be of support to you as we head into this brand new year. If you purchase the above course and decide you want to learn more I have another 8 week course beginning January 23rd and would love to have you.

Here is the course description:

In this 8 week tele course with Christy she’ll reveal ALL her scripts, 8 new NLP language patterns, she’ll coach and teach you everything she does to consistently sell over 100 homes a year. This year despite the market she has already sold 105 homes as of 12/3. Christy is passionate about sharing everything she’s learned in her 23+ years in real estate. In this course she’ll teach you what she’s learned along the way that works and what doesn’t in the business. She wants to inspire you to grow your business to whatever level you want to go and to give you the skills, scripts, systems, and mindset it takes to get there. Click here to sign up now as participation will be kept to a minimum. Each call will be on Thursday’s from 1:00-2:00 beginning Jan 23rd.

Click here to register:

http://www.yourethedifference.com/products/what-to-say-and-how-to-say-it/

I hope you decide to make 2014 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, and was inducted in the RE/MAX Hall of Fame for her production. Christy is in the top 2.3% of her marketplace, the mother of two adoring children, a runner, cyclist, and enjoys karate, reading, writing, and spending time with her family in her free time.”

Does It Work?

I just got this email from one of my dear coaching clients and wanted to share it with you :

Hi Christy,

This is just a little update…and more thanks.
Thanks for EVERYTHING. I realize my response in terms of my business is late, but everything you gave me, I’ve saved in my head and in writing and am working hard to incorporate now. And guess what…it’s paying off… Quickly.

I have two escrows right now, and took three new listings this week…AND IT’S ONLY WEDNESDAY! and only six weeks since I quit Probation. All FSBOs. Unreal. Who knew? YOU. THAT’s WHO!

Donna Johnson

She coached with me individually for six months and went through the six week Expired & FSBO Course that I’m starting again next Thursday. She is role playing with one of my other coaching clients who set 3 appointments over the last five days with expired and fsbo listings from doing what I’ll be teaching in this course.

Do the systems, scripts, and material work? The answer is YES :) As long as YOU do what it takes there will be no stopping you from the success you want to achieve!

In this six week course I will demonstrate LIVE role plays of me calling both expired and fsbo owner listings. I’ll role play on the fly objections from participants revealing exactly what to say and how to say it when faced with the fearful questions that stop you from picking up the phone or knocking on the door.

If you’re committed to growing your business then working expired and fsbo listings is one of the fastest and cheapest way of getting there. Listings also take less time away from your life and family than buyers do. Listings cause your phone to ring, listings create name recognition for you, listings give you an internet presence. Surely you want all this in your business, right? Then quickly visit my website at www.yourethedifference.com to register now as there is a limited amount of space in the course to allow for active participation. (NO, you don’t have to talk on the call unless you want to :) But others will and you will be able to gain FIRST hand exposure to what it’s like to prospect them.

I will share my scripts, the mailings, proven NLP language patterns and rapport gaining techniques to give you the confidence you need to call them, visit them, meet with them, and YES, even compete with other agents.

If I can do this, YOU can too! It took Donna, almost a year to finally do it and look at the results she’s getting after she finally let go of the fear. Fear isn’t tangible, it’s only in our minds, together we can conquer your fears around making calls to grow your business!

On my website you can also listen to the FREE business planning call I recently did and also an interview I did for The Washington Board Of Realtors, both offer lots of valuable information that can help you bring this year to a STRONG FINISH!

The course is $149 and begins NEXT Thursday October 17th and ends the last Thursday before Thanksgiving. Each call will be from 1:00-2:00 EST. It will be over the phone and there will be a conference line for you to dial in to each week. Each call is recorded so you will be able to listen to and download it for future listening as well. You can sign up on our website or by calling our office at 540-725-7727.

A Phone Call

A phone call… not sure exactly why that title came to mind as I was beginning to type this post but wow right after I did SO many things come to mind.

A phone call can lead to so much! The reason I chose the title initially was because I got a phone call the other day from The Washington Board Of Realtors asking if I would agree to do a phone interview with them to prepare a video to send to their Realtors about tips on helping them increase and improve their business.

I did the interview yesterday and I wanted to quickly share with you what I shared with him on the interview.

But before I do now that I typed that title I need to share everything that just came to my mind around “A Phone Call”

1. A phone call to an expired listing can lead to THOUSANDS AND THOUSANDS OF $$$$$

2. A phone call can lead to an appointment

3. A phone call can lead to forgiveness and release

4. A phone call can lead to success if its with a coach, mentor, or leader

5. A phone call can lead to ideas and inspiration

6. A phone call can lead to making someone’s day better

7. A phone call can lead to getting over your fears

8. A phone call can lead to learning something new

9. A phone call can lead to mastering something if its with a role play partner

10. A phone call can lead to all kinds of doors opening up to you

Make the calls you know you need to make in your business, your life, and your relationships! Stop avoiding and start answering :)

So the interview yesterday was really exciting. It was supposed to be a quick ten minute interview and ended up being thirty minutes. He was initially asking mostly about our 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 we face in the industry that I co-wrote a few years ago with two other coaches and top producing agents.

We talked some about the book and how helpful and beneficial it can be to Realtors who want to learn how to answer all the objections they face. I told him it is useful and that Realtors can also simply make a list of the most common ones they face and come up with answers for themselves if they don’t want to purchase the book. The key is being prepared and knowing the answers vs coming up with something on the fly. Our clients are depending on us to be the professional and support and guide them through the process of buying and selling. We need to practice and prepare like a professional athlete does.

If you haven’t purchased the book and are interested you may purchase the E Book version and audio version where you’ll discover not only WHAT to say but also HOW to say it when handling each objection from our website at www.yourethedifference.com or you can purchase the published version on www.amazon.com.

So, here are some of the questions he asked me:

What do you feel is the biggest obstacle for new Realtors to get started or seasoned agents to take their business to the next level?

I said creating a plan of what you will do to create business, having a schedule, and being consistent in what you do. I was on a few coaching calls yesterday and with two of my agents that’s exactly what we talked about. There are only so many ways we can produce and create business for ourselves. But there are too many for us to do all of them. I think its important that agents pick the top 3-5 ways that resonate with them and that are activities they feel they can commit to doing for a long period of time in order to experience the results they want.

What is the biggest fear you see agents having?

I said fear of asking for the business and of what the client might say or ask them. They’re afraid of all the questions and objections they might get so they don’t call. They’re afraid of looking and sounding perfect. Guys, no one knows exactly what you’re supposed to say except you and maybe your coach or mentor. Showing up with a genuine care and interest in helping your client is key. I told one of my agents yesterday, forget about it being cold calling or prospecting and just view it as a conversation with someone who’s thinking about buying or selling. Pretend you were talking to your sister, brother, or best friend about them buying or selling. If you were the questions you need to ask them and advice you would give would come to you very naturally and very conversationally. That’s where you want to be with ANYONE you talk to. The clients are just HUMAN BEINGS they are not out to get you :)

Why did you decide to write the book?

Well it wasn’t to make money. The book sells for $25 on Amazon and $14 on our website as an E Book. It really was to be a contribution to our community and to give back what we’ve learned throughout the years. Since the book was co-written by three top agents and coaches you get three totally different personalities and styles in the answers and key is to pick the one that fits your personality and even more importantly what will work best in fitting your client’s personality.

4. Since so much of our business is over the phone, how can you establish a real connection with the client?

That was a great question and I said being present to the conversation and focusing totally on the client and not yourself. Stop worrying about if you sound good, and what to say next, and how to keep the conversation going and on and on. Listen to WHO your client is and honor them. If they are a fast talker you need to talk a bit faster, if they are a slow talker, you slow down a bit. Match and honor who they are so that you will seem oddly familiar and comfortable to them. I know you’re thinking, what? Well if you’re a slow talker, what do you think of fast talkers? Exactly! And, if you’re a fast talker what do you think of slow talkers? See the key is to gain quick rapport with the client by being like them.

5. Some of the objection handlers are pretty straight forward?

Yes, they are and I’m a huge advocate of always speaking straight and telling the truth vs telling the client what they want to hear just to take the business. But, in order to be straight you must first ensure you do have that connection and that rapport. No one likes to be TOLD what to do they prefer to be ASKED what to do. You can turn any statement into a question with simple tie down. For instance, okay? sound good, doesn’t that make sense, etc. These are part of the NLP language patterns that we use throughout the book. Another thing is to repeat what the client asked and then validate it by agreeing. For example: They say I want you to list high and come down later. You can say, You want to list high and come down later, I understand and almost every seller I meet with feels just like you do and then go on to handle the objection.

Thank you for reading; I hope this was helpful to you. The video will be out soon and I will post it to my website so you can watch it if you’d like. I will be writing more posts very soon. My goal is to write at least 2 or 3 per week and to truly be a contribution to you as the business is beginning to really pick up again.

Please don’t forget about our upcoming course if you haven’t already signed up here are the details:

Now What Do I Say?, 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. She is still an active Realtor in VA and has sold 40 homes already this year, she sold 75 last year and coaches 40% of the time! Christy’s passion is teaching and sharing what she’s learned in the business over the last 24 years.

Christy has immersed herself in the business and in training and coaching to become the best of the best. She’s participated in closing thousands of transactions and has a TON of experience and expertise that she wants to share!

Christy sold 35 homes her very first year in the business in a brand new town where she didn’t know a soul, was six months pregnant with her first child living with her parents while waiting for her home to sell. She barely knew how to get to the grocery store and back. She moved in January and by that June she had 19 pendings!

Christy sold 140 homes a year in the height of her career and was inducted into the RE/MAX Hall of Fame for her production.

If you are looking to take your business to the next level and want to discover the secrets to setting more appointments, taking 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 June 13th 2013 and will run through Thursday August 1st. Each week’s call will be from 12:00-1:00 EST. The cost for this is $199 if you sign up before June 6thth and $249 after.

This price 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 www.yourethedifference.com by clicking on the products page and choosing Now What Do I Say, The course, or by emailing Christy at christycrouch@aol.com

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”

Results!!!

I got an email this morning from one of the agents in our current expired and fsbo course and after only 2 calls he took a $900,000 expired listing from what he’s learned.

I had another agent set two appointments for this week with two expired listings. It’s working because they are working the system and I am so excited to see their results so soon in the course.

I had several agents express interest in joining after the course started and decided to run it again so they could join in. I wanted to make sure you knew in case you are interested. The next one will begin on Thursday Feb 21 and each call will be from 12:00-1:00 EST.

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, February 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 if you sign up before February 1st is $149, after February 1st it’s $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.

Some Agents May Not Want To Read This

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 christy@yourethedifference.com. 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 christy@yourethedifference.com or visit her website at www.yourethedifference.com