Category Archives: Real Estate Coaching

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’s The Secret?

I thought about what it really is that enabled me to be able to sell over 100 homes year after year, and realized it’s nothing really extraordinary, and nothing that anyone can’t do if they want to. In the end I kept coming back to one word, consistency.

Before I led a coaching call the other day I was thinking about what I could share with our participants that would really make a difference for them. And after much thought, I came up with one word, consistency.

My clients, friends, and family often ask me how I keep it all together and how I handle being a mom of two kids under the age of 14, running two companies, being a wife, and finding the time to exercise daily. And at first I thought, well how else would I behave and live? And then I thought, well there must be something that I’m doing that’s different than some, or they wouldn’t ask how I do it every day, and it’s consistency.

I said this in a blog a few days ago and I want to say it again. The consistency of what you do every day, determines the consistency of your income month after month in this business. I challenge you to look at exactly what you do all day long in this business and in your life.

I’ve found that it’s much easier to just sort of float through life from one day to the next just taking life as it comes. I’ve coached my clients to actually break it down on an hourly basis for a week or two and write down what they’re doing hour by hour each day. You may be quite surprised at how much time is available for more productive things in your business and in your life if you take this exercise on.

Let’s face it guys, we find the time to do the things we truly want to do, it’s a choice! First you have to have a goal, a purpose, and a road map, something written down on WHERE you’re trying to go. Then it’s making small choices everyday and taking small steps to arrive there. It doesn’t happen overnight it happens one day at a time with CONSISTENCY.

I want to ask you a few questions to compel you to think about the consistency in your business and in your life. Before I do, I want to preface it with, do you believe that top athletes, professional performers, top producing sales people, business owners, doctors, lawyers, pilots, and I’m sure I’m forgetting a few, practice consistency in their lives to maintain what they have and do? If so, then what stops you from taking on the same with your life? Treat your business as a business. Treat it like something that matters and not something that you just allow to happen by chance.

With all due respect it’s always amazed me at how people can cheer, and get so overly excited and hyped up about a professional sporting event. And, they’re great fun and I enjoy them all the time myself. But, it appears many are more excited about someone else’s success than they are their own. I mean what if every day you got up and cheered for yourself, your life, your business, and your family’s life the way you do for the sporting events and your favorite athletes? Imagine how that alone, could shift your day and results.

So back to consistency, here are the questions and thoughts I challenge you to ask yourself. How consistent are you with the following:

1. Activities that actually create income for you each day?
2. Your follow up with the leads that you generate?
3. Researching, knowing, and being able to powerfully present your market statistics to both sellers and buyers?
4. Communicating with your current clients?
5. Your daily schedule?
6. Exercise?
7. Eating healthy?
8. Your hobbies?
9. Continuing your education?
10. Reading books that will uplift and encourage you?
11. Listening to CD’s that will motivate and inspire you?
12. Getting out of your comfort zone in order to continue to grow?
13. Saying yes to life?
14. Controlling your thoughts?
15. Practicing your sales skills?
16. Being coachable, and allowing for constructive criticism in your life?
17. Time for yourself and taking care of yourself?
18. Being present and enjoying the “now” of your life? The present is the best gift you’ll ever get b/c you’ll never get the present moment of your life again!
19. Your income?
20. Your thoughts?
21. Working on getting price reduction for your listings?

These are just a few quick thoughts I came up with and there are many many more you could add to it. Just remember, the more consistent you are with anything, the better the results!

If you hearing and discovering more thougths and ideas like this would benefit you then click here and check out a recent 8 week course I ran and get an instant copy for yourself!

http://www.yourethedifference.com/products/from-the-bleachers-to-the-court/

“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.”

Here It is

http://www.yourethedifference.com/products/from-the-bleachers-to-the-court/

Here’s the link to purchase the 8 week course I’ve been talking with you about :)

From The Bleachers To The Court

So today we did our final call together in the 8 week course I’ve been sharing with you. After finishing our last call and preparing to package the calls as a product for purchase I decided to change the name of it from What to Say and How To Say It to From The Bleachers To The Court. I found myself bringing much more inspiration, motivation, and life coaching to each call than I had initially planned as I wrote the 8 week course.

Now don’t get me wrong, it’s packed full of all kinds of scripts, NLP language patterns, objection handlers, live role plays, live questions and answers from active Realtors who participated in the course ranging in ages and years in the business from as little as a few years, to as many as over 30 years in the business. It was truly a great 8 weeks and an honor to have been a part of those Realtor’s journey. I was sad that today was our last call together.

I do want to share some of our notes and content with you this afternoon. So in the beginning of the call I asked them to answer the following questions and then email me the answers:

I want you to stop for a moment and think back to when you first got into real estate and answer these questions:

1. Why did you decide to get in real estate?
2. What did being in real estate represent for you?
3. What did you think about when you first met, saw, or talked to other top agents? Did you think if she / he can I can? Or I’ll never be able to do that, or I would never want to do that?
4. What were your initial goals in real estate?
5. What did you think being in real estate would do for you? Give you? Allow for you?
6. What’s changed for you since then?
7. What do you want from real estate in the next 3 to 5 years? How about your life in general in the next 3 to 5 years?
8. What does being in real estate allow for you now?
9. What are the pro’s of being in real estate?
10. What are the con’s of being in real estate? Do the pro’s outweigh the con’s if so then you’re in the right business  If not consider getting out :(

If the pros outweigh the cons then here’s what I think you have to be committed to in order to have successful real estate business:

Handling it like a business, pretend you are YOURSELF, Inc. and running a multi- million dollar corporation. Act as if you are the CEO of your own company.

Setting and maintaining goals daily, monthly, weekly, yearly

Practicing all over the place in your business

Staying in the game with consistency

Patience and accepting that it takes time

Health and vitality so you have the energy it takes to keep on keeping on

Allowing for accountability

Having a coach and mentor that supports you in continue to grow, evolve, and go to the next level

Following a routine and schedule

Being flexible and diverse in order to “be” with your clients

Having highly efficient systems to properly service your clients

Having a strong team of affiliates that buy in to and support your goals and ways of taking care of your clients

I then shared what I feel you need to let go of in order to make it big in real estate

Your Ego
Your need to be right
Your opinion about everything (no one cares)
Fear
Control
Allowing your negative mind chatter to dictate your days
Habits that don’t serve you (drinking, smoking, overweight, staying up too late, too much TV, news, Facebook, etc.

After that we talked about the listing presentation, pricing, and how to properly prepare for an outstanding presentation. I shared that whoever is asking the questions is generally the one in control of the conversation and how to transform statements into questions and keep the conversation going, evolving, and comfortable. I told them to Use words and phrases like this:

Tell me more about that

What’s important about that

What will getting that do for you

How will it be when you get to that point

How’d you happen to choose this one

When this happens what then

After you sell this what’s next

The key in any sales situation in my opinion is to keep your client talking, engaged, and to be interested. Do this by asking questions.

I hope my last several articles and posts have been helpful to you. The entire course will soon be available for purchase, if you’re interested in getting a copy or coaching with me, please email me at christycrouch@aol.com.

To discover more about my coaching, products, and services please visit my website at www.yourethedifference.com.

Thank you for allowing me to share with you.

“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.”

Their Results Are Happening

So over the last few weeks I’ve been sharing what we’re up to in the 8 week course I’ve been leading. This past week was primarily geared toward mindset, motivation, inspiration, and attempting to really challenge my participants to take their life and business full on and to get on the court of life and off the bleachers! Here is what some of them have responded with in emails to me:

Christy, I have to tell you that I am finally getting phone calls back from folks I mailed and left messages for last year. I took two listings over the weekend and sold all that I had in inventory, all of which were taken from doing what you’ve taught me. I just wanted to say thank you for being who you are.

Christy, I have to tell you…You’ve really motivated me to do things I wouldn’t normally do. Even though I know I’ve needed to. I’ve just been winging it and procrastinating about it letting my ego get in the way. I’ve always been in sales and was always the top sales person with any job I’ve had. I’m pretty competitive that way. However, this type of business has really been a major challenge for me, because I always had the systems done for me and I’ve had the leads provided for me. All I ever had to do is focus on selling. This business has been a major wake up call for me. However, I feel so much better and more confident since I’ve taken your course. Seriously, I am not just saying that. That’s not how I am. Truly, there’s something about you that really has made me wake up and realize I have to up my game and really get out there. Stop putting things off hoping I can just get by. I realize I can’t nor want to do that any more. So, thank you so much for that:) You really have a gift for motivating and inspiring people.

Christy, I have decided to step onto the court and play full out. in looking at my 90 day plan that will run till 5/31/14 is 2 million is pending sales. Knowing that I have not accomplished 2 million ever in a 90 day period, this goal is more then challenging. My personal goal was 4, 101,000 for the year. That would give me a Platinum award at the company aware meeting this coming February 2015.

I came up with 2 million during the next 90 days as this next quarter will make or break my year, also is the busiest time for doing business. What are your thoughts and how will I be successful? Knowing that I am 100% responsible for my success these are my figures below

Christy, I just want to thank you for sharing so openly and honestly about your journey, your story, and what you’ve been through to get where you are today. And for being honest about still having those moments, days, etc. where you still get afraid, nervous, or just don’t feel like doing what you need to do but then how you choose to continuously keep pushing forward. You make it seem so much more possible for others and I am thankful to be a part of your coaching and would recommend it to anyone looking to move their life and business to the next level.

We talked in depth about what they had chosen to take on thus far from the course and I have asked them to look deeper into things to pull out why they choose to do certain activities but not others. What I’m finding is that it generally boils down to three of four things. The first and probably most frequent is fear. It’s fear of rejection, objection, success, having the time, knowing what to say, how to say it, how to prepare and the list could go on and and on with fears. I heard in a movie the other day I can’t even remember which but I think it was After Earth where Will Smith was telling his son that fear only exists in the mind. When we accept that and act and move forward we quickly find ourselves saying, why didn’t I do that sooner? I can’t believe I waited so long or let myself get hung up on this or that. The next few things were systems, schedule, time and overwhelm. These are all things can be managed and are all a choice.

Today I’ve had 2 sellers of mine say they don’t want to relist with our team. I’ve had two potential sellers that we’ve met with try to tell me how I’m going to do my business and what I should charge. I’ve had a past client call and complain about the experience they had with my buyers agent. I’ve had another seller call and question whether or not my team is able to properly discuss her homes features with potential clients. I’ve had a fellow Realtor with a huge ego on a major control trip tell me how to do my job all morning mind you I’ve been in the business for 24 years now. I had 58 new expired listings in my market this morning that I needed to call and mail to. We are in the midst of yet another snow storm and my kids are both home from school. I am not at the best time of the month if you can read between the lines. I honestly did not feel like showing up and doing my job after all this. But, because I know people are depending on me across the board to show up, give my best, and perform I am choosing to. I have almost finished calling all the new expired’s, I took a break to share with you and then and heading back to it.

Oh and on a positive note after all the drama from this morning I did go on a five mile snowy and cold run to clear my mind before coming back and tackling it all. Nothing can cure like a good run with just you, your thoughts, and the road. Even if you’re not a runner.. try going out for a walk, add a little jog every few minutes, and just feel the benefits of pushing your body to a new limit!

In this past week’s call we didn’t really work on any objections, questions, or challenges, it was mostly me talking about mindset, motivation, and inspiration. I did read from my book on audio, You’re The One, if you’d like to purchase a copy, please visit the products page on my website at www.yourethedifference.com.

I hope reading this and hearing about what other agents are up to inspires you and compels you to do something new in your business and life that will help take you to the next level. I asked them on the call and I’ll ask you now.

Did you take NEW action in your business this week? If not why?

Did you consider what your desk, office, car, and house look like? If so what changes need to occur?

I shared with you that one of my coaches long ago told me if you can control your weight, your finances, and your environment, you can do anything…

How would you rate yourself on a scale of 1-10 on controlling your weight, finances, and environment?

Look to see how these things that you’re not doing are things that show up in your life all the time, everywhere.

How many times do you not read all of the emails you’re sent?

How many times do you come up with some new idea, get all excited, inspired, and then not follow through with it?

How many times do you say you’re going to do something and then not? Can the people in your life depend on your word or is it just a bunch of hot air?

Do you bother to spend the time looking at what really successful people do? How much of that are you doing?

If I were to come follow you around for a week and watch everything you do all day long, would I give you a passing grade?
I asked you to write a 90 day business plan for yourself and hopefully you did. I want to challenge you to make spring cleaning your database a part of that.
Do the following:

1. Call every single person in your database and say hello to them, wish them a happy spring, and ask them if there’s anything you can do to support them with buying, selling, refinancing, or real estate in general and who they know of that you can be of assistance to.

2. Call all leads that you have and touch base, ask them if they’re ready to buy or sell and see if you can set an appt to meet with them

3. Call old expireds and fsbos back to Jan of last year.. tell them you noticed they had tried to sell their home and you wanted to reach out to see if that’s something they’re still considering and if so if you can be of support to them.

Setting appointments is the name of the game for the spring cleaning :)

I hope you make this week a great week. If I can be of support to you, please reach out to me 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.”

What Other Realtors Have Challenges With

On our call last week we covered more questions, more objections, and more challenges.. wanted to continue sharing with you:

Objections we discussed this week:

We want to list it high to leave room to negotiate:

That makes sense and I can understand why you would want to price it higher to leave some wiggle room. May I share what concerns me about this?

See the comps are showing that we should be priced somewhere between $140,000 and $150,000. If we come on the market at $157,950 we are not only pricing ourselves above the market but we’re also pricing ourselves above a huge price breaking point that many buyers tend to want to stay under. And yes, we can always come down in price later however; we won’t get a second chance to make the first impression on the market. Why don’t we price it at 149,950, keep ourselves just below that price breaking point, closer to the average list and sales price and be more firm with our negotiating?

Talk about $5,000, 10,000, 50,000, 100,000 etc price breaking points with your client and explain to them how staying just below them can keep them exposed to more buyers. Especially in today’s market when most buyers and agents go online to search for properties. If you’re priced even a dollar above what they search under, you are automatically eliminated from the search results.

We aren’t taking less than full price:

I understand you not wanting to come off the list price and I’m curious, what specifically can I tell the other agent and the buyer is the reason we aren’t willing to negotiate at all?

I’m not making all those repairs we’ll just put the house back on the market

You know, I would probably feel just like you if I were in your shoes and the drawback to that is that we’ll have to disclose these issues to any future potential buyers and/or fix them. In my experience of sellers having done this before; after putting it back on the market, making the repairs, and then waiting for another buyer in most cases they look back and wish they would’ve gone on and made the repairs. Are you sure that’s what you want to do ?

Challenges

Fear of not knowing what to say

Practice, practice, practice, what you’re afraid of not knowing the answer to and this fear will subside. Listen to our book on audio which has over 400 answers to more than 70 of the most common questons and objections you’ll face. Listen to it while you’re prospecting and driving and even without realizing it your subconcious mind will begin to retain the answers. If you don’t have a copy of our book on audio you can purcase that on our website at www.yourthedifference.com. And of course you can write your own answers and record yourself saying them as well.

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

If you don’t know the answer, don’t pretend to. Just be honest and say “let me write that down and I’ll check on it and get back to you” No one has all the answers and those that pretend to generally end up in not so great situations. Not knowing is okay !

15. Fear of my brain freezing under stress

Something you just have to accept will happen sometimes. You could just be honest and say; you know I’m having a brain freeze at the moment, let me think about that or check on that and get back to you J

Both of these can also be cured by practice, role play, writing, reading, and listening to objection handlers.

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

This is a tough one. The key is having a schedule and working in blocks of time. Do certain things at certain times throughout each day. Have systems and checklists in place. Use a daytimer. Have spiral ring notebooks on your desk, in your car, at home, etc. so you always have something to write things down. Not stickie notes, napkins, etc. that can get lost. End each day by preparing for tomorrow. Begin each day by reviewing yesterday.

Simple things like laying your clothes out the night before, packing your gym bag, looking at your schedule, packing your briefcase for tomorrow’s appts., planning your meals, etc. Anything you can do to be more efficient the next day is always a good thing.

Try not to put off what you can do now. Read the book The Present, it’s the best gift you can have or give… live in it!

At the end of each day look at what’s up for tomorrow. At the beginning of each day look back to yesterday and make sure you didn’t forget to do anything.

I use the Franklin Covey Daytimer.. no phones, no computers, no technololy.. just an old fashioned terrific daily planner.

Questions / Challenges about the administrative side of the business:

Who’s responsible for updating your 3 ring Listing Binder and distributing the info to each team member? My Office Manager, before that myself.

How often does this person update it?

Daily, each time we get a listing and/or sell one. Office manager is responsible for following up with agents that show, getting feedback, and giving to seller.

What system do you use to track yours and your team members #’s?

Prospecting system? i.e. How many people you talked to, Hot leads, etc.

Manual… a three ring binder with tabs Jan-Dec each month we track listing appts, listings taken, listings sold, buyer sales, and closed. We also track where the business comes from on listings taken, sold, and buyer sales.

3.) What do you use that tells you where you are in the sales process? Meaning, how does everyone know the closing dates on your listings and sales, if appraisal has been done etc. Is there a way that each team member knows where each sale is at any time in the closing process?

Manual… a three ring binder just like listing book with tabs A-Z filed by the street name of the pending. In here we have the information sheet w/ everyone’s contact information, a copy of the MLS report, a closing checklist, and a notes sheet.

4.) How often do you have meetings with your staff?

How and who holds each other accountable?

We communicate everyday all day via email, text, and phone. Formal team meetings were weekly until streamlined, trained, and responsibilities were crystal clear now it’s monthly.

5.) How do you attract buyers? Is it website or just sign and ad calls?

Centerfold of color magazine.. we advertise listings in here

Zillow we are a premier agent and buy zip codes

Signs

Realtor.com is where my website is hosted

Trulia.com

RE/MAX.net

Name recognition

Sellers who buy after we sell their house

Blogging

6.) Once you’ve spoken to a buyer, how do you then hand them off to your buyers agent?

I take all initial calls, emails, etc. I prequalify them for what they’re looking for and get them pre approved with our lender. I email them everything that’s for sale and ask them to look through them, drive by them, and then let me know which ones they’d like to see. At this point I turn them over to my buyers agent to show them and then she keeps them posted on new listings until they find what they’re looking for.

7.) What type of system do you have set up for the people you know? Sphere and Past Clients?

Who calls and stays in touch with them?

How often? Monthly, quarterly?

Send out cards.com is who I use to keep up with them. I mail and call them 4x a year.

8.) What are your thoughts on a Virtual Assistant?

Have never used one but have heard good things about the option. I prefer someone I can see and who is actually a part of my team that’s just a personal choice though.

9.) When an offer comes in on a listing, who does the negotiating? If it’s not you, is it someone with a license?

Myself or my licensed listing manager.

When there is negotiating, is it just via email communication? We have some agents in our market that will only communicate via email.

Whenever possible I like to handle all negotiations via phone and/or email to save time for everyone.

I hope my sharing has been beneficial to you over the last few weeks. Please reach out and let me know if I can be of support to you in any way. My email address is christycrouch@aol.com.

I will have this 8 week course available for purchase shortly after the last call. We are on call 6 this upcoming week. If you’d like to purchase and discover even more tips let me know and I’ll be sure to send you a link once it’s available.

If you are thinking of hiring a coach for yourself and your business, I would like to apply for the job of helping you. It’s been proven that no professional athlete, Olympian, singer, actor, and even entrepreneurs have become largely successful on their own. We all know they have coaches, mentors, teachers, leaders, and people to hold them accountable and keep them at the top of their game. You’re no different and I encourage you to look at having a coach walk the journey with you whether that’s me or someone else.

I have both group and individual coaching available.

“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.”

To Have A Team Or Not?

One of my individual coaching clients asked me to tell her the pros and cons of having a team. I told her I would give it some thought and get back with her, I just wrote this to her and thought it may benefit some of you on some level at some point…

This was a great question Cindy and one that should weigh in some heavy consideration for any agent as they look at growing their business and going to the next level.

I’ll first share that long ago when I was looking to take my team from myself and my husband to the next level, I asked my coach the very same question. He said, “If I had it to do over again I’d keep my team small, profit more, and have less headache with having to manage employees”. I didn’t listen and wanted to prove to myself and to others that I could be a top agent selling 150 homes a year with a big team and that’s the path I chose.

When I look back now I can honestly say that I feel at this point exactly like my coach at that time felt, and would say the same words verbatim. I spent countless hours, dollars, and energy hiring, training, re hiring, and re training staff over the years. With that time, energy, and money I could’ve kept my team small and profited a whole lot more and had much less stress at the end of the day. At the same time, I would’ve always wondered “what if”, had I not taken the journey. I now have a team of 4 and things are very streamlined and efficient. If I wanted to put more hours in my real estate business vs coaching, being a mom, and having much more personal time I could sell the same number of homes with a team of 3.

How you structure your team largely depends on your family, personal life, work ethic, systems, efficiency, and finances. I never wanted to work nights and weekends so having at least one team member was a must for me because I didn’t want to work with buyers. However, I wanted to profit from the buyers that my business and I generated on a financial standpoint, market share, and name recognition so didn’t want to refer the buyers out.

Generally speaking my coach always taught me that you need some type of an assistant for roughly every 40 deals that you do. So how high you want to take your production weighs in as well. You specifically asked me to share the pros and cons of having a team so I will list those for you momentarily. I wanted to quickly share the structure of my team as it’s gone through the years so you may get some ideas of how you would like to set your team up.

I have always been the lead generator, customer service rep, marketing director, CEO, sales manager, coach, and team leader. I have been intimately involved in every aspect of the business along the way so I am able to properly coach and train my employees. It started off with just me and I sold 39 homes my first year in the business alone. Then I brought my husband on and we sold 75 the next year. The next year we hired a full time administrative assistant which took me out of the details and allowed more time for prospecting. This produced more business which required us to have a buyers agent so my husband could spend his time on listing appointments and servicing our sellers, we sold 83 homes that year.

After that our business continued to evolve to hiring a 2nd buyers agent, a 2nd full time assistant where we divided the job responsibilities to one listing manger and one closing manager. One assistant helped with servicing sellers and the other assisted with handling our pending files, and then we had a runner that helped with putting up signs, lockboxes, taking photos, picking up and delivering checks, and meeting inspectors. I kept the business at this level until I started coaching and writing at which point I scaled back to a team of 5. When the market crashed, I scaled all the way back down to myself and one other person for a few years until the market recovered which brings me to today.

So, to answer your question here is what I’ve come up with:

The pros to having a real estate team are:

More time
More flexibility in your schedule
Less worrying about all the details
If selling in high volume a team allows better customer service
Able to sell more homes with less time spent
Can make the business more fun in some cases
Provides jobs for the economy
Feeds your ego (not something I encourage b/c most of our egos are big enough w/out this but .. having a team does feed your ego)
You’re forced to organize and streamline your inner office so that others can support you efficiently
You’re forced somewhat to become a leader and not just a salesperson
Helped me to create all kinds of systems, forms, and basically make my business something that I could actually package and sell at some point in the future

The cons to having a real estate team are:

Downtime for training
Downtime with staff turnover
Staff turnover in general is an issue once you are accustomed to having the support
Have to fight the urge to micro manage which isn’t great for you or the team member
Takes lots of trust
Costs money
Can create a lot of unnecessary drama in your daily life and business if you don’t have the right players
Constantly having to manage
Having different personalities in your business can be challenge
Who to hire.. licensed, unlicensed, experience, no experience, etc.
Worry about training them to then go out on their own and take your stuff and/or compete with you
The general liabilities that come with being an employer, insurance, taxes, unemployment, benefits, etc.

I hope this helps, please let me know if you have any other questions on this subject that I can answer for you or if I may be of support to you in any way.

If you are looking to create or train a team I can help you with it and guide you through the entire process and would love to be of support.

Please email me directly at christycrouch@aol.com or visit my website at www.yourethedifference.com. If you haven’t already purchased our 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 business, I invite you to. This has helped hundreds of Realtors gain more confidence, take more listings, and ultimately sell more homes by knowing what to say to all those fearful questions. It’s available as an E book for only $14.99 on our website or in an audio download so you can discover not only what to say but how to say it or in the published version on Amazon.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.”

90 Day Real Estate Challenge

For those of you on the East Coast, I hope you’re safe, warm, and getting through the storms we’ve had over the last few days. We were reported as having the 3rd deepest snow in the history of our area. Over 24″ at my house. It’s been fun and beautiful and I have enjoyed the time with my kids.

Yesterday we had call 4 of my course, What To Say and How To Say It, and I wanted to share some more of the objections and challenges we covered. Again, the initial list was provided to me by my participants before the course started so that I could create the course around what would bring the most contribution and value to them.

I’m so excited about the actions they’re beginning to take and the changes their implementing both in the business and in their lives to ensure their goals and dreams become their reality this year. I hope my recent blogs and articles are bringing value to you as well :) I am recording this course as well and it will be available for purchase in early April so you can listen to the entire course if you think even more information like this would benefit you.

So here are the objections and challenges we covered yesterday:

Objections:

At the listing appt, we’ll think it over and get back with you when you want to do a 1 step listing appt not 2:

Of course you do! After all, this is a big decision for you. Before I leave, let me offer again to answer any questions that you may have. Since I do this day in and day out I may be able to help you make the right decision. What’s the biggest thing you’re hesitant about with going ahead and getting it on the market?

I can appreciate that. And what I’m sensing is you’re worried you might make the wrong choice in agents, is that right? I totally agree I wouldn’t want to make the wrong decision either I mean after all it’s a multi month contract that you’re signing for thousands of dollars and naturally you want to make sure you’re getting the service you’re paying for. Let me ask you, what specifically is stopping you from working with me? Let’s see if we can work through it and move forward together?

The Other Agent Agreed To Do It For Less

You know, it’s great that the other agent agreed to do it for less and may I share my concern with you about that? See there has to be a reason as to WHY they’re agreeing to do it for less. I mean unless they’re a personal friend or family member this is a business and generally you don’t just agree to reduce your salary at work do you? Well this is just like that, we have to wonder why someone would agree to reduce their fee unless there’s something in for them. And in this case my guess would be the agent just wants to have a listing to advertise and put a sign in the yard so they can pick up leads from having your house listed. Do you happen to know how many homes that agent has sold or how many listings they currently have? See because I don’t actually NEED your listing, I honestly just want to help you get it sold and take excellent care of you along the way and then ultimately get paid for doing a great job. Additionally, my list to sales price ratio is 97% while the average across our area is 95% so I am able to get my sellers more than the average agent has been able to. And walking away with the most money in your pocket is what’s most important, right? Because at the end of the day does it really matter what an agent agrees to reduce their commission to if they don’t actually get the home sold?

Working with a buyer and buyer who says they haven’t talked with a lender yet, they want to find the right house first

I can understand why you would want to find the right house first I mean afterall, why bother talking with a lender unless you find a house that works for you, right? Real quick, may I share with you why it’s so important to talk with a lender up front?

The financing is the most important part of the home buying process. In today’s market more than ever most sellers won’t even consider an offer without having a pre approval letter from the buyer’s lender. Before taking it off the market they want to insure that the buyer is able to qualify to buy the home. And as the market is beginning to pick up if you happen to end up in a competing situation the seller is much more likely to take the offer with a pre approval letter than one without. But more importantly than all that is YOU, and you going into the home buying process with eyes wide open on the numbers. You will likely qualify for MORE than you really want to spend and so I generally tell our buyers to determine ahead of time what type of monthly payment they want to stay under and then have the lender work the figures backwards to insure that we look in a price range that’s going to give you a monthly payment you’re comfortable with, does this make sense? And it’s completely free and of course no obligation for the lender to talk with you about all the programs, options, and to go ahead and get you pre approved. Would you like me to have one of the lenders we generally use and recommend get in touch with you to go ahead and get all your questions answered?

CHALLENGES:

The folks not liking me

My answer to this is not going to sound in character for me but it’s all there is to do with this one… GET OVER IT… accept the fact that not everyone including other Realtors are going to like you. As long as you’re doing the right thing, for the right reasons, and doing the best you can then that’s all you can give. If they don’t like you, you can’t change that. Remember however to do all the things I’ve taught you with regard to matching and mirroring and honoring and choosing to be someone that is strangely familiar to them.

Sticking to my schedule

This is a choice. I have been coaching all my Realtors about this over the last week and I’m going to touch on it a little later in the call. This is a choice. We talked about it on last week’s call…. Remember if you were working for a corporation and had a “real” job you wouldn’t have the luxury of not sticking to your schedule, you would have to or you would….what? Right, lose your job! So choose to treat your little multi million dollar corporation that you have like it’s real 

10. Letting others affect my emotions and mindset

This is a tough one and one that you have to constantly work on and will likely never get an easier. Some of the most sought after basic human needs are acknowledgement, acceptance, love, attention, and affection. When others aren’t behaving and doing exactly the way you think they should be it gets in our head and can impact all these basic needs that we have. At the end of the day no one person or one thing out in the world can truly make you happy .. this has to come from God and from within yourself so WHY would you allow them to do the opposite and make you unhappy or take you off your game? Do you think for one second that Tiger Woods, Labron James, or would allow someone else to impact their performance? And don’t think for one second that there aren’t thousands of things going on in their world that could impact them. Again this is a choice and a habit that we have to create.

Do you write affirmations? If not then you should! Here’s your first few:

I have a strong unstoppable mindset.
Nothing takes me off my game
I finish strong every day
I choose my outcome

Make a list of some positive affirmations and read or write them daily. Even better RECORD yourself saying them and then listen to them over and over every day while you’re working. Or you can buy the one my partner and I created. It’s voiced by myself and my co author, Scott Friedman, with some uplifting music in the background designed to encourage, inspire, energize, and motivate you. It’s only $10 for an immediate download. Please visit the products page of our website at www.yourethedifference.com to purchase your copy.

The next challenge was:

Reading my emails

I fight this daily myself. Lots of our communication in this business including prospecting has shifted toward emails, texts, Facebook messaging, and then all the public website messages we get from potential clients. Allow for the emails, it’s an inevitable part of our business and life. You don’t have to respond to them all as soon as you get them. You can have blocks of time where you have set aside to return emails throughout the day. At least the ones that may take you more time would warrant returning later.

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

We talked a little about this on a previous call. Guys at the end of the day it doesn’t take PHD to sell a house it take a real estate license. And guess what? The doctor or lawyer DOESN’T have a real estate license or they wouldn’t be calling you. Show up like the professional you are and help them take care of their housing needs! If you don’t have a college education and that bothers you, please google all the amazingly successful multi-millionaires who DON’T have a college education.

After discussing this week’s objections and challenges I asked each participant to answer the following questions honestly to themselves:

How many listings do you currently have?

How many active buyers are you working with?

How many solid leads do you have right now?

How many pending sales do you have right now?

What is your daily schedule looking like these days?

I then challenged them and would like to challenge you to write a 90 day mini business plan for yourself. To decide the following and then commit to staying focused, in the game, on the court, playing full out for the next 90 days. Then reward yourself with something nice when you’re done. A long weekend, a massage, a new outfit, a picnic in the park, just something nice to refresh yourself so you can start the next 90 day cycle.

See if we can break out business down into smaller more manageable blocks of time it becomes naturally easier for us to see the light at the end of the tunnel thus compelling us to take more action.

Number of days you’ll work
Number of listings you’ll take
Number of listings you’ll sell
Number of buyers you’ll sell
Number of price reductions you’ll get
Number of closings you’ll have
Books you’ll read
Objections you’ll work on
Scripts you’ll work on
What you’ll do for yourself as a reward when you’re done.

So we all agreed our 90 cycle will end on Friday, May 16th and begin on Monday February 17th. I encourage you to join us in this 90 day cycle and take yourself to the max and see what happens!

If you need more help I have two great new products available for purchase as well, my live listing presentation demonstrating exactly what I do and say on listing presentations and it’s only $50, click here or copy and paste this link to your browser or visit my products page on my website at www.yourethedifference.com.

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

And second is a copy of my most recent expired and fsbo six week course. If you’d like to discover what to say and do to take more expired and fsbo listings then this is a must have and it’s only $99. Here is the link for that:

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

If you are thinking of hiring a coach for yourself and your business, I would like to apply for the job of helping you. It’s been proven that no professional athlete, Olympian, singer, actor, and even entrepreneurs have become largely successful on their own. We all know they have coaches, mentors, teachers, leaders, and people to hold them accountable and keep them at the top of their game. You’re no different and I encourage you to look at having a coach walk the journey with you whether that’s me or someone else.

I have both group and individual coaching available.

“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.”

More On What Realtors Said Were Their Biggest Challenges & Common Objections

In the 3rd week of our 8 week course working more on the objections my Realtors said they face most often and the challenges they have the hardest time with.

Wanted to share this week’s objections and challenges with you:

Objections

I want you the listing agent to be at every showing

I can understand why you would want that and may I share why that could actually be detriment to the sale? See in most cases there are two agents; one that represents the seller to market, advertise, promote the home and look out for the sellers best interest and negotiate on their behalf. Then there is another agent who works for the buyer, making sure they have access to all homes, to show them the homes they want to see, and to represent and negotiate on their behalf. The buyer could feel intimated by me as the listing agent being there while they’re trying to look at your home with their agent. They may feel like they need to hurry up and get through the home which is the exact opposite of what we want. Other agents that will be showing your home are Licensed agents that have to adhere to certain standards and I really think it’s okay to allow the other professionals to show the home. If you have extremely valuable items that you are concerned about you may want to consider putting them in a safety deposit box or in a safe. And lastly if we have to work with another person’s schedule it makes it more difficult to arrange, it’s already challenging enough to get the buyer and their agent’s and your schedule together. We don’t want to lose any showings by not being as open and flexible as possible. If there are particular things you want other agents to be sure to point out to the buyers we can type that list up and upload it to MLS as an additional document so other agents are sure to be aware, how’s that sound?

Why should I hire/list with you?

What a great questions, most sellers ask the same thing. And the reason I would list with me is because I know that I am going to take excellent care of you. I’m going to put your needs, wants, and desires ahead of my paycheck knowing that getting paid only comes unless and until I get your home sold. My goal is not to just get a paycheck, it’s to create customers for life and to become a household name where no one in Roanoke Thinks of buying or selling without thinking of me first and I know this can’t be done unless I take excellent care of you every step of the way the first time around. I also have a strong record proving that I have the experience and expertise to get your home sold. I’m confident I can get it sold for you and I would love to work with you, would you like to get it on the market tonight?

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

That’s an important question honestly because while the company does matter, you’re actually going to be working directly with me throughout the transaction. I’ve blah blah blah give them your quick bio if you don’t have one, write one. Who are you? We talked about this on the first call, what do you bring to the table? Be honest and give them the best of you, don’t try to be something or someone you’re not. You’re perfect exactly how and where you are.

How many listings have you sold

I appreciate whoever wrote this down as a fearful objection and the only answer here is the truth. How many listings have you sold? If you haven’t sold any then you have to tell the truth and give them that they are going to have your absolute undivided attention. If you’ve sold fewer than what you think is impressive, again tell the truth. Tell them you’ve spent most of your career working with buyers or whatever it is. Honest and transparent is always best.

And here were this week’s Challenges:

Confidence at the listing presentation

This is something we all face as a challenge even after years of doing it and being in the business and going on hundreds. I personally still get nervous before every listing presentation. The key to confidence here is going to be that infamous P work, practice. The more you practice your presentation the better you’ll get. Knowing your numbers will help. If you can confidently talk about your market as a whole and the CMA specific to their home you’ll be more at ease. At any given moment you should know the following numbers about your market in general:

Total number of homes for sale

Average sales price year to date

Number of sales year to date

Average days on market

Average list to sales price ratio

Remember, the stuff we talked about earlier on the call… all of this will help you at any appointment.

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

First of all to begin any answer to a question, give yourself a moment before responding to any question and allow yourself the time to decide whether you really know the answer or not. My bet is unless you’re brand new, you probably know the answer. Repeat the question, agree with them and then answer. If you don’t know the answer simply say, let me write that down, I’ll find out and get back with you!

Systems/process in place to service sellers

Create them. I have a listing book that’s a three ring binder. I have all my listings in there with A-Z tabs. I have an information sheet w/ all the sellers contact information, the mls print out with all the information about each home and a showing sheet to keep track of the agents that show it and their feedback.

Key is to keep it simple, keep it clean, keep it organized.

Taking the listing at a higher price and it not selling

We talked about this on last week’s call. You really have to determine if you want the listing or not. You’re interviewing them as much as they are interviewing you. You have to decide as business owner if it makes sense to invest your time, money, and energy into marketing and advertising their home. If they are completely unrealistic about price and you honestly don’t feel you can get it sold then tell them that. Remember, honesty is always the best! If you think it’s a listing you can take at a higher price and you will be able to pull in some leads from it then take it but make sure they understand that it’s priced above market value and may or may not show or sell. If they are comfortable with that and you are comfortable taking it then move ahead.

Imagine for a moment that you spend time writing down all your objections, questions, and challenges and then work on answering them and then practicing them :) Your business would become easier and as a result would grow & evolve!

Take this on and choose to make 2014 YOUR year! Here’s a link to my recently recorded LIVE listing presentation and the most recent expired and fsbo course we did just before this 8 week course:

Purchase your immediate download today and start discovering what to say and how to say it to grow your listing inventory!

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

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

“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.”

Answers To What Realtors Said Their Problems Are

In my last article I talked about what the Realtors I’m currently coaching reported as the biggest problems their facing, and over the next 7 weeks I’m going to share our answers with you in hopes that it will help you as well.

So on our call last week we talked about these objections and I shared these answers:

MOST COMMON OR FEARFUL OBJECTIONS

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

That’s a great question and most sellers ask that too. I’m going to be totally honest with you and tell you that I may actually never show your home. Due to the nature of the business there will be other agents and companies showing your home way more often than me and/or my company. There are over x number of active Realtors here in the area and we want to insure your home gets maximum exposure to all buyers in the market not just the buyers I’m personally working with. Listen, if I can sell the home to one of my buyers, believe me I’m going to J If I sell it I get paid twice the money but again we don’t want to limit it to just my buyers. And I’m not going to traipse people through here just to make you think I’m showing your home. If I don’t have a financially qualified buyer who’s looking for a home just like yours then it makes no sense for me to show it. Your listing agent’s job is to actively and aggressively market your home to buyers direct and to other agents and that’s exactly what I promise to do, make sense?

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

I can understand why you would feel that way with the offer coming in so soon and when we met at the listing presentation and went over the numbers, the pricing, and crunched them to see what you would walk away with you were comfortable with this price, what’s different now? In my experience the first offer is generally the best offer and I would hate for you to walk away from this and then look back months later and wish you hadn’t. Sadly, I’ve seen it happen time and again with sellers. Why don’t you guys, accept this offer, and we’ll get started looking for your new home?

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

You have to distinguish the difference between an objection and an obstacle. This to me is an obstacle and I would probably choose to walk away from this listing. If a seller is not motivated to sell, reasonable to work with, and willing to do their part in what it takes to get their home sold then I can’t help them. This is like leading a horse to water but not being able to make it drink.

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

I bet you are tired of the process, you’ve been at it for a while now. The good news is you’ve weathered the worst of it and you’ve almost been on the market the average days it actually takes to sell a home in our area. I understand renting it is an option and before you do I would love to come by and show you want I can offer as far as marketing, advertising, and servicing you. Imagine for a moment that you decide to give it another shot, with a new agent, a new company, a fresh new marketing approach, you get to come back to the forefront as a new listing and it actually sells this time around and you don’t have to deal with tenants, maintenance, and all the possible issues that come along with being a landlord. How does that feel?

Then we talked about what their biggest challenges in business are. We answered these on last week’s call as well:

BIGGEST CHALLENGES

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

This is a challenge that we all face day in and day out no matter what career we choose. Imagine for a moment that you had a real job and had to go to work every day at a certain time, have lunch at a certain time, and go home at a certain time. In this real job you have specific detailed responsibilities that you have to do every day. You really wouldn’t have the space to allow daily issues or life to stop you from doing what you needed to do or you would be fired, right?

Choose to treat your real estate business the same way, like a real job. Pretend like you own a multi-million dollar corporation and you are the CEO. Because that’s what you own and that’s who you are! You literally assist in facilitating millions of dollars exchanging hands every day, don’t you? And you are your own boss, aren’t you? Create a structure, a schedule, and procedures as if you were running a company and then choose to show up no matter what like you would if being fired were a possibility.

2. Fear of going for the luxury market.

All of us are afraid of the luxury market until we begin working the luxury market. All you’re going to find when you choose to finally call, mail, door knock, or reach out to them is that they are human beings just like the rest of us. They put their pants on the same way we do. They have the same fears and reservations we do. They are no different than you. They want someone who’s going to get their home sold, be honest with them, communicate with them and provide excellent service to them, can you do that? If so then the only think standing in your way is you.

3. Fear of succeeding and making others uncomfortable

This is a fear I had for years when I first started making money in this business because I don’t come from money. No one in my family was really successful. In fact, they were at the opposite end of the spectrum. My dad was the only one who was really successful and he died when I was 18. So as I starting reaching new heights I worried about what my family would think, what my friends would think, what other Realtors would think and I felt guilty much of the time. Over time you will begin to realize how hard you’re working, how much time you’re putting into this, the sacrifices that you’re making and if you’ll look around at what others are choosing to do with their time you’ll realize it’s a choice. If they wanted to be, do, and have everything you do then they could simply choose to. Let this go.

If I can be of support to you and your business, I would love the opportunity. I am recording this course and once it’s over in 7 weeks it will be available for purchase on our website at www.yourethedifference.com. In the meantime if you haven’t already taken my 6 week Expired and FSBO course, that is available as a download now as well as well as my

brand new live listing presentation.

If you are interetesed in personal coaching where I work with you invvidually on growing and mastering all aspects of your business, I would love to talk with you about how I can be of support. Email me at christycrouch@aol.com if you think it’s something that may benefit you.

“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.”