Question:
Hey, Wally! I know the “old stuff” still works, but can you give me some new twists to keep things exciting for me?
Name Withheld
Answer:
Sure, pal — let’s “do the twist to the oldies”!
Being involved with the most profitable systems in real estate, we are always adding updates and twists as technology develops. It still makes the most sense to center on listings. Go after the people most likely to list using the least expensive and least time-consuming methods.
Open Houses:
Try to do only one since they are not the most profitable use of your time. Make that ONE open house during the first week of the listing and hopefully before it hits the MLS. Capture those nosey sellers and all the buyers who are looking in that neighborhood. Give your best effort in capturing both ends of the transaction. Get the open house signs out for a few days with a QR code to the tour. Cut the time down to an hour. It makes you look different. Send out 200 just listed/open house cards to the neighborhood and follow up with a call. Yes, this process takes longer. If it does not sell, it is obvious that open houses do not work, and you will be able to keep the seller off your back while you do what sells homes…obtaining the right price.
Postcards:
People only care about “just solds” with QR codes. Cut out the “just listed” unless you are working the above system. Tell the receiver how the property sold, and tell them why this process is different from the other agents in your area. If you don’t have enough just solds, then let them know about the solds that show up in the county records and let them know that part of your job is to stay in tune with the sold activity. Make your name and the word “SOLD” in big, red lettering on the card!
Direct Mail:
This method does still work on the best demographics. Add value and a personal signature on your own letterhead in a window envelope. If you own my letters book, this process will be faster for you since you have over 400 letters to choose from! Send a letter that will direct them a specific portion of your website. For example, send a letter to the for sale by owners. Let them know how you can work together without necessarily listing their home. You can help them with a lender; help them with the buyer who needs to sell their home to buy the FSBO’s home; help them with a referral to the area where they are moving; and help them as a buyer in your town with the exclusive “Secret Property System” that really excites them. With all that help and counseling for the FSBO – if their home doesn’t sell, you’ve already begun to make a value-filled proposition to them!
Cold Calls:
Cold calls are dead. Call your database, expireds, FSBOs, out-of-state owners, and assisted living centers. Monitor your “Do Not Call” responsibilities and leave them a message (live or on voice mail) with a web destination for them to visit on your site. Too many agents are scared to death to make phone calls! I have a book of scripts and it even includes letters you can send ahead of the call to “plow the road” and make it easier.
Networking:
Parties, phone calls, newspaper articles, referral groups, buyer seminars – I can list dozens more. Every top agent will step out of his or her comfort zone. Top agents do not depend on Facebook for their marketing.
Referrals:
There are speakers who do nothing but teach this system. Remember what the attorney’s know — ask for your money on the day you win the case. Have a checklist to ask for more business from family, friends and co-workers at the listing, at the first showing, on contract acceptance, on loan approval, and at close. Do a job that merits a referral.
An oil and gas lease lottery millionaire by age 16, Walter S. Sanford was in massive debt by the time he was 22. Taking his winnings, he invested in over 400 units and found that high leverage real estate can be detrimental to your financial health.
Obtaining his real estate brokerage license during the 80s, Walter went on to become what some believe to be one of the top agents in North America. He built his career on systems that are in demand by virtually every major franchise and top producing agent in the world. 1995 was Walter’s best year, in the midst of a real estate depression in Southern California, where he personally closed 316 transactions.
Walter Sanford now coaches some of the top agents and travels internationally to deliver his seminars based upon systems with velocity increased by technology. He is the author of 10 ground-breaking books and software that assist top real estate producers in not only beating the competition but also providing lasting estates for their future. Systems are his passion.
Walter has been buying or selling real estate for the past 35 years. It took a long time for Walter to find balance, but today, he runs a successful coaching and training business. He enjoys life in “small town America” with his wonderful wife and two darling daughters.
Many speakers and trainers have never been involved in real estate brokerage aspects and none have ever been involved to Walter’s extent. If you would like to know more about Walter, please visit www.waltersanford.com. You’ll find more information about how to hire Walter as a speaker or coach and how to obtain his ground-breaking products for your library. Walter can also be reached at 800.792.5837 or walter@waltersanford.com.
