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CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

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Pre-Confirmation Package, Part Three August 24th, 2016 | Posted in General Real Estate, Other Interests, Real Estate

Today is day three of our blog series on the Pre-Confirmation Package.  You can quickly catch up if you haven’t caught the past two day’s information.

The next document is my famous IF sheet.  This document is to be given to the seller prior to the appointment and returned to you prior to the appointment, allowing you to immediately determine what the seller believes is important about the property.  This will not only help you in preparation of comparable sales, but it will also allow you to speak intelligently and reinforce his/her opinions about the property in the areas that the client believes are important.  If you are bringing any pre-marketing materials to the presentation, such as a flyer, a web page, or a 1-800 IVR recording, you can certainly highlight the areas he/she believes to be essential about the property.

This document proves to them that you actually care more than the competition and that the promotion of the features and benefits of the property are being effectively handled.  This document will add power to your future advertising and marketing, and it will start the seller on a positive road toward your marketing effort.  It was one of my favorite forms to include in my pre-listing confirmation package.  The clients loved it, too.

IF You Were the Buyer of (Insert Listing Property Address), What Features Would Most Excite You About Purchasing This Property?

Please include details about your interior/exterior, backyard, and neighborhood where appropriate.

  1. _____________________________________________________________

_____________________________________________________________

  1. _____________________________________________________________

_____________________________________________________________

  1. _____________________________________________________________

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  1. _____________________________________________________________

_____________________________________________________________

  1. _____________________________________________________________

_____________________________________________________________

  1. _____________________________________________________________

_____________________________________________________________

  1. _____________________________________________________________

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  1. _____________________________________________________________

_____________________________________________________________

  1. _____________________________________________________________

_____________________________________________________________

  1. _____________________________________________________________

_____________________________________________________________

Thank you.  Now, I will be able to position to the marketplace more efficiently.

Sincerely,

Walter S. Sanford

 

Be the best at obtaining and selling your listings!  Walter’s Beating the Competition Every Time is a multi-media system offering what you need to get the signature.

 Check out the details here – http://www.waltersanford.com/shop/beating-the-competition-every-time-book-dvds-audio-cd-and-data-cd/.  Call 800.792.5837 and ask for the $50 blog special on this system!

 

Pre-Confirmation Package, Part Two August 23rd, 2016 | Posted in General Real Estate, Other Interests, Real Estate

We’re into day two of our blog series to cover the Pre-Confirmation Package.

Next up is the Track Record.  The Track Record is used to show the potential seller that you are the local or demographic expert.  Just like a new agent in the previous form may not have a lot of past clients, you may also as a new agent not have an extensive track record.  If this is the case, your office, your manager, or broker does have a track record that you can utilize.  I personally kept track of every listing and every sale in my database.

In Long Beach, our area was divided up by numbers.  Whatever your codes, use the same dividing and type logic as your MLS uses; it will make it easier for database input and eventual search commands.  Whenever you have a new listing or sale, make sure that is recorded in your database using location and type as you are recording the client.  This will make it easy to pull it up when you are looking for all the listings or sales that you have done in a certain MLS area.

As you are competing against other real estate agents, you will find this document to be very important.  Taking this one step further and utilizing the initial questionnaire, you can find out who your competition is and bring their MLS sales history in the area or type of property for which you are competing.  Of course, you would only want to do this if you beat the number of sales and volume that the competing agent has completed.

You can take this document yet another step further by providing pictures, especially when they were your own listings.  You will also notice that I did not put prices on this form so that I could go back as early into my career as needed and the list would still look current.  The moment you put prices on your track record is the moment they will start using these addresses as comps.

Please institute the Track Record in your pre-listing confirmation package to show them your ability or your office’s ability to sell in the subject area or type of property.

Track Record

Sales and Listings Completed around 248 Termino Avenue

by Walter S. Sanford

2151 Fashion                          Residence/3 bedroom, 1.5 bathroom

3649 Brayton                          Residence/2 bedroom, 1.5 bathroom

3121 Volk                                Residence/3 bedroom, 2 bathroom

550 Orange #206                  Condominium/1 bedroom, 1 bathroom

2216 Eucalyptus                    Six Units

1735 Pine Avenue                 Six Units

1956 Locust                            Six Units

1623 Luray                              Residence/2 bedroom, 1 bathroom

5935 Ibetson                           Residence/3 bedroom, 2 bathroom

2553 Ostrom                           Residence/3 bedroom, 2 bathroom

1721 Pine Avenue                 Six Units

6232 N. Marina Pacifica      Condominium/1 bedroom, 1 bathroom

1854 San Francisco               Seven Units

6321 Johnson                         Residence/3 bedroom

201 E. 69th                               Two Units

3827 E. 7th Street                   Four Units

3591 Rose Lane                     Residence/3 bedroom, 2 bathroom

268 Belmont                           Residence/5 bed, 3 bath/Guest House

2309-11 Eucalyptus               Two Units

1781 Park Avenue                Three Units

5456 Oleta                              Residence/3 bedroom, 2 bathroom

471-101 Kakkis                       Town House/2 bedroom, 2 bathroom

733-35 Loma                          Duplex

1435 Pine Avenue                 Two Houses on 1 lot

2271 Roswell                           Residence/4 bedroom, 3 bathroom

1452 Pine Avenue                 Residence/2 bedroom, 1 bathroom

5403 Autry                               Residence/2 bedroom, 1 bathroom

1903 Temple, #228               Condominium/2 bedroom, 2 bathroom

752 Loma Vista                      Three Units

305 Newport                          Residence/2 bedroom, 2 bathroom

550 Orange, #228                 Condominium

9244 Oak Street                     Residence/5 bedroom, 2 bathroom

255 Obispo                             Residence/2 bedroom, 2 bathroom

1460 Pine Avenue                 Two houses on one lot

3440 Gaviota                         Residence/3 bedroom, 2 bathroom

1734 Chestnut                        Three Units

1502 Cedar                            Residence/4 bedroom, 2 bathroom

2220 McNab                          Residence/3 bedroom, 1 bathroom

84-88 Arbor                             Two houses on one lot

2409 Spaulding                      Two houses on one lot

2101 E. 21st, #316                  Condominium/2 bedroom, 1 bathroom

7869 El Dorado Place          Residence/4 bedroom, 2 bathroom

2151 Fashion                          Residence/3 bedroom, 1.5 bathroom

3649 Brayton                          Residence/2 bedroom, 1.5 bathroom

3121 Volk                                Residence/3 bedroom, 2 bathroom

550 Orange #206                  Condominium/1 bedroom, 1 bathroom

2216 Eucalyptus                    Six Units

1735 Pine Avenue                 Six Units

1956 Locust                            Six Units

1623 Luray                              Residence/2 bedroom, 1 bathroom

5935 Ibetson                           Residence/3 bedroom, 2 bathroom

2553 Ostrom                           Residence/3 bedroom, 2 bathroom

1721 Pine Avenue                 Six Units

6232 N. Marina Pacifica      Condominium/1 bedroom, 1 bathroom

1854 San Francisco               Seven Units

6321 Johnson                         Residence/3 bedroom

201 E. 69th                               Two Units

3827 E. 7th Street                   Four Units

3591 Rose                                Residence/3 bedroom, 2 bathroom

268 Belmont                           Residence/5 bed, 3 bath/guest house

2309-11 Eucalyptus               Two Units

1781 Park Avenue                Three Units

5456 Oleta                              Residence/3 bedroom, 2 bathroom

471-101 Kakkis                       Town House/2 bedroom, 2 bathroom

733-35 Loma                          Duplex

1435 Pine Avenue                 Two Houses on 1 lot

2271 Roswell                           Residence/4 bedroom, 3 bathroom

1452 Pine Avenue                 Residence/2 bedroom, 1 bathroom

5403 Autry                               Residence/2 bedroom, 1 bathroom

1903 Temple, #228               Condominium/2 bedroom, 2 bathroom

752 Loma Vista                      Three Units

305 Newport                          Residence/2 bedroom, 2 bathroom

550 Orange, #228                 Residence/5 bedroom, 2 bathroom

255 Obispo                             Residence/2 bedroom, 2 bathroom

1460 Pine Avenue                 Two houses on one lot

3440 Gaviota                         Residence/3 bedroom, 2 bathroom

1734 Chestnut                        Three Units

1502 Cedar                            Residence/4 bedroom, 2 bathroom

2220 McNab                          Residence/3 bedroom, 1 bathroom

84-88 Arbor                             Two houses on one lot

2409 Spaulding                      Two houses on one lot

2101 E. 21st, #316                  Condominium/2 bedroom, 1 bathroom

7869 El Dorado Place          Residence/4 bedroom, 2 bathroom

8615 Madison                        Residence/5 bedroom, 2 bathroom

5939 Falcon                            Residence/3 bedroom, 1 bathroom

Pepper Drive Lot                   Vacant lot

2240 Legion #208                 Condominium/2 bedroom, 2 bathroom

2506 Willow #203                  Condominium/2 bedroom, 2 bathroom

3491 Locust                            Residence/4 bedroom, 3 bathroom

170 E. 35th Street                   Residence/4 bedroom, 3 bathroom

3116 E. 5th Street                   Residence/4 bedroom, 3 bathroom

44 E. Market                            Commercial

550 Orange #128                  Condominium/2 bedroom, 1 bathroom

 

Whether these are in the area of your proposed sale or the same type of real estate that you own, large amounts of similar sales show that my systems are in place to achieve my client’s success!

 

Be the best at obtaining and selling your listings!  Walter’s Beating the Competition Every Time is a multi-media system offering what you need to get the signature.

Check out the details here – http://www.waltersanford.com/shop/beating-the-competition-every-time-book-dvds-audio-cd-and-data-cd/.  Call 800.792.5837 and ask for the $50 blog special on this system!

 

 

Pre-Confirmation Package August 22nd, 2016 | Posted in General Real Estate, Other Interests, Real Estate

Normally, I wouldn’t prepare to run such a long-term, daily blog series, but I’d rather spread out the information than overload you on a single day.

So, if you like what you see in today’s blog post, stay tuned for more!

Your pre-listing package checklist is very important to the entire listing presentation. We will cover some of the forms that you might choose to include for your package and eventual implementation.

The potential seller can mail, hand deliver, email, or complete the forms via a seller section on your website before the meeting.  Tell him/her that completion of these forms is important and explain that completing the documentation will allow you to achieve his/her goals.

Please be aware of your need to have these forms back before the presentation so you can properly prepare and plan for your meeting with them.

You should follow up one more time prior to the presentation making certain that there are no more questions, that you are still the last to be interviewed, that all decision makers will be present, and that the following documents have been read, completed, and returned prior to the actual face-to-face.

  1. Cover Letter with forms explanation
  2. Client Reference Sheet
  3. Track Record
  4. “If Sheet”
  5. “Words of Wisdom”
  6. “What Are You Concerned About”
  7. Transfer Disclosure Statement
  8. Agency Forms
  9. Credentials, Magnetic Card, and Business Card
  10. Walter’s Biography/Résumé
  11. Testimonials (“Wonderful Words”)
  12. Walter’s Team
  13. Call Immediately 800 Letter
  14. Pricing Technology
  15. Agent Interview Questions
  16. Test Our Search Engine Strategy

 

Toward the end of my active selling career, my reputation of doing a good job and meeting the client’s goals was well-known, and I found that I did not need to supply as much extensive background.  If I were just starting in the business, I would try to get as much information as possible into the hands of a seller prior to a presentation.

At some point, some of your pre-confirmation packages might become too large, actually de-motivating potential sellers from completing and submitting prior to the presentation.

The Past Client Reference Sheet was emailed to the potential seller for him/her to call or emailed prior to the appointment.  This listed my best clients, and if contacted, they would result in a response that was phenomenal.  These clients were true believers in my practices, my business, and my abilities.  In fact, they did a great job of making the listing presentation for me!

Many of you might be just starting in the business and might not have a substantial list.  Don’t worry – three or four will do just as well.  If you are new to the area and brand new to the business, you might have to rely upon your manager’s or owner’s past clients to get this going prior to your own successes.  This was one of the most effective pre-listing presentation documents that I utilized.  Most people were impressed that it was included and never even bothered to contact anyone on the list.

Past Client Reference Sheet

CLIENT:                                           TELEPHONE:                       EMAIL:

  • Scott Landis
  • Mr. & Mrs. Kanji Mochidome
  • Donald Budai
  • Herbert Grotsky
  • Shelly Shafron
  • Peter Feibleman
  • Jim Milner
  • Lee Ballard
  • Mr. & Mrs. Roger Dawson
  • Mr. & Mrs. Robert Gillespie
  • Mr. & Mrs. Phillippe Guiral
  • Mr. & Mrs. Gregory Keller
  • Neil Cashman
  • Mr. & Mrs. Craig Spievak
  • Myrna Terris
  • Tom Lunnen
  • Mr. & Mrs. Milo Brown
  • John Litsis
  • Mr. & Mrs. Bob Lake
  • Leslie Bott
  • Carl Taylor
  • Mr. & Mrs. John McKinney
  • Vince Bianco
  • Mr. & Mrs. Ken Lamphear
  • Mr. & Mrs. Robert Aitken
  • Susan Sherman
  • Mr. & Mrs. Jack Henz
  • Carl Nalbone
  • Michael McAdams

 

Feel free to call or email any of my past clients.  Please ask them about the success that Walter Sanford’s strategies brought them regarding the goals of selling of their properties.

 

Be the best at obtaining and selling your listings!  Walter’s Beating the Competition Every Time is a multi-media system offering what you need to get the signature.

Check out the details here – http://www.waltersanford.com/shop/beating-the-competition-every-time-book-dvds-audio-cd-and-data-cd/.  Call 800.792.5837 and ask for the $50 blog special on this system!

 

 

 

Lead Generation for Lenders August 19th, 2016 | Posted in General Real Estate, Other Interests, Real Estate

 

This letter can be used by lenders (as it’s written) or adjusted slightly for real estate agents.  This is a great TEAM opportunity.

Divorce isn’t a pleasant topic or time for anyone involved.  Sometimes providing positive solutions will lighten the burden for those involved.

Letter: Potential Sellers When Divorce Is Occurring

Date

Name

Address

City, ST  ZIP

Name:

JUST BECAUSE YOU ARE SEPARATING DOESN’T MEAN THAT YOU HAVE TO GIVE UP YOUR CREDIT!

My name is (lender name), and I am a senior loan officer at (mortgage company) here in (city).  In my effort to benefit a wider range of clientele, I have taken the liberty to examine public records that have been filed in regard to all divorces in (city).

I am writing because I understand the many challenges resulting from a divorce, especially those that involve the disposition of real estate.  To help you through this confusing process, I wanted to give you a few pointers:

  1. Did you know that if title passes to the vacating spouse by way of a “Quit Claim Deed,” or “Grant Deed” that these deeds only affect the actual title to the property and do not transfer the loan to the remaining spouse? Your name will still be on the loan!

 

  1. Did you know that if you change title by a Quit Claim Deed, both parties who originally signed the loan are still liable for repayment of the loan. In fact, both can be harmed by a future foreclosure, a nonpayment of the mortgage, or believe it or not, even a late payment.  Both of the original signers of the note are still wholly and separately responsible for the repayment of an existing mortgage, even though title has passed by way of a Quit Claim or Grant Deed.  A Quit Claim or a Grant Deed removes someone from title, but not from the loan!

 

  1. Did you know that if I refinance the property for you, the person who is leaving the property will actually be removed from the current mortgage obligation and can even be removed from title in the same transaction? Refinancing allows the party leaving to be completely freed, not only of the real estate, but also of the loan.

 

  1. If you allow me to refinance the property, I could enable the spouse who stays in the property to pay off the spouse who is leaving with the existing equity in the property. This sometimes eliminates the need to have the court direct the disposition of your assets, retirement plans, pensions, etc.  The ability to use the equity in the home, because it has been freed up by a refinance, can be the great equalizer in the possible inequities of other asset transfers in a divorce.

 

  1. Sometimes I can obtain a lower interest rate than what you have currently, thus allowing you all the above benefits WITH A LOWER PAYMENT!

 

  1. Refinance costs are tax deductible!

 

Because there are so many different refinancing options available, all parties in the divorce need to be personally counseled on the pitfalls and the opportunities in these real estate transactions.  I can even help with a new loan for the vacating spouse.

For many years, I have helped clients like you move ahead in their lives.  I hope you do not take this letter as an attempt to profit from your pain; it is an attempt to lessen the pain caused by wrong real estate decisions that I have personally witnessed for years.

When you call me, you are calling on a resource that is just the beginning of a long real estate relationship.

Please utilize my services at your convenience.  You will be pleased with my unbiased approach and respect for your privacy.  Once I hear from you, I will also be happy to talk with any attorneys involved, if you would like.

Sincerely,

Name

Company Name

P.S.    I work extensively with the area’s most experienced brokers, and I can help you receive free information from impartial agents and help you accomplish services such as your appraisals, marketing plans, and lists of available real estate for sale and rent.

 

Our book Fast Lane Buyer Systems includes numerous forms, letters, and checklists to share with your clients and potential clients; also included are items to draw buyers (and sellers) to your website. 

Call us at 800.792.5837 and ask for the blog special to get this book for just $50.

 

Lend Me Some Sugar, I Am Your Neighbor! August 18th, 2016 | Posted in General Real Estate, Other Interests, Real Estate

Last week, we talked about finding motivated sellers, and this is actually a possible way to find a motivated seller as well.  Who better knows a neighborhood than a resident?

You might not get a cup of sugar (see the title), but you might get a sweet listing!  Good luck!

Letter: I Am Your Neighbor

Date

Name

Address

City, ST   Zip

Name:

As a resident of this wonderful neighborhood at (address), I have friends in the area, and I have buyers thinking of moving here.

If your family is thinking about a move to a large home, Sanford Systems offers many services for selling your current home and buying your new one with only one move!  I can explain current buying and selling trends, plus methods of financing.  I can help you determine the current market value of your home.

We would then be ready to show you some of the “secret” properties for sale in our mutual neighborhood.  If you are interested in another location, I can connect you with a real estate agent anywhere in the world.

Call me for more details about a successful program to buy, sell, or even exchange property.  I know the neighborhood.  I will help you sell your home quickly and for top dollar, then move you up to your next home!

Sincerely,

Walter Sanford

Sanford Systems

P.S.    Would you like a newsletter of local information about our neighborhood and market?  Sign up at www.waltersanford.com/neighborhood.

 

Our book Fast Lane Buyer Systems includes numerous forms, letters, and checklists to share with your clients and potential clients; also included are items to draw buyers (and sellers) to your website. 

Call us at 800.792.5837 and ask for the blog special to get this book for just $50.

 

 

 



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