CONTACT

CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

"Just wanted to say thank you for doing such a splendid job of delivering the “Meat and Potatoes” instead of a bunch of fluff. The feedback from everyone was assume. Everyone said they picked up an idea or two…which is exactly what we wanted. Thanks again." Shamiram Mazejy, Coldwell Banker – Clifton

READ WHAT OTHERS SAY

A Compilation of Goals from My Coaching Clients January 11th, 2016 | Posted in General Real Estate

Many times, new coaching clients don’t know what to ask for.  They don’t get “turned on” until they hear what others are planning to get.  Real estate sales is like a buffet — almost anything you can imagine.  My clients tweak lead generation, answer objections with value, speed up the process, and don’t get involved in bad deals or with low/no profit individuals.  They start seeing their needs met and then seed capital for the future.
It is interesting that many of my second and third year coaching clients have very similar goals.  I thought you might be interested in them as well.

  1. Transfer 20% of every commission check to an online account like Fidelity.com at the same time as the deposit.
  2. Obtain disability insurance.
  3. Open a 5-2-9 account for my child’s college education.
  4. Set up a plan to pay all non-real estate secured debt that has higher interest rates than the rate on my highest mortgage.
  5. Buy one more break even or positive cash flow property with no balloons.
  6. Start one in-house lead generation activity aimed at a hot demographic to have less reliance on paid consolidator lead generators.
  7. Create a manual for all office activities so we do not forget profitable activities and find it easier to train an assistant.
  8. Break database solicitation down to a call session every working day.
  9. Buy a good quality, used vehicle with low mileage.
  10. Get up a half-hour earlier and read the Bible.
  11. Eat all frogs (distasteful activities) in the first hour of office time.
  12. Establish vacation and time off goals.
  13. Plan capital improvements to rental properties.
  14. Buy guns, ammo, dehydrated food, water, generator or other disaster preparedness items.
  15. Create better habits including gym time, walking, running, cardio, weightlifting, less sugar, better food.
  16. Determine net worth for comparison with future years.
  17. Set friend goals — either increase the number or have deeper relationships.
  18. Make a will or better yet, a trust.
  19. Refinance into fixed rates.
  20. Pay all estimated taxes and keep income taxes current.
  21. Institute various plans to increase the “at bats” with sellers.
  22. Reduce money on buyer generation and move it to seller generation.
  23. Fund retirement accounts.
  24. De-clutter using eBay and garage sales.
  25. Plan fun activities to look forward to with family.

These top twenty-five represent most of the ideas contained within my clients’ goals for 2016.  I hope this will give you some ideas in finding your passion.

To obtain Walter’s training for your business in a seminar or personal coaching, call us at 800.792.5837 to create a plan that works for you.

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

Ten Ways to Increase Your Commission – Part Two December 10th, 2015 | Posted in General Real Estate

Last month, we covered the first five ways to increase your commission, and we’re wrapping up the year with the last five ways to increase your commission.

If you missed the first five ways from last month, click here.

  1. Include a transaction coordination fee.

I started using a transaction coordination fee about 25-years ago.  Many offices have them as standard fees now.  They range from $250 to $1250, depending on your nerve and price range.

It is easy to answer their objection:  “I understand that with a 7% commission you find that another $475 seems excessive. Allow me to highlight the items that most agents cannot do or don’t do.  I spend more overhead than agents in this area; it’s not the market but the marketing that achieves your goals. I have evaluated my excess overhead and my expected transactions this year; the number runs about $475 per listing to provide these extra services.”

If you cannot sell the transaction fee, back off a bit: “I understand.  Do all the other terms meet with your agreement?  I have already mentioned that I think I can do wonderful things with the marketing of this property and achieve your goal of (core motivation).  If you move ahead with my plan, I will personally absorb the additional overhead reimbursement.”

  1. Offer credit.

If you have to negotiate commissions, offer credit toward the property they buy from you after the closing of their listing.

  1. Offer credit-yes, again.

Same as above, but only offer the deduction if you get both ends of the transaction.  It does result in lower commissions, but only if you get both ends.  Most agents (except my coaching clients) rarely get both ends.

  1. Take reasonably alternative commissions.   

I have taken commission in the form of bullion from a coin dealer client, restaurant gift cards, and antiques.  All, of course, at more than the commission was in “real” money.  You can net more by taking things you like or can use, rather than taking a discount for cash.

  1. Get a new house.

I have taken all my commission in the form of a house at the end of a long string of sales with one builder.  Builders need cash flow.  By taking my commission at the end in the form or a house or credit toward a house, it helped to mitigate the commission-ectomy so often ably performed by my builder-seller.

I coach top agents on a limited basis.  If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837.   Be sure to place your order and take advantage of half-off our already discounted internet prices for training systems.

Don’t re-invent the wheel, use 30 years of real estate wisdom and experience to your benefit!

 

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

Ten Ways To Increase Your Commission – Part One November 9th, 2015 | Posted in General Real Estate

Sanford Systems has the best systems for making money in real estate. Sometimes, our clients forget how to stop discounting and to instead raise their “fee.”

This month, we’ll cover five ideas and next month, we’ll share five more. Here we go –

  1. Raise it.

Before the listing appointment, fill out all paperwork with the new rate and make it business as usual.  Scared?  Well, make a great listing presentation.  Don’t leave until you get the objection.  Learn how to overcome the objection.  If you have to, drop it back down to your old retail rate but only after much hesitation.

  1. Email new listings.

Send new listings to your database immediately, hours before it hits the MLS.  This is a two-fer: #1 – Keep your database informed with secret, pre-listing information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere.  #2 – You make more double ends with new people.

  1. Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating they can cancel if they are not happy with the process.  If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing.  You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing.

On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold.  Offer them an out and you get paid for your time, while working with a chance to get the listing back.  “I offer an ‘any reason to cancel’ clause.  It is $1000 in the first month and goes up an additional $500 a month after that.  (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

  1. Gain limited partnership as commission. 

I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

  1. Skip the discounts.

Instead of discounts, carry your commission as part of any seller carry back.  It is better than taking a beating on the amount.

I coach top agents on a limited basis.  If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837.   Be sure to ask about the half-off sale on our already discounted internet prices for training systems.

Don’t re-invent the wheelUse 30 years of real estate wisdom and experience to your benefit!

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

Free NAR Expo Invite October 9th, 2015 | Posted in General Real Estate, Real Estate

The National Association of REALTORS® is having their conference and expo from November 13th to November 16th at the San Diego Convention Center.  I am honored to make two presentations:

  • Saturday, November 14th from 1:30PM to 3PM – Great Customer Service from Busy Agent
  • Sunday, November 15th from 9AM to 10:30AM – Add Value to Hot Seller Demographics That Control the Inventory

 

On Saturday, I will be showing new systems that provide great perceived customer service while receiving feedback, generating new leads, and receiving referrals at the same time.   This process is why top agents can produce so much more without seeming taxed; they get multiple outcomes from one exertion of energy.

On Sunday, we’ll be covering the cutting edge lead generation systems to obtain more listing presentations.  These systems are being used by the top agents and teams in North America.  This is the exact plan to obtain large listing inventories.

I hope you can join us for both presentations.  Just click here to download your VIP invitation to stop by our booth at #440 in the greatest real estate trade show in the world.

To sum it up, I have two cutting-edge presentations and a free pass to the best expo.  If you needed more enticement, we will be offering incredibly low prices on all my systems.  You can get all ten for one-half the already discounted internet price.  I hope this is the motivation you need to register today!  

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

What to Say to An Annoyed Client September 10th, 2015 | Posted in General Real Estate

One of my coaching clients recently had a listing client who was annoyed with her regular listing emails. Below is the exchange, including the message we used in easing his frustrations and assuring him that work was being done to sell his house.

Email from Annoyed Listing Client:

Looks like you’re getting plenty of listings!  In fact, it’s getting rather annoying. Stop sending these and let me know what you are doing to sell my property!

Oliver

Email to Annoyed Listing Client:

Hi, Oliver.  I have immediately taken you off the listing feed; however, I don’t want you to worry.  We send these listing updates to find buyers!  Anyone who contacts us is evaluated as to their needs first and then their ability to pay.  If your property fits into their criteria, then your property is shown.

Furthermore, all sellers become buyers.  I hope that you chose me as your agent because of the activity we create.  It’s like having a store on a busy street — lots of exposure!

On an individual basis, I have some suggestions on how to increase activity for your home to get sold:

  1. Price reduction
  2. Value enhancement
  3. Etc. (my coaching client listed a few other applicable items)

 

Please let me know your ability to complete my suggestions.  Also, I would be happy to review the market with you again, based upon new listings, closings, and expireds.

It is always my top priority to achieve my clients’ goals including your goal of moving to a new location for your new career.

Clients can be full of emotion.  It’s the REALTOR’s® job to think about systems to create activity. Always let the client know you are the coach of a well-planned game to achieve the client’s goal.  Also, since the discussion is on the table, ask them for some help, too!

If you like to move your career to the next level, check out our systems at www.waltersanford.com/shop. If you don’t have some basic systems in place, you’re leaving money on the table.  Call our office at 800.792.5837 and ask for the “start with Walter package,” which includes our top 4 best sellers for just $200 plus shipping.

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.



SUBSCRIBE/UNSUBSCRIBE

To subscribe or unsubscribe to/from our blog, please click here.

POSTS BY CATEGORIES


WANT TO KNOW MORE ABOUT WALTER?

Click on one of the links below to read more about Walter has to say about the real estate market.

Linked In