CONTACT

CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

It was a pleasure to attend your seminar in San Francisco on Thursday. You are a truly excellent speaker and by the time you were finished, I was excited about getting into residential real estate! You are doing good work in the world. Brian Tracy, Real Estate Speaker

READ WHAT OTHERS SAY

BEGINNING OF NEW YEAR LETTER FOR LAST 12 MONTHS’ CLOSED CLIENTS January 2nd, 2020 | Posted in General Real Estate, Other Interests, Real Estate

Just because a New Year has turned doesn’t mean that you can forget last year’s clients!  Here’s a letter you can use in keeping up with them.

Date

Name
Address
City, ST  ZIP

Name:

It was a pleasure helping you to meet your goals this year.  One of the most important jobs in real estate is making sure Uncle Sam is happy.

I have included the account from your closing at (address).  The best case is that you already have this safely filed away; the worst case is it is “somewhere” in a file.  To make things easier for you, you can use this copy for your accountant.  If your accountant has any questions, please have him or her call me directly and I will be happy to help.

Points, tax pro-rations, interest pro-rations, and depreciation are all affected by numbers on this closing statement.  These will also affect your income taxes.

It is my goal to be an asset and resource to your real estate past and future.  In terms of the future, please realize that my clients are paying less in income taxes, but they have more income by getting involved in investment property.  I am personally looking for cash flow properties that show an income tax loss.  Do you want me to look for you, too?

Also, now is a good time of year to let me know what your real estate goals are for the next twenty-four months.  This market requires a substantial amount of pre-planning.

Once again, it was a pleasure working with you.

Sincerely,

Walter Sanford
Sanford Systems

P.S.    Please go to www.waltersanford.com/vip for your special services reserved for past clients only.

 

Since I have retired from the speaking circuit, I have my systems (large books with software) that I was selling from the back of the room at about $1500.00.  These are my newest products and this package includes everything that I have ever done.  As a “pay it forward” opportunity I am now selling these same books and software at my cost, about 94% off.  This is the start of your plan to get to the point where you are living the dream.  This is not anything but selling you the best real estate training materials in the world for 94% less than they were selling for a couple of weeks ago.  You will get 9 books, a whopping 40 pounds of checklists and information that is easy to use.  These volumes have been used by agents in the US and Canada to be the best agent in their market place.  Go here to pick up your foundation for the future.

Thirty Years Of Real Estate Wisdom For The New Year December 27th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

It was a welcomed surprise getting this list below in the mail from a long-term student.  Early in my speaking career, he attended my seminars and even joined us in San Diego for the National Association of REALTORS®.

He has built a real estate empire emulating my systems, but he also likes the way I work the systems.  Over the years, he has written my little sayings that drive home a point and he has shared his list with me.

I can’t say for sure if I am the originator of each of these sayings, but I did make them “mine” through the years.  Which ones can you make yours?

  1. Buy other agent’s databases.  It’s like buying a business for very little money.
  2. Always go where the equity is!
  3. Make your pitch to the people who need you the most.
  4. If you are undecided whether or not to increase your expired prospecting, don’t.
  5. Delegate everything except $100 and above outlays.
  6. Always sign your own checks; no matter how much money you have.
  7. Be your own best client; make an offer on a home today.
  8. You just can’t make some people happy.
  9. If you have thought about firing someone more than three times, do it now.
  10. Are you doing the most productive activity right now?
  11. Turn down a minimum of 20% of all listings.
  12. Don’t work with the bottom 50% of buyers.
  13. Give your assistant all the work they think they can handle and add 20%.
  14. Affiliates work for you; never help with their job.
  15. Add a new lead generator that happens without you being there.
  16. I hate real estate many times a day, and that’s okay.
  17. Mentors are many; follow results, not words.
  18. Accomplishment almost never lies.
  19. Plan your life or someone else will.
  20. Make a plan for the rest of the day and see if you can stick to it.
  21. You only make money when you are talking to a buyer or seller.
  22. Could you have an assistant handle 100 rental properties?
  23. Who owes you business?  Ask for it.
  24. Tell a buyer today that you have a certain procedure they must follow.
  25. Buyers who complain the most are usually the ones who appreciate the least.
  26. You’re only a hero when the transaction closes.
  27. Sellers who overprice their listings are the ones you call everyday with updates.
  28. Refer out buyers with whom you are not working.
  29. Charge sellers for service that other broker’s don’t offer.
  30. Charge a transaction coordination fee…today.
  31. Have your broker, title officer, and escrow officer transfer 10% of your commissions to a bank.  You’ll never miss it.
  32. Old expireds and FSBOs don’t have competition.
  33. You make more money selling higher priced properties.
  34. No open houses, tours, emotions, signs, showings, and less accountability with apartment buildings.
  35. Big hat, no cattle means you lease your ranch.
  36. Get mad at a lack of productivity.
  37. On what level do you operate?
  38. Both sides of a transaction are easier than one.
  39. Charge garbage fees and raise your yield, just like lenders.
  40. There are only three things that sell a listing: 1. a buyer; 2. the right price; and 3. a price reduction.  Never depend on #1.
  41. Don’t worry about being the best, biggest, or skinniest – just the most profitable.
  42. Never watch your competitor.  It’s easier to create than copy.
  43. How much money does it take to buy a small rental house or condo?
  44. I always make more money when I work longer hours.
  45. I always make more money when I do stuff I like.
  46. I always make more money when I delegate stuff I don’t like.
  47. I always make more money when I make someone make me do stuff that I can’t delegate and don’t like to do.
  48. What bugs me measures my size.
  49. I get to choose my attitude with any real estate situation.
  50. You can tell clients “That doesn’t work for me.”
  51. Tell the truth to your clients.
  52. You get paid more when you tell someone NOT to list or buy.
  53. Have just a little fun today.
  54. Never be compliant with the first “no,” first hurdle, or first mountain to climb.  All the money and happiness come after the third or fourth “no.”
  55. Much of the initial impact of bad news will be due to the stigma attached to the event.  Are you sure you really care that you lost that listing?
  56. What really separated me from the competition were the extra hours I put in and the better investments that I made.
  57. Be careful with whom you share your success.  Can they handle it?
  58. The people you hang with will rub off on you.
  59. Use direct communication.  What do you really mean?  Say it more often.
  60. Practice your “no’s.”
  61. Simple distraction brings answers – a yogurt, a walk, a workout, a movie.  The answers will come.
  62. Have a client drop their price or cancel on three listings today.
  63. It’s better to have the day off than work with clients who aren’t going to buy or sell.
  64. Iron-fisted control is why they pay you.
  65. Be loyal to your army of helpers, assistants, and affiliates.
  66. If you are producing, the broker works for you.
  67. You’re probably right; you shouldn’t have lost your temper.
  68. I’ve known the same business people for twenty years; now, most of them are running the city.
  69. Write a lot of thank you notes.  Dictate them!
  70. Can I do something about it?
  71. Let everyone else try to cure it first.
  72. All things being equal, the nicer agent makes more money.
  73. Settle lawsuits early.
  74. The greater the pain, the bigger the break-through.
  75. Only invest in things you know. It takes a long time to know things.
  76. Generosity is a good deed when done quietly, done inconspicuously, then immediately forgotten.
  77. Treat people like what you want them to be.
  78. God gave you talents and blessings. Use them.
  79. Re-define loss as challenge.
  80. Your decisions determine your outcomes.
  81. Obstacles make you resilient.
  82. Recall your history of mastery.
  83. Ask for help more often.
  84. Spend one-half hour a day and create a new idea.
  85. Carry thank you notes with you.  It feels good in many ways.
  86. If you buy your leads and they work, there will be fewer and they will cost more next year.
  87. If you go for continuing education credits, find an easier way.
  88. If your assistant does not pay for himself/herself, fix that.
  89. The ideas you pay for are usually better.
  90. Someday, quit working for commission and let your commission earn you rent.
  91. I have had the Rolls Royce and regal homes, but Christ and cash flow are better!

I hope you enjoyed this list.  On many, I can remember the initial circumstance that occurred to create the saying.  Learn from mistakes and learning from my mistakes is less painful for you!

Since I have retired from the speaking circuit, I have my systems (large books with software) that I was selling from the back of the room at about $1500.00.  These are my newest products and this package includes everything that I have ever done.  As a “pay it forward” opportunity I am now selling these same books and software at my cost, about 94% off.  This is the start of your plan to get to the point where you are living the dream.  This is not anything but selling you the best real estate training materials in the world for 94% less than they were selling for a couple of weeks ago.  You will get 9 books, a whopping 40 pounds of checklists and information that is easy to use.  These volumes have been used by agents in the US and Canada to be the best agent in their market place.  Go here to pick up your foundation for the future.

 

REAL ESTATE IS A COOL BUSINESS December 11th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Sometimes you get so immersed in the minutia that you miss the fact that there probably can be no better business to be in that real estate brokerage.

Here are the positives.

1. No one can fire you for very long.

2. You get paid by buyers and sellers to see and offer on the world’s greatest investment for yourself.

3. When you find properties for buyers, you are generating listing leads. When you have listings, you generate buyer leads.

4. Cooperative agents will work to sell your listing for free to you.

5. Whenever you need a raise, you just do some of my stuff.

6. You can choose who you are going to work with.

7. You can choose when you are going to work.

8. You can control millions of dollars of inventory for a very low cost.

9. You can manualize and delegate duties to people that get paid less than you.

Since I have retired from the speaking circuit, I have my systems (large books with software) that I was selling from the back of the room at about $1500.00.  These are my newest products and this package includes everything that I have ever done.  As a “pay it forward” opportunity I am now selling these same books and software at my cost, about 94% off.  This is the start of your plan to get to the point where you are living the dream.  This is not anything but selling you the best real estate training materials in the world for 94% less than they were selling for a couple of weeks ago.  You will get 9 books, a whopping 40 pounds of checklists and information that is easy to use.  These volumes have been used by agents in the US and Canada to be the best agent in their market place.  Go here to pick up your foundation for the future.

What the top 1% do December 3rd, 2019 | Posted in General Real Estate, Other Interests, Real Estate

This is probably a misleading title.  It’s probably more like “What the Top 1% of the Top 10% Do,” but that was too long of a title…even for me!  For years, people have been asking me what the differences are between the top agents and the “middle of the pack” agents.  They ask because I once was a “top dog” and secondarily, I either coach, train, have been mentored by, or mentor most of the top producers in North America. 

When you talk about top producers, I’m not talking about the guy who consistently wins the top sales award at the office.  I am talking about the people who are consistently at the top of their franchises or the top of their regions.  Not only those who are just at the top regarding units sold but also those who are at the top in take-home pay. 

I believe this person would be someone who is a high achiever, has a life, has a net income, and has the numbers to back it up.  For years, I have researched the various causes for success in top agents.  The upcoming list includes items that I have personally implemented, allowing me to be at the top of my game for so many years. 

A lot of these items are common but not implemented.  This is the missing link as to why there are so few top producers in the world.  It takes dedication and devotion to consistently do what others don’t do so hopefully I can make this a little more compelling and a little more fun.  The bright light at the end of the tunnel is the fact that you can earn enough money to buy real estate at possibly the best time in our lifetime.  You’ll then be able to reap the cash flow and appreciation for future years along with a fixed, low-interest rate loan that will be paid off during your career.  Yes, you can get rich in this business!  I have done it, I’ve seen other people do it, and my coaching clients are currently doing it. 

Here’s the list to move your way to the top:

1.      I’m sure this first one is going to be a shocker – set goals.  Don’t wait for what walks in the door.  Don’t base your business upon a few good months and then take some time off or buy stuff.  Know how many listing appointments you need to make every week, and know how many buyers you need to have under contract.  Know your commission rate and know how to consistently answer the objections that get in the way of your goals.  Have a plan for each day, each week, each year, 5-years, 10-years, and beyond.  The best of the best have their day at least 2/3 time blocked knowing that it is the only way to accomplish the mandatory items to maximize real estate productivity.  One of the tricks is that you have to know what those items are!

2.      Fill your time blocked schedule with activities that actually make money in real estate.  You won’t find too many of the elite agents spending half their day in social media.  What you will find is pro-active, seller lead generation minimizing buyer participation, minimizing print advertising, maximizing their abilities to price correctly, and using the leverage that is natural to this real estate business.  Top agents know that listings generate buyers, and if buyers are shown the right inventory, this will generate listings.  As a top agent, understand that buyers and sellers generate commissions while also allowing the agent to evaluate real estate for their own purchases.  It is an amazing business.

3.      Understand what the objective of your activity.  When you’re talking with a seller on the phone, you have two objectives: get the appointment and make certain they have enough motivation to make the listing presentation worthwhile.  At the listing presentation, get the one-year listing at 7%, determine motivation, and price at the right price or have a future price reduction signed.  Top agents understand the goals at each meeting, and it difficult to get them to leave until they have tried at least a few times to achieve these objectives.

4.      The top 1% ask more questions, allowing them to get to the heart of the issue.  When a seller says they want to sell because the house is too big, you can expect a top agent to ask more questions like these:

  1. “Why is a large home a problem for you?”
  2. “I understand that there is a lot of maintenance involved with a house this size.  Did you know that you could pay someone to perform a lot of these items for you at a reasonably small price?”
  3. “Could you tell me again why a large house bothers you?” 

A top agent would keep this line of questioning going until they found out that the true reason the person is selling, which is most often that they simply couldn’t afford the property and/or they wanted to free up some equity for other activities.  Many sellers would be too embarrassed to explain this detail up front to regular agents so these agents would assume the house is too big.  How can you get a seller to look at today’s realistic prices without constantly reminding them what the finish line looks like?  Top people ask questions so that “finish line” can be determined and highlighted on a consistent basis, allowing the tough decisions to be made in this market.

5.      Understand exactly what your customers want.  Listen.  Many consider most top agents as one who is full of ego, never shutting up in a meeting.  The opposite is really true.  The agent who knows the seller the best will the agent who wins the listing presentation.  The agent who knows the buyer best is the agent who spends less time in converting them to a closed transaction.  My coaching clients grasp this concept early – get the clients to tell you about their needs.  This is the difference that will allow you to create a customized marketing plan to achieve their goals and achieve those goals faster than regular agents.  When your client’s reasoning just doesn’t make sense, ask more questions.

6.      The top people constantly are saying “I don’t understand what you mean by that.”  They say this because they want the client to keep talking about any items on which they are unclear.  The majority of agents is just happy to be talking with a buyer or a seller and is looking for the signature.  Top people need to know with clarity what they need to accomplish.  Top agents never forget that clients cost money until closing day and quality clients are required to make high incomes.

7.      Top agents prepare a presentation based upon the client’s needs.  For years, we were taught about canned listing presentations when that is about as far from reality as you can get!  As stated earlier, the agent who asks the most questions to determine a need then prepares a customized marketing plan to fulfill that need will be the “winner” at the listing presentation. 

8.      Top agents stay in touch with their customers.  Look for unique ways to constantly add value to your customer’s lives and “WOW” them.  My past clients were treated to all of my listings before they hit the market as secret properties.  They were given two phone calls a year to make certain each of their needs were met.  They were offered opportunities for their accountants to call me regarding their tax returns after a major transaction.  We followed a long list of major value points that we offered to a past client, requiring us to stay in touch with them.  The top 1% constantly builds business from their current database.

9.      Spend approximately half of your day in pro-active seller lead generation.  Understand that obtaining a listing is the most important activity in real estate.  Work hard to sell the home, prior to submitting it to the MLS but only with the seller’s blessings. 

10.    Top agents are relentless follow up artists.  One example of one of my follow-up systems is the “Listing Leads A” (LLA) category.  LLA is for a client that you weren’t able to close on a listing or who is “soon to list.”  They have one of a million excuses as to why they wouldn’t sign that night.  They might also be a seller who gave you a time in which you should call back for when they would be ready to list.  These people are always ready to list sooner than they say they expect.  If someone said they were going to list in three months, I made sure that every week I would time block my schedule to call all LLA with a piece of value such as a new listing, new sale, or a new interest rate that would affect their value.  I would give them value so they weren’t upset at me calling prior to the scheduled time they asked me to call back.  I could take advantage of any motivation that would cause them to list sooner.  Follow-up needs to be built into all of your systems.

11.    Make sure your client knows the next step.  Have a time or a date for the next meeting.  Have a checklist on what everyone needs to accomplish for the next meeting.  By preparing your client, there is clarity at the end of a meeting and everyone knows what is expected.   

12.    Top agents become experts at answering objections.  What do you say when a client states, “Well, I’m just going to rent it”?  What about the objection of “I’m taking it off the market now”? These types of objections should be handled seamlessly, succinctly, and smoothly, creating an opportunity to once again show value to the client.

13.    A top agent is always seeking to find what’s in it for their client.  Though these agents could be top in the world, top in their franchise, or top in their city, rarely will they be bragging about it because know the client just doesn’t care.  A top agent will find what’s important to the client. 

14.    Top producers can relate.  They relate their marketing plan or their sales plan to the client’s needs.  They spend so much time evaluating motivation that now they tie that motivation to the end result.  Top producers help clients relate as to how their service will achieve a client’s goals.

15.    The top 1% are amazingly flexible.  They have plans for what will happen when interest rates go up, and they have plans for what will happen when government changes the rules.  Daily, weekly, and monthly work plans are constantly evaluated to make certain they are doing what is most profitable. 

16.    Seek out the concepts that are most profitable.  It is always great to hear people talk about the things that are most profitable in real estate, but if you don’t know what they are, they are of little help.  Many trainers were not top producers themselves and are myopic in offering just one product or service.  It is very difficult to build an entire career on staging, Feng Shui, social media, or stealth websites; however, if that is the only product, that is what you are going to hear about all day.  The top producing coaches are expensive, create results, and demand that their clients are working the most profitable activities in real estate.  If you don’t like it, you ain’t gonna do it!

I hope that you have enjoyed this insight into how a top producer’s mind works. 

Since I have retired from the speaking circuit, I have my systems (large books with software) that I was selling from the back of the room at about $1500.00.  These are my newest products and this package includes everything that I have ever done.  As a “pay it forward” opportunity I am now selling these same books and software at my cost, about 94% off.  This is the start of your plan to get to the point where you are living the dream.  This is not anything but selling you the best real estate training materials in the world for 94% less than they were selling for a couple of weeks ago.  You will get 9 books, a whopping 40 pounds of checklists and information that is easy to use.  These volumes have been used by agents in the US and Canada to be the best agent in their market place.  Go here to pick up your foundation for the future.

Planning for 2020 November 21st, 2019 | Posted in General Real Estate, Other Interests, Real Estate

I know how scary it is to think that you have to start over at zero on Jan. 1.  However, between now and the end of the year you may be able to call each of the people in your data base and ask if:  1.  They have any real estate needs for 2019 and into 2020 because the sooner you know about them the more planning can go into the execution and then we can create better results!  2.  Do they know of anyone that may be thinking of buying or selling?  3.  Have they ever considered investment real estate or self-directed IRA’s? and 4.  May I check your email address?  This exercise will put you well ahead of the competition starting on the first.

Next, I want you to get ready for huge expired days on the 31st and 1st.  Get your packages ready, line up someone to deliver, and get your phone number researching gear together.  The script is easy….Hi, my name is Walter Sanford over here at XYZ Real Estate and I would like to find out what it takes to apply for the job of selling your home at 123 Anywhere?  This two or three day exercise will give you enough business for the next 60 days after the first.

Lastly, I want to help you carry your momentum out through the year.  There are still a few of you that have not got my life’s work.  Nine systems that last year I sold at $1500 for the package on the road.  Now that I am retired I am putting them out to you for $90.00 (production cost) plus shipping.  Let’s clear the warehouse this time!  Take the manuals and software and do this between now and the end of the year:

  1.  Pick one new way to turn your site into something that produces seller leads.
  2.  Pick one new easy, consistent, proactive seller lead generation system.
  3.   Make one improvement to your listing presentation..
  4.   Add one checklist to your systems.
  5.   Ask your lender affiliate to work with you on one project.
  6.  Set up a system where you can review one cash flow rental property for yourself every week.
  7.   Add one more hoop to your buyer system so that you get rid of time wasters, faster.
  8.   Go back to one basic activity that was profitable in the past
  9.   Come up with one inexpensive marketing idea.

There are hundreds of ideas for each one of these in the tools, systems and software you are about to get.  Click here and order today and I will get your 40 pound box off to you right away. I promise if you do these things not only will your fear of next year starting over, be over, but you will be excited about real estate again and also all of my coaching clients that start this way increase their net income by more than 30%.  Yes, it really is that easy.



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