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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

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.

Ask Wally – Pricing is 95% of marketing and the best way for sellers to obtain their desired net. October 2nd, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Many agents actually try to spend marketing dollars to overcome an overpried property. It is a question that I am frequently asked. Most of the items in the answer are items the seller has to be responsible for. They cannot depend upon false pricing or marketing from a REALTOR to obtain a value that is not there.

Question:

Good morning, Walter. What are the “Twelve Secrets of Selling Your Home at Above Market Prices?” Thanks!

-R.H

Answer:

Great question! I assume that you read that somewhere in one of my writings. Even though we all know the answers can be personal to the agent providing the marketing, I’ll do my best to give you some direction.

1. Price the property to be the most competitive to attract every buyer in that demographic.
2. Remove clutter, huge collections, and personal items that are necessary to the current owner’s life but not necessary to the potential owner’s life.
3. Repair obvious problems in the major systems. Get a post-listing inspection report and have the work done now rather than waiting for a nervous buyer to make their choices.
4. Provide easy access to the property. Anything less than a lock box with a warning call prior to showing will reduce showings.
5. Offer a 10% second to assist in the financing.
6. Follow-up assertively and determine why offers are not being written after showings. Express those concerns to the seller with solutions.
7. Make sure the features and benefits of the property are compelling and are expressed to the agents who have had a sale in area or price range in the last 2 years. Do this on a weekly basis.
8. Implement an effective SEO strategy that allows the world to find the home. Once the home is found, present a quality “showing” that will elicit REAL showings.
9. Offer “secret property” to your database to create buzz, prior to the listing hitting the MLS.
10. Add one value enhancement to the property for every week that it does not sell.
11. Put together 10 financing packages to show buyers that they can creatively obtain the keys to this new home.
12. Call your team member, the seller, religiously once a week and be straight with them. No showings in two weeks equals another price reduction or value enhancement. No offers in one month equals a price reduction or value enhancement.

If you can answer why price reductions in a tough market actually increase many seller’s nets, then you have made it.

-Walter

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.

Ask Wally – Making Sure You Are The Last Agent In September 12th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Q:  Walter,

I know it is very important to try and be the last agent in when booking a listing appointment.  What do I do when my assistant is confirming the listing appointment and finds out the seller has booked an appointment with an agent after my scheduled appointment?  Is there a script for trying to get it re-booked so we continue to have the last appointment to see the seller?

-John

A:  Hey, buddy.  Most assistants cannot successfully navigate the last appointment without being clumsy.  I assume that you did not make the appointment, so let’s start there.

For every appointment, you should request that you be the last agent to be interviewed.  Then reinforce this request, even if there is no concern, with the client.  The assistant can say the following:

“I would like to explain why we ask to be the last interviewed.  The reason we ask to be the last appointment is so John will better understand your goal of moving to Edmonton.  When John is the last agent you interview, you will already have a good idea from the other agents of what’s available in the real estate community to achieve your goal then you’ll also discover the additional and unique tools that John provides beyond other agents.  Also, your feedback will be better because you understand the process better.  John has found that clients can make better decisions about options when they have more knowledge obtained from earlier appointments.  Please call us if another agent makes an appointment after us.  We are flexible and can remake this appointment, if necessary.”

If your explanation has been given when the appointment is set and if they later violate that pact, then your assistant can say, “Let’s do this — I have an opening for the same time on Thursday.  That actually helps us because John is waiting for another comparable that did not show in the MLS, too.  He has some great ideas and is looking forward to meeting you and helping you move to Edmonton.”  If there any further problems, your assistant needs to get you involved.

Of course, lesser agents don’t care this much about being the last agent.  If you build the value by phone and follow-up with a killer, pre-listing consultation package, your chance of them listing before you get there is low.  If you are not the last one in, the chances of them listing with someone else is greater.

You are probably going to be one of the lower priced presentations with one of the higher commissions.  You have to sell yourself after they have considered all other offers so you can handle the objections effectively.

The priorities of the pre-listing sales program are the following:

1.  Consider the motivation.

2.  Evaluate the ability.

3.  Make the appointment.

4.  Determine competition.

5.  Arrange to be the last presenter.

It is funny how agents spend so much time working media but don’t invest the time to understand the real way this business works!

-Walter

 

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.

Ask Wally – Hiring A Buyers Agent September 11th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Q:  I was wondering if you have a job description for a buyer’s agent. I am planning on bringing on two of them to my team. One will also double as an assistant. I’m wondering how to work the compensation, etc. for each as well. Any suggestions?  Thank you.

Peggi from Bend, OR

A:  Huge discussion.  Do you have any of my buyer materials?

Q:  I guess that would cover a lot!  I have several books but haven’t seen anything like that.  What specific materials should I get?

A:  Here is what my coaching clients implement –

  • A business based on listings and listing generation, and
  • A natural outcome from that activity results in buyers.

Incoming buyer leads are asked 25 questions to determine motivation, asked to obtain pre-approval, and will meet to sign a loyalty agreement before they see property.  This eliminates 60% of low-end buyer leads.

We are able to do the above because we offer services that no one else offers.  We show them inventory beyond MLS including pocket listings, advertise their needs on our site and in the media, mail to the area they want, contact old matching expireds and FSBOs, contact owners of matching property in our database, guarantee they will be first into any matching property that we list, etc.  All this means they will see property through us that other brokers will not show them.

This forces your BAs to generate listing leads by designing ads that sellers call on, talk to expireds and FSBO, do postcard mailings to target neighborhoods, etc.

So, if we can get a BA to handle buyers this way, they will eliminate the junk leads, have a higher closing ratio on the ones that do follow the above steps, and generate listing leads for you want.

They get paid 50/50 on buyers and a 20% referral fee on all listings that you take and sell.

I basically just boiled down 400 pages of forms and systems in the above.  The products that most agents start with are Super Emails, Letters, and Web Content, Grow Your Leads: Just Add Walter, Time-Saving Checklists, and Fast Lane Buyer Systems. 

-Walter

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.

Ask Wally – How do you keep your listing letter out of the trash? September 10th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Q.  Hi, Walter.  I wanted to reconnect with you.  I wanted to touch base with you regarding some clever promotional ideas that she remembered you mentioned in soliciting high-end property owners.

How do you get them to not immediately toss away a listing letter announcing that we have a buyer for their property and would they consider selling?

-Robin

A:  Make it look special and specialized.  Personalize the letter with the inside date, inside address, and salutation line of “Dear Mr./Mrs.”  State in the letter if they are considering a sale in the next 6 months that you have a buyer who has been pre-approved by (name the bank).  Tell them the features of the area that the clients like.  Then send a similar letter to the whole neighborhood.  Hand sign each letter.  Use window envelopes with a regular stamp.  This will appear as a professional package that will not be thrown away, unless they don’t want to sell.

-Walter

I have been enjoying my retirement this summer and managing my vast array of rental properties. Now that summer is over  it’s time finish the year strong and start planning for 2020. Have you purchased your set of Sanford Systems for only $90 (plus shipping) yet? Get a jump start on the competition! Click here to buy now. 

 



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