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CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

"Thank you for another great conference. Walter Sanford was energetic and delivered some great information as well." Carla Rigsby CENTURY 21 Really Group

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Integrating Personal Investing with Seller Lead Generation in Your Brokerage Business February 14th, 2018 | Posted in General Real Estate, Other Interests, Real Estate

This is post is a follow up to both Walter’s retirement series and using your newly organized database.

The first rule in a real estate brokerage business is to GET LISTINGS!  As many other speakers before me have said, “List to last!”  However you remember job one, it is important to understand that you can control more listing sides than you can control buyer sides.  It is faster and less expensive to obtain a commission from a listing than it is from a buyer.  This comes from the fact that buyers just take more personal hand holding than listings do.  Obtaining a listing is the least expensive and most effective way to find a buyer.  Listings promoted geographically by signs, word of mouth, and worldwide through the internet put you in front of more buyers.

When I take on a new real estate agent coaching client, I immediately build his or her brokerage business cash flow by implementing new seller lead generation systems.  The majority of the world’s top agents spend a majority of their time planning, implementing, and monitoring their seller lead generation programs.  The most successful real estate agents in the country time-block their schedules to make certain that nothing interferes with their seller lead generation systems.  It is simple – the top agents list and make a lot of money doing it.

Since it is clear that you will be paid to list, you have now discovered how wonderful it is to be a real estate agent and real estate investor at the same time.  You get paid to prospect for investment inventory.  As you are generating leads to find sellers, you are also viewing those pieces of inventory.  As you meet those sellers, you can evaluate whether or not these properties fit your investment profile as it is designed by this system.  If they do not fit (which they usually do not), you obviously get paid to successfully list and sell the property.  On the off chance that the property does meet your parameters, it gives you the opportunity to develop a win/win situation.  Many times win/win situations gave me my most satisfying real estate experiences.

As I generated leads from hot seller demographics, such as expireds, FSBOs, long-time owners, absentee owners, multiple property owners, mature owners in larger properties, and other demographics — I found many people who needed to “act now.”  Real estate is a fairly non-liquid investment.  It requires an evaluation of the property, marketing program, and a sales period in which to become liquid.  Since you, as a real estate agent, could be the buyer, the marketing period would be eliminated.  The sales period would be accelerated because of the connections you have with your team members, such as escrow, title, and mortgage companies.  You can close this property faster and more effectively than an outside buyer; you have already evaluated it as you prepared the listing presentation!  This sometimes is a real asset to a seller.  Someone who has a very compelling reason to immediately become liquid might be a good prospect, if the property met your investment criteria.  There are many instances in which people need to sell quickly.  The following are some with which I have had personal experiences:

  1. A Life-Changing Event

I have had sellers who needed to relocate immediately — usually because one of the “D” words.  It has been mused that the “D” words have been a staple for higher real estate agent incomes for many years.  These “D” words include death, divorce, disillusion, and debt.  There are many things that can happen in one’s life to necessitate a quick sale.  A real estate agent who is equipped as a real estate investor can sometimes be the fastest to the closing table.  If the real estate agent fully discloses the value of the property and provides a win/win situation for all parties involved, it is one of the advantages of selling real estate and being an investor at the same time.

  1. Burn Out

Many times, the seller is absolutely nauseated from dealing with the tenants or management companies.  I have seen sellers who have been driven to bankruptcy by really bad tenants!  Sometimes there is an end to the amount of abuse that a seller can receive from a tenant or a management company; however, the proper management of real estate is a systemized process.  When something does not work correctly, it is usually the fault of the owner not knowing the golden rules of management.  This book will go a long way in showing you how you will be able to manage your own investments while still selling and becoming profitable in real estate brokerage.  People who are burnt out in real estate investments have created a large part of my seller inventory.  Many of these sellers were willing to negotiate with me for the purchase of their property rather than spending one more moment trying to collect rents.

  1. Another Deal

This is an outstanding method of not only helping the seller but also increasing your investment inventory.  I have met many sellers who need the proceeds to purchase another property.  Sometimes they have found a better deal.  Sometimes they are involved in an exchange, and this transaction falls through.  Sometimes they want to increase their depreciation write off or cash flow.  Whatever the reason – the new transaction will not wait, and they must become liquid on their current ownership.  Once again, being an “inside” agent with the know-how to be an investor offers advantages to both parties.

  1. I.R.C. Tax-deferred Exchange

There are times when you might be dealing with an investor who is in the middle of a 1031 tax-deferred exchange and must adhere to strict time considerations.  This happens when the investor is selling multiple properties and trying to obtain a new one.  Since the current laws in tax-deferred exchanges say that you must identify the new property within 45 days of the sale of the old property and close within six months of the sale of the old property, strict time considerations require that the down-leg properties be sold.  If I have sold some of the down leg properties for the person involved with the exchange and other properties still remain to be sold to complete the exchange, the investor can see the wisdom in selling one of unsold properties to me to complete the exchange.

  1. The Informal Domino Theory

This situation, as stated before, starts with a house being sold subject to another house being sold.  If that property is then sold subject to another property being sold and on down the line, it soon becomes necessary for the first property to be sold before all the other “Dominos” to fall.  If there is no buyer for the first property, sometimes between commissions and motivated clients, you can receive numerous stipends to motivate yourself to buy the first “Domino,” if it meets our investment parameters.

  1. Financial Conditions

Many times, a seller may have to raise a lot of cash for personal reasons, and the quicker, the better.  Once again, the real estate agent with the ability to be an investor is in the right place at the right time, therefore helping the seller receive what they need.  I have even helped “innocent until proven guilty” clients who needed to have their property sold to obtain funds for their legal defense!

  1. Retirement

Many times the seller takes this time to sell his properties and ride off into the sunset.  If he is willing to take a tax hit of a sale without an exchange, sometimes the lure of marlin fishing off of Cabo calls for a fast and efficient sale that I can certainly offer.

These situations and more appear as you work day in and day out obtaining listing leads.  It is one of the perks of being an “insider” investor.  You will find that being in this business introduces you to potential sellers that you never would have met otherwise.  Talking with people at open houses and going on a listing presentation to find out that other property is owned are potential sources of investment property for you.  It is important that you always stay alert to opportunities where you can find a property that meets your investment needs and solve your “do not wanters” situation.  Every property you encounter in the course of your real estate brokerage business could be your next investment.  Buyers are great “ins” also.

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.

 

 

RETIREMENT JUST DOES NOT HAPPEN February 5th, 2018 | Posted in General Real Estate, Other Interests, Real Estate

As I relay my experiences with retirement, I realize contentment has come from planning.  However, there would be no contentment unless I first planned for success in the business of selling real estate.   The establishment of assets gives you something to manage and freedom from fear of running out of money.  Don’t believe that retirement takes care of itself.  It is a building process.  The first step is becoming the best at real estate sales.  How do I get more listing appointments?  How do I close more listings at the right price in less time and with happier sellers?  How do I profitably handle the buyers that my new listings generate and use them to leverage into more listings?  How do I leverage my time with technology and assistants?  How do I cut costs on everything and learn to only work the most dollar productive activities?  It is an easy to learn art and every day for 30 years I wrote manuals outlining the steps.  Since I do not sell my books and products on the road any longer, I have a stuffed warehouse.  What I was selling for $1500.00 two months back I am now offering a gift to the industry that has given so much to me.  Get 40 pounds of my best and newest products and software for $90.00.  Yup, cost.  Go here now and get it sent to your door and change your real estate life now.

Retirement from real estate and the speaking circuit freed up 90% of my working hours.  It has changed everything but my core principle of finding and filling needs.  Sure, I still coach some great agents and soon to be great agents and that certainly qualifies for filling a need but look at all I have discovered that I can do (free from worry because I earned during my working years):

  1. Attend to needs at my church
  2. Attend to needs of my wife.
  3. Be a mentor to my children.
  4. Manage investments that will provide income for generations.
  5. Have no more excuses for not getting into shape.
  6. Plan fun events.
  7. Witness with no loss of business because I am not in business!
  8. Only do things that I want to do.
  9. Examine God’s creation.
  10. Relax.

 

I promise you that if you start increasing your income now, (you can name your own income in real estate), buy real estate the way that I teach it, and stay healthy, you will have the above blessings and more.  Yes retirement from real estate can be everything you have dreamt about.

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.

 

How Do You Utilize Your Newly Organized Database? cont… January 31st, 2018 | Posted in General Real Estate, Other Interests, Real Estate

With more effective marketing, you will receive leads anywhere from 3 to 15 buyers (or even more) who are then funneled to your buyer program to determine profitability and, subsequently, admission to the “Buyer’s Assistance Club.”  These buyers are then used to generate more listings and, of course, actually buy cooperative inventory.

As they say in the infomercials, “Wait, That is not all…”  You could also be putting as many as one to three happy past clients and/or relationships into your sphere of influence/database for future follow up.  Since most of the top agents are feverishly working the business for as many as fifteen years, we have found that one good listing in the $500,000 range that is well-leveraged (per the above) can be worth as much as $100,000 to you in your career.  Please understand that pulling out all the stops to focus on the acquisition of more listing leads is well worth the effort in the long run.

What follows is the question list that is utilized when a listing appointment is appropriate and imminent.  To make certain that we are clear, I use the following question list on all appointment type leads to “take their temperature.”  The question list is also used to determine the immediate needs and which classification they might fall in.  My goal was to solidify an appointment with a seller that had an immediate need for my services with a high motivation for sale.  We will discuss lesser leads at the end of this chapter.

Since all of our lead-generation systems point to extremely prolific demographics, the chances are very good that when working my systems you will find leads that will be ready to answer every question on the checklist that follows.

There were many times where I was unavailable to close an immediate seller lead so the office staff, paid or unpaid, would be given a bonus for completing a question list by using the following script:

“Thank you for calling.  Walter is out of the office right now; however, he has asked that when someone is in need of his services for me to ask some further questions so he could actually start the research before he returns your phone call.  Would it be okay if I ask you some questions so Walter can return your call with solutions for your needs?”

That discussion possibly would open the door for that paid or unpaid assistant to complete the seller information sheet/question list.   The office staff was motivated to complete these questions rather than just taking a name and a number, because if the incoming lead turned into a closed transaction, the staff member would receive $100 upon closing.

Keeping hard copy sets of these questions available next to call phones, keeping them on your network, or having a third-party endorser using them on your behalf are all acceptable.  Recording answers digitally allows for faster forwarding to the person who will be obtaining the listing and also forward the answers to the lender who may be responsible for further lead follow up as outlined in our systems.

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.

How Do You Utilize Your Newly Organized Database? January 26th, 2018 | Posted in General Real Estate, Other Interests, Real Estate

Your database is organized into categories, now what?

I used my listing leads A file quite often.  I kept a hard copy file rather than digital because there was most likely already paperwork generated for the lead.  The people who go into this file are those who have given you a time within the next 60 days that they will be putting a property on the market.  These are also people with whom you already have a relationship and might possibly have already made a listing presentation; however, you were not able to obtain a signature.  To keep the ongoing relationship going, it is appropriate to contact these individuals on a regular basis.

I would time-block my schedule so I had a non-negotiable time once a week when I would go through all of these listing leads A and reconnect with these people.  Sometimes I had to think hard as to why I was reconnecting so I would not bother them.  I would call to notify them of a recent listing, sale, expired, withdrawn, or cancelled in their area.  I might call to let them know of the changes in interest rates, the mortgage market, or even buyer’s attitudes.  Another item that I would remind them of was how I could help them accomplish goals they need to accomplish in order for me to list their property.  Some of these needs/goals might be something as simple as contact numbers to team members like lenders, handymen, or possibly a little education about the market so they feel comfortable about their sale or eventual purchase.  You will see our listing systems outlined in Beating the Competition Every Time.  I would spend a lot of time researching their goals so I could bring it up each time.  I needed them to do something that would get them closer to their goal.

Whatever the reason for the re-contact, I gave myself a reason to contact them each week until they were actually ready to list.  Many of you might consider this an inordinate amount of time to spend on non-immediate leads; however, when you consider that the amount of gross in a $500,000 listing, for example, is worth approximately $15,000 gross income on one three percent side.  Since you are using my systems, dealing with motivated sellers, and doing a good job regarding your marketing placement, there is over a ninety percent chance that you are going to sell this listing and make that $15,000; however, in further utilizing my buyer system and double-dip system, you might actually have as much as a thirty percent chance of handling both sides of the transaction.  So, your $15,000 gross grows to $30,000!  We all know that the money does not stop there.

 

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.

Letter to Closed Non-Represented Buyer of Co-op January 24th, 2018 | Posted in General Real Estate, Other Interests, Real Estate

Here is another great letter to use with your newly organized database. Also if you are not putting the non-represented buyers in your database you should be!

Date

Name
Address
City, ST  ZIP

Name:

Congratulations on your purchase at (property address)!  I was glad to play an important part of your being able to purchase this fine property.  As you know, I represented the seller and I know many things about the property and the area.  I also have a direct line to the seller.  What this means is that I can quickly and efficiently help you in regards to how things work, idiosyncrasies of the house and any general questions you might have for the seller.  Feel free to call me with any or all of these items.  It is my goal to make certain that your purchase provides you with many years of happiness.

Another service that I offer is my exclusive equity update.  Just make a phone call to our office.  We will determine the recent comparable sales in your neighborhood and update the value of your property.  Since I have already done extensive research on your property, it will not require much additional work for me to get an updated value for you.  Sometimes an updated value analysis will allow you to determine if pulling equity from your home would be worth it for further real estate investment.

Another service that we provide is a copy of your closing statement.  If you or your accountant needs a copy, just give me a call at 815.929.9258.  This document will allow your accountant to maximize the deductions that you have on your tax return.

Finally, included with this letter is a waiver certificate for the first time deductible on the home warranty policy, which I helped negotiate for you.  This policy will allow you, under certain conditions, to replace most systems in your home if they turn defective one year from close.  Traditionally, this insurance requires a deductible and this certificate will waive that first time deductible for you.  I was able to obtain these certificates because of the large amount of business that I do with my home warranty company.

It is my goal to become an asset and a resource to your real estate making decisions and to earn a client for life.  If you have any questions in regards to your new purchase or the team professionals that might be utilized in making your investment even better, give me a call.  I know the best people in town.

I will be calling you occasionally to make certain that your needs are being met.  Once again, I appreciate your business.

Sincerely,

Walter Sanford

Sanford Systems

Enclosure: business card, credentials, and team brochure

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.



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