CONTACT

CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

I have been using "If I Could Start All Over Again" and have spoken with (so far) seven area top producers - wow!!! Everyone should do this! Daniel H. Peaslee, Century 21

READ WHAT OTHERS SAY

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. 

 

Time Blocking Part 2 June 18th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Read Part 1 Here

Another massively important time-block is listing leads in the “A” class.  This group is for people who are going to be listing in the next ninety days.  You were either unsuccessful in getting them to list, or they have promised you a listing.  Even though they have told you not to call back until a certain time-frame, it is your job to call them each week with something of value to weigh their motivation and readiness without letting the lead pass you by.  It is important that you maintain contact on a much more regular business than the “soon to list” person tells you contact.

Another amazing time-block to maintain is the buyers in the “A” class group.  These are buyers who have jumped through all the “hoops.”  This means they have answered the questions, been pre-approved in writing, have showed up for a meeting at your office, and have signed a loyalty agreement.  These people need to be time-blocked for once a week to determine if the properties you are sending them still meet their criteria and when they would like to go look at the best leads.

Broker-required activities is another time-blocked section.  Whether it is a profitable office meeting or an office tour, just remember, the broker is paying the overhead so support the systems.

Another important time-block is calling your sellers.  In tough markets, there is one truism – if they do not like you, they are less likely to drop the price for you.  The easiest way to babysit upset sellers is to take your listings and divide by ten.  Call that many people each day.  This gives you the energy to bring about a price reduction or obtain a value enhancement.  Many real estate agents wait until their clients become discouraged then go through their entire listing inventory trying to obtain price reductions or value enhancements. That process is not only an energy-zapper but it is also ineffective.  Regular contacts from you will allow your sellers to feel at ease that the job is being done.  You will soon find that they will not be available for appointments, because they trust your efforts so much.  Efforts like this allow the inevitable price reductions in tough markets to be easier.  Please time-block your listed seller communications.

Add in contact to your pendings for another time-block activity.  Each week, you need to contact all parties involved in a pending – sellers, buyers, cooperative agent, affiliates, and anyone else involved.  I spent Thursdays making sure that all contingencies were being met, and there were no smoldering embers that needed to be put out.  Staying on top of pendings will allow you to flush out the bad transactions sooner and possibly reduce problems that might affect your closing.  You will grow to dislike the pending process so much that you will try to increase the velocity of your business by shortening your pending periods.  As long as they are pending, you need to call all parties involved at least once a week.

Another important time-block is making time for your LIFE!  Some of these items are “floating” like your daughter’s dance recital or your son’s game, but some of these items can actually be anticipated like “date night.”  I chose a weeknight as date night because babysitters are more plentiful during the week and the lines at our favorite restaurants were not so long!  It was also a nice break during the week, and everyone always looks forward to date night.  The same process applies for working out, lunch, breakfast, church, and other mandatory parts of your life that allow your life to go more smoothly.  Having these things time-blocked will reduce any disappointment in your family and allow you the opportunity to re-make appointments with clients.

This is the perfect time to bring up an important distinction between time-blocked and non-time-blocked agent schedules.  When I knew that I only had a few different hours in which to book a listing presentation, a showing appointment, or a negotiation appointment, it allowed me to funnel the cooperative agent or client into those available slots.  I was able to always give them three or four hours a day from which to choose.  Without a time-block, you are always moving your most important activities around urgent activities, when it is much easier to book urgent activities in the time allotted.  I promise that the cooperative agents and clients you are working with will have less disciplined schedules, and you will be able to conform to your available times.

Occasionally, there will be an infrequent time-block for activities that only happen once a month or once a year.  These activities would be time-blocking the first and last day of the month and the first part of the New Year for excessive expired activity.  These are times when the expired activity is so heavy that you will have to free up time to take advantage of it.  These items need to be time-blocked at your goal setting session early in the year.  Do not forget to time-block your goal planning session, too!

The process of time-blocking is fairly simple.  Time-block the activities that are important to your life.  Time-block your lead generation activities.  Time-block your listing leads “A,” buyer leads “A,” pendings, and listed client activities.  You will soon find that you have a lot fewer hours available during the week than you realized.  Of course, these time-blocks will be devoted to listing appointments, showing appointments, contract negotiations, and all of the other “emergency” activities that we are all involved in.

You will find that when your time becomes scarce that putting a “do not disturb” sign on your office door will become a much better idea!  You will also find that hob-nobbing with other real estate agents or affiliates will become activities of the past (possibly).  Soon you will be prioritizing your free-time among activities including family, fun, faith, friends, fitness, and personal finances.  You will find that urgent items will be either eliminated or lessened.

Time-blocking is the first step to true time management and forces you to do the items that are the most profitable in your business.  Soon there will be no more excuses that you are too busy to make money in this business.  Congratulations!

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.

Time-Blocking Part 1 May 20th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Without making time for the most profitable activities, I can tell you exactly what will happen — you are going to be spending time on the most urgent items which are almost never your most profitable activities.  The reason why my lead generation book is so popular with top agents is because it points to the direction of the most profitable activities in real estate.  One needs now to decipher how to implement these activities on a consistent basis.

Many of the activities we cover in our systems are not done consistently by many top agents in our country.  For instance, you need to choose a few seller lead generation activities.  Whether you choose for sale by owners, expireds, mature people in large homes, out-of-state owners, or any of the any other amazing systems that will produce seller leads, you  need to find the time to make sure they are getting done on a consistent basis.  By implementing the ideas, your listings will go up, increasing your buyer inquiries.  Buyers, being the demanding lot that they are, will soon cause you to be jumping through hoops at all hours of the day, if you have not followed some of the ideas shared in Buyer Net Profit.

Without time-blocking, you will find that you will always be urgently busy without getting your most profitable activities done therefore your listings will fall and buyer activity will fall.  The largest difference between mediocre real estate agents and top producers is that top agents always find time to keep their pipelines filled with the most profitable activities.  The most profitable activities are, of course, lead generation activities.  These activities are normally time-blocked by the top agent to do himself or herself or activities for the assistant to complete.

Let me give you an example – at 9am every morning, I knew that I would spend 15 minutes researching the expireds of that day.  I spent more time than anyone else researching and getting better names, addresses, and phone numbers. I then spent another 15 to 30 minutes preparing letters for mailing in the firecracker tubes.  I would then start calling those same prospects.  On my way back from lunch, I would time-block my day to stop by one of the most expensive expireds each day.  On my way home, I would try reaching those expireds who I could not reach earlier in the day.  The next day after I called all the expireds, I went ahead and sent them my crumpled letter from the previous day.  There was little or no negotiation with the time-blocks.  The only thing that would allow me to look the other way is a listing presentation or a family emergency.

The other activities that I would like to make certain that you time-block are just as important as your seller lead generation activities, especially activities where you knew the exact number that you need to complete.  Here is what I mean — if you have a 1,000 person database and there are approximately 300 working days in a year, you should be calling six people a day to get through your database with phone calls twice in a year.  It would most likely be more calls in a day, because I would like for you to try calling three times before giving up and putting them back in rotation. The same goes for the letters to the database – if you are going to be sending one letter each quarter and there are 100 working days in a quarter, you will be sending approximately 10 letters a day to get all the letters to your database for that quarter.

 The magic of breaking your business plan into time-blocked pieces is that it allows you to “eat the elephant” faster and more efficiently.  It also allows you to write personal notes on those letters, hand-sign them, and see if any of the letters might require special handling.

Next post I will discuss time-blocking for listing leads, buyer leads, current sellers, and more.

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.



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