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The Rules of Real Estate February 4th, 2011 | Posted in General Real Estate

This is a simple title that was created by years of tears.  In the last thirty-five years, I have been mentored by the best or I have mentored the best.  Violate the following rules at your own risk!  You can think up some reasons why these rules don’t apply, but over time, ignoring them will pay you back in the future.  Some agents pay me thousands of dollars to cure problems that probably wouldn’t have occurred had they followed “the rules.”

1.      Be care in implementing rules learned from mentors who are not where you want to be in net worth, happiness, family, fun, and peace.  You won’t know – so ask a lot of questions!

2.      At a meeting, spend more time learning a client’s motivation than anything else.  Unless you can verbally restate what it takes to achieve a client’s clear goals and the clients agree that their goals are in sight, you will have pain.

3.      When you are being sold an expensive or time-consuming solution for a small real estate business problem, just say “NO!”

4.      Proactive seller lead generation for two hours every day is the only way an individual agent will excel to the head of the class.

5.      Most average agents are great in great markets.  Only great agents are great in rotten markets.

6.      Occupancy prior to close is a mistake you’ll only make once.

7.      Huge deposits cure most closing problems.

8.      The client remembers the close, not the price.

9.     Hey, teams – net is more important than gross.  That goes for everyone else, too!

10.    CE credits are a government agenda and may not teach you how to sell more, make more, and have happier clients.  Don’t choose your training based on CE needs.

11.    Spend very little time or money generating buyer leads in any market.  Spend it on generating seller leads.

12.    Be loyal to one affiliate and ask them to be part of your team with responsibilities.

13.    Remember, you are in sales.  You can’t help anyone until you understand the client’s needs, offer solutions, ask for their business, and overcome objections – in one sitting!

14.    Hanging out with real estate agents in your town will make you little money.

15.    Trust a lender to whom you give most of your business.

16.    You need to talk to the “right” database twice a year.

17.    Technology makes great business systems faster and cheaper.  If you are purchasing it for any other reason, understand the cost.

18.    All great agents run out of energy.  Invest well.

19.    You work for free until closing so write contracts that close as quickly as possible with clients who have reasons to close.

20.    Having Jesus Christ and the Holy Spirit within you allows you to do many miraculous things!

An oil and gas lease lottery millionaire by age 16, Walter S. Sanford was in massive debt by the time he was 22.  Taking his winnings, he invested in over 400 units and found that high leverage real estate can be detrimental to your financial health. 

Obtaining his real estate brokerage license during the 80s, Walter went on to become what some believe to be one of the top agents in North America.  He built his career on systems that are in demand by virtually ever major franchise and top producing agent in the world.  1995 was Walter’s best year, in the midst of a real estate depression in Southern California, where he personally closed 316 transactions. 

Walter Sanford now coaches some of the top agents and travels internationally to deliver his seminars based upon systems with velocity increased by technology.  He is the author of 10 ground-breaking books and software that assist top real estate producers in not only beating the competition but also providing lasting estates for their future.  Systems are his passion.

Walter has been buying or selling real estate for the past 35 years.  It took a long time for Walter to find balance.  Today, he runs a successful coaching and training business; however, he is financially independent through real estate investing.  He enjoys life in “small town America” with his wonderful wife and two darling daughters.

Many speakers and trainers have never been involved in real estate brokerage aspects and none have ever been involved to Walter’s extent.  If you would like to know more about Walter, please visit  You’ll find more information about how to hire Walter as a speaker or coach and how to obtain his ground-breaking products for your library.  Walter can also be reached at 800.792.5837 or

One Response to “The Rules of Real Estate”

  1. Walter – you are an amazing mentor, coach and friend! I just pray that the people reading this blog believe what you are saying! That they read, learn and inwardly digest it and use it to His glory as you have for their own success!

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