559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

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


Making Big Bucks Means Getting Ahead of the Trends August 29th, 2012 | Posted in Other Interests

My coaching clients are always working not where the puck is, but where the puck is going just like the hockey greats.  If you have been watching the premier home builder Toll Brothers, then you see a lot of new hires and new stock prices.  Building will be coming back. 

Instead of telling everyone on Facebook that you ate a Tootsie Pop today or trying to increase your organic results on a website that no one cares about, let’s get serious about making money in one of my famous hot demographic lead generation systems – builders.

Step one:  Get all the small and medium builder addresses, phone number(s), email address(es), and decision-maker’s names in your local market area.

Step two:  Set up a builder page on your site and include pictures, résumés, favorite elevations, and floor plans of the builders who respond to your marketing.  Also include forms for clients to complete in telling you what their perfect home would look like.  Include a checklist for choosing the perfect building site and some information as to how much building might cost.  Include your recommendation on the best builders who fit the client’s needs, if the client fills out a “Building Needs Analysis” form.  Have a list of neighborhoods and what each offers.  Talk about how you, as the agent, will be involved in the building process.  Talk about the all-important punch list and how you will chase it down.  Add testimonials from clients who had you as an agent as they built their home.  Also, include about 10 more interactive services for the client. 

Step three:  Advertise that we have solutions for clients looking to build their dream home.

Step four:  Do regular mailings, calls, and emails to the builder outlining the value of them being on this high-hit section of your website.  Request their picture, résumé, and samples of their best work. 

Let them know that you can set them up with your new “Lot, Land, and Acreage” mail out which will allow them to receive emailed information on every new piece of land that hits the market every morning and maybe even some “special secret opportunities” that may come up. 

Offer them your exclusive service of looking at their elevations, floor plans, and pricing.  Provide your opinions on how those items will fit in with this current market.  If the builder lists inventory with you, you find a buyer who has to sell a house, and you list that house also – offer to pay the builder a fee based on the commission earned from the sale of the home so that the builder’s home can be sold.  How about the builder paying you your commission in limited partnership interests in future building projects?  You have to be different to get noticed!

This should have given you some ideas to start controlling this hot, up-and-coming demographic.  For a deeper explanation of this system and hundreds of others, call Sanford Systems at 800.792.5837 to arrange a seminar in your area with Walter, get Walter’s products, or for the soon-to-be mega agents out there — consider Walter’s coaching.  Go with the guy with all of the ideas!


Walter Sanford has been designing and implementing real estate systems for 30 years.  One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry.  Do what works, do what is proven.  Hire Walter Sanford.  Call our office at 800.792.5837, email, or chat with us online at

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