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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


Working the Walter Sanford Plan – Week Two, Day One (continued) May 16th, 2017 | Posted in General Real Estate, Other Interests, Real Estate is phentermine or adderall better for weight loss

Yesterday, we started a series for the week from my book If I Could Start Over Again. In the book, I take the reader day-by-day through an intensive work plan that’s heavy on lead generation systems. The book was designed to be a training manual for new agents or for agents who need a career “reboot.” I explain it by saying, “If I were to open a real estate practice in your town, this is the plan that I’d follow.”

Included over the new several days will be excerpts from that book. You’ll see that “working the Walter Sanford plan” isn’t for the uncommitted or uncertain agents. During the course of the first week, the plan participant not only met with business mentors but also had an open house.

What follows is the rest of the “homework” that is outlined in the book for week two, day one.

Exercise Four:

So, who is “everyone” that goes into your database?

This is going to be the last exercise for the day, but it is going to be a bit extensive.

You have been collecting several names over the last few days, and now it is time to brainstorm for more. Family, friends, and non-real estate agent coworkers are just a few. Do not forget those orphaned clients to whom you wrote letters to last week, plus those people to whom you have written checks over the last three years who might buy or sell real estate in your area. Wait, there are more – referrals, affiliates you might use in your business and anyone else you can think of to include.

On searchable field databases, record the name, address, phone number, email address, relationship, property owned and/or property sought for each prospect.

Personally, I like web-based databases like Top Producer. You can access it from everywhere, and eventually, you will have numerous people working from it in different locations without synching.

Everyone you meet on a day to day basis is added to your database, period. As you enter the contacts, categorize them according to strength. Great people – people you are sure are going to make a difference in your business – will be categorized as “A” leads. Some examples of “A” leads are past clients, family, friends, and other hot groups.

People you talk to but have no strong ties with are categorized as “B” leads. Why the distinction? Categorizing will increase efficiency. When your database grows large, you will want to spend more time on and send more expensive, higher class contacts to the “A” leads than you do the “B” group. This will keep your cost and time invested down. Get started on this exercise immediately.

Remember that the quality of your leads depends on the quality of the people you talk to. Exhibit A that follows is a copy of your database/delegation/input card.

This is considered your lead card. All information you receive starts with this card. It is crazy to think that you will always have your notebook available or that you will always want to input all the data into your computer. The card also prompts you on the information that you should collect. You will soon be utilizing these cards to ensure your operation runs smoothly. However, at this point, the information that I requested earlier in exercise four is all that is needed on your card. Now that you have completed the day, go home, think about your accomplishments, and wake up with a smile!


You don’t have to wait for this series to wrap up this week. You can get a FULL and complete copy for yourself. Invest in your career or the career of a friend or loved one) with If I Could Start Over Again. In this manual, you’ll be guided for the first 90-days of your new career or career reboot.

New or seasoned agents will get the foundation that generated my immediate cash flow. This product is includes every letter, system, call and move that I would make should I start over again in your town. This includes the data CD, which is a digital copy for easier implementation.

Check out the details: Call 800.792.5837 and ask for the $50 blog special on If I Could Start Over Again!

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