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Ask Wally… March 22nd, 2019 | Posted in General Real Estate, Other Interests, Real Estate


Hey, Wally!  I know the “old stuff” still works, but can you give me some new twists to keep things exciting for me?

Name Withheld


Sure, pal — let’s “do the twist to the oldies”!

Being involved with the most profitable systems in real estate, we are always adding updates and twists as technology develops.  It still makes the most sense to center on listings.  Go after the people most likely to list using the least expensive and least time-consuming methods.

Open Houses:

Try to do only one since they are not the most profitable use of your time.  Make that ONE open house during the first week of the listing and hopefully before it hits the MLS.  Capture those nosey sellers and all the buyers who are looking in that neighborhood.  Give your best effort in capturing both ends of the transaction.  Get the open house signs out for a few days with a QR code to the tour.  Cut the time down to an hour.  It makes you look different.  Send out 200 just listed/open house cards to the neighborhood and follow up with a call.  Yes, this process takes longer.  If it does not sell, it is obvious that open houses do not work, and you will be able to keep the seller off your back while you do what sells homes…obtaining the right price.


People only care about “just solds” with QR codes.  Cut out the “just listed” unless you are working the above system.  Tell the receiver how the property sold, and tell them why this process is different from the other agents in your area.  If you don’t have enough just solds, then let them know about the solds that show up in the county records and let them know that part of your job is to stay in tune with the sold activity.  Make your name and the word “SOLD” in big, red lettering on the card!

Direct Mail:

This method does still work on the best demographics.  Add value and a personal signature on your own letterhead in a window envelope.  If you own my letters book, this process will be faster for you since you have over 400 letters to choose from!  Send a letter that will direct them a specific portion of your website.  For example, send a letter to the for sale by owners.  Let them know how you can work together without necessarily listing their home.  You can help them with a lender; help them with the buyer who needs to sell their home to buy the FSBO’s home; help them with a referral to the area where they are moving; and help them as a buyer in your town with the exclusive “Secret Property System” that really excites them.  With all that help and counseling for the FSBO – if their home doesn’t sell, you’ve already begun to make a value-filled proposition to them!

Cold Calls:

Cold calls are dead.  Call your database, expireds, FSBOs, out-of-state owners, and assisted living centers.  Monitor your “Do Not Call” responsibilities and leave them a message (live or on voice mail) with a web destination for them to visit on your site.  Too many agents are scared to death to make phone calls!  I have a book of scripts and it even includes letters you can send ahead of the call to “plow the road” and make it easier.


Parties, phone calls, newspaper articles, referral groups, buyer seminars – I can list dozens more.  Every top agent will step out of his or her comfort zone.  Top agents do not depend on Facebook for their marketing.


There are speakers who do nothing but teach this system.  Remember what the attorney’s know — ask for your money on the day you win the case.  Have a checklist to ask for more business from family, friends and co-workers at the listing, at the first showing, on contract acceptance, on loan approval, and at close.  Do a job that merits a referral.

You might notice Walter is not the most politically correct trainer in the world, but he may be the one that has trained the most big money earners in real estate.  Did you know he is now retired and is just trying to add to the total sum of knowledge of top producers?  He has been doing this so long that he can’t help helping people that have questions.  Because he is now retired he has stopped producing the manuals and software that he was famous for.  In fact, the 39 pound box of manuals and software that just a few months ago was selling for $1500.00 is now being blown out for production cost.  $90 plus about $26.00 in shipping to anywhere in the continental United States.  Follow this link and get the library of the most famous real estate trainer of all time before the remaining inventory is exhausted.  It will be shipped directly to you from Walter’s warehouse…follow this link

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