559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

Walter, thanks for speaking in front of Exit Realty Florida last month. It was great stuff and my agents really appreciated you, your presentation, and your books and tapes. Thanks for an enlightening day! Steve Marabel, EXIT Realty All Stars


Accountants in Your Town August 11th, 2017 | Posted in General Real Estate, Newsletter Archives, Real Estate

Today wraps up our weekly series on growing your team.  We hope that you have enjoyed this series, and more importantly, we hope that you are inspired to continue growing your team with client-focused affiliates.

Live conversation script:

(Agent’s name) asked me to call you because in your profession as an (professional status) you may be in a position to advise clients as to which real estate professional to use when a need develops.  Can (agent’s name) meet with you or send you some information so you will feel comfortable in referring his/her services?

Positive:  (Mail) – Great!  After you receive the information, I will have (agent’s name) call you.  Is there a time when you are most often in the office?

(Phone) – Great!  I will have (agent’s name) call you.  Is there a time when you are most often in the office?  Also, many forms, calculators, listings and free services are available at (agent’s name)’s website at  It might be the tool you need if you are trying to determine market value for a client.

Negative:  Okay.  Is there ever a need for the advice of the top real estate professional in your business?

Positive:  Great!  I’ll have (agent’s name) call you!  Have a great day!

Negative:  Well, remember (agent’s name) if the time ever comes and I’ll send you his card.  Have a great day!

Voice Mail Script:

Good (morning, afternoon, evening).  This is _______________.  I work for a top real estate broker/agent in (city), (agent’s name).  Please call (agent’s name) at (phone number), he/she would like to discuss how his/her expert knowledge of local real estate would be of benefit to your clients.  Also, we have many free services like free appraisals and 1031 Tax Deferred Exchange information at  Thank you and have a great day!

Letter/Postcard/Email Follow Up:




City, ST  Zip


Thank you for speaking with my assistant the other day.  I have worked at (company name) providing great real estate service for (#) years.  It is my desire to impress your clients and thus add another service to your practice.

Enclosed are my credentials.  I will be calling you soon to discuss how using (company’s name) will be to our mutual benefit.


(agent’s name)


P.S.    Take a look at our website, for features your clients can use immediately.  Sections like free appraisals, free property searches, mortgage calculators, rent vs. buy analysis, and free information on Tax Deferred Exchange under Internal Revenue Code 1031.


Walter’s Phone Scripts & Moving Beyond Do Not Call is your go-to resource for scripts, emails, and letters that you or an assistant can easily begin using today.  Phone Scripts includes the hiring, and management of telemarketers plus the 60 hottest groups to go after when they have shown interest in your service.

This manual even includes what to say when leaving a voice mail.  Follow-up emails are included, too.  It’s a great manual for an assistant as well with do not call opportunities!

Check out the details:  Call 800.792.5837 and ask for the $50 blog special on this system!


Get the Fifteen Small Exterior Improvements that Bring the Biggest Bucks from My Buyers April 24th, 2017 | Posted in General Real Estate, Newsletter Archives, Real Estate

A little sweat equity and some minor cost improvements can make a BIG difference when you’re choosing to put a house on the market. This checklist will help in preparing your sellers, maybe even before they become your sellers!

Include this document under the “sellers” section of your website.

1. Have your lawn cut and edged. Trim trees and shrubs, removing all dead limbs and debris.

2. Check the exterior of items like siding, window sashes, trim, and shutters. Clean these areas and/or paint, as needed. Give special attention to the front door area.

3. Make sure your gutters are clean of debris. Wash or paint, as needed. Re-align the gutters if they look crooked.

4. Replace broken windows, doors, and screens. Make sure each looks clean and in good condition.

5. Wash driveways and sidewalks. Patch holes and try to remove stains.

6. Repair any broken areas of your fence, deck, patio, etc. Make sure these areas are clean and in good shape.

7. Arrange outdoor furniture and firewood neatly. Put away all lawn equipment, bikes, and other toys.

8. Check the roof for shingles or flashing that needs replacing or repair.

9. Touch up the “little things” – house numbers, mailbox, doorbell, etc.

10. Add color to your yard and front porch with flowers and/or hanging plants.

11. Repaint the address on your curb, if available.

12. Install decorative metal or stone borders between your lawn and planting beds.

13. Add large potted plants. Borrow if necessary.

14. Add fertilization or other greening agent to everything.

15. Buy an expensive outside porch light.


This is all part of my pre-listing consultation. I have a handyman who can quickly and inexpensively make these small repairs to bring HUGE dividends plus he does not get paid until we close on your home! Click here to arrange for a pre-listing consultation.


Lead generation is what builds your business and keeps your pipeline full, no matter what the market says! Grow Your Leads: Just Add Wa(l)ter is a hefty book full of detailed and complete prospecting systems, and it includes the data CD (digital copy). This is also a great manual for an assistant.

Call 800.792.5837 and ask for the $50 blog special on Grow Your Leads: Just Add Wa(l)ter. Check out the content details here:

Congratulations on Your Engagement January 18th, 2017 | Posted in General Real Estate, Newsletter Archives, Real Estate

We used to have to wait for engagement announcements to come in the newspaper, but thanks to cell phones, text messaging, and social media – the news travels much faster!

Whether you read about an engagement in the newspaper (will require some research), through your personal network, or through a social media post – this is a great letter to introduce yourself and the services that you can offer a couple who is beginning a new life together.

Again, with a slight re-work, this would be a fantastic Facebook ad to target newly engaged couples!





City, ST Zip


Congratulations on your engagement!  I have enclosed an extra copy of your announcement from the newspaper.

I am a top broker/agent in (your town). I know this is an exciting yet hectic time for you. If you are considering purchasing a home or condo in the near future, I would be very happy to assist you with purchasing the best residence at the lowest price. My lender team member will even get you more than ten options for financing. If you need to sell a property or two before buying your new home, we have ways to arrange simultaneous closings.

On my website, you can fill out my “Buyer’s Wish List,” and I will email or mail you every property, every week that meets your needs.  You can also call me at 815.929.9258. I will personally match you with one of my buyer specialists.


Walter Sanford

Sanford Systems

Enclosure: engagement announcement


Through the years, I’ve collected many letters for just about every aspect in this business.  Super Emails, Letters, and Web Content is a beast of a manual at over 700 pages with some of the best in my collection!  This manual is the finest of lead generation letters, emails, and web content.  They’ve all been tested for profitability.  This manual will become the foundation of your direct mail, email, and database solicitation department.  Included is 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 this system!



“Insiders” Have a Down Payment Machine, Pt. 2 September 26th, 2016 | Posted in General Real Estate, Newsletter Archives, Real Estate

We’re on day two of a series talking about how “insiders” (real estate agents) have a down payment machine.  Be sure to catch up by reading yesterday’s post.

It is paramount for an “insider” real estate investor to have a savings account prior to investing in real estate.  This account will be funded by your successful real estate brokerage business.  Without access to liquid cash, you will have to either find one of those extremely rare, “no money down” cash transactions with the potential problems from yesterday’s post, borrow the money, bring in an investor, or sell something to obtain the down payment.

The smartest financial move is to have ready cash available for the real estate transaction that meets all the goals of this book.  One of the questions you might ask is “Why not refinance another piece of property to obtain enough money for a down payment on a rapidly appreciating piece of real estate?”  There really is nothing wrong with that as long as real estate keeps appreciating, and as long as the piece of property you have refinanced can service the debt and the expenses by way of the income that it produces.  However, this ignores one of my goals…


Many of you will say that it is a slower track to buy well-performing property and wait for the tenants to pay off the mortgage.  Like my ex-wife’s response when the subject of horrendous alimony came up, her answer to my pain was “Work harder!”  Make more money in your real estate brokerage using my systems and look harder for the best real estate investments!

The concept of earning your money, investing it correctly, and allowing the tenants to pay off the mortgage is a tried-and-true concept that works in every market.  Many real estate agents do not have any experience with sideways or falling markets, but as in any business cycle – it does happen.  I would like for you to be able to weather the good times, the boring times, and even the “where’s the bottom?” kind of markets!

In Southern California between 1980 and 1985, we experienced as much as 15 to 30% drops from their 1979 highs.  In 1990 to 1995, a good percentage of the transactions happening in Southern California were actually being closed at prices less than the amounts owed the banks on mortgages.  We were receiving concessions from the lenders to achieve a closed property and then eventually a commission.  This is called a “short pay.”

These types of ups and down (although not as pronounced in some locations) do happen everywhere.  Any investment program based upon future appreciation is bound to fail.  Owning a well-performing piece of real estate that is able to weather the storms and obtaining equity pay downs by way of the money that the tenants give you is one of the safest and believe it or not – after you see how my snowball effect works – is one of the fastest, most exciting roads to real estate wealth.

This whole system is based upon your ability to put down a 5, 10, or even 25% down payment.  I am going to have to come up with some ideas for you on how to get this money; many of you will not like the answer because it involves discipline!

I could write a whole book on the discipline of earning and keeping money as a real estate professional!  The success basics of a top real estate professional include the following:

  1. Master many seller lead generation systems to produce leads no matter how busy you get.
  2. Master the ability to determine whether or not a buyer is profitable indicated by their actions and commitment.
  3. Develop checklists and technology to systemize the steps necessary to success in real estate including lead generation, listing presentations, marketing, inventory locating for buyers, negotiating, closing, transaction coordinating, follow up, running your business, and maintaining a balance in your life while you are doing everything else.


As you might know, I am one of the top real estate trainers in the country for the last ten years, and I was one of the top real estate agents in North America during the 80s and 90s.  Over time, my company has developed numerous systems that allow you to duplicate the systems that many top agents (including me!) have used to accomplish the above goals.

This book is about real estate investing, but since obtaining a down payment is paramount to your success in real estate investing — it is necessary to use your “insider” advantages to become a better real estate agent, thus creating a higher net profit.  The goal of this book is to…



Invest in your business, invest in your future, invest in real estate!  Insider Trading for Real Estate Agents is a thick manual full of Walter’s personal investing strategies, forms, checklists, and letters with the data CD (digital copy for easier implementation).  It also includes audio CDs for you as a real estate investor and audio CDs for your investor clients.

Check out the details:  Call 800.792.5837 and ask for the $50 blog special on this system!


Buyer’s “Dare to Compare” Checklist May 25th, 2016 | Posted in General Real Estate, Newsletter Archives, Other Interests, Real Estate

After you’ve had your buyer “jump through” my hoop system, this is a great piece to use in impressing your buyers.  Let the buyers compare your stellar line-up of services compared to the competition’s services.

Check out some of the services:

Sanford Systems

The best SEO in Long Beach! Yes
Buyer VIP Club Yes
Buyer’s edge home buying guide Yes
Mortgage, legal, professional inspection services – one-stop shop Yes
A full time buyer’s agent at your service Yes
Complimentary comparative-market analysis on the property you are considering purchasing Yes
Exclusive computerized property search program/software customized with your needs and delivered daily to your E-mail Yes
Customized “Moving Guide” to help you with your move Yes
Accredited buyers agent with the (ABR) designation Yes
Easy-exit-buyer agreement guarantee Yes
Full support staff from inception to close and thereafter Yes
Extensive after-the-sale follow up — we can help with any challenges! Yes
Walter’s exclusive secret properties at wholesale prices Yes
Walter’s team approach Yes
Photo slide show comparison Yes
Starbuck’s rest stop Yes
Pre-approval certificate from lender team member Yes
“Dare to Compare” property checklist with clipboard Yes
Calls on new inventory from Wednesday office meeting Yes
Little person activities and babysitting service available Yes


Get more checklists for your business by calling us at 800.792.5837.  Ask for the daily blog special pricing.



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