CONTACT

CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

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

READ WHAT OTHERS SAY

It’s time to stand out from the crowd! March 31st, 2020 | Posted in General Real Estate, Other Interests, Real Estate

With the news changing daily regarding the economy, now is the time to invest in Walter’s Systems so you are ready for whatever the market throws at you. Take advantage of all Walter’s systems. $90 (plus shipping).

Take this extra time you have and organize your database. Make the phone calls. Send the letters. Take the checklists and forms and install on your website. Do the work so when all of the uncertainty ends you are the agent that stands out.

Click here to buy your set today!

Freebie Friday: Letter: Mature Home Owners in Large Properties March 6th, 2020 | Posted in General Real Estate, Other Interests, Real Estate

Have you ever wondered what you receive if you order Walter’s entire system for only $90? Here is just a sample of one of his customization letters to send to potential sellers… 

Date

Name

Address

City, ST  Zip

Name:

In providing the residents of (neighborhood name) with their real estate needs, I have found a large request for the following items:

  1. Property tax reassessment assistance
  2. Lists of guard-gated, low-maintenance townhomes, condos, and homes for the client who wants to “simplify life.”
  3. Free appointments with local financial advisers for the reinvestment of equity, since the sale of a larger home and the purchase of a smaller home often creates money for investments
  4. Introduction of new loan programs such as “reverse payment” programs
  5. No-hassle, quick estimates of value on all property in the community
  6. Free appointment with my CPA to discuss the tax ramifications of real estate sales

There are many other services that I offer regarding real estate in the (neighborhood name) community.  Contact me for an appointment, and we can meet in person or over the phone.

I have been buying and selling real estate in your neighborhood for more than 30 years.  If you are thinking of selling and moving to a home that is smaller or easier to maintain, I have some interesting information for you.  If you are going to be moving out of the area in the future, I can also arrange to find you the best real estate agent in any community in the world. 

Let us get acquainted. Even if you are not thinking about moving right away, pre-planning can increase your net proceeds and enjoyment of the process.

Sincerely,

Walter Sanford

Sanford Systems

 

Want MORE great letter,scripts, and checklist just like this? Take advantage of Walter’s $90 sale! Purchase all Sanford Systems for only $90 plus shipping. You will get 1000s of letter, scripts, and checklist that you are able to customize to fit your business needs. Get them today before they are all gone. Click here to buy now.

 

 

Ideas to help you get the “in” with the Human Resource Departments February 25th, 2020 | Posted in General Real Estate, Newsletter Archives, Other Interests

Question:

Walter,

Not so long ago I bought the entire package of Sanford systems. I have been looking for a good phone script reference contacting the human resource departments of very large companies and didn’t come across one in my phone scripts book. Would you happen to have a script such a this? Please advise.

Thank you,

C.M.

Answer:

You are smart. There are a ton of seller leads in that demographic. Be careful your people do not get hung up on those coming into town who need tours to see if they want to take the job. You have to be clear it is the potential employer’s job to sell them on the job and area. Your job is to sell them a home.

It is the listings that bring in the most net profit. My coaching clients and/or their assistants use a letter detailing all the services that their “Human Resource Service Departments” handle. These services can include the following:

1. Quick seminars put on for employees on the state of the real estate market, financing, problems and their cures, and neighborhood updates.

2. The free 48-hour phone value analysis.

3. Email-enabled free dream home search.

4. Access to lender team member for refinancing and new loans.

5. Approved team member for support in-home inspections, home warranties, termite, title, and other real estate services.

6. Guaranteed same-day return phone call or Email on any question or challenge that an employee has.

7. The contract “look-over” service should any employee find themselves in a real estate transaction with another agent and have a question.

8. Access to the VIP Client Club

Once you put your contact list together, send the offer above and follow-up with the following call:

“Hello, (name). My name is Walter Sanford, and we are rolling out our new Human Resource Department Services. I sent you a letter last week regarding some of the services we offer and wondered if we could set up a small seminar for your employees regarding the current real estate market. Do you have any current employees that need selling services, buying services, or rental services? May I stay in contact with you regarding updates on additional services and to see if any of your employees need real estate services? By the way, on every closing, I would like to donate $500 to the charity that your company supports or possibly toward the employees’ appreciation party.”

I hope this gives you some ideas to capture the HR business!

Since I have retired from the speaking circuit, I have my systems (large books with software) that I was selling from the back of the room at about $1500.00.  These are my newest products and this package includes everything that I have ever done.  As a “pay it forward” opportunity I am now selling these same books and software at my cost, about 94% off.  This is the start of your plan to get to the point where you are living the dream.  This is not anything but selling you the best real estate training materials in the world for 94% less than they were selling for a couple of weeks ago.  You will get 9 books, a whopping 40 pounds of checklists and information that is easy to use.  These volumes have been used by agents in the US and Canada to be the best agent in their market place.  Go here to pick up your foundation for the future.

 

 

Eating the Elephant With Time Blocking January 31st, 2020 | Posted in General Real Estate, Other Interests, Real Estate

Without making time for the most profitable activities, I can tell you exactly what will happen — you are going to be spending time on the most urgent items which are almost never your most profitable activities. The reason why my lead generation book is so popular with top agents is because it points to the direction of the most profitable activities in real estate. One needs now to decipher how to implement these activities on a consistent basis.

Many of the activities we cover in our systems are not done consistently by many top agents in our country. For instance, you need to choose a few seller lead generation activities. Whether you choose for sale by owners, expireds, mature people in large homes, out-of-state owners, or any of the any other amazing systems that will produce seller leads, you need to find the time to make sure they are getting done on a consistent basis. By implementing the ideas, your listings will go up, increasing your buyer inquiries. Buyers, being the demanding lot that they are, will soon cause you to be jumping through hoops at all hours of the day, if you have not followed some of the ideas shared in Buyer Net Profit.

Without time-blocking, you will find that you will always be urgently busy without getting your most profitable activities done therefore your listings will fall and buyer activity will fall. The largest difference between mediocre real estate agents and top producers is that top agents always find time to keep their pipelines filled with the most profitable activities. The most profitable activities are, of course, lead generation activities. These activities are normally time-blocked by the top agent to do himself or herself or activities for the assistant to complete.

Let me give you an example – at 9am every morning, I knew that I would spend 15 minutes researching the expireds of that day. I spent more time than anyone else researching and getting better names, addresses, and phone numbers. I then spent another 15 to 30 minutes preparing letters for mailing in the firecracker tubes. I would then start calling those same prospects. On my way back from lunch, I would time-block my day to stop by one of the most expensive expireds each day. On my way home, I would try reaching those expireds who I could not reach earlier in the day. The next day after I called all the expireds, I went ahead and sent them my crumpled letter from the previous day. There was little or no negotiation with the time-blocks. The only thing that would allow me to look the other way is a listing presentation or a family emergency.

The other activities that I would like to make certain that you time-block are just as important as your seller lead generation activities, especially activities where you knew the exact number that you need to complete. Here is what I mean — if you have a 1,000 person database and there are approximately 300 working days in a year, you should be calling six people a day to get through your database with phone calls twice in a year. It would most likely be more calls in a day, because I would like for you to try calling three times before giving up and putting them back in rotation. The same goes for the letters to the database – if you are going to be sending one letter each quarter and there are 100 working days in a quarter, you will be sending approximately 10 letters a day to get all the letters to your database for that quarter.

The magic of breaking your business plan into time-blocked pieces is that it allows you to “eat the elephant” faster and more efficiently. It also allows you to write personal notes on those letters, hand-sign them, and see if any of the letters might require special handling.

Another massively important time-block is listing leads in the “A” class. This group is for people who are going to be listing in the next ninety days. You were either unsuccessful in getting them to list, or they have promised you a listing. Even though they have told you not to call back until a certain time-frame, it is your job to call them each week with something of value to weigh their motivation and readiness without letting the lead pass you by. It is important that you maintain contact on a much more regular business than the “soon to list” person tells you contact.

Another amazing time-block to maintain is the buyers in the “A” class group. These are buyers who have jumped through all the “hoops.” This means they have answered the questions, been pre-approved in writing, have showed up for a meeting at your office, and have signed a loyalty agreement. These people need to be time-blocked for once a week to determine if the properties you are sending them still meet their criteria and when they would like to go look at the best leads.

Broker-required activities is another time-blocked section. Whether it is a profitable office meeting or an office tour, just remember, the broker is paying the overhead so support the systems.

Another important time-block is calling your sellers. In tough markets, there is one truism – if they do not like you, they are less likely to drop the price for you. The easiest way to babysit upset sellers is to take your listings and divide by ten. Call that many people each day. This gives you the energy to bring about a price reduction or obtain a value enhancement. Many real estate agents wait until their clients become discouraged then go through their entire listing inventory trying to obtain price reductions or value enhancements. That process is not only an energy-zapper but it is also ineffective. Regular contacts from you will allow your sellers to feel at ease that the job is being done. You will soon find that they will not be available for appointments, because they trust your efforts so much. Efforts like this allow the inevitable price reductions in tough markets to be easier. Please time-block your listed seller communications.

Add in contact to your pendings for another time-block activity. Each week, you need to contact all parties involved in a pending – sellers, buyers, cooperative agent, affiliates, and anyone else involved. I spent Thursdays making sure that all contingencies were being met, and there were no smoldering embers that needed to be put out. Staying on top of pendings will allow you to flush out the bad transactions sooner and possibly reduce problems that might affect your closing. You will grow to dislike the pending process so much that you will try to increase the velocity of your business by shortening your pending periods. As long as they are pending, you need to call all parties involved at least once a week.

Another important time-block is making time for your LIFE! Some of these items are “floating” like your daughter’s dance recital or your son’s game, but some of these items can actually be anticipated like “date night.” I chose a weeknight as date night because babysitters are more plentiful during the week and the lines at our favorite restaurants were not so long! It was also a nice break during the week, and everyone always looks forward to date night. The same process applies for working out, lunch, breakfast, church, and other mandatory parts of your life that allow your life to go more smoothly. Having these things time-blocked will reduce any disappointment in your family and allow you the opportunity to re-make appointments with clients.

This is the perfect time to bring up an important distinction between time-blocked and non-time-blocked agent schedules. When I knew that I only had a few different hours in which to book a listing presentation, a showing appointment, or a negotiation appointment, it allowed me to funnel the cooperative agent or client into those available slots. I was able to always give them three or four hours a day from which to choose. Without a time-block, you are always moving your most important activities around urgent activities, when it is much easier to book urgent activities in the time allotted. I promise that the cooperative agents and clients you are working with will have less disciplined schedules, and you will be able to conform to your available times.

Occasionally, there will be an infrequent time-block for activities that only happen once a month or once a year. These activities would be time-blocking the first and last day of the month and the first part of the New Year for excessive expired activity. These are times when the expired activity is so heavy that you will have to free up time to take advantage of it. These items need to be time-blocked at your goal setting session early in the year. Do not forget to time-block your goal planning session, too!

The process of time-blocking is fairly simple. Time-block the activities that are important to your life. Time-block your lead generation activities. Time-block your listing leads “A,” buyer leads “A,” pendings, and listed client activities. You will soon find that you have a lot fewer hours available during the week than you realized. Of course, these time-blocks will be devoted to listing appointments, showing appointments, contract negotiations, and all of the other “emergency” activities that we are all involved in.

You will find that when your time becomes scarce that putting a “do not disturb” sign on your office door will become a much better idea! You will also find that hob-nobbing with other real estate agents or affiliates will become activities of the past (possibly). Soon you will be prioritizing your free-time among activities including family, fun, faith, friends, fitness, and personal finances. You will find that urgent items will be either eliminated or lessened.

Time-blocking is the first step to true time management and forces you to do the items that are the most profitable in your business. Soon there will be no more excuses that you are too busy to make money in this business. Congratulations!

Since I have retired from the speaking circuit, I have my systems (large books with software) that I was selling from the back of the room at about $1500.00.  These are my newest products and this package includes everything that I have ever done.  As a “pay it forward” opportunity I am now selling these same books and software at my cost, about 94% off.  This is the start of your plan to get to the point where you are living the dream.  This is not anything but selling you the best real estate training materials in the world for 94% less than they were selling for a couple of weeks ago.  You will get 9 books, a whopping 40 pounds of checklists and information that is easy to use.  These volumes have been used by agents in the US and Canada to be the best agent in their market place.  Go here to pick up your foundation for the future.

 

Are You Going To Keep Doing The Same Thing? January 10th, 2020 | Posted in General Real Estate, Other Interests, Real Estate

Going to bed late, waking up late — the world is already at your doorstep so there’s no time to exercise.  Maybe you will take a look at Facebook.  Oops!  Where did that 40 minutes go? 

An incoming call from a buyer comes next.  You might really need a deal so you pop up and show the property.  The buyer is a little late so you wait.  The buyer sees you waiting at the door but stays on his phone until he finishes his business.  When he sees the house, he asks you a ton of questions but does not do much answering.  It was all wrong for him, but he says that he will get back to you. 

You’re back at the office now and see that you have nine leads from third party consolidators and your IDX.  They have no phone numbers, but you have a great drip system that sometimes causes the leads to interact.  Most of time, they do not. 

You see a flyer on your desk about continuing education.  It’s another ethics class along with “Winning in the Social Media Game.”  You need the hours so you sign up even though you suspect it is the last thing you need to increase your sales. 

Your few sellers are mad that there are not enough showings, but they are very firm that there should not be any price reductions. 

After adding up your bills and looking at your probable closings, you’ve realized that there just isn’t enough money to satisfy all.  

Oh, another incoming call.  This one is from a coop and the buyer didn’t approve the inspection.   

Look, real estate done without a plan will kill you.  There are cures to every evil in real estate.  There are better business plans.  You can time-block a few, proven, profitable moves.  You can decide where to put emphasis.  You can eliminate the time killers that are suspect in net profit potential.  A simple, perfect week could fix everything.  I know since I get the top agents in the nation to implement more effective business plans. 

Here are some of the areas they will be working on in 2014:

  1. Implementing at least 5 new ways to aggressively generate seller leads from the best demographics.
  2. Converting websites from mostly buyer generating to seller generating.
  3. Pointing all lead generation machines to more expensive property.
  4. Making a faster listing presentation at a higher commission with fees.
  5. Hiring an assistant who takes care of administration and generates leads for at least 2 hours a day.
  6. Getting a better presentation that offers value a buyer can’t get on the internet.
  7. Knowing what you have to do every day of the week and having the systems to stick to it.
  8. Cutting expenses, increasing gross, and managing your personal assets.
  9. Buying real estate for the long term and having the tenants pay off the mortgage.
  10. Walking away from bad business and bad clients faster.
  11. Implementing systems for better and more effective lead follow-up.
  12. Leveraging business – i.e. build you buyer business into a seller lead generator or solicit old expireds around a new listing on your listing checklist
  13. Overcoming objections effectively and providing more value. Reducing interruptions
  14. Learning to work at work and be off otherwise.

Maybe, it is time for a tune-up.  Our products are designed to increase your net proceeds so you can buy income-producing real estate…and RETIRE.  It’s time to get started NOW so that 2020 looks better than 2019. 

Since I have retired from the speaking circuit, I have my systems (large books with software) that I was selling from the back of the room at about $1500.00.  These are my newest products and this package includes everything that I have ever done.  As a “pay it forward” opportunity I am now selling these same books and software at my cost, about 94% off.  This is the start of your plan to get to the point where you are living the dream.  This is not anything but selling you the best real estate training materials in the world for 94% less than they were selling for a couple of weeks ago.  You will get 9 books, a whopping 40 pounds of checklists and information that is easy to use.  These volumes have been used by agents in the US and Canada to be the best agent in their market place.  Go here to pick up your foundation for the future.



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