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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

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Time Blocking Part 2 June 18th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Read Part 1 Here

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.

Time-Blocking Part 1 May 20th, 2019 | 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.

Next post I will discuss time-blocking for listing leads, buyer leads, current sellers, and more.

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.

A Business Plan For A Great Agent – Part 2 May 10th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

This is part 2 of a business plan for a 50-transaction a year agent with two assistants who have goals to double your business. (go here to read part 1)

Time-Blocking:

You need to time-block all communication periods.  The hardest item to control is the access you give the world.  At your level of production, it is hard to move forward unless you control the interruptions.  In two hours each day, have two time-blocked periods that everyone knows about.  Please fit all outgoing calls, E-mail, and snail mail during these times.  Voice mail can be monitored and problems handled (or begun the process of being remedied) so when the return call is made to the caller, the problem will then be handled or soon be resolved.

Listing Leads in the “A” Class – The “A” class includes anyone interested in listing in the next 90 days.  These individuals should get a call from the agent once a week.  This is a time-blocked activity for the agent.  If they say, “Don’t call me for 60 days” look for something of value to call them with anyway, like maybe a new comp.

Pendings — All pendings should hear from the closing coordinator once a week and from the agent once a week.  You should nicely request referrals in almost every contact.  This is a time-blocked activity for the agent and the closing coordinator.

Seller Contact — Sellers should be contacted once a week by the agent.  This is another time-blocked activity.  The goal is to have them believe that you are working toward their goals and also to achieve a price reduction or a value enhancement.  Sometimes an assistant can fill-in with these calls for the “easy-to-handle” sellers, if the property is already priced correctly.

Lead Generation – The lead generation activities that we talked about earlier in the first section need to be time-blocked.

Buyers in the “A” Class – This needs to be a time-blocked call once a week from the buyer’s rep to make sure everyone is on the same page.

Buyers in the “B” Class – This group is to get handled with auto-list software.

Sellers in the “B” Class – This group is handled with calendared call back dates.

Balance — Everyone else is handled with the database program, which we have already detailed.

Meetings – Have an office meeting once a week.

Hot Sheet – Review of the daily hot sheet needs to be a time-blocked activity by the agent.

Confirmations — All appointments need to be confirmed before leaving the office.  This can be an assistant activity.

Sellers:

Hit Ratio — The hit ratio on closed listing contracts needs to be increased by being more concerned with the seller’s goals.  You become more concerned by asking more questions and having them interact by completing your questionnaire forms, prior to the meeting.  These question lists and the entire process is detailed in our system entitled Beating the Competition Every Time.

Listing Periods — In this market listing periods need to be increased to a year,

Commission — Increase your commission to 7%.

Listing Presentations — Cut listing presentations to half an hour for the average one.  Do not travel more than a half-hour for a listing, unless unusual circumstances.

Double-Ended Transactions:

DETs as Part of Your Buyer’s Program — As part of your buyer’s expanded services, you need find them a property from your database (another reason to contact your database), FSBOs, old expireds, mailings to area they want, etc.  This will WOW the buyers and increase your double-ended transactions (DETs).  DETs are the highest profit of all real estate transactions.

DETs as Part of Your Seller’s Program — On listings, please hold the listing as long as legally and ethically possible.  Put up sign and send just listed cards on the same day.  Hold only one open house that Sunday.  Contact all of your buyers in the “A” and “B” class and the balance of your database.

Buyers:

Work with fewer buyers. Eliminate the time-wasters by providing “hoops” that allow them to eliminate themselves when they will not participate in systems that are for their benefit.  They need to answer the thirty needs-analysis questions, be pre-approved by a lender looking to save them money with better products, agree to meet at your office to discuss your “unique inventory levels,” and sign a  “loyalty agreement” so you can spend the money necessary to achieve their goals.

Office Systems:

Office Checklists — All major office systems need to have a checklist.  Please review the table of contents on our website for the book entitled Stellar Checklists.  Assistants should be paid on the completion of transactions, where the checklists were completely done.  Assistants should be paid stipends for leads produced.

Lead Generation Checklists
 — Checklists should leverage lead generation.  For instance, a listing checklist should provide for the just listed cards sent out and the follow-up call.  It could also require the operator (assistant) to send letters to all old expireds in the area to let them know that buyers will now be brought into the area by your marketing efforts.  On the closing end, we should integrate such items as referral generation and just sold cards into the closing checklist.

The series of these items should be considered a minimum for an agent at your level who just wants to do more listing presentations and work on personal real estate development.  It allows for creative thought and leverages the most profitable and productive activities in real estate.

 

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.

 

A Business Plan For A Great Agent – Part 1 May 3rd, 2019 | Posted in General Real Estate, Other Interests, Real Estate

This is a business plan for a 50-transaction a year agent with two assistants who have goals to double your business.

Assumptions:
There are some assumptions that have to be made.  Assuming that you are already so busy, it is difficult to add new systems unless something else is eliminated from the schedule.  You are looking for more balance in your life.  You are starting to understand that the true path to financial independence in real estate is through smart real estate investments.

Seller Lead Generation:
Database — Work your database or sphere of influence.  Set up daily time-blocked calls each day to get through database in two times a year.  Leave three messages before moving on.  This is to be done by the agent, not the assistant.  Send four letters a year.  This is also a daily time-blocked activity; however, prep for the letters can be done by an assistant.  The “rainmaker” should add personal notes to each of the letters.  Have weekly E-mail blasts about new listings taken or small points of interest regarding market, values, etc.  This can be handled by an assistant as well.

Just Sold Cards — In the current market, we are eliminating just listed cards and increasing just sold cards.  I want the numbers to be large, and please see my more aggressive cards found in our Ask Wally archives from July 2008.

Expireds – Do better research.  Call in the morning with a voice mail message.  Step up the interest with a more aggressive letter in a marketing envelope like firecracker tube.  Make an evening call.  If you get their voice mail, send the crumpled letter solicitation letter on the next day.  Visit one expensive expired per day.  This is a time-blocked activity.  Though it would be more effective if agent did the solicitation, it can be run by an assistant.

FSBO – These are to be researched by agent’s assistant then they are to be solicited by the agent’s lender.

Out-of-State Owners in Your Area – They get four letters and four phone calls per year.

Internet – There is less emphasis on following up on buyer leads.  Please have them complete a form.  Follow-up with a call to ask them some questions.  Get them pre-approved.  Offer them the expanded service package.  Meet at your office for the first time to have them sign a buyer broker’s agreement.  If they miss any step, refer them out.

Have your site cater more to sellers. Have helps for FSBO, expireds, and a VIP section for past clients.  Also, have pre-listing documents that a seller can access, prior to a listing presentation.  Buy search words/phrases for your area.  When someone searches for a real estate agent in your area, you should come up first page by way of an organic search or paid placement on Google and Yahoo.

Buyers generated on the internet have less than a 2% conversion rate. There are better conversion rates on the activities above.  Most long term practitioners start to dislike the buyer side of the business.  Your listings will produce all the buyers you need.  When designing your personal website, make it more seller-friendly.  Have it support all of your seller lead generation systems, your listing and pre-listing activities, and your listing marketing efforts.  Please change your E-mail address to match your website.  If your current E-mail address is a Gmail.com, Yahoo.com, or Hotmail.com type account, it is not a professional, business address.  A webmaster may be more beneficial, efficient and profitable than an assistant in doing these items.

Builders — Have your top, local builders received monthly land listings from you, and offer them the long list of things that you can do for them.  This is to be time-blocked activity, and it can be run by an assistant.

Attorneys — Add them to a quarterly mail out of value-added items that we do for them.  This is also to be time-blocked, and it can be run by an assistant.

If you do not have time to complete any of these items, cut the lead generation activities to be done on the most expensive properties.  Raising your price point is the number one net income generator!

Next week in part 2 I will discuss time blocking, sellers, buyers, and office systems.

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.

Setting Up Your Expired System April 26th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Question:

I am working on getting an expired system set up.  I know that we talk a lot about this, but I am wondering if you have a checklist or schedule on the process – from the first call to the emails and letters, to the next calls?

I have heard over and over that your system works, and I want to put my all to it. I have looked through your books and that is the only thing I am not finding.

Thanks for your help!

Gayle

 

Answer:

I have two systems.  They are similar with some small differences.

Number one is in detail in the expired chapter in the book, Grow Your Leads: Just Add Wa(l)ter.  Please read this chapter.

The second system exists in my “head” so there’s no written plan until now for you:

  1. Set up your search parameters for every morning including status, type of real estate, price minimum, and area.
  2. Set up the amount of time that it takes to call and write each a letter every day; create a morning time-block for these activities for 5 days a week.
  3. Get a system that finds phone numbers.  www.vulcan7.com is probably the best and it runs about $300 a month.
  4. Call the expireds with a short, value-filled call.  Leave voice mails when needed.  Send a letter that you like from the expired chapter mentioned earlier.
  5. Re-send the previous days’ letter (same letter, same people) stamped with the words: “PLEASE DON’T THROW ME AWAY AGAIN.” Crumple the letter, un-crumple, then mail. Yes, you’re mailing the crumpled letter.
  6. Use Saturday to re-call the people with whom you didn’t speak.
  7. Mail value-filled postcard to all people with whom you haven’t spoken.
  8. Put all good leads in a database for follow-up.
  9. Keep all research and make another call in 6 months.

 

Very few agents will ever make the above effort.  That is where you have the competitive advantage.

I have many other systems for seller lead generation.  You are free to customize for yourself, but the number of touches (contacts) and the quality of your phone numbers are very important.

If you need help with what you are going to say, please don’t hesitate to contact me again.  We’ll be sure to go over this during our coaching call this week together, too.

Lead generation is what builds your business and keeps your pipeline full, no matter what the market says! Get all my lead generation systems for only $90 (plus shipping). Go here to buy today!



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