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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

READ WHAT OTHERS SAY

How To Ask Attorneys For Business April 17th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Q: Good morning, my name is Dina (omitted). I’m a 23 year old real estate agent in Seattle, WA who has been in the business for a year in a half. I sold 17 homes within the first 6 months in the business and a total of 32 homes within the year and a half. I know I can do much better and take advantage of the current hot market here. I did take 4 months of personal time off in 2016 due to a broken engagement. I have been writing my business plan to focus on targeting divorce attorneys in the Seattle market. I found your letter very useful but was wondering if you have scripts and more content on focusing on divorce attorneys. I do look slightly older for my age — in the way I handle myself and dress, but I feel like I need help in providing attorneys an item of value when I schedule a quick meeting. Did you, Mr. Sanford, meet the attorneys or only mail with a follow-up call? I plan to mail the letter, follow-up call, and schedule a face-to-face. I would really like to know what to say when I call and what to say when I meet. I would really appreciate your help!

Dina

A: It might be better to approach the divorcing couple first with a CC to the attorney. After they are convinced you offer value, then they would want you to talk to their attorney. Remember, most attorneys just have the divorcing couple sign a grant deed or quit claim deed, which does nothing to get the vacating spouse off the underlying loan. You can fix all of that with a sale.

If you are approaching attorneys directly, the following value items will get their attention. Then you can follow up with a call and a face-to-face meeting where you can also “butter up” the gatekeeper with a cookies, Starbucks, etc. Here is the value you can offer:

  • Availability as an expert witness
  • Free 48-hour phone value analysis on local real estate
  • Free 15-minute consolation arranged with your CPA on the tax ramifications of selling decisions
  • Expert in 1031 tax deferred exchanges
  • Seller education service where your system sends the seller all activity that would affect the value of their home
  • Self-directed real estate IRAs

Also, another very hot area in Seattle is probate as directed by attorneys and executors. The best system for that is www.alltheleads.com. Tell them that I sent you and there MAY be a discount.

Yes, you always meet face-to-face, if they are going to be a great referral source, if they need help, of if they want to meet you. However, make sure it is not a time-wasting exercise. All you have to do is follow-up on the value propositions that you have already sent them.

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.

Not sure how to get those buyers off the fence?  April 8th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Question:

Walter, first let me say that I think you are an awesome coach and I love attending your sessions at the NAR conferences. I subscribe to your newsletter and refer to your articles often and refer others to your free stuff.

So, now I would like to “Ask Wally” what should I do with a client (that was referred from a past client) who has been out 3 times and won’t pull the trigger? He is qualified and wants to buy a second home in our resort town, but “thinks” the prices will still come down (and they probably will). How can I get him to commit? Should I stop showing him properties?

He is supposed to come down today to go looking again and I would like to “nail down” his motivation, if any.  Thanks for taking the time to respond.  I need all the help I can get in this tough market.

Sharon A. C.

Answer:

Hello, Sharon!  Thanks for the nice words.  I want you to think about what I am about to tell you…it might apply, and it might not.  I want you to see the big picture so you feel better about kicking this guy in the butt.

1. Most of your time should be spent soliciting sellers, making listing presentations, getting price reductions, and following up with them.  More sellers mean more activity in co-op showings, offers, double-ended transactions, and buyer calls.  When you spend most of your time doing this, tough buyers tend to go away as a referral or to our new buyer’s assistant.

2.  I would have asked him a LOT of questions, gotten him pre-approved, met with him, and asked him to sign a loyalty agreement.  You might not have this buyer if you had those requirements and he failed to meet them.  Remember, a lot of listings means you can raise your standards with buyers.

3.  Assuming you do items number one and two above, you took this guy because he had motivation and he followed through on your systems.  Therefore, he should have you writing offers on all property he likes at the price that he feels we might fall to.  At this point, that can not be more than 20% off already low prices.  Every two or three properties shown should result in an offer at the price he feels we will be at in a year.

4.  If he has not done 1-3, you should feel okay about working on business that is a little more profitable.

Hope this helps!

-Walter

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 To Ramp Up Business For Realtors & Mortgage Professionals March 29th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Q. Hey, Walter!  Hope you had a great year and are getting ready for a kick-butt 2019!  With that in mind, do you have any short tips that we can use for an article “11 Big Ideas for Building your Business.” (working title).

I hope we can connect with & do some business this year. According to the MBA, overall origination will go from $1.5t this year to under $1t next year. Sounds like crappy news until you hear that the purchase business will double in the next two years. Sounds like a great time for mortgage professionals to be ramping up their support of their real estate agents.

Cheers,
Andrew

A:  The top real estate agents will be in charge of the ramped up purchase business.  They know the inventory and seek to sell it themselves for both sides of the commission.  They want to control the transaction in an industry in flux; therefore, they will strive to handle both ends.  Find the top real estate agents.  Ask them a lot of questions about their business and deliver systems that will be customized to their needs.  Start with the top thirty in your market and ignore the rest.  The rest will find you when they see their mentors using you.

If you would like all of Walter’s ideas for top real estate agents get his $1500 set of materials for $90 bucks…it’s his retirement sale and he is giving the same stuff that has made lenders hero’s and Realtors, rich! Click this link to get yours today!

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

Question:

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

Answer:

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.

Postcards:

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.

Networking:

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.

Referrals:

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 http://www.waltersanford.com/shop/ultra-deluxe-package/

What Are Your Goals? (Originally posted November 27, 2017) December 31st, 2018 | Posted in General Real Estate, Other Interests, Real Estate

Bunching…boiling your goals down to the common denominator, make it simple stupid….all go through my head when goal planning.  You got to have goals, you have to write them down, you have to look at them at least once a week…you have all heard that and it is correct.  What they don’t tell you is that it is easy to become overwhelmed and feeling lost because of the work on your plate.  I was the best in real estate because I focused on the most important aspect, let me explain.  My goals of riches, property, free time, giving were all made easier with net profit cash flow.  I needed cash for down payments, I needed cash to buy free time by hiring assistants to house keepers, I needed cash to give or hire people that could give…It seemed that most (not all) of the goals were made easier with cash.  Cash came from closings, closing came from buyers, most of my buyers came from my listings and most of my listings came from effective lead generation systems….that was the nexus, the start.  Sure I had to smell good and care about my clients but it really started with finding a seller that needed my services.  Therefore, I became a heat seeking missile, looking for a listing presentation.  Therefore every year I started 10 new ways to find a seller, cut the costs in doing so, be more efficient in doing so, and effecting the seller’s life for the positive.  I became so passionate about it that I became very good at it…some say the best.  Heck, my products that I sell started out as my original goals, that turned into systems, that turned into manuals and checklists, that turned into the best real estate products ever written.  (ok, short commercial:  It worked so well that I slowed down real estate brokerage and started speaking and selling my manuals.  I upgraded the manuals every year for 30 years.  Real estate groups hired me to come speak to them all over the world.  I sold them my library of manuals, cd’s and dvd’s for $1500.00 us.  Travel is tough and I am getting old so last month I stopped traveling and now just manage the real estate that I bought for myself.  I have a warehouse of product wrapped in cellophane, brand new, ready to go out.  About 7000 pages, all the software.  The best (how to get rich) in real estate products in the world, go look at them here) because while they last and they will never be printed again I am selling them for $90.00 my cost.  You will have the best real estate library for recruitment, production, systems  that will make you rich, but only while they last.  When they are gone, they are gone. (end of commercial).

So the goal was simple every year.  Find 10 new ways to find sellers, cheaply and efficiently and change their lives so that they would tell others.  This one goal effected every other part of my life that I wanted to improve.  I had more money, more free time, I could give to my church and my family, friends.  I could bump into a nice “deal” and buy it,  I was less stressed and nicer to everyone.  Simple….one goal every year that made me into a real estate missile.  Oh, one more goal, I wanted to follow Jesus but how can you follow if you don’t his teachings well enough.  So my second goal was to study the Bible.  Time blocked study.  My third goal was health…yeah kinda tied into the first one…health is wealth.

So now I only had three goals.  Sure there were some sub-goals, but three biggies.  It was easy to concentrate.  Easy to implement.  And when I made improvements it made monumental changes in my life and others.  So make it simple this week and move the big pieces first.  And remember, if you or someone you know needs help, spend a few bucks and get that box of 45 pounds of books and software and add one more goal….a page a day.



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