559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

Your Insider Investing for Real Estate Agents book has been very helpful. While I am not the one at the company who hires speakers, I have recommended your book and website to many of my colleagues. Cynthia Lee, Weichert Realtors


How do you get the internet lead to commit? April 14th, 2020 | Posted in General Real Estate, Other Interests, Real Estate

Frustration with internet buyer leads turning into closed business is increasing.  With internet leads, you have people who just want to look around but have never really been “sold” on working with you. 

Once you have their email address, it is time to get these prospects to call you so you can close them into a relationship.  Get them to answer some questions. Get them pre-approved.  Get them to meet you in the office to sign a buyer-brokerage agreement.  You will like them more and do a better job if you are more convinced that they will turn into a commission.  This little drip system has been working to generate incoming phone calls from anonymous buyers. Try it!

Email #1:

It is rare to find true service on the internet.  We have attached your requested information.  Did you know that we also have information that no one else can offer?  Call us at (number) to speak with one of our buyer representatives.  We can start the process of having (lender) to outline how you are qualified for buying a home.  With their letter in hand, we have been known to be able to reduce seller’s prices since surety of close to a seller is like money in the bank to them. 


When you call us and help us in helping you, we can show you secret real estate that no one else will show you!  Walter Sanford is the top agent in this area who has a database of clients to whom he has sold homes.  Walter will match your wants to his database and show you property that is not currently on the market. 

The same is true for owners selling their own property.  We have a complete list and will show you homes that match your needs even if they are not on the market with a REALTOR®.  We will also go back 24 months to match all the homes that never sold which match your needs.  We will contact the owner and see if we can show it to you.  Some of these properties will be at below wholesale prices.  We have bank-owned inventory plus “rumors” of other properties that may hit the market in the months to come. 

In reality, anyone can show you properties that are currently on the market.  We shine in this “off-market” arena, where other agents dare to tread.  Call our buyer representatives today at (number).  You will always do better in the game, if you know how the best actually play.

Email #3:

Maybe a testimonial from one of our “enlightened buyers” will give you the desire to call us so we can help you better.


Can you say that are currently receiving this type of service?  Once we know a little more about your needs, wants, and wishes, we are in a better position to deliver them to you!


Set up the internet lead drip email system after you have fulfilled their request.  See if you can close more buyers into a committed relationship. 


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.

Need to Be Able to Say “NO” to Bad Business February 7th, 2014 | Posted in General Real Estate, Real Estate

I have the privilege of coaching some great agents.  They have enough business so that they can effortlessly say “no” to business that they believe has a small chance of closing. 

You are in a contingency business.  Your income is contingent on the property closing.  Lawyers who work on contingency are very careful in choosing what cases they work, and they get a 33% commission in most cases.  Similarly, you need to abide by the rules below…or you will be working too much business that does not close. 

Quickly, let’s go over what happens to you when you exert energy on non-closing transactions:

1.       You lose your enthusiasm for the business.

2.       You are less likely to have time & money for the important things in life.

3.       It is time you’ll never get back.

4.       You don’t do a very good job on low-closing percentage transactions.

When deciding to take business (a client)….

For buyers: 

1.       Have questions for them to answer before you meet.  Let them know that you can deliver additional properties to see — some “off market” — if they will answer some questions about their needs and goals.

2.       Have them pre-approved.  Let them know with their pre-approval on lender stationery provides surety of close to a seller, and therefore, gives the buyer negotiating leverage.

3.       Have all decision-makers meet when possible.

4.       Go over the plan of showing “off market” property.  Explain that this is a high-overhead activity and that you would like their loyalty.  When the answer is “yes,” have them sign a buyer- brokerage agreement.

5.       If they only want to see one property and do not concede to the items above, they are a low-closing percentage client.  Refer them by saying, “Okay, (name), if you only want to see the one property at (address), then let me give you to the office specialist in that property.  His/her name is (name of a new agent, preferably).  Let me connect you with him/her.”   Be sure that you’ve previously arranged a referral agreement with this individual.

For sellers:

1.       Have questions for them to answer before you meet.  Let them know that the more you know about their needs and goals, the better job you can do in customizing the marketing plan to achieve (their core motivation/goal in selling).

2.       Make sure they have a motivation that is real enough for them to “jump through the hoops” of a sale.  You might have to ask numerous questions about what a sale will do for them.

3.       Take the listing, if they have motivation, even if the property is slightly overpriced and ugly.

4.       If there is a lack of motivation, BE CAREFUL about taking overpriced properties or properties that don’t show well, since the price doesn’t compensate the buyer for the property deficiencies and there is little chance they will drop without motivation. 

5.       If the listing is overpriced, their motivation is low, and your warning bells are going off — refer it by saying, “(Name), I understand what you are trying to achieve, but there might be an agent at our office who has had more success in similar situations.  Let me connect you with (name).”

The only way you have the ability to refer bad business is to make sure you have the systems to generate consistent, new business.  Be proactive about new business so you don’t gum up the works with inventory or buyers that weigh you down. 

If you would like our multi-page question lists for buyers and sellers, please reply to this email with the name and contact information of someone who is hiring speakers for real estate events in your area. 

Walter Sanford has been designing and implementing real estate systems for 30 years.  One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry.  Do what works, do what is proven.  Hire Walter Sanford.  Call our office at 800.792.5837, email, or chat with us online at



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