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CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

"I think we had a great meeting in Savannah. The comments received in your presentation were all positive. Thank you so much for what you did for us. It was a big help to ensure a great meeting for us. You always go the extra mile." Maurice Johnson,Realty World

READ WHAT OTHERS SAY

Email: More Benefits and Better Services for Real Estate Buyers September 23rd, 2020 | Posted in General Real Estate, Other Interests, Real Estate

To:     Name

RE:    (Your Area’s) Best-Selling REALTOR® Wants You!

I would like to introduce you to a number of exclusive services for buyers that treat you to the friendliest, most professional red-carpet service you will ever know.  Let me explain just one service:

MY HASSLE-FREE “BUYERS’ ASSISTANCE PROGRAM”

Real estate tradition says that when an agent works with buyers, it is up to the MLS to decide which properties they will see.  In reality, your agent could be overlooking properties that would actually be of interest to you, but you would never know about them because you would never see them!

At my office, we respect the choices you would like to make in our real estate market. You should have extensive input on the type of properties in which you are interested.  You should be the one who decides which properties in our market you would like to see.  You should be introduced to property that is not normally available through the “regular” channels, so I have come up with a better way to find the home or investment of your dreams without wasting time or money.

With no obligation to you, I invite you to fill out a detailed questionnaire that tells me what you are looking for in a home or investment property.  I will enter your information in our “Buyers’ Assistance Program” database and then every week, I will mail or email you detailed printouts of any of the market’s newest listings that fit your criteria.  No, I do not just limit your package of listings to what I am selling.  That is extremely unfair to you.  You receive a package each week of every new listing in (city, city, or city).  We use databases that no one else will offer you.  We show you property that no one else will show you.  Here are some of my “secret” sources of inventory:

1.       My client database: I call past clients who own property that meets your parameters to see if they might consider selling to you.

2.       I will call three years of expired listings that match your criteria.  At one time, these people wanted to sell their homes, and they might be more motivated now.

3.       I will send out direct mail to all owners in your chosen area to inquire whether any of them might be selling in the next six months.

4.       I have bank lists of distressed, REO, short sale, and foreclosure properties.

5.       I dominate the FSBO research, and I know all the owners.  I will arrange a tour of the FSBOs that meet your needs.

6.       I will show you all the non-listed “pocket listings.”  You know, those secret properties that are “rumors” among agents.

7.       I will call you with all listings taken by my office but not yet submitted to the MLS.

8.       I will email you all the standard MLS listings the moment they become available.

9.       I promise that when I list a property that meets your needs, you will be the first potential buyer in it.

From all these listings, you can decide which properties interest you and drive past any of those addresses at your convenience.  Believe it or not, you will probably eliminate half of what is on your list by simply driving through the neighborhood and looking around!  When you find the properties that you do like, we can get together for a tour.  I have years of experience, and I know how to tell a diamond from a cubic zirconia.  We will immediately schedule an appointment to take you inside for a closer look.

Pick up the phone and call me today at 815.929.9258 for more information on my “Buyers’ Assistance Program,” as well as several other services my team and I have designed exclusively for buyers.  Call me or email me, (your area’s) best-selling REALTOR® who has found the perfect property for more than 3,000 buyers just like you. 

Sincerely,

Walter Sanford

Sanford 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.

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. 

Email#2:

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.

INSERT TESTIMONIAL

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.

The Secrets Behind Referral Building by the Top Agents February 11th, 2014 | Posted in General Real Estate

Recently, Bridget McCrea of the Illinois REALTOR® Magazine asked me some questions on how to build a superstar referral system.  Below is our communication exchange, and I hope it helps you!

Question One:

Why should today’s real estate agents be thinking about improving their referral systems?  Why are referrals such a critical part of their businesses?

Answer One:

Referral and repeat clients are your least expensive buyer and seller leads.  Generating a lead from scratch takes more effort, time, and money than the “greased slide” from a happy past client, family member, co-worker, or friend.  The acquisition of good leads is the number one difference between great agents with great nets and the rest. 

Question Two:

How can an agent go about measuring the success of his or her current referral system?

Answer Two:

They can measure the success by tracing the source of their commission dollars.  Prompted by their closing checklist, each of my coaching clients writes down their net commission in a spreadsheet under a column titled “Sphere Database System.”  Whether it was a past client, sphere, or referral, the database would get the credit. 

Question Three:

What’s the first step that should be taken on this path?  What do they need to do first?

Answer Three:

Determine who should go into your database — past clients, family, friends, family of friends, friends of family, non-agent co-workers, out-of-area agents, people with whom you spend money, internet leads with whom you’ve spoken, etc.  

Next, gather their pertinent details: correct spelling of name; mailing and situs address; all phone numbers; all email addresses; preferred contact method; their haves and wants; contact history; and personal dates like birthdays, wedding anniversaries, and anniversary of purchase or sale. 

Question Four:

What other strategies/steps can an agent take to create a referral system that actually produces business and results for them?

Answer Four:

It builds on my answer to question three.  A multi-media system needs to be set up for contact, solicitation, and delivery of value:

  1. Email them every new listing before it hits the MLS as a secret listing that should be forwarded to an interested party in databased client’s lead.
  2. Old-fashioned direct mail on company stationery sent in a window envelope and a hand-signed letter with a personal note.  Only do enough every day to get 4 different letters out to the complete database, every year.  This would equal the number of working days in a quarter divided into the quantity of contacts in your database.
  3. Friend all people in database in Facebook
  4. Call enough people every day to get through your complete database twice every year.
  5. One fancy, expensive, impressive, and fun event a year where everyone in the database is invited.

 

Question Five:

Where do agents typically go wrong in this area?  What do they need to be doing better and how can they improve?

Answer Five:

Again, referring to an earlier answer, only people that know who you are should be in your database; otherwise, you are wasting resources.  Beside adding “bulk” leads instead of quality leads to the database, agents just don’t do the above activities or do them sporadically.  

These activities must be time-blocked – a time-block every day for the calls and for the letters.  It is just a few calls and letters every day.  This is much better than waiting until June to call your entire database plus you just won’t do it that way! 

Agents need to stop sending material that says they are “the best.”  Send value like information on self-directed IRA’s, invitations to sign up for listing comp services on your IDX, and other unique value propositions. 

Question Six:

After following your advice, what benefits can an agent expect?  What returns will they see if they take these steps?

Answer Six:

My clients find that their referral/repeat client division is their largest income producing system.  Per lead, it is their least expensive system. 

If an agent would like a helping hand in setting up their own repeat client and referral generating systems, our coaching program can do just that!  These are two (out of over fifty systems) that we get up and running in your first year of coaching!

 

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 walter@waltersanford.com, or chat with us online at www.waltersanford.com.

 

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 walter@waltersanford.com, or chat with us online at www.waltersanford.com.

 

What Are Some Habits of Low-Producing Agents? October 8th, 2013 | Posted in General Real Estate, Other Interests, Real Estate

  1. Signing up for expensive lead generation when they are not effective in following up on the leads — There are many sources of purchased leads, and a lack of good systems for turning those leads into business means little closed business.
  2. “Pop-Tart” activities in handling business — This is an activity of jumping up to handle urgent business rather than finishing profitable business.  A lack of time- blocking will cause an agent to put out fires rather than working on a proven plan.
  3. Taking stupid business — What is stupid business?  Under-motivated sellers and buyers are two sources.  Low producers disregard the warning signs on these two groups, because they do not have the systems to produce leads and need to prove they are busy.  The problem is agents actually lose money working with transactions that probably won’t close while hoping for success.
  4. Buyer house calls — Low producers jump at the chance to work with a buyer.  Top producers ask them buyers questions, get them pre-approved, have a meeting with them, and have them sign a buyer-brokerage agreement while making the buyer feel they are receiving the best service available.
  5. Not being able to walk from sellers who have no reason to participate in this market
  6. Working with buyers who have both minimal credit and minimal down payments
  7. Working short sale clients who have second mortgages that are not with the same party as the first and also where there is not enough money to pay the first
  8. Going into a short sale where the buyer will not pay for an appraisal and inspection, prior to approval
  9. Taking too long to start lead generation — Just go out and knock on some expired doors…this morning. 
  10. Dealing with inexpensive properties — Start generating leads of more expensive listings today.
  11. Having REALTORS® as the major component of your sphere — It’s time to get out in the real world. 
  12. Have an assistant that only gives assistance — My past assistants and those of my coaching clients generate leads. 
  13. Setting up elaborate systems to stay in touch with class “B” buyers and sellers — There are enough “A’s” to keep you busy.
  14. Spending too much time on social media — Social media is one of the most overrated activities in real estate.
  15. Having a website that specializes in buyers rather than sellers
  16. Waiting for market changes — Forget the market and get seller leads.  You make the change today.
  17. Keep staging in your pocket until it is asked for by a client
  18. Waiting for the buyer to do an inspection after they write a contract — Get the seller to do an inspection right after they list the property. 
  19. Having so little business that they cannot walk away from a bad deal, bad situation, or an unreasonable client in a nice way
  20. Writing loose counter offers
  21. Not keeping the pipeline full
  22. Not handling the big problems early in the morning
  23. Not working enough
  24. Not spending enough time talking with or seeing clients
  25. Having a mentor who did not sell a lot of real estate.

 

There are many more, but let’s start considering these first.  We have systems that help with these and out right replace most of these habits.  We would be honored if you became involved with us by obtaining our training systems, attending our seminars in your area, or considering personal coaching. 

We have systems that help with these and out right replace most of these habits.  We would be honored if you became involved with us by obtaining our training systems, attending our seminars in your area, or considering personal coaching. 

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 walter@waltersanford.com, or chat with us online at www.waltersanford.com.

 



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