CONTACT

CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

Dear Walter, It was a pleasure meeting you during your recent event in Laguna Hills, CA. I appreciate the material your covered during the event and wanted to thank you for your generosity on gifting me the "Beating the Competition" sales system. Jose U. Jaramillo, Keller Williams

READ WHAT OTHERS SAY

Do You Plan for Trends? March 10th, 2014 | Posted in General Real Estate

In 2005, we, the real estate community, saw interest only loans with no money down.  We knew the banks were going to own a lot of property.  I started systems that built relationships with banks so our clients would be in first place when short sale and REO listings would be considered. 

Now, the market is hot in some areas and getting hotter in others.  One of the many trends in this environment is the growing “for sale by owner” inventory. The FSBOs still don’t have a ton of equity but are sure they don’t need a REALTOR®.  Each of my coaching clients is great in re-educating FSBOs on the fact that they probably can net the same with one of our customized marketing plans, but the indoctrination always works better with a relationship.

Once a week, my clients absorb the new FSBOs from every local source.  A faster way to accumulate that same information is to subscribe to Landvoices’ fine product.  They do a great job of finding every FSBO in your area and delivering it to your inbox with all pertinent information.  Call them at 888.678.0905.  Be sure to tell them you got their name from me for a special discount. 

The first week, they call and explain that they show their buyers “secret property” that other agents do not show by using a buyer-brokerage agreement.  They ask the FSBO seller to help fill-in their information sheet with details not provided by the FSBO’s ad or Landvoice.  They also ask questions about motivation and expected closing dates.  The FSBO might ask about commission, which is easily explained by the fact that the buyer-brokerage agreement calls for the buyer to pay the commission if the seller does not.  The FSBO will, most likely, gleefully help you complete your spreadsheet questions. 

Before you get off the phone, let the FSBO know that you will be sending some free value offers and calling to follow up on a weekly basis as you try to match their property to your buyer database. You follow this process for 20 weeks. 

The results are four-fold:

  1. You impress your buyers by showing them “secret inventory” (I have 12 other secret property sources) 
  2. You increase your chances of a double-ended transaction.
  3. The FSBO may eventually become your listing.   
  4.  There is less rejection from the FSBO.

 

This is a true, multiple source of income from one exertion of energy system.  It’s what we specialize in at Sanford Systems. 

With this system, you have more knowledge about the property and the seller; additionally, you are possibly showing the property.  Don’t forget that you are also sending the FSBO value and following up every week so that you do not wear out your welcome.  You will even have your lender call with a third-party endorsement and provide more offers of value.

You’ll need the spreadsheet and the 20 weeks of letters/emails for you to customize for your business.  We have (nearly) perfected them over the years of using them, but I am sure there are some services that you don’t want to or can’t offer so feel free to customize.  Email us with the contact person (and his/her contact information) who is most likely to hire a speaker for a big real estate event in your area.  We will send you the spreadsheet and the emails — all for free. 

I can’t wait to see you at one of my seminars in your town!

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.

 

The Best Agents Initiate Consistent Systems to Obtain Listing Leads September 5th, 2013 | Posted in General Real Estate

Well, all the sellers are taking “happy pills.”  There are more FSBOs, and they are tougher to talk to now.  What are my coaching clients doing right now?

  1.  On the FSBOs, they are setting up spreadsheets that keep track of the information on all FSBO’s in their market area. 
  2.  They subscribe to services like Landvoice and REDx to get lists of FSBO’s. 
  3.  They check their hometown newspaper and subscribe to the rags where the really cheap FSBOs might advertise. 
  4.  They check all the FSBO websites. 
  5.  They have built a team of family, assistants, and affiliates who drive through town, always taking different routes.  This team writes down all the FSBOs addresses with their respective phone numbers, and they pull brochures, if available. 
  6.  They time-block this weekly accumulation of information for about an hour on Monday morning.  Each of the affiliates knows to get his/her information in before that time frame.
  7.  Next, my clients carefully go through the ads and complete their spread sheet columns.  The columns would be the following: property address; situs address; owner name; 4 spaces for phone numbers with the first one being the one used in advertising; bedrooms/baths; square footage; extra rooms; garage space; lot size; basement; upgrades; best features of the home; email address, and special circumstances.  Additionally, including columns to answer these questions: is the seller a local buyer; in what city do they need an agent; why are they selling; and what date they have to close. 

 

The first week of these activities will be tough, but it will get easier after that!  After the information is assembled for the week, a call is made to the seller.  Let the seller know that you show your buyers more than just MLS property.  If they tell you they won’t pay a commission, tell them that commission is taken care of by an agreement with the buyer via a buyer brokerage agreement.  Complete any empty slots in the spreadsheet.  Let them know you would like to send them articles and information that may help them, and let them know that you will call them after they receive the letter or email.

Send them letter/email #1 out of “Grow Your Leads: Just Add Wa(l)ter” from the FSBO chapter.  Call to follow-up on the value that you mention in the letter on Thursday.  Time-block it.

On the next Monday, do it again.  Send letter/email #2 to last week’s FSBOs and letter #1 to the new FSBOs for this week.  Call the new ones on Monday to fill in your spreadsheet.  With each call, you may be adding more information to your spreadsheet.  Call everyone again on Thursday to see what value that has been mentioned in the letter that you can deliver to the FSBO.

There are twelve letters and twelve phone calls in addition to the initial phone call to complete the spreadsheet.

Give copies of your spreadsheet to your buyer’s assistant(s) so that he/she can start showing the FSBO whenever they have a buyer who is even close.  Make sure he/she leaves a lot of material with your picture and name on it plus mention your name liberally.

Pay special attention to nice FSBOs who take value from you, have a clear reason for selling, and especially, have a definite move-out date.  “Special attention” means previews, personal consultation, pre-listing consultations, and sessions to show that if you use their closing date and work backwards that now would be the time to list.

Most sane FSBOs who need to sell, have taken help from you, talk with you, and have not sold should be talking about listing around the 7th week.  

In the meantime, show the property to your buyers and earn commission.  Talk the “sold” FSBO into being your buyer and earn commission.  Send the FSBO as a buyer referral someplace in the world and earn a referral bonus.  Get the buyers to whom the FSBO didn’t sell and earn commission.  Finally, build the FSBO into a raving client who becomes part of your database and earn money from the referrals and business after they have learned that being a FSBO is no fun. 

As I used to own this demographic, I’m proud to see my coaching clients dominating their individual markets’ FSBOs, too!  You could send another request for someone to like your Facebook page or get to work with great systems that make lots of money! 

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.



SUBSCRIBE/UNSUBSCRIBE

To subscribe or unsubscribe to/from our blog, please click here.

POSTS BY CATEGORIES


WANT TO KNOW MORE ABOUT WALTER?

Click on one of the links below to read more about Walter has to say about the real estate market.

Linked In