CONTACT

CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

Walter, thanks for speaking in front of Exit Realty Florida last month. It was great stuff and my agents really appreciated you, your presentation, and your books and tapes. Thanks for an enlightening day! Steve Marabel, EXIT Realty All Stars

READ WHAT OTHERS SAY

What I did when I had a crummy day in real estate. April 9th, 2020 | Posted in General Real Estate, Other Interests, Real Estate

1. Took a walk around the block

2. Cancelled my worst listing that will never sell in a nice way by saying, “Mr. Johnson, in order for us to achieve your goal of xxxxxxxxxxxxxxxxxxxx, we will need to lower your price to xxxxxxxxxxxx. Please allow me to do that. If you cannot, I don’t want to be the agent that keeps you from xxxxxxxxxxxxxxx so I will be sending a cancellation agreement.”

3. Get price reductions

4. Check hot sheet for stuff to make offers on for myself

5. Clean off my desk

6. Write a list of things to do and prioritize it.

7. Talk to my significant other

8. Make a list of all the great stuff and relationships in my life

9. Do something for someone else or give something to a child

10. Make sure that what I am doing is really important to my goals.

11. Eliminate stuff that makes no money

12. Go home and start again tomorrow.

 

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.

Ideas to help you get the “in” with the Human Resource Departments February 25th, 2020 | Posted in General Real Estate, Newsletter Archives, Other Interests

Question:

Walter,

Not so long ago I bought the entire package of Sanford systems. I have been looking for a good phone script reference contacting the human resource departments of very large companies and didn’t come across one in my phone scripts book. Would you happen to have a script such a this? Please advise.

Thank you,

C.M.

Answer:

You are smart. There are a ton of seller leads in that demographic. Be careful your people do not get hung up on those coming into town who need tours to see if they want to take the job. You have to be clear it is the potential employer’s job to sell them on the job and area. Your job is to sell them a home.

It is the listings that bring in the most net profit. My coaching clients and/or their assistants use a letter detailing all the services that their “Human Resource Service Departments” handle. These services can include the following:

1. Quick seminars put on for employees on the state of the real estate market, financing, problems and their cures, and neighborhood updates.

2. The free 48-hour phone value analysis.

3. Email-enabled free dream home search.

4. Access to lender team member for refinancing and new loans.

5. Approved team member for support in-home inspections, home warranties, termite, title, and other real estate services.

6. Guaranteed same-day return phone call or Email on any question or challenge that an employee has.

7. The contract “look-over” service should any employee find themselves in a real estate transaction with another agent and have a question.

8. Access to the VIP Client Club

Once you put your contact list together, send the offer above and follow-up with the following call:

“Hello, (name). My name is Walter Sanford, and we are rolling out our new Human Resource Department Services. I sent you a letter last week regarding some of the services we offer and wondered if we could set up a small seminar for your employees regarding the current real estate market. Do you have any current employees that need selling services, buying services, or rental services? May I stay in contact with you regarding updates on additional services and to see if any of your employees need real estate services? By the way, on every closing, I would like to donate $500 to the charity that your company supports or possibly toward the employees’ appreciation party.”

I hope this gives you some ideas to capture the HR business!

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.

 

 

Thirty Years Of Real Estate Wisdom For The New Year December 27th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

It was a welcomed surprise getting this list below in the mail from a long-term student.  Early in my speaking career, he attended my seminars and even joined us in San Diego for the National Association of REALTORS®.

He has built a real estate empire emulating my systems, but he also likes the way I work the systems.  Over the years, he has written my little sayings that drive home a point and he has shared his list with me.

I can’t say for sure if I am the originator of each of these sayings, but I did make them “mine” through the years.  Which ones can you make yours?

  1. Buy other agent’s databases.  It’s like buying a business for very little money.
  2. Always go where the equity is!
  3. Make your pitch to the people who need you the most.
  4. If you are undecided whether or not to increase your expired prospecting, don’t.
  5. Delegate everything except $100 and above outlays.
  6. Always sign your own checks; no matter how much money you have.
  7. Be your own best client; make an offer on a home today.
  8. You just can’t make some people happy.
  9. If you have thought about firing someone more than three times, do it now.
  10. Are you doing the most productive activity right now?
  11. Turn down a minimum of 20% of all listings.
  12. Don’t work with the bottom 50% of buyers.
  13. Give your assistant all the work they think they can handle and add 20%.
  14. Affiliates work for you; never help with their job.
  15. Add a new lead generator that happens without you being there.
  16. I hate real estate many times a day, and that’s okay.
  17. Mentors are many; follow results, not words.
  18. Accomplishment almost never lies.
  19. Plan your life or someone else will.
  20. Make a plan for the rest of the day and see if you can stick to it.
  21. You only make money when you are talking to a buyer or seller.
  22. Could you have an assistant handle 100 rental properties?
  23. Who owes you business?  Ask for it.
  24. Tell a buyer today that you have a certain procedure they must follow.
  25. Buyers who complain the most are usually the ones who appreciate the least.
  26. You’re only a hero when the transaction closes.
  27. Sellers who overprice their listings are the ones you call everyday with updates.
  28. Refer out buyers with whom you are not working.
  29. Charge sellers for service that other broker’s don’t offer.
  30. Charge a transaction coordination fee…today.
  31. Have your broker, title officer, and escrow officer transfer 10% of your commissions to a bank.  You’ll never miss it.
  32. Old expireds and FSBOs don’t have competition.
  33. You make more money selling higher priced properties.
  34. No open houses, tours, emotions, signs, showings, and less accountability with apartment buildings.
  35. Big hat, no cattle means you lease your ranch.
  36. Get mad at a lack of productivity.
  37. On what level do you operate?
  38. Both sides of a transaction are easier than one.
  39. Charge garbage fees and raise your yield, just like lenders.
  40. There are only three things that sell a listing: 1. a buyer; 2. the right price; and 3. a price reduction.  Never depend on #1.
  41. Don’t worry about being the best, biggest, or skinniest – just the most profitable.
  42. Never watch your competitor.  It’s easier to create than copy.
  43. How much money does it take to buy a small rental house or condo?
  44. I always make more money when I work longer hours.
  45. I always make more money when I do stuff I like.
  46. I always make more money when I delegate stuff I don’t like.
  47. I always make more money when I make someone make me do stuff that I can’t delegate and don’t like to do.
  48. What bugs me measures my size.
  49. I get to choose my attitude with any real estate situation.
  50. You can tell clients “That doesn’t work for me.”
  51. Tell the truth to your clients.
  52. You get paid more when you tell someone NOT to list or buy.
  53. Have just a little fun today.
  54. Never be compliant with the first “no,” first hurdle, or first mountain to climb.  All the money and happiness come after the third or fourth “no.”
  55. Much of the initial impact of bad news will be due to the stigma attached to the event.  Are you sure you really care that you lost that listing?
  56. What really separated me from the competition were the extra hours I put in and the better investments that I made.
  57. Be careful with whom you share your success.  Can they handle it?
  58. The people you hang with will rub off on you.
  59. Use direct communication.  What do you really mean?  Say it more often.
  60. Practice your “no’s.”
  61. Simple distraction brings answers – a yogurt, a walk, a workout, a movie.  The answers will come.
  62. Have a client drop their price or cancel on three listings today.
  63. It’s better to have the day off than work with clients who aren’t going to buy or sell.
  64. Iron-fisted control is why they pay you.
  65. Be loyal to your army of helpers, assistants, and affiliates.
  66. If you are producing, the broker works for you.
  67. You’re probably right; you shouldn’t have lost your temper.
  68. I’ve known the same business people for twenty years; now, most of them are running the city.
  69. Write a lot of thank you notes.  Dictate them!
  70. Can I do something about it?
  71. Let everyone else try to cure it first.
  72. All things being equal, the nicer agent makes more money.
  73. Settle lawsuits early.
  74. The greater the pain, the bigger the break-through.
  75. Only invest in things you know. It takes a long time to know things.
  76. Generosity is a good deed when done quietly, done inconspicuously, then immediately forgotten.
  77. Treat people like what you want them to be.
  78. God gave you talents and blessings. Use them.
  79. Re-define loss as challenge.
  80. Your decisions determine your outcomes.
  81. Obstacles make you resilient.
  82. Recall your history of mastery.
  83. Ask for help more often.
  84. Spend one-half hour a day and create a new idea.
  85. Carry thank you notes with you.  It feels good in many ways.
  86. If you buy your leads and they work, there will be fewer and they will cost more next year.
  87. If you go for continuing education credits, find an easier way.
  88. If your assistant does not pay for himself/herself, fix that.
  89. The ideas you pay for are usually better.
  90. Someday, quit working for commission and let your commission earn you rent.
  91. I have had the Rolls Royce and regal homes, but Christ and cash flow are better!

I hope you enjoyed this list.  On many, I can remember the initial circumstance that occurred to create the saying.  Learn from mistakes and learning from my mistakes is less painful for you!

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.

 

Coaching 9-1-1 July 31st, 2014 | Posted in General Real Estate, Real Estate

Having a coach can provide the right answers when you need it.  Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation:

Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in –  

• A large buyer database

• More trust from buyers

• More money to spend on marketing

• The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating

• Understanding in how to write contracts to prevent post-closing seller litigation

• Having a team who monitors every aspect of the closing successfully

• Overcoming objections and challenges in the most cost-effective manner

 

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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