CONTACT

CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

"Thank you so much for your spectacular presentation at our event last week! Your energy level and knowledge are what made it a very successful event for us!" Sue Woodard, CTX Mortgage

READ WHAT OTHERS SAY

Letter: Just Sold October 20th, 2020 | Posted in General Real Estate, Other Interests, Real Estate

 

Date

Name

Address

City, ST  ZIP

Name:

I have just sold the property at (address).  When I place your property on the market, I make myself responsible for all of your real estate needs, because I take the time to learn your needs.

My policy is not simply to list properties but to produce a customized marketing plan that sells your property quickly and profitably.

For information on how I can assist you with the sale of your property, please call me at 815.929.9258 or email me at walter@waltersanford.com.  This market requires a substantial amount of pre-planning, so even if you are as much as 24 months from needing a sale, let us start the dialogue now.

I can also offer you an immediate estimate value on your property, because I have met many of the buyers for (geographical area of sale).  I am familiar with all of the area sales, and even appraisers call me for information.

Working with our team approach in (your area) will get you top dollar for your property! 

Sincerely,

Walter Sanford

Sanford Systems

Enclosure

P.S.    I have a list of buyers who were not fast enough on this one!  Are you thinking of selling now? Before you put your property on the market, let me run your property by the buyers I already have!

 

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.

Expired Letter/Email – Demand More This Time October 12th, 2020 | Posted in General Real Estate, Other Interests, Real Estate

Date

Name

Address

City, ST  Zip

Name:

Your property at (subject property) was unfairly deleted from the computer information provided by (your local board of REALTORS®).  Sometimes even the best homes do not sell.

During the next few weeks, it is likely that many real estate agents and brokers will contact you and offer to list your property. Most of these offers, whether by phone, email, mail, or in person will be from high-quality agents, but unfortunately, some will not.

In my business, I will not sanction incompetence by continuing to employ people who do not get the job done.  This is the hottest market in the last 15 years, with the lowest interest rates in the last 30 years!  There is no excuse not to sell!

I have sold more listings at better prices than any other real estate agent in the area.  As you can see, I am eager to market your property correctly. Let us meet soon to discuss a strategy.  I hope you will also accept my call and visit.

Sincerely,

 

Walter Sanford

Sanford Systems

 P.S.    Give me a test: Do I return your call within an hour, do I have different commission programs, and do I offer a bulletproof guarantee to my promises?  Invite me to your home for a free, no-obligation appointment.

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.

MY Standard Responses to These Anticipated Objections October 6th, 2020 | Posted in General Real Estate, Other Interests, Real Estate

Here are some ideas of how top producers handle objections and questions.

  1. No interest in you or your offer.

Walter’s response: I understand, sir.  I wonder if there is any time in the future in which we could call you with some of the services that we have that are free to our existing clients.  Would you like to hear some of the services that might appeal to you?

  1. No authority to act.

Walter’s response: May I have the contact information for the person who is responsible for this property?  Or could I give you my contact information for them to contact me?  Please let them know that I have many free services that will benefit them in their ownership of their real estate.

  1. No need.

Walter’s response: If I sent you a letter outlining many free services which we offer, would you at least put this letter in your file so that you can refer to these services in the future?

  1. No time.

Walter’s response: I understand, sir.  I am sensitive to my client’s needs; therefore, would another phone appointment tonight at 7 or 7:30pm be more convenient?

  1. Previous bad experience.

Walter’s response:  Could you tell me a couple points about the bad experience?  I understand that those are problems which sometimes happen in real estate.  Let me show you how I have anticipated those problems and put systems into place to head off the experiences which you have had.

(Name your systems and checklists, name your team members, list your experience, give your litigation rate for the years you’ve been in the business, your list to sale ratio compared to the boards, your return phone call guarantee, or any other solution that you have to answer or provide a solution to their previous bad experience.)

  1. Likes the competition.

Walter’s response: Competition is always healthy, especially when you can learn about the different items that the competition offers.  At this point, since you like the competition — I’m the competition.  Please let me share some of my services so that at minimum you can have your real estate agent provide these services to you.  Would 7 or 7:30pm be more convenient for you?

  1. Wants lower commission.

Walter’s response: Many of my clients have a quest for a lower marketing fee, and I am usually able to satisfy their quest for higher net profit.  So I know what I am getting into in regards to the special needs and marketing for your property, could I meet with you and the decision makers regarding the property?  Would 7 or 7:30pm be more convenient?

  1. Ties you up on the phone but will not commit.

Walter’s response:  Let me ask you.  We have been getting to know each other over the phone.  I hope that I have been able to provide some insight into solutions to some of your challenges.  I wondered if we could continue this conversation in earnest after I have completed the research on your property and completed what I believe will be a customized marketing plan to obtain top dollar.  Would 7 or 7:30pm be more convenient?

  1. Wants a buyer from you or your agent without a listing contract.

Walter’s response: I am asked that many times.  It would be unfair for me to say that I can bring in a buyer who would pay the most for your property.  This normally requires a marketing commitment which entails an internet, direct mail, telemarketing, database, and position promotion strategies.  Could I meet with you tonight or tomorrow at 7pm?  We can discuss how I put these marketing strategies into play to obtain your goals.

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.

COVID-19 Impact on U.S. Real Estate Coach September 28th, 2020 | Posted in General Real Estate, Other Interests, Real Estate

Recently I was asked to participate in a survey from Real Estate Bees with fellow real estate coaches regarding the impact of COVID-19 on our business. Below are a few of my responses. Click here to review the survey results.

What unexpected opportunities has the pandemic opened for real estate coaches?

“Government officials are not using science in scaring everyone when only certain segments of the population are being affected. This has eliminated competition for listings and service to buyers.

Smart lead generation has increased my clients’ pipelines with less competition on the hot demographics such as expired listings, FSBO, mature people in large homes, long-term owners, non-owner occupied listings, out-of-area owners, fully amortized properties, neighbors around recent sales, and others.

People are home and picking up the phone more often. They have less distractions which allows them to listen to value-filled offers. They appreciate the upbeat attitude of my realtor clients.”

If you knew the impact of this situation on your business in advance, how would you prepare your business to mitigate your losses or even profit from it?

“Always be ready for changes in demand, interest rates, mortgage availability, etc. Since you never know what is around the corner, have a deep pipeline. Every problem can be cured with more clients whether you are a great agent or a coach.”

What marketing channels do you prefer to use during the pandemic over the rest and why?

“Potential real estate buyers and sellers have more time to read narrowly directed snail mail, explore media and the search engines, and take calls. Therefore, all of our previous marketing efforts are working better. We are finding that fashioning the message to the need of the demographic we are soliciting is accelerating our response at this time.”

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.



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