Question:

How do you handle the “I’m using my cousin/nephew/sister” remark? Got a hold of an expired today and they had no motivation. Decided to wait for 18 months and they are using their nephew. Should I call them back in 9 months?

Answer:

Remember two important points – they need to have some motivation, and you need to ask more questions. 

Ask them — “If property did sell, what would be good about that?” 

Once you know they have a reason to sell, say to them “If I could tell you with certainty that your property would sell, approximately how long it would take, net you more money in your pocket than the competition, and also pay your sister a large percentage of what she would earn without having to do anything — would that earn me a 30 minute appointment with you and your spouse?

You know the average days on market for the market, your office, and your personal efforts.  You can demonstrate how you net them more money with your exclusive services.  If you have forgotten your exclusive services, I’ve included a list below to refresh your memory!  🙂

1.  The Days on Market Reducer

2.  The List-to-Sales Price Ratio Increaser

3.  The 40-Point Customized Marketing Plan

4.  The Post-Listing Inspection System

5.  The Get More Money for the REALTOR® Service

6.  The Sell the Sizzle before the Steak System

7.  The Litigation Reduction Service

8.  The Buyer VIP Service

9.  The Cooperative Agent Education Program

10. The Guaranteed Feedback System

Among the other services and plans we have discussed.  “Sis” doesn’t have all of these.  Plus, if we have to, we can pay “sis” a 20% referral fee if the owners need to save face with her when they list with you. 

Bottom line — you do a better job in a faster period of time and net the sellers more money.  Sis ends up getting about what she would net after all her expenses.  The seller will knows you are telling the truth when you offer new ideas each week, when you have time-blocked their feedback every Thursday, and when you offer them the opportunity to express dissatisfaction (something that is hard to do with a relative).  They know that they can’t be fierce with “sis.”

Send them an email with all of this information.  Let them know they would be making a strategic mistake not to meet with you and at least hear about your programs.  They could teach them to “sis,” and if they have any motivation at all, put them in your listing leads A program, add them to the newsletter list, and send them all the new competing listings that show up in their market area.

An oil and gas lease lottery millionaire by age 16, Walter S. Sanford was in massive debt by the time he was 22.  Taking his winnings, he invested in over 400 units and found that high leverage real estate can be detrimental to your financial health. 

Obtaining his real estate brokerage license during the 80s, Walter went on to become what some believe to be one of the top agents in North America.  He built his career on systems that are in demand by virtually ever major franchise and top producing agent in the world.  1995 was Walter’s best year, in the midst of a real estate depression in Southern California, where he personally closed 316 transactions. 

Walter Sanford now coaches some of the top agents and travels internationally to deliver his seminars based upon systems with velocity increased by technology.  He is the author of 10 ground-breaking books and software that assist top real estate producers in not only beating the competition but also providing lasting estates for their future.  Systems are his passion.

Walter has been buying or selling real estate for the past 35 years.  It took a long time for Walter to find balance.  Today, he runs a successful coaching and training business; however, he is financially independent through real estate investing.  He enjoys life in “small town America” with his wonderful wife and two darling daughters.

Many speakers and trainers have never been involved in real estate brokerage aspects and none have ever been involved to Walter’s extent.  If you would like to know more about Walter, please visit www.waltersanford.com.  You’ll find more information about how to hire Walter as a speaker or coach and how to obtain his ground-breaking products for your library.  Walter can also be reached at 800.792.5837 or walter@waltersanford.com.

Question:

I get this question often and I thought I should fully address it.  “What does a Sanford Systems’ coaching client look like?”

Answer:

I have been evaluating real estate systems for my own use for about 30 years.  Now, I evaluate them for my coaching clients. 

Each of my coaching clients wants the same thing – MORE in less time.  Some use the time for their families and friends, some to party, and some to do more real estate.

Our coaching alumnus, Alex Milshteyn, just became a finalist in the National Association of REALTORS’s® “Thirty under Thirty.”  These are the top 30 agents in the country who have it all together!  Alex has one more amazing attribute – he has this success in Michigan!  I call him the “Stud of Ann Arbor” but he took lessons, applied the systems, time-blocked his schedule, delegated systems, and made sure his life after the real estate day ended was enviable.

So, you ask — what did Alex have that made me want to coach him?  He had energy and goals.  He knew that he could work hard for 40 hours a week and knew what he wanted when the dust settled.  He was able to walk away from the business after 40 hours and come back refreshed.  He was open to some of my strange lead generation ideas and he understood the importance of leverage through an affordable assistant.  He had a brokerage that supported him and no outside interests that tugged him in the wrong direction.  He was the guy who planned the work and worked the plan.  He just needed my assistance in creating tighter systems, avoiding certain bottlenecks, and directing him toward what works in this market. 

Sanford Systems is proud to salute Alex Milshteyn along with our other coaching clients who continually do stupendous things for their communities, families, and future. 

Real estate is the greatest business in the world.  How else could you control so much inventory with such a small investment then have buyers and sellers pay you to analyze the world’s greatest investment product?  Get involved in high stakes real estate.  It will change your life. 

Click here to vote for Alex!  He is in the third row, fourth agent from the right side.  Please vote for him before April 3, 2011 at midnight EST.  It will only take 10 seconds of your time! 

Thanks!

An oil and gas lease lottery millionaire by age 16, Walter S. Sanford was in massive debt by the time he was 22.  Taking his winnings, he invested in over 400 units and found that high leverage real estate can be detrimental to your financial health. 

Obtaining his real estate brokerage license during the 80s, Walter went on to become what some believe to be one of the top agents in North America.  He built his career on systems that are in demand by virtually ever major franchise and top producing agent in the world.  1995 was Walter’s best year, in the midst of a real estate depression in Southern California, where he personally closed 316 transactions. 

Walter Sanford now coaches some of the top agents and travels internationally to deliver his seminars based upon systems with velocity increased by technology.  He is the author of 10 ground-breaking books and software that assist top real estate producers in not only beating the competition but also providing lasting estates for their future.  Systems are his passion.

Walter has been buying or selling real estate for the past 35 years.  It took a long time for Walter to find balance.  Today, he runs a successful coaching and training business; however, he is financially independent through real estate investing.  He enjoys life in “small town America” with his wonderful wife and two darling daughters.

Many speakers and trainers have never been involved in real estate brokerage aspects and none have ever been involved to Walter’s extent.  If you would like to know more about Walter, please visit www.waltersanford.com.  You’ll find more information about how to hire Walter as a speaker or coach and how to obtain his ground-breaking products for your library.  Walter can also be reached at 800.792.5837 or walter@waltersanford.com.

You can only afford to work hard for committed and motivated buyers.  Below is an inquiry from a coaching client.  The letter included below will help his listings double, increase his double-ended transactions, fill his database, and impress his buyers. 

Question:

I need letters to go out to selected properties.  I was going to send a letter then make a phone call.  I don’t see a letter for something like this in your book.  Am I missing it somewhere? 

Should I go with a postcard only?  I think there are about 20 houses we identified that he wants me to send, too.  

Tim

Answer:

Hey, Tim!  How about this letter?

Date

Name

Address

City, ST  ZIP

Name:

I have a pre-approved buyer who has chosen your neighborhood as the area to move his family.  I do not work with a new buyer unless they answer 35 questions in a counseling appointment, get pre-approval in writing from a major lender, meet with me and all decision makers at my office, then sign an exclusive agreement for me to represent them.  I am one of the top agents in the area because I work with realistic and ready buyers in the (city) area. 

My client likes your neighborhood because of (name five attributes of the neighborhood).

I know what my clients can pay for a home and how much of a down payment they can make.  If you were to email, text, or call me, we could discover if there is a match in your home.  Obviously, you would have to be thinking about selling in the next 12 months for this to work for your home, but maybe you know of another home in your neighborhood.  I can bring you market value on your home or simply bring you a nice gift for the address of another neighborhood home. 

Our meeting will be fast.  You can ask questions about values on homes similar to you, and I’ll provide the comparable sales.  We might even start a phone relationship that you can use to gain an upper hand in the real estate market in the years to come. 

Whatever you need, I won’t waste your time unless this buyer is a fit.  Please call so we can talk about possible inventory in your neighborhood.  Thank you for your time.

Sincerely, 

Agent name

Company Name

Sometimes, you have the right buyer who wants to buy from a seller that you think should have the motivation to sell.  This process can be frustrating.  Add in the fact that you have both ends of the transaction and your buyer doesn’t believe that you can’t get the job done.  Also, you know that your seller must sell, but all is for naught…because the sellers just will not get together to move forward. 

Often the only thing you can do is send a final letter to the sellers, outlining from what they might be walking away.  The letter might get to some partners who haven’t heard the whole story.  The letter might make them realize what costs are and also give them a glimpse of the future.  It also shows your buyer that you are doing everything possible to make the deal happen!  At this point, what do you have to lose? 

Take a look at a letter that I did for a coaching client this week:

Date

Name

Address (send to all addresses you have for the sellers)

City, ST  ZIP

Name:

I am writing to you, because our discussions have not made sense to me.  Through the years, I have too often heard the statement — “I wish that I had taken that offer you brought me last year.”  Sometimes, it was because the seller did not understand the advantages on jumping on an opportunity from the rare “right” buyer.

I have included a copy of the offer to each of the addresses that I have in my file.  I cannot disclose the name of the buyer until it is accepted.  I have this buyer pre-approved for financing and I have confirmed their down payment. 

Based on the ownership of your property, the taxes, insurance, utilities, and maintenance would be about $_____ per month, should you keep the real estate. 

Based on the sales price less what you owe and less closing costs should you accept this offer, your equity is approximately$__________.  Should you invest the equity at a current safe return of 4% that would return $_______ per month.  When you add your monthly costs and the monthly loss of opportunity income from your equity, you are losing $________ per month.

I realize that your decision not to sell may have nothing to do with money; however, if that is an issue, we are also coming upon some changing times.  Higher interest rates will reduce future buyers and reduce final sales prices.  It will, however, increase your safe return income on your equity should you sell.  Selling would also end your management responsibilities. 

I have now said it all.  You are the boss, but you can’t say you were not informed.  This offer is good for 15 more days.  After those fifteen days, we will be making offers on other properties.

Sometimes, there is one best buyer, and this one may be the one.  Please let me know your final decision at your earliest convenience.

Sincerely,

Name

Company Name