This is probably a misleading title.  It’s probably more like “What the Top 1% of the Top 10% Do,” but that was too long of a title…even for me!  For years, people have been asking me what the differences are between the top agents and the “middle of the pack” agents.  They ask because I once was a “top dog” and secondarily, I either coach, train, have been mentored by, or mentor most of the top producers in North America. 

When you talk about top producers, I’m not talking about the guy who consistently wins the top sales award at the office.  I am talking about the people who are consistently at the top of their franchises or the top of their regions.  Not only those who are just at the top regarding units sold but also those who are at the top in take-home pay. 

I believe this person would be someone who is a high achiever, has a life, has a net income, and has the numbers to back it up.  For years, I have researched the various causes for success in top agents.  The upcoming list includes items that I have personally implemented, allowing me to be at the top of my game for so many years. 

A lot of these items are common but not implemented.  This is the missing link as to why there are so few top producers in the world.  It takes dedication and devotion to consistently do what others don’t do so hopefully I can make this a little more compelling and a little more fun.  The bright light at the end of the tunnel is the fact that you can earn enough money to buy real estate at possibly the best time in our lifetime.  You’ll then be able to reap the cash flow and appreciation for future years along with a fixed, low-interest rate loan that will be paid off during your career.  Yes, you can get rich in this business!  I have done it, I’ve seen other people do it, and my coaching clients are currently doing it. 

Here’s the list to move your way to the top:

1.      I’m sure this first one is going to be a shocker – set goals.  Don’t wait for what walks in the door.  Don’t base your business upon a few good months and then take some time off or buy stuff.  Know how many listing appointments you need to make every week, and know how many buyers you need to have under contract.  Know your commission rate and know how to consistently answer the objections that get in the way of your goals.  Have a plan for each day, each week, each year, 5-years, 10-years, and beyond.  The best of the best have their day at least 2/3 time blocked knowing that it is the only way to accomplish the mandatory items to maximize real estate productivity.  One of the tricks is that you have to know what those items are!

2.      Fill your time blocked schedule with activities that actually make money in real estate.  You won’t find too many of the elite agents spending half their day in social media.  What you will find is pro-active, seller lead generation minimizing buyer participation, minimizing print advertising, maximizing their abilities to price correctly, and using the leverage that is natural to this real estate business.  Top agents know that listings generate buyers, and if buyers are shown the right inventory, this will generate listings.  As a top agent, understand that buyers and sellers generate commissions while also allowing the agent to evaluate real estate for their own purchases.  It is an amazing business.

3.      Understand what the objective of your activity.  When you’re talking with a seller on the phone, you have two objectives: get the appointment and make certain they have enough motivation to make the listing presentation worthwhile.  At the listing presentation, get the one-year listing at 7%, determine motivation, and price at the right price or have a future price reduction signed.  Top agents understand the goals at each meeting, and it difficult to get them to leave until they have tried at least a few times to achieve these objectives.

4.      The top 1% ask more questions, allowing them to get to the heart of the issue.  When a seller says they want to sell because the house is too big, you can expect a top agent to ask more questions like these:

1. “Why is a large home a problem for you?”
2. “I understand that there is a lot of maintenance involved with a house this size.  Did you know that you could pay someone to perform a lot of these items for you at a reasonably small price?”
3. “Could you tell me again why a large house bothers you?” 

A top agent would keep this line of questioning going until they found out that the true reason the person is selling, which is most often that they simply couldn’t afford the property and/or they wanted to free up some equity for other activities.  Many sellers would be too embarrassed to explain this detail up front to regular agents so these agents would assume the house is too big.  How can you get a seller to look at today’s realistic prices without constantly reminding them what the finish line looks like?  Top people ask questions so that “finish line” can be determined and highlighted on a consistent basis, allowing the tough decisions to be made in this market.

5.      Understand exactly what your customers want.  Listen.  Many consider most top agents as one who is full of ego, never shutting up in a meeting.  The opposite is really true.  The agent who knows the seller the best will the agent who wins the listing presentation.  The agent who knows the buyer best is the agent who spends less time in converting them to a closed transaction.  My coaching clients grasp this concept early – get the clients to tell you about their needs.  This is the difference that will allow you to create a customized marketing plan to achieve their goals and achieve those goals faster than regular agents.  When your client’s reasoning just doesn’t make sense, ask more questions.

6.      The top people constantly are saying “I don’t understand what you mean by that.”  They say this because they want the client to keep talking about any items on which they are unclear.  The majority of agents is just happy to be talking with a buyer or a seller and is looking for the signature.  Top people need to know with clarity what they need to accomplish.  Top agents never forget that clients cost money until closing day and quality clients are required to make high incomes.

7.      Top agents prepare a presentation based upon the client’s needs.  For years, we were taught about canned listing presentations when that is about as far from reality as you can get!  As stated earlier, the agent who asks the most questions to determine a need then prepares a customized marketing plan to fulfill that need will be the “winner” at the listing presentation. 

8.      Top agents stay in touch with their customers.  Look for unique ways to constantly add value to your customer’s lives and “WOW” them.  My past clients were treated to all of my listings before they hit the market as secret properties.  They were given two phone calls a year to make certain each of their needs were met.  They were offered opportunities for their accountants to call me regarding their tax returns after a major transaction.  We followed a long list of major value points that we offered to a past client, requiring us to stay in touch with them.  The top 1% constantly builds business from their current database.

9.      Spend approximately half of your day in pro-active seller lead generation.  Understand that obtaining a listing is the most important activity in real estate.  Work hard to sell the home, prior to submitting it to the MLS but only with the seller’s blessings. 

10.    Top agents are relentless follow up artists.  One example of one of my follow-up systems is the “Listing Leads A” (LLA) category.  LLA is for a client that you weren’t able to close on a listing or who is “soon to list.”  They have one of a million excuses as to why they wouldn’t sign that night.  They might also be a seller who gave you a time in which you should call back for when they would be ready to list.  These people are always ready to list sooner than they say they expect.  If someone said they were going to list in three months, I made sure that every week I would time block my schedule to call all LLA with a piece of value such as a new listing, new sale, or a new interest rate that would affect their value.  I would give them value so they weren’t upset at me calling prior to the scheduled time they asked me to call back.  I could take advantage of any motivation that would cause them to list sooner.  Follow-up needs to be built into all of your systems.

11.    Make sure your client knows the next step.  Have a time or a date for the next meeting.  Have a checklist on what everyone needs to accomplish for the next meeting.  By preparing your client, there is clarity at the end of a meeting and everyone knows what is expected.   

12.    Top agents become experts at answering objections.  What do you say when a client states, “Well, I’m just going to rent it”?  What about the objection of “I’m taking it off the market now”? These types of objections should be handled seamlessly, succinctly, and smoothly, creating an opportunity to once again show value to the client.

13.    A top agent is always seeking to find what’s in it for their client.  Though these agents could be top in the world, top in their franchise, or top in their city, rarely will they be bragging about it because know the client just doesn’t care.  A top agent will find what’s important to the client. 

14.    Top producers can relate.  They relate their marketing plan or their sales plan to the client’s needs.  They spend so much time evaluating motivation that now they tie that motivation to the end result.  Top producers help clients relate as to how their service will achieve a client’s goals.

15.    The top 1% are amazingly flexible.  They have plans for what will happen when interest rates go up, and they have plans for what will happen when government changes the rules.  Daily, weekly, and monthly work plans are constantly evaluated to make certain they are doing what is most profitable. 

16.    Seek out the concepts that are most profitable.  It is always great to hear people talk about the things that are most profitable in real estate, but if you don’t know what they are, they are of little help.  Many trainers were not top producers themselves and are myopic in offering just one product or service.  It is very difficult to build an entire career on staging, Feng Shui, social media, or stealth websites; however, if that is the only product, that is what you are going to hear about all day.  The top producing coaches are expensive, create results, and demand that their clients are working the most profitable activities in real estate.  If you don’t like it, you ain’t gonna do it!

I hope that you have enjoyed this insight into how a top producer’s mind works.  If you need to fill in the blanks with any particulars regarding what to do next, please do not hesitate to call me at 800.792.5837 or email me walter@waltersanford.com.

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, but today, he runs a successful coaching and training business.  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.

Everyone who wants to work in this business gets to the point where the most important decision is learning how to generate leads; however, lead generation can depend on ability, money, and area. Here is a recent question I received and without more direction, I had to answer by way available funds to invest in the business.

Question:

I just moved to a new town and got my real estate license after being in the mortgage business for the last 10 years.  If you were starting today and didn’t know anyone in your town, how would you prospect?

Answer:

No money?
Calling expireds, FSBOs, out-of-state owners, people renting homes and condos in your area, tenant occupied listings, and my sphere of influence.

Little bit of money?
Do the above with direct mail and website destinations describing the value you can offer the above demographics.  You can also host seminars on topics that are of interest to buyers and sellers.

More money?
A customized website that specializes in developing leads.

Lots of money?
Direct response advertising, a radio show, and hiring me as a coach.

Hope that helps!

There are winners and losers in every game. Everyone’s definition of winning and losing is slightly different. For the purposes of this article, we’ll define a winner as a person who accomplishes their business goals in net profit and time savings. A loser is defined as someone who does not have either!

“Wilma” and “Larry” are friends who work at the same office. For years, they were both considered to be two of the top agents at the office. Wilma worked with rhythm, and Larry was just crazy busy. Both were always competing for the top spot at the office.

Loser Larry was well-liked by everyone. He had a great personality, working with numerous clients. His listing presentations were at some of the most expensive properties in the area, always with big name clients. Larry filled up his weeks with appointments that sometimes went into the evenings, but he always took the time to talk with the agents in the office, too. His personality drew people in and he had the ability to talk up real estate!

When the market was hot, he was able to tell sellers that it was a time to sell — which it was! He helped buyers get into their dream home before the price went up further. He knew all the lenders in town who could make dreams happen. He drove a car that most would just die for!

During a panel discussion with the local board, Larry shared how 30% of his leads came from his website. He said the balance came from his “network.” Social media was just becoming the next big thing at the time so he began investing his time and money. Using a smarter approach, he actually added value to his postings so people would pay attention to his musings on real estate. Let’s face it — Larry was a great agent!

On the other hand, Winner Wilma was more reserved and methodical. She started each day by having a general outline. She did depend on her sphere of influence for referrals and repeat business, but she always tried to add new names to the mix, too. It was difficult to talk with Wilma at the office because she always seemed to have a short term goal that she was trying to accomplish. She always had a scheduled job duty for an allotted block of time. Some people thought Wilma was aloof because of her reluctance to stop what she was doing and discuss real estate with a fellow agent.

Wilma had the belief that her time was best spent with clients who had the greatest possibility of closing. She felt that she had a gift and that gift could only be shared with a limited number of people. So she spent her time with those who would most benefit from her gift and abilities.

She carefully pre-qualified buyers and sellers before working with them. She lived within her means, owned a sensible vehicle, dressed conservatively, and only had the latest gadgets once they were proven to make money.

Wilma believed that the fastest way to efficient real estate was to leverage the power of the seller. She created income flow from the sale of a listing while using that listing to attract more buyers. She also liked using the leverage of having a buyer to make in roads into non-listed areas of real estate like FSBOs and old expireds. She would use these groups as a basis for a direct mail campaign in her buyer’s neighborhood of interest. This would often create additional sellers for her, too.

She was most excited about the long-term prospects of real estate. Though it was difficult to get a piece of real estate to cash flow at the top of the market, she always used the leverage of being “in the business” to find the right investment properties. She could find properties that actually came close to breaking even or even broke even after taxes. She would use her good credit and savings to obtain a long-term, fixed mortgage; she remembered 18% mortgages! Even if the real estate market dropped, she knew that by maintaining a nice property she could probably maintain a good tenant, eventually paying off the mortgage. The equity reduction combined with appreciation and income tax advantages would create wealth!

Wilma time-blocked her activities so she was doing a little bit of lead generation every day, no matter how busy she was. She also time-blocked her communication: follow up on her pendings, follow up with her buyers and sellers, listing leads in the “A” class, database, social media, and all seller lead generation activities. She time-blocked her day, ensuring certain activities were always completed. She always had fresh listings to attract buyers.

Today, the office is a little different. Buyers are not as excited about buying real estate any more, and there is good reason for that. They now need to make much larger deposits, they have to have much better credit scores, and the promise of future appreciation isn’t what it used to be.

Back in the “good old days,” sellers were excited about selling and starting the process all over again. They saw their net worth increase and they couldn’t wait to use some of it to leverage into a larger property and watch it happen again. Today, those sellers are a little more cautious regarding that jump; for some of the most unfortunate, they have no equity.

In this market, Larry continues to be upbeat; however, he still works without much of a business plan and he waits for the next “hot” buyer or seller to cross his path. There seems to be fewer who cross the path these days. Real estate is not everyone’s favorite subject any longer.

Without a consistent business plan, Larry is spending a lot more time talking with agents in the office. He is hoping this market turns around soon, because then he won’t have to realize any pain of actually sticking to a consistent business plan of pro-active seller lead generation, i.e. going to where the sellers are!

Based on his past great production, Larry is considering an offer from his office to become their new manager. Because of this market, he is seriously considering it!

Wilma seems to be doing as well or even better than in the “good old days.” She still doesn’t have much time to talk with others in the office since her listing inventory has gone up greatly. As part of her plan, she has always maintained a listing inventory to create a certain number of buyers. When the bad times came, she knew that she needed to increase her listings to increase her buyers. Wilma’s larger client base has allowed her to pre-qualify those with massive motivation – sellers who really need to sell and buyers who really need to buy. Those are the only ones who can successfully compete in this market anyway.

Wilma continues to keep hours time-blocked for seller lead generation and buyer follow up. She consistently follows up with her transactions. With the short sales she is working, she has the time to monitor them all since they are time-blocked throughout the week.

Her spending habits have allowed her to maintain her lifestyle and create net income, allowing her to still invest in distressed real estate properties.

Wilma and Larry are still friends, but Wilma doesn’t have a lot of time to talk with Larry. For the last ten years, Wilma has grown accustomed to being home by 5:30 to be with her family. She has a lot of things to accomplish during the day, but she really enjoys the fact that she can become “unavailable” after business hours!

This tale of two agents can be found in nearly every office. Proven systems supported by good technology are what top agents are implementing today. Being available to buyers and sellers and just showing up are tools of a hot market. It is time for a plan, a time-blocked plan — a plan that is easy to follow every day and has proven net profit. Sellers bring buyers, and buyers given off-market inventory bring sellers. Both clients pay you to review the opportunities to buy real estate! This plan made me wealthy, and it continues to make my coaching clients wealthy. Ask yourself this: are you “Wilma” or “Larry”? If you are “Larry,” I’d suggest getting a plan because the times like the “good old days” could be a decade away!

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, but today, he runs a successful coaching and training business. 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.

It’s Tuesday morning and everyone knows they need to be there for the office meeting.  Most office meetings are a combination of the announcement of new listings, new rules imposed by the office, board, or state, legal updates, and maybe a quick snippet from a local affiliate.  If you’re at all like me, you don’t look forward to these mornings.  I didn’t want to repeatedly hear about the merits of a home warranty program, a re-hash of announcements already emailed to me, and listen to Sally talk about her overpriced listings.

Early in my career, I suggested to my broker that unless the office meetings were profitable that I was going to spend my time in proactive business activities, guaranteed to increase my bottom line.  With an interest in new and exciting ways to capture business, my broker questioned me as to what a successful office meeting should include.  Below are the items that I suggested to make the office more profitable, engage the top producers, and be another reason the competition would want to come over.

1.      Everyone should announce their new listing.  As part of this “presentation,” each agent should include the seller’s motivation for selling, why they thought the pricing was good, whether they were looking for another property to move into, and how the listing was obtained.  Sometimes, trade secrets are hard to come by, but it would be nice to see what works in seller lead generation.  The moderator should keep this time frame short and snappy!

2.      Next up in the meeting should be a mutual sharing of new buyers.  As part of this presentation, each agent should talk about their buyer’s motivation and specifically items like whether they were pre-approved, under contract (no buyers should be brought into discussion, if they aren’t under contract), and their down payment capabilities.  Then talk about their “hot button.”  Once again, keep it short and snappy!  Also, at this time everyone should try and match available listings with the buyers that were announced. 

3.      The agents would then have TEN SECONDS to share their best buyer and best seller with the other agents and share why that person was going to quickly buy or sell.  Solutions were solicited quickly from the audience.

4.      The broker would share a particular topic/item that she had been researching all week. 

5.      We would then hear a quick presentation from an affiliate.  Instructions had been given to the affiliate that he or she could not make any presentations that didn’t include a way to help a real estate agent increase his or her business.  By enforcing this “rule,” the selling of their product was minimized, but using their product as a method to increase the agent’s business was maximized. 

After the agents had an office meeting in this format, each agent felt as though they had spent their office meeting time wisely.  Attendance was strictly enforced; in fact, those who didn’t attend received sanctions ranging from mandatory opportunity time at open houses to a restriction of referrals that came directly into the office.

It’s time that we started creating synergy in our offices by having agents think about teaming up for transactions.  In fact, it’s really the only reason for an office to exist!  Brokers and managers, you need to step up your game and see how you can increase the transactions per week.  I think everyone will be more excited to be there at 9am!

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, but today, he runs a successful coaching and training business.  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.

The buyer side is the weak side.  It is a refuge for agents who don’t prepare.  I know these are harsh statements; however, agents who continually think about this business, practice in this business, and are successful in this business consistently carry large listing inventories.  As I have said many times before, having listings is your least expensive and most effective way to find buyers.  Even the top agents, who loathe spending their day as a tour guide and hire a buyer’s agent at 50% of gross, still work with the occasional buyer generated from a listing. 

I’m aware that you have to work with buyers because you have sellers who become buyers.  You have referrals that need to be pampered.  You have past clients who might not be willing to work with anyone else on your team.  For over thirty years, I worked with buyers; however, it was a much lower number than sellers.  I never spent any money in buyer lead generation.  We have proven over the years the listing agents make more money than buyer agents.

When I did work with buyers, I always tried to do it as quickly as possible.  I would accomplish this goal by first showing the best properties, slowly causing the buyer to long for those properties they saw early on as the day progressed!  Of course, I only worked with the most motivated buyers.  My other articles at www.waltersanaford.com will go into these strategies.

I also didn’t show any short sale properties or REOs unless it was absolutely necessary.  Why would you show inventory that you cannot control?  You can’t control an REO until the bank finally signs the contract and that could take weeks.  If it was a good deal in the first place, it won’t be after a few weeks when the listing agent shops your deal around town.  And short sales?  Who knows when they will close?  Why waste a perfectly good buyer and your time on inventory that might not close?  I want you to be aware that showing the best inventory first to a motivated buyer and showing the worst inventory last is a major ingredient to ending the tour guide job as soon as possible.  

So, if you have to work the weak side of the business, don’t be a wimp in getting the contract signed!  Much to my dismay, some of my current coaching clients are still emailing their offers.  They wait patiently (sometimes impatiently) for the listing agent to present to their seller then wait again for the listing agent to get back with a counter or acceptance. 

I never played the waiting game and for good reason.  When you give an offer to a listing agent, they have an opportunity to “shop” that offer to their “in house” compatriots or to “possible” buyers.  Also, by not being in attendance during the offer presentation, you don’t know the seller’s “hot buttons,” which might be easily satisfied with your buyer’s abilities.  If you are not there, you don’t know what those buttons are!  If I received any grief from the listing agent because I wanted to represent my buyer in front of their seller, I would explain that the buyer signed an agreement requesting my presence for all offers.  If a personal presentation wasn’t possible, I would request a teleconference.  If that was not enough, I would contact their broker directly regarding the lack of cooperation of the listing agent.  I wasn’t going to lose a transaction based upon either slyness or ineptness of the listing agent. 

I also knew that I did not want to walk away from the table without either an acceptance or a counter-offer.  Once those goals were accomplished, I could simply walk outside to the waiting buyers, have them sign the agreement, and walk back in with a signed contract.  Yes, I know this is aggressive real estate.  In today’s real estate, you most likely will have spent tens or hundreds of hours on developing a buyer transaction.  Don’t let it come down to whims of the listing agent.

To recap: we get the buyers interested in inventory that can actually be sold!  We quickly show them the best inventory FIRST.  We make certain that both the buyers and sellers needs can be met by attending the offer presentation.  Present the counter-offer to your “buyer in waiting,” and get their signature.

This is efficient real estate!  It is also what needs to be done so you can get back to the best business of listing real estate. 

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, but today, he runs a successful coaching and training business.  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.