Walter Sanford
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Continued…
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.
