Fast Lane Buyer Systems

Click here to explore product details.

Do not close the window that opens. Use the back button on your browser to return to this page.

Transcript (enhanced with AI for clarity)

Well, how are you today? I’ve been getting a lot of questions about how we work with buyers. The first thing top real estate agents try to delegate to a buyer’s assistant is buyers.

Buyers are probably the most time-consuming way to earn a commission. It’s unusual because many agents don’t get buyers to sign contracts. So, it often comes down to how you feel and how they feel about you.

We’ve eliminated all that and are returning buyers to a very profitable aspect of real estate. Fast Lane Buyer Systemsis a 700-page manual on how we do that. I will be bold enough to say that you probably shouldn’t handle buyers until you get this and start implementing some of my systems.

Every system in this book is on a data CD, so it’s easy to implement. Even though I believe the best way to generate a buyer is to have a listing, we will show you some other ways we’ve generated buyers in the past.

I don’t believe in paying for buyer leads. I was so successful in generating my own that I’ve never had to pay for them. We will show you how to knock the socks off a buyer. More importantly, we will show you how to eliminate buyers who will not buy profitably. Some buyers take so much time and effort, even after closing, that it’s not worth it.

I will quickly eliminate the bad and non-buyers from your life. We do that by having them jump through "kind and friendly hoops."

The first hoop is on the initial meeting or phone call. We’re going to give them some reasons to answer some questions. We will tell them about the special things you do that no one else in your area does.

We’re going to talk about how you show them inventory that no one else will ever show—how you go back to the old expires, current for sale by owner, send out letters to the neighborhoods they’re thinking about buying in, giving them first shot at listings that come into your office.

I have ten different inventory levels that no other agent in your town will ever show them. I will knock their socks off, and in return for this information, we will ask them to answer a few questions. We know who they are if they don’t want to answer questions. They’re related to another real estate agent, just looking or not ready. We’re going to eliminate the people who are not going to be quick commissions.

I don’t want to sound like a mercenary, but I’d rather spend time with my two little girls than with a buyer who’s not going to buy. So, I give them more value than anybody else does and then ask them to answer some questions. From those questions, I can tell their motivation level and buying ability. That’s the first hoop. Will they answer the questions?

The second hoop: Will they take my advice and get pre-approved in writing from a major local lender? This is my affiliate, who I’ve given all my business to, who is available to my buyers, and who truthfully tells me whether or not this person will be able to close.

So, we get a pre-approval letter from the lender. I haven’t met with this buyer yet, but I set up a meeting when I get those questions answered and get that pre-approval letter. That’s the third hoop: They must attend a meeting. I don’t meet them just anywhere. I ask them to come in to be counseled, where I show them the initial inventory of my secret properties and how we will find what they need.

I have extra checklists to find exactly what they want, need, and wish for. We’ll separate all those needs, wishes, and wants. Then we’ll go out and start showing them property—a property that hopefully I found that is not listed, which increases my chances of a double-ended transaction.

I have to tell you that utilizing this with myself and later with my buyer’s assistants doubled, even two and a half times our normal profit with our buyer systems. I’d love for you to get involved with how we work with buyers. You’re going to have more fun doing it. You will be discussed as the most innovative real estate agent in town. Buyers will be talking about you to their family and friends.

You’re going to get referrals. This is our buyer system. Don’t work with a buyer without it. Thank you very much.

Summary (enhanced with AI)

Walter Sanford, one of North America’s premier real estate agents, presents a comprehensive system for working with real estate buyers, outlined in Fast Lane Buyer Systems, a 700-page manual with an accompanying data CD. He emphasizes the importance of efficient buyer management and presents a systematic approach to qualify and work with serious buyers while eliminating non-profitable ones.

The system includes three main "friendly hoops" for buyer qualification:

• Initial screening questions
• Obtaining pre-approval from affiliated lenders
• Attending an in-person consultation

Walter says this system will increase profits when working with buyers. Another benefit is that it positions agents as innovative leaders in their market.

Chapters

Introduction to Buyer Management Systems

Walter introduces his comprehensive 700-page manual with a data CD for managing real estate buyers. He suggests agents should not handle buyers without implementing these systems.

Buyer Lead Generation Strategy

He emphasizes generating buyers through listings rather than paying for leads, sharing their success in organic buyer lead generation.

Buyer Qualification Process

Walter details their "kind and friendly hoops" system for qualifying serious buyers and eliminating non-buyers through specific screening processes.

Unique Value Proposition

He outlines ten levels of inventory access that differentiate their service from other agents, including expired listings and for sale by owner properties.

Pre-approval Process

Walter describes their second qualification hoop: requiring buyers to obtain written pre-approval from their affiliated local lender.

Consultation Process

He details their third hoop: requiring buyers to attend an in-person consultation to review inventory and create a detailed needs assessment.

Action Items

• Implement the buyer system manual before handling buyers.
• Establish relationships with local lenders for the buyer pre-approval process.
• Implement the three-hoop qualification system for buyer screening.
• Develop ten different inventory sources for unique property options.
• Create detailed buyer needs assessment checklists.