How to Be the Go-To Agent in Your Market

Insights and Strategies to Own Your Geographic Farm

by Todd Robertson

Ask yourself this: Are you the “Go-To” agent in your area? Who is? And why are they?  The truth?  Usually is that they are the number one REALTOR in the market because of their ability to brand and market themselves — not necessarily because they are the best agent for the job.  So how do they achieve that position?  Because perception becomes reality.

Here’s the reality: the majority of agents will never become that go-to person in their chosen area, because dominator decemberto become THAT agent requires time, effort, money and commitment.  There’s a cost to brand yourself – and really — there’s a cost to not branding yourself.

According to stats from industry resources such as, WAV Group and RISMedia, only 10% of agents ever make more than three touches.  However – here’s what we know:

  • 2% of sales are made on the 1st touch
  • 3% on sales are made on 2nd touch
  • 5% of sales are made on the 3rd touch
  • 10% are made on the 4th touch


  • 80% are made on the 5th-12th touches!

So, if you’re an agent who truly wants to brand yourself as the go-to resource, are you ready to step up your game?  Here’s what some of our customers are doing:  Imagine a two year campaign to a specific geographical area. Where you are sending the largest legal size allowed by the U.S, Post Office. If an agent really did this, a couple things would happen.

  1. Homeowners who receive this marketing piece consistently each month began thinking “Wow, this agent shows up in my mailbox every single month — they must know the market.
  2. In a sellers mind, they began to say to themselves and their neighbors, “Wow, if this agent is this strong at marketing, and we need to list our home, imagine how great she would be at marketing our home?  Again perception becomes reality.

In your mind, make a decision, are you willing to pay the price to become the “Go-To” agent in your market? We all know the reward at the finish line . . . once you are branded, you get the listing, you get the commissions and you get the fulfillment of helping 30-50-100 people every year buy and sell real estate. It’s a great life!  Let’s finish the year strong.

Questions about how to DOMINATE in your market?  Call me today at 702-683-1967 or email us today.

Need help building your collateral materials, staying top of mind, finding additional touch point pieces that work for you?  Visit us online at or give us a call today at 866.405.3638.

Julie brings more than 20 years of sales and marketing experience in the real estate and speaking industries. From copy writing to convention management, you will find her consistently seeking out innovative solutions, fresh ideas, as well as creative products and tools for the real estate industry.