Sunday, April 14, 2024

geographic farm

    Yes, there’s still time! Here are six ways to help you stir up more activity in your market before the year-end.

    1. Stick to the plan (or create one if you haven’t yet)

    A marketing plan does much more than let you know how much money you’ll spend for the remainder of the year promoting your services. Chief among the additional benefits is that it helps you fill your days with prolific and directed activity.

    That forward-thinking stuff you need to create a plan forces you to carefully consider each option, both in terms of its financial impact and effectiveness.

    “Big ideas fail without a plan, and your marketing plan is the one thing that will still drive innovation and help you meet sales targets,” according to Mark Ellis, a business writer at Business2Community.com.

    If increasing listing activity is your goal, hammer out a marketing plan for the next two months and stick to it.

    And, if you already have a marketing plan in place, review your plan for its effectiveness over the last year and make changes where needed.

    Need some inspiration? Download our free Real Estate Marketing Planner.

    2. Adhere to a regular prospecting schedule

    Whether you door-knock, cold-call, chase after expireds and FSBOs or use another method of prospecting, ensure that it gets done by making it a part of your daily or weekly schedule.

    Prioritize the task as well. It’s easy to keep putting it off when there are more interesting tasks to pursue, but it’s not wise. The more leads you steer toward that real estate sales funnel, the more prospects you can convert into new listings.

    The Holiday scheduled campaign is shown above.

    3. Nurture those relationships

    People who sell customer relationship management software are fond of claiming that a CRM is the “lifeblood” of the real estate agent’s business.

    Guess what? They’re right. Building and nurturing relationships is the key to increased commission checks, and to do it right, you need a way to keep track of leads, prospects, clients (both current and past), and just about everyone else you know.

    While there are probably a million and one ways to set up a CRM, find a way that makes adding information and finding what you need easy. A way that works for you. Then ensure that you keep it safe, and back it up.

    HOT TIP: We offer a free CRM, the Contact Manager, on ProspectsPLUS.com. With the Contact Manager, you can tag entire mailing lists or just one contact within a list, building one highly targeted list for your marketing materials.

    In addition, you own your list, so you can export and download your CRM list anytime if you decide to move it. Check it out HERE.

    Now schedule time on a daily/weekly basis to reach out to the contacts in this database and nurture these relationships.

    One easy way is an SOI scheduled Campaign. It takes only minutes to set up and can run for up to two years automatically without you touching it. Other benefits in addition to making your life a lot easier? You don’t pay until each mailing goes out, and you can cancel, pause, or change the campaign at any time up to the night before mailing. Oh, and it keeps you in front of your market stirring up listings indefinitely.

    4. Find a mentor or mastermind partner

    “Coaching works,” according to the authors of a study, “Evaluating the effectiveness of executive coaching: Beyond ROI.”

    If coaching helped former President Bill Clinton, Oprah Winfrey, and athletes like Michael Jordan, perhaps you should also consider it.

    Are you a new agent? Consider latching on to a mentor. Not only is this a way to quickly learn the nuts and bolts of the business, but to begin to nurture new habits that will help you immensely in the long run.

    Mentors, coaches, and even mastermind groups can propel you to the next level in productivity, thus increasing your listing activity.

    Check out our in-depth guide to finding a real estate mentor.

    5. Fine-tune your response time to leads

    You can’t turn a lead into a prospect that you’ll convert into a listing if you don’t respond to their initial contact promptly.

    The short and sweet of it is that you have five minutes to respond to an incoming lead if you hope to reach the person live and get them into your sales funnel, according to InsideSales.com research.

    In fact, the agent who responds within this period is nearly 25 percent more likely to snag the lead.

    Wait a half-hour? You might as well forget about it and let the agent down the street who responds quicker have the lead.

    The Looking For Listing Scheduled Farm Campaign is shown above.

    6. Start farming, via direct mail, if you haven’t already

    Farming is a low-cost, effective, and easy way to reach out to many people simultaneously and build relationships over time.

    The fact remains that direct mail is one of the most powerful marketing methods available. Mix that with a focus on a specific farm, and you have something powerful working for you.

    Learn more about how to kick off your farming efforts easily with a FARM Scheduled Campaign, HERE.


    PLUS: When you have time…below are some marketing tools to help support your success.

    1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

    Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card!Click Here

    2. The Free 6-Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

    3. The Free Interactive 6-Month Real Estate Business Review

    The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals.   – Click Here

    4. The Become a Listing Legend Free eBook 

    This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here


      Dean Jackson, the ultimate real estate marketer, states, “In real estate, pairing a capital investment mindset with some capital is a winning combination,” Dean Jackson is the founder of  GoGoAgent and  Listing Agent Lifestyle. The following is his breakdown of how to get more listings by becoming a real estate asset builder.

      Most real estate agents don’t come into the real estate business with a capital investment mindset because they’re so focused on earning commissions and controlling expenses.

      I think a capital investment mindset and some capital is the ideal way to become a prolific asset builder. And the best way to build strong long-term assets is with a geographic farm.

      A four-year case study

      I did a four-year case study with real estate agent Tony Kelsey. He started out in a farm area of 2,000 homes and, over four years, generated an almost 11 times ROI by consistently marketing there.

      Over four years, Tony spent $50,000 marketing to the people in this neighborhood every month, and with that investment, he generated $550,000 in commissions.

      He mailed postcards monthly for five months before he made his first transaction of $15,000 in commission. At that point, he had spent $5,000 on marketing.

      From that moment on, he was profitable, and his ongoing investment continued to realize transactions. He was building the asset of identifying future sellers and cultivating relationships with those sellers over time.


      Related: How to Turn One Listing into Five


      The path to dominating

      Now, let’s look at a 1000-home farm in a neighborhood that has a turnover rate of 8%. That means 80 homes will sell this year in that neighborhood whether you do anything or not.

      What if you decide you want to dominate this neighborhood? What will that look like for you in four years?

      Well, it costs approximately $750 a month to mail to those 1000 homes ($9,000 over 12 months). And let’s say the average home price in this neighborhood is $600,000; you’ll get around $18,000 on the listing side of each sale.

      This means after the first transaction in this neighborhood, you will be profitable, just like Tony.

      If, in addition to going after new listings, you cultivate a list of potential buyers in the same farm area and begin communicating with them, you’re taking asset building to a new level. Specifically, since NAR states home buyers purchase homes within 15 miles of their last home.

      This strategy is especially powerful if you are farming in a competitive market.

      In this case, the most valuable thing that you can bring to a listing presentation is a list of potential buyers that you’ve been communicating with over time. You’re actually demonstrating to the seller that you already may have their potential buyer in hand.

      So if you’re looking at a farm of 1000 homes or maybe 800 or 500 homes to get started (whatever you’re comfortable with), all you need is the seed money to get to the first transaction.

      And once you hit that first transaction, the only thing that more money allows you to do is to speed up the process of identifying who more future sellers are.

      Becoming visible to future sellers

      Getting in front of your market consistently through direct mail is a proven marketing strategy, and clearly, one that worked well for Tony.

      It gives you the advantage of identifying those future sellers and building a relationship with them before they even know they want to sell.

      Over time they will begin to view you as a helpful advocate who’s continuously serving their community without expectation.

      The more you get them to think about you, the more the odds increase that they’ll think about you when it matters most, when they’re ready to sell.

      That’s when the fun of being an asset builder begins.


      When you have time…below are some ProspectsPLUS! marketing tools to help support your success.

      1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

      Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts combined with engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.

      Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card!Click Here


      2. The Free 12-Month Done-For-You Strategic Marketing Plan

      The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

      3. The BusinessBase, SOI building system

      The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks all of these boxes but is also a business-building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. – Click Here

      4. The Free Interactive Real Estate Business Plan

      The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

      5. The Become a Listing Legend Free eBook 

      This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

      Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

      6. The Take a Listing Today Podcast

      Watch the ProspectsPLUS!, Take a Listing Today Podcast for actionable content to help you get more listings. – Click Here


        Brenda’s recent Comfort Food Recipe postcard is shown above. To see more postcards in this series, CLICK HERE


        Congratulations Brenda Koeller on winning this week’s contest!

        Brenda had the following words to say about her success sending marketing out from ProspectsPLUS!,

        “I have been sending out postcards each month for 7 months. I received 3 transactions from them (2 sellers and 1 buyer) and comments on Facebook from people who received the recipe postcards and appreciated them. I feel like it is really helping me to get clients and get my name recognized in the community since I am a newer agent”.

        -Brenda Koeller

        Brenda, thank you for your wonderful feedback!


        Don’t Forget to Enter For Your Chance to Win a $125 ProspectsPLUS! Gift Card! (see how below)*
        What Can You Do With a $125 ProspectsPLUS! Gift Card? Here are 5 Things:
        • Launch and pay for the first month of a Sphere or Farm Scheduled Campaign consisting of 130 jumbo postcards.
        • Send 130 jumbo Just Listed or Just Sold Postcard to a radius surrounding your listing.
        • Send 130 Jumbo Get More Listings postcards to an area where you want more listings.
        • Create a niche prospect list (empty nesters, move-up market, etc.) and send a mailing of 130 jumbo postcards.

        HOW TO ENTER: Just leave a review regarding how using marketing from ProspectsPLUS! has impacted your business, and you’re automatically entered into our next contest.

        Leave a review on Google, HERE.
        Leave a review on Facebook, HERE.

        *If you’ve already entered our contest in the past and haven’t won, you don’t need to enter again. Your entry remains valid and you still have a chance to win.

        Don’t forget to watch out for next Friday’s email announcing the weekly winner!


        PLUS: When you have time…below are some helpful tools to support your success.

        1. The Free 12 Month Done-For-You Strategic Marketing Plan

        The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

        2. The Free Interactive Real Estate Business Plan

        The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

        4. The Become a Listing Legend Free eBook 

        This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

        Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here


        The Take a Listing Today Podcast


          One area of real estate marketing that can’t be ignored if you intend to enjoy long-term growth in your real estate business is Geographic Farming.

          Why? Because it alleviates the ongoing frustration of constantly chasing new commissions.

          You’re working strategically with a focus that will benefit you now and well into your future, ensuring you don’t end up like 85% of agents who continue to struggle.

          The secret to choosing the right geographic farm

          Adequate research is the key to locating the right farm for you and your business.

          Even if you find a geographic farm that you think works for you based on location and number of homes your research isn’t done yet. There are two more crucial factors that can’t be missed.

          Two Important Factors:

          1. Turn-Over Rate – Ideally you want a location with at least a 10-15% turnover rate. You can easily determine the turnover rate by dividing the number of homes in the farm by the number of homes that have sold.
          2. Competition – If you choose a farm that already has an agent who appears to have achieved penetration in that market, you will find yourself working much harder and longer to see any positive results. It’s preferable to find an area where an agent has less than 10% of market share. Or an area where a previously aggressive agent has slowed or stopped marketing.
          Time to Take Action

          Once you’ve chosen the perfect farm it’s time to take action.

          Get out and meet the people in this location (weather and restrictions permitting) It’s time to make your name, face, and brand as visible as possible, to begin the process of becoming identified as the neighborhood expert.

          Canvassing a neighborhood may be old school, but it also makes you highly competitive.

          In a market where so many agents are relying on email and social media to spread the word, walking your farm gives you a definitive advantage.


          Shown above, Holiday postcards. Mail first class by December 18th to arrive on time for Christmas. See more, HERE

          Your goal is to help people get to know you, like you, and trust you enough to do business with you.

          You can’t do that sitting in your office. In fact, statistically, it takes 27 contacts to create effective branding of who you are and what you do.

          In addition, to walking your farm, send out direct mail marketing at least once a month and call them at least once a quarter.

          A great marketing piece to send this time of year is a holiday postcard.

          Work Smart – Automate

          So, how do you free up the extra time your farm will need from you? By automating your marketing wherever you can.

          The perfect place to begin your automation is with a postcard campaign. This ensures you are in front of your homeowners consistently no matter how busy you get.

          More importantly, as the people in your farm become familiar with your face, they will begin to identify you as the real estate expert in their neighborhood.

          And, people choose real estate agents who:

          • Know their neighborhood
          • And, know how to get results in their neighborhood
          The Top 7% of Agents

          The top 7% of agents in the country have one thing in common – they have strategic, focused long-term marketing in place.

          They aren’t leaving things to fall through the cracks or living commission to commission. They’re following a solid, systematic plan to generate business utilizing a farm as one of their main areas of focus.

          So, join the 7% by getting started choosing your geographic farm. Then launch a Get More Listings postcard campaign and begin the process of branding yourself as their neighborhood expert!


          Right now, Geographic Farm Campaigns are on sale 10% off the first month!

          Shown above: Get More Listings postcard campaign, available in the FARM Campaign section. Learn More, HERE.

          To Launch a Farm Campaign,

          Hit the “CLICK HERE” link, below (from a desktop or laptop computer).

          USE PROMO CODE: FARM10 to get 10% off the first month of a FARM Campaign.

          Start now, CLICK HERE!


          Details: Take 10% off the first month of a FARM Campaign for a limited time (excluding tax, postage, data, EDDM. Sale ends at midnight Saturday, 12/18/21).

          Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you with your success.


          PLUS: When you have time…below are some helpful tools to support your success.

          1. The Free 12 Month Done-For-You Strategic Marketing Plan

          The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

          2. The Free Interactive Real Estate Business Plan

          The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

          3. The Automated Way to Become a Neighborhood Brand

          Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

          4. The Free Real Estate Mailing List Guide

          This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

          The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here

          5. The Become a Listing Legend Free eBook 

          This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

          Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

          6. The Free Online ROI Calculator

          This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

          Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

          7. The Free Real Estate Marketing Guide “CRUSH IT” 

          This image has an empty alt attribute; its file name is CRUSH-IT-Guide-3-d-298x300.jpg

          The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here

          While you’re online scheduling your Holiday postcards to go out, consider launching an annual Holiday scheduled campaign.