Real Estate Farming Basics

Finding a Farming Area

Find Your Market Niche

Basics for Farming in Real Estate

Step One:

Choose an area where you would like to work. A subdivision with 150-250 homes is best.  Before you decide on a specific area, check MLS for activity. Make sure it is an area where people are moving in and out of. Make sure the days on market are fairly swift too.

Step Two:

Create a database of homeowners in your area. Grab the names from tax records and put them into your database system. You can use Microsoft Outlook, Top Producer, Wise Agent or there are a multitude of options to choose from.  You could also ask your favorite title agency to put a list together for you, but you would need to be able to transfer the names into your own database system. Eliminate other Realtors that live in the area if possible.

Step Three:

Kick off your farming campaign with a season-appropriate postcard or other mail-able piece. For the end of the year or just at the beginning, calendars are a good idea. Towards the middle of summer you might send a football schedule. You can buy these type products from a company called Magnet Street and they are ready to go, you just need to stick your business card to the top.

Step Four:

Send a mailing out every thirty days for three months.  Then send something out every other month for the next nine months. After the first year mail something four times a year and also your own Just Listed and Just Sold announcements of neighborhood properties for sale and sold. Your title marketing representative will make some of these things for you and even mail them out for a cost that is cheaper than what you would pay.

Consistency is the key. It is necessary for each home to get to know you are the expert in their area and to have your face and info right in front of them when they need it. You should start to see some activity from your farming in about six months.

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