Reap the Rewards of Farming

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Reap the Rewards of FarmingFeaturing Andrew Johnson

Host: Jennifer TervoMarket Leader Trainer


• Farming basics for real estate agents

• Finding the right farm for the results you want

• Strategies and ideas to farm your area

• Q&A with our featured guest

The Plan for Today…


• Licensed Realtor since 2004

• Co-founded Touchstone Realty in 2010

• Been farming since 2002

• $100 million in sales in the last five years

• 750 transactions in the last two years

• #24 in REAL Trends Top 250 sales professionals

• Creator of the DREW System

Welcome Andrew Johnson!!

Andrew JohnsonTouchstone Realty


Planting the Seeds…


Farming is not instant money.


• Farming is an investment of time and money

• 20% of marketing budget should go to your farm

• Find new ways to do similar things—within your means

• Never quit, or someone else will harvest your farm

• Make adjustments, not excuses

Budget


• Planting seeds on someone else’s land

• Allows you to stay top of mind

• Your farm is your referral engine

• Location is key

Farming is Building Relationships


Finding the right farm.


Step 1: Size


• One percent production out of every 100 homes

• 500 homes in your farm can lead to 5 deals a year

• Set a goal for yourself based on your farm size

What are You Comfortable With?


Step 2: Selection


• Proximity– Make sure it’s close enough to relate to the people living there

– Select an area that’s easy for you to get to and from

• Don’t get too specific– Some niche markets can spread your farm out

– You want localized and consolidated

– Think of it as value in bulk

Pick Your Perfect Farm


• Subdivisions are great, but think of other great farms:

– Golf course communities

– Waterfront Neighborhoods

– Communities with shared hobbies or interests

– Condo/Townhome Communities

– Homes near your child’s school

– Gated Communities

Think Outside the Box


Find Riches in New Construction


• Assume no one is there

• Outthink and outwork them

• Stay consistent!

What if my Desired Farm is Taken?


Effective Ways to Farm.


• Host get-togethers for your farm

• Let them get to know you

• Make sure there are no hidden ‘catches’ to attend– Summer BBQ’s

– Office open houses

– Community yard sales

– Coffee socials

– Car washes

Get Social


Think Outside the Box

SeasonalPumpkins for Halloween

Plant flowersChristmas tree pick-up

Shovel snow

CharityToy drive

Clothing donationsFood drive

Disaster relief

HOA’sBe the preferred realtor

Let them go to bat for you


No HOA? Use the “Nancy Theory.”


Leverage Technology.


• Visit your farm regularly & talk to people

• Become their real estate resource

• Host a few get-togethers each year

• Build lasting relationships & reap the rewards

• Let your farm be your referral engine

• Commit to consistency!

Maintaining Your Farm


Reap the Rewards of Farming.


• Farming is not instant money; it’s about building relationships

• Expect about 1% production out of every 100 homes

• Maintenance is an essential part of farming

• When selecting your farm:

– Think consolidation and proximity

– Be sure you can relate to the people living there

– Set a goal for your farm

Planting Seeds for a Successful Harvest


The DREW System

• The Ultimate Real Estate Survival Guide

• A comprehensive series of eBooks

• Aimed to help agents discover and maintain success in real estate

• Designed to un-complicate the real estate industry

Want More?

www.DeliveringRealEstateWealth.com

http://www.deliveringrealestatewealth.com/