Lead Generation (Farming)

Many successful agents are changing the way they approach sellers - "Let's find your next dream home first, then we'll sell your current home". Same client, 2 transactions, easier process for the client, guaranteed 2 paychecks! No more contingent offer. Buy Now/Sell Later.

There are many people who still want to talk to someone on the phone before they tell you why they are calling. If you do not have voicemail set up or your voicemail is full many people will only try calling 1-3 times then move on to the next service provider. Have someone check to confirm the message and impression possible customers are getting when they do not get a hold of you directly.

When choosing a real estate agent, look beyond the usual promises. Ask how they plan to market your property, who they can reach, what networks they belong to, how they use video and social media, and how they communicate results. Experience matters, but so do strategy, resources, relationships, and follow-through.

“I don’t look good on video.”
“I don’t like my voice.”
“Nobody will follow me.”

How many opportunities do we lose because of limits we put on ourselves?

You can’t control who watches, likes, scrolls past, or what someone thinks about your content.

That part isn’t your job.

Your job is to show up, share your message, and give people a chance to connect with you.

Sometimes the biggest limitation is the one we create ourselves.

I was mentoring a fellow longtime agent today who had stopped doing things that once worked—farming, postcards, letters, door knocking—because she thought they might not work anymore.

It made me ask: What if what worked 20 years ago still works today?

Maybe the answer is combining those proven habits with today’s video, social media, technology, and AI.

Sometimes moving forward starts by remembering what worked before.

Tip: Meet More Homebuyers

One of the best ways to meet potential homebuyers is by hosting as many open houses as possible. Don’t just sit and wait for people—actively drive traffic! Promote the open house on social media, create videos, door-knock the neighborhood, and call or text your database.

Most visitors don’t know whether the property is your listing or not, so take ownership of the opportunity. Present the home confidently, know the property and neighborhood, and act like it’s your listing.

Every open house is an opportunity to meet people, build relationships, generate leads, and create future clients. Most importantly: follow up!

The Best kept secret in Real Estate is ASSUMABLE loans. Master this secret, understand the ins and outs and make this the reason people call you. Master something that MOST AGENT don't know, Every FHA loan and EVERY VA loan in the country is assumable......
I don't care what your bother in-law says or the agent next to you in the cubicle. This is a Federal law so MASTER YOUR CRAFT!

Make sure to never rely on just one lead generation source, always have at least 3. That way in case one dries up, you're not out of business.

The single biggest lever in geographic farming: consistency beats cleverness. Pick a farm of 200–500 homes and touch every household monthly for at least 12–18 months before expecting real ROI — most agents quit around month 3–4, right before it starts working.
Beyond that, the tip that moves the needle most: lead with hyper-local market data instead of "just listed/just sold" postcards everyone ignores. A simple monthly "here's what happened in [neighborhood] this month" mailer — new listings, pending, sold prices, days on market — positions you as the local expert rather than another agent begging for business. Pair it with a matching digital touch (a short video or post covering the same data) so people see you in two places, not just their mailbox.

Business Farming is esstential: Its about building meaningful relationships with other business professionals and exploring ways to work together to help each other grow. Strong partnerships and mutual support creates opportunities that benefit everyone involved.