There is a term that many Real estate agents use when building up their real estate community. The term real estate professionals are using is “farming”, which implies growing something of course. But this is not talking about plants or crops, this is growing the real estate business within range. Just like a farm, you pant the seed, nurture the seed, and then watch it grow you would have the same concept in real estate. You connect with your potential clients, you nurture by marketing to your customers, and lastly reap the rewards in commission. With farming, there are multiple ways you can nurture your audience such as direct mail, knocking door to door, postcards, Ads, blog posts newsletter, emails and many more.
The Farming Plan
First thing is first, always plan out who is your target audience. Don’t just jump right in and start spending money mailing out letters and postcards. I mean it would be nice to start getting the ball rolling, but just keep in mind that it is not going to be a very good return for your money for all of the time and money invested. Just like any other company or corporation does, plan out the marketing for your farming.
To Learn about other real estate listing strategy, see our real estate listing seminar.
How do you identify who your target audience is?
It is so much easier said than done. However, you will be spending money marketing, you always have to look at the demographics of the subdivision. Remember there might be a price difference between the houses you sell in one neighborhood compared to the next. That is why it best to do your demographic research before you start marketing the wrong message to the right audience.
By Knowing Who Your Market and What Will Work
When you know the area you service in, it is easier to send the right message. Questions you should keep in mind next time you reach out:
- Who are they?
- Are there other commonalities other than just where they live?
- Is the are full of millennials or retirees?
- Are the residents empty nesters?
If there is a mix of all of these questions, then you should consider a general marketing campaign. Don’t go too crazy on filters though, and just choose from groups that are young families and mid-life career. No matter what you find in common, the one thing everybody always wants to see is their home selling in the market for a great price. Even if they are not thinking of selling you are planting that seed in their head. So by the time they consider the sell they will automatically think of you.
How can they assure you will sell their home for the right price?
Provide them with the information they cannot deny…statistics. Stats will prove that you are a local expert when it comes to selling homes. By sending postcards, letters or emails that prove that. Below are examples you can use for your next batch of letters and postcards.
Sell Your Home Quick!
Hope you are finding yourself well in the beautiful city of [add city]. I noticed that you are trying to sell your home for the best rate possible. I like to take a moment to introduce myself, as a [Broker/Agent/Realtor] that is very familiar with your area.
I have completed many successful sales in the vicinity of your home and feel certain that I can help you accomplish selling your home.
I would love to have the opportunity to sit down with you to present a marketing plan that I know will produce great results for you. Please call me on my cell phone at [Your number]. Having viewed your previous listing and your property, I am certain that you will be satisfied with the outcome of our meeting.
— Sign line —
SELL YOUR DESERT HOME TODAY!
CALL AGENT AT (888)888-8888.
NO more worries how you are going to sell your home.
ALLOW me to help you sell it!
Listing Agent – Good Afternoon, May I please speak to Mr. or Ms. Homeowner
Homeowner – Yes, that’s me
Real Estate Professional – I found that you are trying to sell your home in the area. The purpose of my call is to offer you my professional real estate services.
My credentials are I got my degree in [your degree] from the University of [your college].
[ i’m the number one agent or I closed xx deals in 2017 or I was awarded #1 agent by the mayor last year ].
If there is anything that I could do for you, you can rest assured that you will receive 100% my personal attention.
Contact me if you need any of the following real estate services:
Real Estate Best Price Offers
Real Estate documents from the county recorder
Real Estate transaction questions
Real Estate general questions
Do not hesitate to contact me. I love helping in any way that I can Homeowner – [wait for a response – I will keep your contact info handy]
Real Estate Professional – I will keep your contact info handy, thanks for your time
Homeowner – that would be great
Real Estate Professional – It’s settled then. We will talk soon!
Once you finished talking to your client, you have to send a postcard right away. The postcard will arrive sometime later in the week. It is good to send them a postcard to add a visual. You want to make sure you keep the communication alive, so by sending them a postcard, it will help them really consider your real estate listings services.