This document discusses farming as a real estate marketing strategy. It defines farming as picking a geographic area like a neighborhood and marketing to the residents at least 12 times per year through various passive marketing tactics. It suggests that for every 50 homes you market to in this way, you will get about 2 sales per year. It then provides examples of low-cost farming strategies like direct mail postcards for $0.50 each per month or door hangers printed online for $100 that can be distributed to 1,000 homes with minimal labor. The goal of farming is generating steady real estate leads and sales through consistent passive marketing over the long term in a specific geographic area.

1. Farming For Leads
and the mindset behind it

2. Today’s Discussion
1.Overall Theory Behind Farming
2.What Type Of Marketing Is It
3.Who Should Consider Farming

3. AND LATER………………..
Jeff’s Super Secret
Ninja Trick For
Effortlessly Door
Knocking With
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4. Your State
SOLD
SOLD
SOLD
BEST
EVER!

5. 1. Sales = $
2. Listings = More Sales = $
3. For Sale or Sold Cards= Listings = $
4. Generic Marketing = $
We Know That...
SOLD

6. What if a group of people heard about
every one of your sales and saw every
one of your “Sold” signs ,postcards,
and generic pieces of marketing.
Would they be more inclined to buy or sell with you?
What If?
SOLD

7. What if all these sales could happen within
walking distance of your front door?
What if?

8. THAT IS THE POWER OF
FARMING

9. “When we first started real estate, all we
were told is we are suppose to send
postcards to our neighbors” Joann Callaway

10. For every 50 people that you “touch” 12
times a year, you will get 2 sales.
Basics Of Marketing To Strangers

11. Ultimately, farming is just picking a
geographic location (a neighborhood, a
community, a block of homes) and
marketing to them AT LEAST 12 times per
year.
What is Farming?

12. What type of Marketing
is Farming?

13. Jeff Buettner’s
Super Secret Theory
Of Passive Aggressive
Marketing
g

14. Every type of marketing is either
PASSIVE
or AGGRESSIVE

15. Aggressive Passive

16. Aggressive Marketing
Costs Time
You Go To The Client
Generates Results Immediately

17. Costs Money
Client Comes To You
Generates Results Tomorrow
Passive Marketing

18. Aggressive Passive
Leverage

19. Passive
Money
Time
Leverage

20. Aggressive
Money Time
Leverage

21. What type of Marketing
is Farming?

22. Farming
Is a long term pursuit
Farming is a relatively passive form of
marketing

23. Farming, while it requires time, doesn’t
have to be TOO costly.
You can combine Aggressive and Passive
Marketing strategies.
For Agents On A Budget

24. Aggressive
Money Time
If it costs less money, it requires more
time

25. Let’s Take A Look At
Some Farming
“Strategies”

26. For every 50 people that you “touch” 12
times a year, you will get 2 sales.
Basics Of Marketing To Strangers

27. 1000 / 25 = 40 Sales A Year
1000 Homes, After A Year

28. More Common Form Of Farming
One Postcard Per House Per Month
Roughly .50 per postcard
For 1000 homes A Month
$500 A Month
$6,000 Per Year

29. Usually 1000 Home Minimum
Labor is roughly .15 per home or $150 per
1000 homes
1000 Door Hangers Roughly $100
GotPrint.com
For 1000 Homes A Month
$250 A Month
$3000 A Year
Door Hangers w/ Labor

30. 1000 Door Hangers Roughly $100
GotPrint.com
For 1000 Homes A Month
$100 A Month
$1200 A Year
****YOU DON’T HAVE TO DO 1000
HOMES*****
Door Hangers Free Labor

31. Jeff’s Super Secret
Ninja Trick For
Effortlessly Door
Knocking With
Unparalleled Success