Reap the Rewards of Farming
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Find the recording for this webinar at http://learn.marketleader.com/display/learning/Reap+the+Rewards+of+Farming These are the slides for the webinar, "Reap the Rewards of Farming," where we dig into how farming can bring remarkable results to your real estate business. By following the insights presented in this webinar, you soon could be planting seeds for a bumper crop of leads! Andrew Johnson, a superstar agent with Touchstone Realty, West Virginia, has over a decade of experience using farming to grow his sphere. Join us as he explains how some of the best practices for farming neighborhoods are similar to those for raising healthy crops—including choosing the best soil to begin with!
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Reap the Rewards of Farming
- 1. www.marketleader.com Reap the Rewards of Farming Featuring Andrew Johnson Host: Jennifer Tervo Market Leader Trainer
- 2. www.marketleader.com • 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…
- 3. www.marketleader.com • 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 Johnson Touchstone Realty
- 6. www.marketleader.com • 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
- 7. www.marketleader.com • 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
- 10. www.marketleader.com • 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?
- 12. www.marketleader.com • 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
- 13. www.marketleader.com • 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
- 14. www.marketleader.com Find Riches in New Construction
- 15. www.marketleader.com • Assume no one is there • Outthink and outwork them • Stay consistent! What if my Desired Farm is Taken?
- 17. www.marketleader.com • 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
- 18. www.marketleader.com Think Outside the Box Seasonal Pumpkins for Halloween Plant flowers Christmas tree pick-up Shovel snow Charity Toy drive Clothing donations Food drive Disaster relief HOA’s Be the preferred realtor Let them go to bat for you
- 19. www.marketleader.com No HOA? Use the “Nancy Theory.”
- 21. www.marketleader.com • 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
- 23. www.marketleader.com • 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
- 24. www.marketleader.com 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
Editor's Notes
- Jenn
- Jenn
- JennAndrew Johnson has been riding the same real estate roller coaster as most folks in the industry in recent years—but he's made a lot of money in the process. He's a one-man/one-assistant operation with over $100 million in real estate sales in the last five years, with an average of over 300 transactions a year.Andrew was also named #24 in REAL Trends top 250 sales professionals by transaction sides, and created the DREW system. Andrew, you there?[I will go over bullet points, and then hand it over to you to tell us a little more about yourself – Feel free to lead into the DREW System towards the end of your intro, and I will go to the next slide]
- Jenn introduce slide, then hand off to AndrewCore Concepts of farmingWhat is farming?How has farming impacted your business (dollar figure attributable to farming?)How long have you been farming? Anecdotal farming story?
- Examples of cheap strategies?Starting off is most expensive – Maintenance is much cheaper
- It’s an investment of time and money
- Jenn introduce slide – Then hand off to Andrew
- GOAL: 10% of business comes from farming(sell 100 homes, 10 of those come from farm)10% in 24 months
- You wouldn’t plant ten acres of corn in twenty half-acre sections all around town would you? You’d spend every waking hour in transit, and get nothing finished. Your crop would suffer and you’d harvest little or nothing. It’s common sense, but that doesn’t mean people practice it.
- Townhome subdivisions (high density)Apartment complexes (tenant to homeowner)
- Find new construction/community that is being builtRecognize your limitations—you’re not going to out-advertise these giant companies, so saddle up next to them and become an honorary member of the teamGet in with the builders’ buyers agentsOften people sell their home first, so be that agentRecognize your limitations and adapt
- Act like they’re not there
- Jenn introduce slide, then hand off to AndrewFarming strategies
- Door knocking – Once farm is established only – They should know your name and face
- Everybody knows her and talks about herYou’ll know when you see herReal estate revolves around change – If there’s no change in your life, you’re not buying real estate
- Create a blog, a website, a social media page, a podcast, a twitter handle. (And don’t be a clown—keep it smart and relevant. No one cares about your dog sleeping upside down on the couch, or that you were just seated at Outback.)
- Offer value – Market value / Market concerns (people don’t understand real estate – It’s daunting)
- Jenn Recap intro
- JennLeverage technology, but farming should be personal too
- DREW