Many of us are afraid to really get out there in our farms. Some of us don’t even have farms. For those of you who don’t know what a farm is, it is any area (physical or demographic) you choose to specialize in. Your farm could be high-end homes (although take it from me they are NOT easy to break into), a specific neighborhood, or a type of client (ie: attorneys). From what I understand a good farm to start with that will keep you busy is around 500. Yes 500. That’s 500 door knocks, 500 phones calls, 500 mailers…every month. I understand that it is best to try and make contact with each and every person 6 times in the first 6 months. PERSONAL CONTACT…that means face to face or a phone call not multiple mailings. Tom Hopkins writes that it takes 6 actual conversations before someone remembers you in their head as an actual person with a profession. It can be daunting at first, but if you stick to it and break it down to manageable amounts each day you really will feel like you have accomplished a great deal, and will begin to see the fruits of all your hard work!
As a relatively new agent I feel this is something close to home as I have experienced many of the trials and tribulations of consistent following up with my farm. My first farm was in a very well off suburb community just outside of Boston, MA. Beginner’s mistake. It took me less than a week to realize that this farm was not for me. Between doors being slammed in my face, doors not even being opened (and apparently terrified home owners unwilling to talk to me except through upstairs windows), home owner’s making it very well known I was not welcome there, and even one who saw me from across the street got in her car and sped away.
Are people really this afraid of someone going door-to-door; or are they just too wrapped up in themselves not to even bother? I left that first week in the business angry, disappointed, and discouraged. But then I remembered what many of my favorite “mentors” (I have only read about their success through books) said. All told me not to fear rejection, to keep trying, and to be persistent. I knew I wasn’t going to give up after just one week in the business. I didn’t go through 4 years of college with dreams of getting done and having a Real Estate career only to see it all go down the toilet. No; I was going to stand up and keep going. After all, what did I have to loose? One thing I can remember my father always telling me was, “My boy, what is the worst thing that can happen!” It’s true, what is the worst thing that can happen? Not much besides maybe getting yelled at and having a door or two slammed in my face.
I regrouped that first weekend and decided to focus on another area after listening to one of the training tapes my broker had given me. Two of the three speakers had had similar experiences; starting out in a farm that wasn’t right for them and having to re-group and find an area better suited for who they are. Ok, I wasn’t the only one, but that still didn’t make me feel great, but I decided come Monday I was going to push on. I decided on another area, very close to the original actually, but where I felt I would be more comfortable. That Monday afternoon trying to get out of the car took me 15 minutes to go door knocking in my farm. I kept thinking about how terrible it had went the previous Friday. I knew if I didn’t get out of the car then, I was never going to…so it had to be now.
I was going around with a survey to try and break the ice. First house, the man actually talked to me! What a relief! I kept going and before I knew it I was through all 25 homes for the day. I have been doing this for a few weeks now and have been having much more success in my new farm!
I know this story is quite long, but I wanted to tell everyone it, because I remember thinking often whenever I heard how someone had had much success in their farm; “yeah right.” Especially the first week. Now I can truly see what they mean by saying be persistent and don’t give up, because it will pay off! I plan on writing another blog post tomorrow about my system for farming and hope to get a lot of feedback from everyone who has been in the business longer than I!
Until Next Time!
Christian R. Heide - Real Estate Agent "Your Real Estate Advisor For Life"
1318 Beacon Street, Suite 16 Brookline, MA 02446
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