Home : Blogs : Desiree Daniels : A Sit Down from "Soprano Land" by Desiree Daniels

So you want to know why I am a successful Realtor? ::EDITED::

Farming It’s all about consistency.

People ask me all the time if the market “shift” has affected me.

In general, I am working harder to close the same transaction. Overall, housing prices have changed but my marketing has not. Neither will my year end statistics.

Consistency is the key to my success. I farm every month like clock work. And every month, like clock work, the phone rings with Buyers or Sellers as a direct result of my mailings.

I hate to admit it but I am infamous famous in my farm area. I’ve been so consistent with my mailings that people know me from my photo. “Are you really Desiree Daniels” ….. oh please come on folks. I list and sell real estate I am not on stage singing to the masses. (Although I wouldn’t mind but I would surely be broke)

I know you are all saying “mailings, farming are all expensive especially with the market shift”. But, can you really afford not too?

Let’s look at logistics’. I mail to my farm which consists of approximately 2,400 homes. I create a monthly newsletter on legal size paper in publisher. Have it copied and folded at Staples . And Al and I label it ourselves on the couch watching TV every month. And of course, we use good old snail bulk mail.

I am going to estimate that the total for copying and mailing is about $700-800 a month. So let’s work with $750 as a month figure.

Now when I get a listing from this mailing, with the average list price being $275,000, let’s see how the math works.

$275,000 x 3% = $8,250 in commission earned.

Now lets take 700-800 per month x 12 months = $9,000

Than its safe to say that one (1), one little listing a year, from my mailing will pay for the mailing for the entire year.

My newsletter generates approximately $150,000 per year for me in commission. This is not to mention the buyer ends I receive from the same mailing. Many seller’s hand my newsletter to their fiends that are considering buying in my farm area as I am recognized as the local expert.

Now you tell me, Can you afford not to farm? I know I can’t. Budgeting is important; I set aside funds every year just for my monthly farming it is the backbone to my business. Its like paying for medical insurance. It’s a necessity.

I hope you take my FREE advice and get to farming……… and start yesterday!!!

And if anyone would like a copy of my newsletter, as simple as it is … drop me a note and I’d be happy to send it to you.

:::Thank you all for the support. Your emails and questions have been extensive. Rather than go insane, please still submit your request for the copy of the newsletter to me directly in an email.

All the specific questions and "stuff" you asked, I will do a follow up post this week...I promise stay tuned::::::

Good luck and happy farming!!!!!

Photo courtesy of flickr

Posted by Desiree Daniels on 07/07/2008 12:14 AM

Comments (159)

farming, marketing

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159 Comments on So you want to know why I am a successful Realtor? ::EDITED::

JUL

2008

Desiree:

Great post, I think you said it all it is consistency, that matters.

Good job. It is hard to be consistent, especially when it seems like it never pays off.

"I've been so consistent with my mailings that people know me from my photo"

That is the idea!!! I regularly get the comment. "I kept seeing your picture on the Internet. . . . "

I tell them, "That was my plan."

Love your ideas...where do you get content for your news letter...?? I know success is being consistant......and that is something I want to do.......love your advice...

Have to love question "what works?" = ) everything works but you have to do it! Consistency is the key in every business. Great post thank you!

Lorraine/Loretta - The consistency has paid off.... that's why I want to share. Well that is of course as long as your are not marketing in MY farm <grin>

Desiree~ I am NOT in your farm area so will you share your newsletter with me? Where so you get the information from? How long does it take you to write it?

Steve - people have to realize that farming doesn't happen overnight. Think FARM - crops... you have to plant them... water them and help them grow. I would say that you need at least 6 months before you truly see a profit. But don't give up!!!

Desiree - Right on! I tell our agents to have a plan and consistently work it. This isn't the time to rest on your laurels, and if you're working it you'll still see results.

Lenn - :) Great minds think alike!!!

Konnie - The majority of my content on the front is pretty stagnant except some home owners that want to run free ads. The back is all the current statistics. Email me if you want a copy

Desiree great post and I totally agree with you. This may turn out to be a great year for me maybe number one in 9 years. Farming works! I would like a copy of your newsletter if possible. Thanks

Consistency is the key in everything we do. You abviously have proved this point with your constent farming practices.

Desiree, good for you. That type of consistency DOES pay off, and everyone in my farm areas have my calendar on their refrigerator. Been doing that for the past seven years, consistently. Last year, someone called from my neighborhood with one of the older (meaning an older photo), and I sold his home. That ONE transaction paid for several years of sending that calendar out. ;-) This is just one example at how effective consistency has been for me.

Dez, don't forget to send a copy of your newsletter to your ever-obediant apprentice!

Sonja - Glad to be of help. Thanks for the support!

Vicki - content that is updated monthly is from the MLS and it takes about an hour to put it together once we had the original design

check your email........ i sent a copy to you

Good job, Desiree, you are a star in your market area. I did my farming for a few years by snail mail, now I do it electronically.

Desiree: You are right on the money with this one--it is sometimes SO difficult to get that message through to new agents. I will say though, that I order my farming materials online and have them mail it as well--It may be cheaper for you and give you one free night a month!!! Not sure but, the rates have seriously decreased in the past few years--it may be worth a look!

Congratulations on your continued success and keep up the 'clockwork'!!

I bet you'd be famous on stage too dez LOL!

Gretchen - I know... don't you want to just shake the ones walking around day after day with the negative energy and say " work people" do some!!

James - good for you keep up the good work. I'll send you the newsletter in an email - let me know if you have any questions on it

I use to send out every other month, and got two listings and two buyers. Had to stop, but need to start up again. Thanks for the tip. Would like to see what type of newsletters you do. I have publisher as well and can get them printed right here at home.

Desiree.... can I get your auotgraph? ;o) Seriously... so many miss the actual numbers thing. Just as it would cost $1,000 to $1,500 to start up a really good blog site and maybe $75 a month to host it. 2 deals a year pays for this easily..... in most cases, 1 deal as a realtor or a loan officer. It's just putting the money out that is what people fear.... but your main point, consistency. PS... can Al and you do my mailings?

jeff belonger

Desiree - Right on! The key is the consistency. Too many give up too soon. Or they get excited by something new that is working at the moment and neglect the basics.

JUL

2008

This business is all about consistency. Those that come to work every day, and do the things that work, will make it just fine in this business. I don't farm a large area like you, but I do have consistencies that I work on daily and monthly that bring me a very nice income each year.

Nice information and explained so anyone can benefit. Farming has been around for a long time and you show that it is still valuable.

Great post Desiree! I have three neighborhoods that I farm but I send them the large post cards. I would like to see you newletter though. Please send me a copy soon!!!!

Thank you!

Great post! I am going to look into doing a farm in my area as a mortgage pro. Thanks!

Desiree- I wish somebody would've told me this two years ago. Studies have shown that someone needs to have receive your newsletter/postcards/mailings at least seven times before people can recognize and remember you. Like you said key is Consistency. Great post.

Thank you for the encouragement Desiree! I am about to start a new program, and I will refer back to this post for renewed determination to keep going. I'm not used to doing this large of a program, but I see it working for others, so, let's go!

I would love to see a copy of your newsletter! How do I e-mail you?

Absolutely one must be consistent and keep in the game in order to make it. Good post. All the best.

Consistency is so important and so simple and yet so hard for many to accomplish.

Desiree,ng

You absolutely deserve all the comments. Excellent information and we all appreciate the time you spent writing it.

See you at the top... or from the top,

Cameron Novak
The Homefinding Center
Corona, California
951-212-7479

I have seen a huge growth in business without farming. I do a lot of local advertising and it has paid off so far. My next step is to do bring in the farming in that areas that I already have high name and face recognition.

Good points and it shows that you cannot not afford to farm.

Kristal - Thanks for the support and did I ever mention how much I like your outside blog.... love the whole look and feel of it

Terri - that's my entire point. The one transaction as much as we would like it to be profit sets us up for a year of marketing that is essential. Hope all is well with you

I never realized how much people rely on familiarity and name recognition. Your blog has inspired me to start a marketing campaign to increase sales.

Thanks for the inspiring tip!

Brian - Obedient? Its in the mail!!!! - Now go ice that injury

Missy- I always wondered how the farming would convert over to emails - Hmmm might have to call you on that one. Hope you had a great holiday

Debe - I would welcome out sourcing my newsletter but the content changes every month with stats from the MLS. Maybe its something I should look into ... I could probably do it on line and email it to a company. Do I deserve that one day a month off????

Of COURSE you do, sweetie! And, congrats on that little gold star! You GO girl!

Desiree,

All new agents should read your post. You can't do something just once, the consumer sees your consistency and they feel they can rely on you

Thanks for the reminder.... I need to get back to the basics,

That's pretty much what I try to do consistently...money is definitely an issue so some agents can't keep it up and that's unfortunate for some.

We work on sphere...mailing,gifting, partying, helping paint...giving contractor advice...been to the farm and gave it a good shot for a couple years...farms are not for everyone, everywhere and here it was a very bad crop.

I love the "start yesterday"

I see so many agents that send out a letter or post card once in a blue moon and than they are disappointed that it does not work. . .

You have to do it month after month after month

Anne

Consistency and time are required to make farming successful, congrats to you on how well you've done! A lot of new agents in our office try mailings for a few months, but get discouraged when the phone doesn't ring off the hook right away and they quit doing it, which is too bad.

good post..you have to be consistent..be organized and just do it!!

We have used the service for life newsletter for almost 2 years now. When is it time to change "the look?" One thing we could do a better job of is just listed and just sold cards. Do you use a company for that?

You are an expert, that is for sure. When I first moved to NC I called the top agents in CA that I had watch enter to market and become superstars to see what they did and how they did it. Every one of them said farming! Some things NEVER change...congratulatons on your success!

Desiree, I am a newer agent and I would love to read you news letter, may i have a copy?

Tuccirealestate@gmail.com

I haven't farmed for 2 years, so many people are calling to sell that I have more listings than I can properly manage at times....It's hard to maintain over 50 listings.

I would rather spend my time marketing the sale, finding a buyer ..this is where our market is weak.

When the market turns and listings drop to 25 or so.......Farm...Farm.....Farm

I know there is fear of other agents grabing the opportunity by farming but if you have the reputation of selling you have the nec. tool to capture the listing. Use data to prove your the person when the time comes and be selective of who's listing you take. Make sure it's one that will sell and the cycle will continue

Sally - On stage me??? No way sister!

Jeannette - I do mine in publisher its a format i swear i created 10+ years ago... I know it needs updating but hasn't been a priority. I'll send it over to you. By the way, Great job in the competition !!

I would love to receive a copy of your newsletter if you would be so kind to send it to me melissasall@remax.net. Great post and yes consistency matters.

As a new agent, this is the information and encouragement that I need to be successful. Thanks for the post. I started on my farm yesterday. How timely is that. I would love to see your newsletter. Please email me a copy. I really appreciate your enthusiasm.

You are spot on with this one Desiree! I sometimes need to remind some of my agent clients that in this "down" market, that consistencey is key, and now is NOT the time to pull back on marketing efforts. Once I help them crunch the numbers, they see that it is still worth it. They may need to work a little harder to list and sell than in years past, but that's they way of the real estate cycle.

You are right on the mark! When fewer homes are sold for less money...you also will have fewer Realtors involved because the bottom feeders drop like flies. Keep rocking!

Great post desiree. Do you do the same ad to the same farm each month? I'm sure you must mix it up.

Jeff - Al said no problem <grin

Steve - Thanks for the continued support I appreicate it

Hope - you certainly don't need to do things on the same scale that i do... but as long as you do something! Thanks for the input

Great post! I've been doing mailings of calendars yearly and although I do get the little coupon in the back that people want the calendar, I didn't get any buyers or sellers from it so I stopped. I'd like to do the newsletter but my fear was not having enough info each month to send out. I like the idea of stats on the back. Could you e-mail me a copy of yours?

Sharon Sapp

Sharon.Sapp@Century21.com

Thanks for the excellent post. I think a majority want a "just add water" business. They don't realize that time and consistency will get them exactly that. We just need to "add water" month after month to see the growth.

Desiree,

In addition to mailing, do you also walk your farm?

Hi Desiree: Great post! I think the key is to keep plugging. The opportunities are out there. The biggest mistake we can all make is to quit doing what got us to where we are. Take caree.

Paul

I agree that systematic consistency is key to your effort to really pay off. Great job!

I'd love a copy of your newsletter. I use Publisher, as well.

Where do you get your ideas for each mailing? Do you track the results? What system to you use?

John@JohnMcClintock.com

I started a community newsletter a few years ago but it fell by the wayside. Would love a copy of yours to compare styles. I think I need to get back to it soon. Thanks for the post.

I just decided to partner up with another agent in my office/farm to do this (figured it would be less expensive and better creativity with someone else). We are looking for ideas on format, content etc. and would totally appreciate seeing a copy of yours! Would you please forward to me at Barb@barblucas.com? Thanks so much!

Barb

Loved it! You are correct and i was wondering if you could foward me a copy of your newsletter and a couple of good location for "news" info for the letters. Thank you sooo much!

Nicole Tucker

Serving North GA

We do the same, what with mailing the newsletter (we use a canned customizable one, that is fun for the readers) email sendings, and more... it works for us, and I am sure it works for you... and your numbers are about right...

Do you use bulk mailing with your own permit, or do you user a service for the the postage? Just curious...

Good post...

Many seller's hand my newsletter to their fiends that are considering buying in my farm area as I am recognized as the local expert.

Thanks Desiree,

This is very interesting. I like your comment about consistency. There's only one agent left who still farms my neighborhood. He's become the area expert by default.

excellent post! Right on target. Any of us "sales people" should definitely apply your mindset to our market.

I email monthly newsletters and such ( the response from my clients and recipients are always encouraging)but I have been thinking of expanding to good old fashioned snail mail. Your blog just gave me the initiative.

Would love to see a copy of your newsletter to compare what content you share.

Thanks for sharing!

Thanks Desiree,

Very informative and useful. Many agents have given up with farming. This only proves it still works.

Rich

Hey there farming Queen! I have a question...what advice would you have for a fairly new agent (1yr in) who has been thrown under the bus by the market, and can't decide where to farm since all the seasoned agents are pulling out all the stops and there seems to be 0 areas left to farm? I have ideas that come and go, but I can't seem to find the momentum to continue some days! Also I would like a copy of your newsletter. I use my resources, and thats for sure! I am a full time agent in Nashville TN where the market is reported not to have put a hault on business, however I beg to differ. Any advice would help.

I'm happy your farming works for you. I've been debating whether to use postcards, etc, but am reluctant to use them. See, here in NYC, all agents I've spokent to say farming doesn't work here, so I never really did it. For the last few months I've been thinking about using just to see for myself if it really does/doesn't work. I will try it since some on AR recommend them.

thanks for sharing your story

Thank you Desiree for sharing your statistics on costs vs. return! People just don't believe that it can work. I am for one in the same camp as you. Consistency is the name of the game. Realtors kill me with all the monthly whining - like it's gonna kill you to put a couple of self-stick stamps on an envelope to your past clients!! Give me a break already folks - no licking even involved now!

Please sent me a copy of your newsletter. I'd love to see what kind of stuff you write about on a regular basis. As for me, I do beleive in farm and you method of mailings. IMHO, I don't think any agent can "farm" an area over 500 homes - but, you can bliz 2500 with snail mail pieces.

My office has sliced and diced the farm areas and I don't like the areas that are left - so I am planning a new plan of attack. A copy of what you mail may help.

Thanks

Gregory Bain

www.Ask4Greg.com

405 Route 9 South

Little Egg Harbor, NJ 08087

NJHomes@Ask4Greg.com

609-294-8718

Just to let you know it's beautiful in Arizona right now. We don't generally worry about floods, hurricanes, toronados or other natural disasters. Of all the places in the US, this is one of the best for weather. Even the Summer heat feels good on the bones.

I truly enjoyed your farming article. Please send a copy of your newsletter to me. I work areas of Gold Canyon, Mesa, Apache Junction, Gilbert, and Chandler. Lots of people are still moving around this area, so the farming would definitely work here.

Sarah E. Wood, Prudential Arizona Properties, Gold Canyon, Arizona 480-983-1000.

sarahewood@cox.net

Desiree, do you wish you hadn't offered to email all those newsletters out? i would love a copy. i'm in California. My email is totsuka@comcast.net. thanks.

It took me a whole year to put everything together to do a newsletter and then our market kinda tanked and now it is on hold. Instead I dug my niche out on the internet because it was free. You are the head cheerleader and put it all into perspective! It's on like donkey kong!

I am a one year old agent that is about to make the transfer from juggling my full-time job working as an admin assistant for a real estate appraising firm and being a realtor to just being a realtor full time from now on. I need all the help I can get. Can you please send me a copy of your newsletter? That would be just what I need to get started. I do not farm your area for sure! I can not afford the high costs of this but I am sure there are things I can do to avoid some of the costs hopefully. Thanks for your encouragement and for all the comments on here as well. This blog active rain really does rock and I am glad to be apart of it. I look forward to hearing back from you and getting the newsletter. Thanks so much!

erin.shawver@powersoldit.com

You are a smart girl!

One of the reasons I follow you so! Glad to know ya!

Nice post and so kind of you to share your knowledge!

Hi - this was a great blog - i have one question, though. I have been farming my area for almost a year now and have had one listing from it. (i have sent out something on a monthly basis) - when do you really start seeing the results from it? Or do you mine your database further? My farm includes 750 homes

I think another key word to add is discipline. To be consistant you must be disciplined.

I mail branded postcards 2 times per month for about 10 months now. I am starting to se the results. I spend alittle more than you and have had not as good results but what else would I be doing? Propecting, cold calling-no thanks. I love it when people call me like they've known me forever. Even other Realtors recognize me! One quick hint though in order to see real results you need at least two exposures a month for about 6 months sent to at least 1500 homes with a minimum 5% turnover. Now adays your lucky to see 2-3%. Anything over 7% may indicate something abnormal is driving that market so be careful. Send me your newsletter!

Great post! Thanks for the motivating story! It's great to know that constistency does work if you stay consistent. :)

Wow!

I love your Blogs!!! Keep them coming.

Please send me a copy of your news letter. Great Blog!

lrtrillo@optonline.net

Thank you for your great Blog.

I would like to have a copie of your news letter . My e-mail is : irynadalton@ccaronline.com

Thank you.

Excellent post. We also have newsletter- well it's work in progress- we too include a market report/statistic page. We would love to see your newsletter for comparison. rita@kennarealestate.com

Great job on your farming:) ~Rita and Brian

Consistency in all our marketing efforts helps keep the peaks and valleys away...no matter what the market. Consistent attitudes. Consistent follow-up. Consistent blogging. It's all working together. I hate meeting new agents that think all they need to do is farm and that's it. There is so much more to it than mailing out something. You need to preview the neighborhood listings. Know the neighborhood HOA. And I'm sure that's part of what makes your famring so successful.

I would love to have a copy of your newsletter mregrl@msn.com

Desiree, I admire your consistency. It's not really a secret; most of us already know. The real secret is to keep doing it!

Great info -- send me your newsletter -- I know it must be great!

Desiree,

Great thoughts on your keys to success! On the same note, I came across this blog the other day, and I wanted to get your thougts on it:

www.HowAgentsMakeMoney.blogspot.com

Loved your post Desiree. Can't help wondering how many more calls you would get if you did a short video and drove the buyers/sellers to it via a link to your active rain page?

Good for you! Staying consistent is the smartest thing. It's when agents do something for 3-4 months and then give up! Good job!

You have a good point. You've obviously done your homework on how to farm correctly. Knowing your numbers makes a difference. Is that you're only marketing arm? Do you have a means for pinpointing the ROI from your farming efforts?

I would like a copy of your newsletter

www.cbhomez@com

www.cbhomez.com

I would like a copy of your newletter.

www.cbhomez@yahoo.com

Very good advice. Consistency is key to success.

I would love to receive your newsletter each month. Please forward at your convenience.

Thank you for sharing your way of doing things.

Desiree- good for you- there's somethong to be said for consistency. Three years living in my house and I've only received one postcard from a real estate agent, and she sells real estate in Arizona- hello:-)

I've been getting noticed more and more..."hey you're that real estate lady!" so I must be doing something right! You are absolutely correct about farming. It works and you have to be consistent. Famous Dez, you rock!

Great topic and points Desiree! I agree 100% with your strategy.

Dez- nothjing to add after 105 comments...but I did read your whole Post, and loved the math lesson :) It's true for sure.

Desiree, thanks for the wonderful information. Its inspired me to start farming in earnest. I would love a copy of your newsletter as well.

elaine@sellahomebrooklyn.com

I would love a copy of your newsletter as well:

webberteam@aol.com

Thank you so much for sharing!

I have people asking me why I'm late with some postings... Of course, I'm not where you are yet.

And people will pay me NOT to sing.

Desiree - WOW, 110 comments - this deserved to be a featured post but I have not even looked, just trying to catch up in the "rain" from my vacation.. What an awesome post !! Your "farming" works for almost any business, so I have to get busy.. Do you also send email newsletters/? or do you have better results with snail mail.. God bless,

Great post. I want to do something like this for my virtual assistant practice, but I'm not really sure what kind of information to include in a newsletter to realtors and investors. What kind of information would you be grateful to receive every month as a realtor? Hmmm, maybe that's my next blog post...

I'm not at all surprised that you do well with farming, Dez! I farmed a dead end community for over a year with no results, so I gave it up. However, I've been doing an e-newsletter for the last few months that has resulted in a couple of listings, which more than pays for the service that tracks results for me. So, I guess I'm still farming, just to a different group now. The nice thing is that once you have the format down, it's so easy to just do it!

Desiree, can you please send me your newsletter at mhall@lwrmail.com . I did a newsletter one time. It took me so long to do and I did not get a response so I haven't done it anymore. I am also new, so even though your math makes sense it is something I don't know if I can still do because...well... if you don't have the money, you don't have the money. But maybe I can farm a smaller neighborhood and see if I have any success with that.

Desiree, I also farm (not nearly the numbers you do), but here are some ideas if you are farming a smaller area that won't break the bank.

Cup of Soup with "Have a Souper Day" and a business card
Packet of "Forget me Not" seeds
Flags on 4th of July (there was a whole post on the appropriateness of this, so use your judgment)
Sports calendars that stick to the mailboxes (30 cents a piece); email me if you need my supplier
Lottery tickets that say "Lucky to Know You"

I guess the point is to find creative ways to farm an area. And above all have patience. It took me almost a year to get my first listing in my farm neighborhood. But now I get about three to four listings a year and usually they buy from me as well; if they aren't relocating to another state.

Thanks for posting this. We all need to hear it, and DO it! I'm a Denver stager and decorator and can benefit from this advice as well. I "farm" real estate agents close to me, but I'd like to start sending to the general public to find sellers as well.

Great advice! Thanks, Debbie Fiskum, Perfect Transformations, www.ptstaging.com

Hey Desiree,

The flood gate is open; can you email me a copy of your newsletter too.

teresa@teresamharris.com

Thank you!!

JUL

2008

Great topic. Do you door knock your after sending your mailer?

Thank you so much for the encouraging post! I am also striving for that consistency!

I would also love to see your newsletter: jb@castlehomesandestates.com

Much appreciated!

JB Brookman

Castle Homes and Estates

I send out a newsletter quarterly to about 300 people. I have not had the results like you. Maybe I need to be more consistent with my newsletter.

Hi Desiree,
What a wonderful post! This should be a must read for all new agents. Success does not come without a plan.

Great post! Would love a copy of your newsletter! Thanks!

Nice post Desiree, cannot remember how many agents I've spoken to who will not put up $50-$100 dollars to set up a web site. I realize it's not the same as a newsletter, but, the point is you have to start planned spending somewhere. Many of them are waiting for someone to stumble into their lap (and we know that aint happening!)

Very nice post, Desiree! I speak to agents all day long that are willing to do anything BUT invest in thier business. I wish I had you on my network!

Great post about consistency. I agree and farm also, I mail and also walk my farm and deliver the newsletter. I provide updated real estate information (market trend, statistics, etc) as well as current news.

Desiree- Sending those mailers is so important to an agents success....most don't realize the benefits and give up after month 2!

Desiree - talk about investing for success while not all will have the success you have had perhaps because they do not have the cash ... all they have to do is adjust the numbers so they are comfortable with the outlay

Desiree - great post. I have been working my farm since starting in Real Estate about six months ago. I've already had one closing from a postcard mailing, so I'm putting some of that money back into farming. Now I seem to want all the listings. How long did it take you to become famous in your area?

WOW - HOWEVER AM I GONNA RESPOND TO ALL THESE COMMENTS !!!!!

Anyone from yesterday that didn't get a copy of the newsletter that requested it.. please drop me another note and I'll get it out too you. I am still working on today's list and my follow up post.

You are right prospect, prospect, prospect. Keep the pipeline full and at least a few drops will flow through!

Hi Desiree,

Great post. We'd love to farm, but we are still trying to determine which area we really want to farm and then there's the whole cost issue. We're taught to lead with revenue and look forward to when we can do that.

I used to sell new homes and just left that at the end of March. We did a mailing to all the people whom I'd closed a home with that made it into the database and weren't unhappy people to deal with - about 100. We used a font that looks like handwriting and self stamped them. We've gotten a listing appointment from it, a commercial deal, several people asking me to keep in touch with them and their pledge for future referrals, and 2 buyer side deals from it. Not too bad from one mailing to a very select market.

We do send out a newsletter right now, but do it electronically. We have software that produces the newsletter content for us and then we can add to it, if we'd like. We also stay in touch with helpful information one other time a month - like in June it was about how you can check this website before you go fill up on gas and find out where you can get the cheapest gas in your area. (Type in www dot gasbuddy dot com to look for your area.) I'd be very interested to find out how to get e-mail addresses of a farm database. The statistics say that your peeps will forget about you in 16!!! days. So, consistency is sooo important.

All the best.

Hi Dez! Great post. Instead of sending me the newsletter, will you send it to my farm? Thanks, sweetie! HUGS!

Okay, I am a convert! I have been mailing to 100 homes a month. I think it is time to at least quintuple my efforts!

Dez, I totally agree with you about consistency and doing whatever works for you on a steady, consistent basis. I'm working with my sphere of influence, and since I pulled it all together in the early part of Makeover2Takeover, the results have been pretty stunning. For you, it's farming. For me, it's been schmooze calls and notes. Consistency is just freakin' magic!

JUL

2008

I would love to have a copy of your newletter. Maybe some of the things you talk about will help me in my area. Thanks teamrmtm@yahoo.com Tracey

I agree to be consistent, even if it is a small area like 500 homes. Once a month is the same that I do too. Also I pair up with a few lenders and split the cost for the mailings.

Hi Desiree; I am a new realtor in Brandywine Md, and I would love to see what you send out to your farm area! my email is mwallacester@gmail.com. I am also on active rain. Thanks so much in advance. mw

All marketing all the time that is the key to any business. I'm a newbie but I'm learning. Great work Desiree. I'd love to see your newsletter.

Great advice Dez, constant contact is a great thing. Do you try to gather email address's also?

I cal lit the ABC's of real estate, good job.

Steve

Hi Desiree-Farming is one of the best tools if you are consistent and that is definitely the key! Great post and awesome sharing! Who knows may create another generation of successful REALTORS!

Desiree, I would like a copy of your newsletter also; I am not in your farm area:) I've been sending newsletters for awhile and would love to compare it with yours; may be get new ideas... Thanks.

I am so not used to my listings not selling quickly...and I don't like it one bit :)

JUL

2008

This is good information. The price you quoted was less than what I was quoted for less numbers. I did not think of printing legal and folding. That is a good idea. I really like that idea. I plan to start farming soon. I will not say 2400 but I will start and increase over time!!

Desiree:

Can you email a copy of your newsletter to me @ erealtor2000@yahoo.com. Thanks very much.

I would also like a copy of your newsletter via email, pretty please:

andrea@millsrealestate.net

JUL

2008

Hi Desiree, since your latest post was featured you're probably getting inundated all over again for copies of your newsletter... including my request, please

kathyanderson(at)kenmeaderealty.com (you'll need to replace (at) w/ @)

Thank you!

Now more than ever, we have to stay focused and keep doing the work. You may not see the harvest right away, but it will pay off. Those of us that weather the difficult times are the ones that stay in the business -- and yes, consistency, even when you don't feel like it, pays !

Can you please email newsletter at contact@garypedia.com

Thanks

PS: Earn Extra Income: Get FREE list of Broker Price Opinion(BPO) & REO Companies

Thanks for the reminder about the importance of farming. Our KW office is really pushing us hard to do this and I'm about to start for the first time next week.

Michael Carter, Realtor

421 SE Main Street, Suite 201

Simpsonville, SC 29681

www.beachboyrealestate.com

Hi, Great information! Question, I've lived in a Condo complex of about 750 units for 1 1/ 2 years and I have only received real estate marketing item 3 times from 3 different companies. But about 20 units have sold and currently 10 units are for sale. Would this be a great farm to work? Also can i walk the farm to get started instead of mailing? And may i please have a copy of your newsletter? My e-mail address is vyates@laffey.com Thanks again

Hi Dez, I'm a little late to the party on this one. Consistency is SOOOOOOOO important. AND it doesn't even matter so much what you do. In fact, I bet you could do nothing more than stick a biz card in an envelope and mail it to the same 2000 people every month...for ever and get enough business from it to support a family. The problem many make is trying something for 6 months and then stopping because it hasn't paid off.

My expired letter is the perfect example of consistency. The letter's just OK. What makes is work is that I mail it out every day to every expired in my market and I have been doing it for 10 years!!! The act of "just doing" is very powerful.

Very good post Dez.

Hey Bryant, Your idea sounds simple and do-able. I will take you up on your bet and do the business card in an envelope idea. Thanks for the idea! Vikki

JUL

2008

I too am an avid fan of mail but farm my client base not a geographic area. Can you tell us more on how you picked your farm area and show us axamples of your monthly newsletter. Thanks for the psot and looking forward to hearing more about your success.

JUL

2008

I just returned from vacation and saw your post. Please send me your newsletter, I would love to look at it! Thanks for your excellent advice.

shannon@shannonsellshomes.com

JUL

2008

Desiree, the nail you hit on the head is "consistancy" even if you do not mail, maybe just blog. You need to be consistant. Good job with this post.

AUG

2008

That's Fantastic! I think it's very important to know our sales #s vs. expenses #s and I appreciate you breaking it down. Like anything consistency is key in any business.

Cheers,

Cindy

ps. it was great to finally meet you in person at rebarcamp!

AUG

2008

I'm glad to hear you don't focus 100% of your time just on the internet. I think balance is key. I spend a lot of time monthly on my newsletter in my neighborhood and everyone loves it!

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