Sometimes, we can all make the business of sales far more difficult than it has to be. We spend too much time bogged down with unproductive activities (80%’ers). We often focus on Rainmaking by grinding it out on the phone or otherwise working on prospecting projects that are not exactly fun or can be down-right frustrating. Giving 100% of your focus to these approaches can shorten your career by years. Besides, it’s not exactly the best way to have a passion for your profession. Why not take a little time to have some fun by playing to your strengths. Most agents are social creatures by nature. We enjoy spending time with people and most of us have a pleasant disposition. Exploiting those strengths can be fun, especially when you’re focusing and inch wide and a mile deep with a farm area.
Up to 10% of the residents in your farm could be moving each year. If you have a farm of 500 residents in a neighborhood, that would mean there are 50 opportunities for listings in your farm. The agent that gets the most exposure, or the one that is the most well-known, respected and liked, is the one that is most likely to get the lion’s share of the business. Why not be the top agent by becoming the Mayor of your Farm Area, and capture as much as 50% of the opportunities within your area?
What we mean by that is, why not be like a politician and get to personally know the people that are in your Farm area, just as if you were running for office? This can be done with a variety of socially enjoyable strategies. Listed below, are some examples of how you can become the best known agent in your farm:
- Drive through your farm every day – When you pass a resident, stop, say hello and introduce yourself. You should have no particular motive other than to get to know the people you want to do business with. You’ll be surprised at how much business just being friendly can generate.
- Attend social events in your farm – This is another great way to get to know residents and stay visible to the people you already know in your farm. The subject of real estate always comes up. You can be sure of that. And once again, you’ll be pleasantly surprised at the opportunities you stumble into.
- Be a Country Clubber – Play Golf or Tennis. This is great way to have fun and increase your sphere of influence, even if you’re a lousy player.
- Host a Neighborhood Party – If you live in your farm, why not host a barbecue and invite the neighbors? Having dinner with your neighbors can be very endearing, making it uncomfortable to use another agent for their real estate needs.
- Hand-Deliver Invitations – When you have an open house, go door-to-door hand-delivering invitations to the neighbors. You’ll get to know them even if they don’t attend your Open house.
As you can imagine, the list goes on and on. All that glad-handing (just like a politician), will lead to a substantial number of new opportunities. There is never a better time than the summer, to get to know your farm!