What You'll Learn
Geographic farming is one of the most effective long-term lead generation strategies in real estate — and one of the most poorly executed. Most agents send postcards and hope. This class builds the actual strategy: how to select a farm area, find the likely movers, and reach them with something more useful than a "Just Sold" card.
Inside Farm to (Closing) Table 1 Hr • #30672-RECE
- Choosing a Farm Area That Makes Sense — How to evaluate a neighborhood for farming potential: turnover rate, ownership tenure, price point alignment with your business, and whether you're competing against an entrenched agent or walking into open territory.
- ProspectNow — Finding the Right Homeowners — Live walkthrough of ProspectNow's predictive analytics: equity calculations, likelihood-to-sell scores, absentee owner identification, and how to pull a targeted list for a specific farm area.
- Black Knight Data — What the MLS Doesn't Show You — How to use Black Knight to surface off-market activity, track equity positions, identify investor patterns, and find properties with high probability of listing before they ever call an agent.
- Building a 90-Day Touch Campaign — What to actually send to your farm, how often, and on which channels — direct mail sequencing, social targeting by zip code, and the door-knocking conversation that converts better than any mailer.
- When a Farm Starts Producing — How long geographic farming realistically takes, what metrics to watch to know it's working, and the exact moment to double down vs. cut your losses on a farm that isn't turning over.