How to Build a Kick-Ass Geographic Farming Campaign

Technology continues to enhance "old school" forms of marketing, like real estate postcards. People are also continually coming up with new, innovative ways to grab the attention of homeowners and turn them into clients.

So how can you build a kick-ass real estate postcard marketing campaign? There are actually lots of moving parts to this, but today I'll share three critical steps that are the foundation of your campaign. These steps are so important that they will literally either make or break your campaign.

STEP 1: Pick Your Area and Love It

There is a question we get all the time: Can you pick a farm area for me that will work? The answer to this is always NO. First off, you are going to spend a very large amount of your hard earned money on this farm area, getting your marketing ramped up and getting to the "results stage" of the process. That alone is reason enough that you should NEVER depend on someone else to pick a farm area for you.

Besides that, in addition to the obvious things such as turnover rate, how many homes are in the area, and whether or not there is a specific agent that is doing the lion's share of the deals, consider if you "truly love" the area you will be marketing to. As the saying goes, "If you do what you love, you'll never work a day in your life." The same holds true for your real estate farming. If you work in an area you believe in, in an area where you love the homes and people, you will excel. You will better market yourself, better represent the homes you are selling and therefore do a better job for your clients. It is human nature, and it will position you for success.