2. WHY DO WE CALL LEAD
GENERATION “FARMING”?
What do Farmers do?
3. Know Your
Crop! (Target
Market)
Who is your Target
Market?
• 1st time homebuyers
• 2nd home buyers?
• Suburban Millennials*?
• Horse properties?
• Down-sizers looking for 55 and over
communities?
• Cash buyers?
• SELLERS???
• Sci-fi fans?
• Boaters?
Do you market the same way to all these
people???
*
4. Exercise: Picture Your Ideal
Transaction
Who is your client?
Property price, location, type, special interest, etc.
• Upper Middle-Class people moving from Mass to
NH?
• Baby Boomers looking to retire and downsize
locally
• Gen Z moving into middle income looking to buy
their first homes
Generally speaking, do you find these clients the
same way?
5. Different Target Markets Use
Different Platforms in Different
Ways
• Different social media platforms
• Different styles of presentation
• Different types of housing and commercial
spaces
6. Which Marketing Outlet is
BEST??
• There is no one best
• It is impossible to measure
• Every agent has a different style
• Consumer must see your name 26 times
before they contact you
• It is best if they see your name in different
places (signs, social media, targeted
websites, mailers...)
• Pick a few methods that resonate with you
7. Types of
Prospecting
Traditional Prospecting
• Sphere of influence
• Mailers
• Door knocking
Digital Prospecting
• Social Media
• Targeted Content
• Email
• Texting
• Influencer/Affiliate Marketing
• Pay-Per-Click (PPC)
• Search Engine Optimization (SEO)
8. T H E U LT I M AT E G O A L
Robust Database that
provides a constant stream
of clients
