Real Estate And Mortgage Licensees Can Dramatically Increase Leads By Implementing The Ultimate Farming System

Farming, which I refer to as Sectionalism, can be one of the most powerful, effective and successful Advertising Media for real estate licensee and mortgage licensees to use in order to promote both their Educational Information and Institutional Information that results in their ability to generate a lot of leads.  This is true, however, if, and only if, Farming is done properly.

Definition Of Farming

Farming is when a real estate company or mortgage company assign or permit a specific licensee or licensees to consistently work a specific geographical area in order to generate 1) real estate seller leads, 2) real estate buyer leads, 3) mortgage purchase leads and 4) mortgage refinancing leads.  If Farming is done “properly” it can result in a tremendous amount of financial and psychological benefits for real estate licensees and mortgage licensees and their companies.  However, if Farming is done “improperly” it can and does result in a tremendous amount of anxiety, emotionalism, frustration, threats of lawsuits, and actual lawsuits occurring between real estate licensees and mortgage licensees and their companies.  Simply stated, when Farming is done the right way, life can be very good.  However, when Farming is done the wrong way, life can be very bad.

The Secret Formula For Farming Success

Just like a farmer must 1) acquire land, 2) till the land, 3) plant the land and 4) work the land properly in order to successfully grow and harvest crops. The same holds true for real estate licensees and mortgage licensees who expect to Farm successfully.  The Secret Formula for Farming Success is for real estate licensees and mortgage licensees and their companies to create, adopt and implement the following 8 Steps.

Step #1:  
Concept of Farming must be agreed upon between licensees and their companies.
       
Step #2:  
Written Farming policy must be established between licensees and their companies.

Step #3:  
Farming areas must be properly determined by licensees and their companies.

Step #4:  
Farming licensees must be properly determined by licensees and their companies.

Step #5:  
Farming licensees should create and use a Farming index card system.

Step #6:  
Farming licensees should create and use Farming comp books.

Step #7:  
Farming licensees should provide Farming residents with at least two (2) written, video or audio Marketing Pieces monthly.
       
Step #8:  
Farming licensees should provide Farming residents with at least ond (1) verbal update call quarterly.
    
Farming Problems Can Develop Between Licensees

Unless a “management to prevent crisis” (preventing fires from starting) Farming System is implemented, potential Problems can develop between real estate licensees and mortgage licensees and their companies  when a “non-assigned” Farming licensee has a potential 1) real estate seller lead, 2) real estate buyer lead, 3) mortgage purchase lead, or 4) mortgage refinancing lead that resides in an “assigned” Farming licensee’s area.  The major 6 Problems are as follows:

Problem #1:  
Which licensee handles the lead?

Problem #2:  
Does the non-assigned Farming licensee handle the lead?

Problem #3:  
Does the assigned Farming licensee handle the lead?

Problem #4:  
Does the non-assigned Farming licensee receive any compensation if the lead is handled by the assigned Farming licensee?

Problem #5:  
Does the assigned Farming licensee receive any compensation if the lead is handled by the non-assigned Farming licensee?

Problem #6: 
Which licensee does the Farming lead want to work with?

Solutions That Will Prevent Farming Problems From Developing Between Licensees

I was able to prevent Farming Problems from developing between my real estate licensees and myself, as broker, owner, and producer by having the following 5 Solutions in my written Farming Policy Agreement.  The terms and conditions of this Agreement had been agreed to, and signed, by all of my licensees and myself before implementing both our “seller lead” as well as our “buyer lead” Farming Systems.  The 5 Solutions were as follows.

Solution #1:  
If a Farming area buyer or seller lead (defined as a mere acquaintance) is generated by a non-assigned Farming licensee, the lead will be handled by the assigned Farming licensee.  The non-assigned Farming licensee will receive 25% of the assigned Farming licensee’s compensation.
    
Solution #2:  
If a Farming area buyer or seller lead (defined as a close relationship) is generated by a non-assigned Farming licensee, the lead will be handled by the assigned Farming licensee.  The non-assigned Farming licensee will receive 33% of the assigned Farming licensee’s compensation.

Solution #3:  
If a Farming area buyer or seller lead (defined as a blood relationship) is generated by a non-assigned Farming licensee, the lead will be handled by the assigned Farming licensee.  The non-assigned Farming licensee will receive 50% of the assigned Farming licensee’s compensation.

Solution #4:  
The first 3 Solutions apply as long as the seller or buyer lead has no problem with them as a result of receiving full disclosure about our real estate firm’s written Farming System Policy.

Solution #5:  
Non-Farming licensees and Farming licensees can agree to amend any one of the first 3 Solutions as long as 1) they agree to them in writing and 2) the buyer or seller lead has no problem with the amended Solution.

I Used Flyer Boys and Flyer Girls To Implement My Farming Systems More Successfully

I would like to tell you a short story that, not only do I think you will enjoy, but also helped my agents and I implement both our Buyer and Seller Farming Systems far more proficiently, professionally, productively and successfully.

In the early 70s I decided it would be a good idea to use children to promote my companies, my agents and myself in and on various types of Advertising Media.  I also decided it would be a good idea to have children “hand deliver” Marketing Materials to residents living in our Buyer and Seller Farming areas, as opposed to using “direct mail,” when humanly possible and practical.  This Hand Delivery decision truly proved to be an excellent one.  Why?  Because my agents and I and the children who were hand delivering our Marketing Materials obtained the following 25 Benefits.

Benefit #1  
Putting out notices that I wanted Flyer Boys and Flyer Girls generated a tremendous amount of talk, calls, excitement, and good will within my marketplace.

Benefit #2  
Hundreds and hundreds of kids wanted to be Phil Mitsch Flyer Boys and Flyer Girls.

Benefit #3  
Most parents wanted their kids to be Phil Mitsch Flyer Boys and Flyer Girls.

Benefit #4  
Hundreds of kids and their parents consistently called throughout my real estate career to see if Flyer Boy and Flyer Girl jobs were available.

Benefit #5  
Our Flyer Boys and Flyer Girls created their own Phil Mitsch Flyer Boy and Flyer Girl Club.

Benefit #6  
Our Flyer Boys and Flyer Girls received Phil Mitsch Realtor and Phil Mitsch For Sale By Owner Advertising Agency windbreakers, shirts and hats with their names or nicknames on them.

Benefit #7  
Our Flyer Boys and Flyer Girls became walking and talking advertisements for Phil Mitsch Realtors and Phil Mitsch For Sale By Owner Advertising Agency.

Benefit #8  
Our Flyer Boys and Flyer Girls would sit together with their Phil Mitsch windbreakers, shirts and hats on at large social gatherings like church, school, football games, baseball games, dances, parades, picnics, etc.

Benefit #9  
Our Flyer Boys and Flyer Girls pictures and names occasionally appeared on my Real Estate Television Show.

Benefit #10  
Our Flyer Boys and Flyer Girls names were occasionally mentioned on my Real Estate Radio Show.

Benefit #11  
Our Flyer Boys and Flyer Girls pictures and names occasionally appeared in the Phil Mitsch Realtor Magazine.

Benefit #12  
Our Flyer Boys and Flyer Girls pictures and names occasionally appeared in the Phil Mitsch For Sale By Owner Advertising Agency Magazine.

Benefit #13  
Our Flyer Boys and Flyer Girls were paid for each household they delivered Marketing Materials to.

Benefit #14  
Our Flyer Boys and Flyer Girls were paid for every listing my companies obtained.

Benefit #15  
Our Flyer Boys and Flyer Girls were paid for every listing that went under agreement.

Benefit #16  
Our Flyer Boys and Flyer Girls were paid for every listing that settled.

Benefit #17  
Our Flyer Boys and Flyer Girls received Christmas bonuses.

Benefit #18  
Our Flyer Boys and Flyer Girls and their parents attended the Annual Phil Mitsch Flyer Boy and Flyer Girl Christmas Party.

Benefit #19  
Our Flyer Boys and Flyer Girls were guaranteed jobs as long as they performed proficiently, professionally, productively, and successfully.

Benefit #20  
Our Flyer Boys and Flyer Girls were making good money and learning the principles of business while many other kids their age were not.

Benefit #21  
Our Flyer Boys and Flyer Girls became mini Business Celebrities within my marketplace.

Benefit #22  
Our Flyer Boys and Flyer Girls became the envy of thousands of kids and their parents within my marketplace.

Benefit #23  
Our Flyer Boys and Flyer Girls had a lot to do with the successful launching of the Phil Mitsch Realtor and Phil Mitsch For Sale By Owner Advertising Agency novelty store.

Benefit #24  
My agents and I generated a lot more business and professional image by using our Flyer Boys and Flyer Girls.

Benefit #25  
The cost of using Flyer Boys and Flyer Girls, in most cases, was less than using direct mail.

Yes, there is no doubt, my decision to use Flyer Boys and Flyer Girls was a good one as you can clearly see from the 25 Benefits listed above.  By the way, 16 out of about 500 Flyer Boys and Flyer Girls, I ultimately ended up employing throughout my real estate career, kept their Flyer Boy and Flyer Girl jobs for over 10 years.  And 7 out of the 16 used the money they had earned as Phil Mitsch Flyer Boys and Flyer Girls for their college education.  This accomplishment really moved me emotionally and made me very proud of them as well.  This was especially true when they came back to see me years later to tell me how much of a positive impact I had made on their lives.  Yes, it is true, there really are some things in life that money cannot buy.

I would strongly recommend that real estate licensees and mortgage licensees and their companies, who are using, or who are going to use, some type of a Farming System, consider using Flyer Boys and Flyer Girls to hand deliver their various types of Marketing Materials to Farming residents when humanly possible and practical.  Doing so, as you can now clearly see, can result in their ability to receive tremendous financial and psychological Benefits.

Benefits Of Using Farming As An Advertising Media
       
When Real Estate and Mortgage Licensees properly implement a Farming System, it will significantly help them to 1) generate a tremendous amount of real estate seller leads, real estate buyer leads, mortgage purchase leads, and mortgage refinancing leads, 2) obtain an excellent individual image, 3) obtain an excellent company image, 4) provide consumers with the highest level of service, disclosure and protection humanly possible, and 5) obtain their maximum level of proficiency, professionalism, productivity, and success much faster.

Copies Of All Of My Forms Are Available

Copies of my 1) real estate buyer forms, 2) real estate seller forms, 3) real estate licensee forms, 4) mortgage licensee forms, 5) agency forms, 6) agreement of sale clauses and addendums, 7) display ads, 8) classified ads, 9) tips columns, 10) news releases, 11) articles, 12) business cards, 13) mailing envelopes, 14) letterhead, 15) farming flyers and postcards, and 16) other numerous types of marketing promotional pieces that I created, adopted and used during my 24 years of production as a practicing residential Realtor in southern New Jersey can be found in my Home Buying And Home Selling Forms That Will Guarantee U.S. Real Estate Market Recovery Book. This Book is the fourth of 5 that comprise my U.S. Economic Crisis Solutions Training System.

Hundreds of tips that will enable Real Estate Listing Agents to generate a tremendous amount of seller leads can be found in my How To Generate Seller Leads Book.  This Book is the second of 14 that comprise my Real Estate Listing Agent Training System.

Special Note

All 6000 + of my 1) U.S. Economic Crisis Solutions, 2) Home Buyer, 3) Home Seller, 4) Real Estate Professional, 5) Mortgage Professional, 6) Political, and 7) Life Lesson Tips will be released in future blog posts. They can also be obtained in the 70 Books, that comprise my 8 Training Systems, which can be found at http://PhilMitschForAmerica.com.

Respectfully, Phil Mitsch

America's Leading Financial Crisis, Real Estate and Mortgage Expert
Real Estate Industry's All Time Top Producing Residential Realtor
Cherry Hill, New Jersey
856-665-6569
http://PhilMitschForAmerica.com
phil@PhilMitschForAmerica.com
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