Mike, great question! You have several great ideas already on this post, here's maybe another propepesting idea for you. First I would not mass mail a farm right now, everyone and their brother is doing this right now, you will just kinda get lost in the shuffle. personally you should concentrate on expireds in your area, pull them every morning, get them in your data base (I use top producer 7i, it's fantastic) a drip campaign of letters weekly for several weeks is best, the day it expires if you can go to their home and introduce yourself, give them your company marketing campaign info, ask for an appointment so that you can show them they way you get homes sold in the nieghborhood. After making the appointment do a cma and have your broker or top producing agent in office go over it with you to be sure your price suggestion is right (low enough) and go list it! the Idea of the trickle campaign is if you aren't able to go to their home for several weeks your name will be in front of them.. By the way hand write your envelopes, do not use labels, my repsonse rate is 80% w/hand writing!! now If it is a listing I really want I will increase my odds by calling the seller the day or day after it expires. Some agents start calling at 7:30 am to expireds, this really angers the seller and they will end up remembering you for the wrong reason. being first dosen't really count in expireds, It's your presentation, It's how you connect with people and knowing the area around the expired (properties etc) that will get you the listing I start my calls around 9am. so, if you call, mail and drop by you will increase your odds of getting these listings by 80%. Rarely, will a seller ask how long you have been in the business, and if you don't have any sales yet use your company stats, like "we have sold the house over on ramsey street", the word "we" is more then ok to use mike...
sorry my post was so long, I hope this all helps you and other agents out there!! mike, you can stand out as an excellent agent in your market place simply by doing the things other agents are not willing to do!!!
good luck
agent-Leanne

There are many free websites out there to agents willing to take the time and set it up. Maybe your company has a free site available to you. The best advice I can offer is to make your marketing dollars count! Be smart about how you spend your money. Stay in front of those who KNOW you. If you give out, or mail out, any postcards/flyers, send out emails (this is FREE).... make sure that you direct clients to your website for additional information where you also can portray an image of success. Use teaser bits of the article to drive them there "for more information". Websites like http://www.frogpond.com are great for real estate information/articles and allow you to post them on your website for buyer/seller viewing. Web presence is an ENORMOUS part of our business now. If you don't have a website, you are missing the boat. Marketing to people who you don't know is a waste of money. Do as much as you can for FREE. Open houses, free ads, emails, THANK YOU NOTES, etc. The more energy you put in to it the more payoff you will see.

Make a list of everyone that you know...friends, family, neighbors, old classmates, church friends, previous people you worked with....everyone. Include a list of all the people in your neighborhood, even the ones that you don't know (that's a great place to farm since you know it so well)....put together a letter telling everyone of them that you are in the business and would love to help them or anyone they know with all of their real estate needs.

Research the market in your area and become the voice of real estate, the person they know to call whenever they have a real estate question..

Stay in touch with them on a monthly basis...it takes a while for your efforts to start paying off. Hand deliver your flyers to doors in your local neighborhood each month, so you have face to face contact..

Visit 3-4 of them a week, with a small package of cookies or a box of donuts in the morning, bring them some of your informational monthly flyers and drop them a handful of pens with your name on them. Business cards are fine, but people throw them away. They keep pens and use them.

People that know you already and like you are a great source of customers and referrals for you.

Best wishes to you in your efforts!

I am a Keller Williams agent in Austin, TX and am on faculty in the largest office in the country ... I teach new agents. A little advice ... Be very aware of your $$ early in your career (actually, throughout your career). Farming is expensive and takes a long-term commitment to be really effective. There are many real estate agents who got their start being open house experts ... choose a neighborhood and stick to that neighborhood with open houses as often as you can (of course you'll need to use other Realtors listings to hold your open houses so choosing a company with some size and a culture that supports that type of activity is key to this strategy). Choose your open houses well ... it's all about traffic. Make sure your open house signs have your name on them. Other advice ... join a group or two and get really established and active with that group, signs on your car remind your neighbors what you do, do events for your neighbors, buy a house if you do not yet own one.

Dear Mike,

You have good instincts. If you feel you have really put 100% into your prospecting and still feel it is a waste of time then regroup. I would suggest the Roger Butcher system (although a bit antiquated ...really good starting point) and start knocking on doors. Your buyers and sellers aren't part of your sui Yet! Thats all.

Make yourself infamous!
Make yourself honest!
Make yourself trustworthy!
Make your adventures count!
Make yourself a living!

Best Wishes!

-Karissa

Hi Mike,

The best prospecting advice I can offer you is to simply talk to people you meet everyday. Your barber, your neighbors, anyone you happen to run into! The key to success is to ASK for their business. "So, tell me, who do you know that might be interested in buying or selling real estate"? Sell yourself with a personal touch and you will reap the rewards. Farming is difficult and you need to be consistent with it. Pick an area of homes and plan on farming the area for at least a year. Ask your broker to set you up with a mentor to aide you in your prospecting endeavors. If I can answer any questions for you feel free to contact me. Best of luck to you!