Dear Coach,

I have been farming my area for the past five months now. I have put out at least 1,000 flyers and when I went back to the same area I noticed that there are two houses for sale. The owners used REMAX and Coldwell Banker. I don't understand - is it because the company I'm working with is not as well known? I don't know what to do, please advise.

- Shirley, Realtor/Loan Officer

Dear Shirley,

Putting paper out isn't as effective as sending out personalized notes. Imagine receiving a note that says:

What ended up happening in your farm is that you got the ground prepared and someone else got the produce!

If you have a farm of 200 homes that haven't sold in the last three years then you are sitting on a cash cow! Now the important part is to get paid for raising the cow! Each of those homeowners should know your name and see you as a go-to professional in the area. You can be the information lady for these people as well. Imagine if this week you ordered five property profiles and delivered them to five homeowners in your farm. After five months (the amount of time you mentioned) 100 of those homeowners would have an up-to-date property profile given to them by you! After 10 months everyone in your farm area would have one. Make a big deal when you give it to them and be the information source about what is going on in their neighborhood regarding price-per-square-foot trends, interest rates, etc.

You can also call the power company and get nice pamphlets to pass out about energy conservation. Again, if you asked for 5 pamphlets a week, by the end of 5 months you will have made a difference in the lives of 100 homeowners.

Top agents are top agents regardless of the company they work for because they are out in the neighborhood selling themselves and the homes in that area. The company they work with is only a small part of their listing presentation. If you are a top agent and want to rely more on company generated business, then it is very important that you work for a company that meets your needs as a Realtor.

Don't be discouraged, get mad! Go out and try to list and sell the homes next door to those homes you saw listed. Chances are that the listing agents of those other properties haven't stopped by and spoken with the neighbors. Why don't you? Go get them!

- George Schnarre, "The Coach"