DOES YOUR REAL ESTATE CAREER HAVE A FOUNDATION? Week 2 Dissecting Your Farming Prospects Welcome to Farming Fridays introduction sponsored by AnnieMac Home Mortgage Lets give a couple of our student an extra moment to get seated and you may be interested in taking some notes Lets also take a moment and thank our Mortgage Partners in the room for putting this National Lunch and Learn League together. I think its just awesome what AnnieMac has done, I think we have more than 200 offices and over 1000 Agents attending todays program. No pressure right???? But seriously I bet you walk away with some good value today and you are going to be invited to a 6 week COACHING PROGRAM that is also sponsored entirely by AnnieMac Home Mortgage. But my goal today is that even if you elect not to take the FREE 6 week Coaching Program that you take away several income generators from todays session. DOES YOUR REAL ESTATE CAREER HAVE A FOUNDATION?

Kerry Fitzpatrick Bachelors Degree Education Masters Degree Administration 30 years in Residential Real Estate 10 years Administration 10 Years Teaching REALTORS® My name is Kerry Fitzpatrick I am one of the lucky founders of the AnnieMac Worx Productivity Platform and The My Worx Suite Technology Solution for Realtors The reason I say I am lucky is that thanks to the AnnieMac Home Mortgage Professional in the room with you, I never have to sell anything or charge our students any money whatsoever. We have 61 training modules with 14 different instructors all operating with no charge to our Real Estate members. We also have this incredible digital marketing system that could cost $1500 per month per Brokerage but it is also completely free from any charge because of AnnieMac But I want you to know I was a new agent… a long time ago and the first thing I ever did was farm… Russ and Chip and my Sales Manager taught me early and often of the power of Specialization … SPEICALIZING in a neighborhood and because of some good training I was able to double my teaching salary in my first year and grew a nice income before I out earned my husband who was making SIX FIGURES!!! SO this message is very personal to me.

6 Weeks Week 1 How To Pick and Work Your Farm Week 2 Dissecting Your Farming Prospects Week 3 Build Your Brand Around Neighborhood Culture Using Annual Events Week 4 In With The Old and In With The New Week 5 Managing Your Distribution Team Week 6 Economies of Scale Today I get to invite you to participate in six weeks of training, but I’d like to shift from the word training, and I want you to think about a coach or a very assertive instructor.   Like your music teacher back in the day or maybe you had an acting coach or perhaps you’ve had a voice coach or someone who taught you piano. And if you remember that coach, they didn’t have the luxury of being positive all the time. Sometimes they had to assert discipline or even constructive criticism on you to get more out of you then you could get out of yourself.

Week 1 How to Pick and Work Your Farm Select a farm based off good business math, work a farm the way top producing agents do.

Dissecting Your Farming Prospects Week 2 How can we create a true pride of ownership as it relates to your geographic farm area? Dissecting Your Farming Prospects

Build your Brand Around Neighborhood Culture Using Annual Events Week 3 Are you able to create a social network of the families in your farm area based on their common home ownership, shared interests, and personal similarities? Build your Brand Around Neighborhood Culture Using Annual Events

Week 4 Don’t abandon old school proven farming techniques but add next gen digital marketing strategies. In with the Old and In with the New

Week 5 In order to Dominate a Geographic Farm Area on a Budget you should become creative in the deployment of farming materials including digitally. Managing Your Distribution Team

Week 6 Once you master the science of spending Dime(s) to make Dollar(s), you will want to duplicate the process. Economies of Scale

Set the rules in place to guarantee the success of your Geographic Farm Area Business Plan!

Steer Clear of Established Dominance This is a very rare but very dangerous occurrence. He/She has already paid the price of time and money to dominate this farm area. Never enter a Geographic Farm Area where one (1) LISTING AGENT closes more than 25% of the Listings in the Geographic Farm. Steer Clear of Established Dominance

“CONSERVATIVE BUSINESS PLANNING” Never enter a Geographic Farm Area where one (1) LISTING AGENT Closes more than 25% of the Listings in the Geographic Farm. Simply take a snapshot of the HISTORICAL DATA and determine the Total LISTING SIDE COMMISSION available. Then project 10% as your GROSS REVENUE Never project more than 10% capture of THE LISTING SIDE COMMISSION during the first year of your Farm!!!

Spend a Dime… Make a Dollar! That’s it! That’s all the revenue that you have to work with for the first year of Your Geographic Farm Area! Spend a Dime… Make a Dollar! Never enter a Geographic Farm Area where one (1) LISTING AGENT Closes more than 25% of the Listings in the Geographic Farm. Never project more than 10% capture of THE LISTING SIDE COMMISSION during the first year of your Farm!!! Never spend MORE THAN 10% of your Projected Gross Revenue on Farming Activities

1150 Hawk’s Landing 48412302**** Hawk’s Nest Elementary Plantation Middle South Plantation High School

2020 2021 2022 29 10,440,000 32 12,000,000 17 HALF YEAR 6,460,000 28,900,000

28,900,000 / 2.5 = 11,560,000 11,560,000 x .03 = 346,800 34,680 3,468 7%

Page #1 Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Page #1

Page #2 Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Page #2

Coral Square 4.8 9 Mullins Park (sports) 3.0 6 Magnolia Movie 1.1 3 1st Baptist 2.2 4 St. Elizabith Ann Seton 2.6 5 Beth Orr 3.2 7 Coral Springs Medical 4.0 7.5 FLL Ft. Lauderdale Int. 18.7 34

11 6 8 41 Expired YTD Seasoned Expired FSBO 68 141 185 200 291

Lis Pendens FORECLOSURE NOTICES Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Name Address Phone Email Facebook LinkedIn Page #3

Page #4 Build your Binder and begin to catagories the Expired Listing (YTD) Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Name Address Phone Email Facebook LinkedIn Page #4

Expired Listing (Seasoned) Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Name Address Phone Email Facebook LinkedIn Page #5

Page #6 Build your Binder and begin to catagories the For Sale By Owner Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Name Address Phone Email Facebook LinkedIn Page #6

Recent Purchases (past 36 months) Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Name Address Phone Email Facebook LinkedIn Page #7

Page #8 Build your Binder and begin to catagories the Renters (probable) Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Name Address Phone Email Facebook LinkedIn Page #8

Page #9 Build your Binder and begin to catagories the Absentee Owners Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Name Address Phone Email Facebook LinkedIn Page #9

Established Residence Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Name Address Phone Email Facebook LinkedIn Page #10

Empty Nester (probable) Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Name Address Phone Email Facebook LinkedIn Page #11

Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Hawk’s Landing $34,680

28,900,000 / 2.5 = 11,560,000 11,560,000 x .03 = 346,800 34,680 3,468 7%

Build your Binder and begin to catagories the Residence of your Geographic Farm Area. Hawk’s Landing Wyndham Lakes Oriole Margate $34,680 $21,400 $18,800 $74,880

Build your Brand Around Neighborhood Culture Using Annual Events Week 3 Are you able to create a social network of the families in your farm area based on their common home ownership, shared interests, and personal similarities? Build your Brand Around Neighborhood Culture Using Annual Events

Geographic Farm Area Blueprint… Objective: Apply forethought within a predetermined budget to achieve maximum exposure and credibility within our target audience. Plan: To make contact 24x during the next 12 months while investing less than 10% of our projected income.

Doorhanger Postcard Letter Newsletter Report Giveaway

Garage Sale Event Web Update Value Report Announce Webcast

Email Social Media Door knock Telephone Call Survey Collect Data

Higher Cost Lower Cost No Cost 2 x Each Month Doorhanger Postcard Letter Newsletter Report Giveaway Email Social Media Door knock Telephone Call Survey Collect Data Garage Sale Event Web Update Value Report Announce Webcast Higher Cost Lower Cost No Cost

For 28 Years And over 500 Associates We have used Forethought & Budget To capture 10% Marketshare 1st year 15% 2nd year 20% 3rd year

$34,680 1st year $52,020 2nd year $69,360 3rd year 28,900,000 / 2.5 = 11,560,000 11,560,000 x .03 = 346,800 34,680 3,468 7% $34,680 1st year $52,020 2nd year $69,360 3rd year

Create a Private Group on Facebook Now it comes down to TASK MANAGEMENT!   As is the case in every thing in your life “eventually” it all comes down to the difference between TRY or DO. Average agents TRY to complete their tasks on time with high quality and great conviction. Top Real Estate Earners DO their tasks with high quality and great conviction.   Create a Private Group on Facebook “XYZ homeowners”

Create a Group on Facebook

Things You can do with your PRIVATE facebook group… Build Rapport & Credibility when prospecting, door knocking, telemarketing Establish a sense of community with the homeowners (with you in control) Post SUBDIVISION SPECIFIC VALUE HOA news, rules, announcements Help with voting and meetings Subdivision Photos Community News Soccer Tryouts Restaurant Opening or endorsement Holiday Happening School Calendar Real Estate/ Finance News Reports Market Updates… Listed, Sold Mortgage Offerings, Moving, Staging, New Homes

Now it comes down to TASK MANAGEMENT!   As is the case in every thing in your life “eventually” it all comes down to the difference between TRY or DO. Average agents TRY to complete their tasks on time with high quality and great conviction. Top Real Estate Earners DO their tasks with high quality and great conviction.   Create a Private Group on Facebook “XYZ homeowners” Create a Subdivision Account on Instagram

Now it comes down to TASK MANAGEMENT!   As is the case in every thing in your life “eventually” it all comes down to the difference between TRY or DO. Average agents TRY to complete their tasks on time with high quality and great conviction. Top Real Estate Earners DO their tasks with high quality and great conviction.   Create a Private Group on Facebook “XYZ homeowners” Create a Subdivision Account on Instagram Buy a Domain that represents your farm “ XYZ homeowners.com”

http://grandisle.isforsale.com/

Using a Subdision Specific Website to GROW your business!!! www.subdivisionname.com www.subdivisonhomewoners.com Using a Subdision Specific Website to GROW your business!!! Giving away I love Parkland.com Bumperstickers would be a great idea!!! Imagine I LOVE WYNDHAM LAKES. Com www.iloveparkland.com

www.weebly.com

Now it comes down to TASK MANAGEMENT!   As is the case in every thing in your life “eventually” it all comes down to the difference between TRY or DO. Average agents TRY to complete their tasks on time with high quality and great conviction. Top Real Estate Earners DO their tasks with high quality and great conviction.   Create a Private Group on Facebook “XYZ homeowners” Create a Subdivision Account on Instagram Buy a Domain that represents your farm “ XYZ homeowners.com” Construct your Master Task List and Accountability Deadlines

Build my website and Social Media Private Group Announce my website and private group via DH/PC

Build my website and Social Media Private Group Tele market Annual Inventory Survey make Announce

Build my website and Social Media Private Group Door knock Survey & announce Website /Private Group

DOES YOUR REAL ESTATE CAREER HAVE A FOUNDATION? Farming Fridays DOES YOUR REAL ESTATE CAREER HAVE A FOUNDATION?