2. Does Your Real Estate Career
Have a Foundation?

3. Our Success is Measured by Yours Empower Emerging Associates
Identify Opportunity
Next Level Initiative
Increase Commission Earnings
$18,000
$250,000-2M
>1%
$0………
…..$39,999
$40K+
$60K+
$100K+

4. Recurring Revenue Streams
No Predictable
Recurring Revenue Streams
Geographic Farm Area
Demographic Farm
16% said they have a Farm
9% said more than 6 months
3% more than a year

5. Predictable Recurring Revenue Streams 64% said more than one year!
Geographic “Subdivision Farm Areas”
Demographic “Social & Sphere of Influence” Farming
64% said more than one year!

6. Once we noticed the void…
We began to see “Farming”
as the Cornerstone of…
Listing Skills
Presentation Skills
Marketing Skills
Market Share

7. 9 Week Program 78 Days to Change Your Real Estate Career.
Today… July 11th, 2014
Set the rules in place to guarantee the success
of your Geographic Farm Area Business Plan!

8. 9 Week Program 78 Days to Change Your Real Estate Career.
Farming Friday Week #2…
Build your Binder and begin to catagories the
Residence of your Geographic Farm Area.

9. 9 Week Program 78 Days to Change Your Real Estate Career.
Farming Fridays Week #3
Systematize your farm and create that True Pride
In Ownership as it relates to your Geographic Farm

10. 9 Week Program 78 Days to Change Your Real Estate Career.
Farming Fridays Week #4
Create a sense of community and culture that
centers around your expertise in your Geographic Farm

11. 9 Week Program 78 Days to Change Your Real Estate Career.
Farming Fridays Week #5
Using annual events to drive interest, awareness
and commoraderie with your Geographic Farm Area

12. 9 Week Program 78 Days to Change Your Real Estate Career.
Farming Fridays Week #6
Conduct your Annual Inventory Survey
and other telemarketing or doorknocking opportunities.

13. 9 Week Program 78 Days to Change Your Real Estate Career.
Farming Fridays Week #7
Electronic or Digital Farming techniques that used
To be expensive or difficult for small businesses like you

14. 9 Week Program 78 Days to Change Your Real Estate Career.
Farming Fridays Week #8
Managing your distribution resources…
How to get the most bang for the buck!!!

15. 9 Week Program 78 Days to Change Your Real Estate Career.
Farming Fridays Week #9
Continue the $pend a Dime make a Dollar philosphy
Grow your farm and/or partner your farming activities

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

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

18. “Conservative Business Planning”
Rule #2
Never project more than 10% capture
of THE LISTING SIDE COMMISSION.
During the first year of your Farm!!!
“Conservative Business Planning”
Simply take a snapshot of the
HISTORICAL DATA and determine the
Total LISTING SIDE COMMISSION available.
Then project 10% as your GROSS REVENUE

19. Rule #3 Never spend MORE THAN 10% Of your Projected Gross Revenue
On Farming Activities
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!

20. With these 3 Simple Rules
Your First Assignment
To review the most recent 24 months of closings in your “potential”
Farm Area
Inventory the Names of the LISTING AGENTs and calculate if any one (1) Agent
is closing
25%+
Next…
To review the most recent 24 months of closings in your “potential”
Farm Area
Calculate the TOTAL
LISTING SIDE COMMISSION closed per year!!!
So what is 10%
Finally …
Calculate 10% of the 10% to determine your GROSS OPERATING BUDGET
We need to evaluate the VIABILITY of this Geographic Farm Area from an ECONOMIC
Perspective
What’s the budget?
With these 3 Simple Rules
We can project the viability of your farm
We can protect the sustainability of your farm
We can Manage Your Expectations of…
Monthly
Quarterly
Annual Results

21. Sample Geographic Farm Area: SLEEPY HOLLOW 750 Homes
Average Sale Price $335,000
24 Sales
Sales
Sales
Q1 x x 4 = 28 Sales
I’m Going to project 26 Sales per year inside of SLEEPY $335,000
$8,710,000 total volume per year $522,600 GCI potential $261,300 Listing
$261,300 TOTAL LISTING SIDE COMMISSION POTENTIAL = $26,130 Projected Income
$2613 Marketing Budget Per Year

22. Sample Geographic Farm Area: FOX RIDGE 900 Homes
Average Sale Price $285,000
29 Sales
Sales
Sales
Q1 x x 4 = 36 Sales
I’m Going to project 34 Sales per year inside of FOX $285,000
$9,690,000 total volume per year $581,400 GCI potential $290,700 Listing
$290,700 TOTAL LISTING SIDE COMMISSION POTENTIAL = $29,070 Projected Income
$2907 Marketing Budget Per Year

24. 9 Week Program 78 Days to Change Your Real Estate Career.
Farming Friday Week #2…
Build your Binder and begin to catagories the
Residence of your Geographic Farm Area.