Money Doesn't Grow on Trees. It Grows in Geographic Farms.

There are dozens of ways to generate leads for your business. One very effective method is geographic farming, a long-term lead generation strategy in which you focus primarily on a specific market or area from which you will solicit most of your business.

Once you've established your brand identity and built relationships with those in your chosen community, the benefits of this approach are tremendous. Instead of weaving your way back and forth across your city each day on showings and listing appointments, you can simply hop over a few streets to your next client, cutting down on commute time and travel costs while also freeing up time for other lead generating and lead converting activities.

Step 1: Choose Your Farm

Factors such as turnover rate, physical location, and your familiarity with the area can have a powerful impact on your geographic farm's success. Take each of these factors into account while setting up your geographic farm.

Look for a territory where the annual turnover is at least 6 percent. Sure, you could pick the neighborhood you live in or the one packed with million dollar homes, but if those neighborhoods have low turnover rates, you may not get the consistent, dependable business your company needs to grow.