This is the very first part of the farm that I believe every real estate professional should have. I know that many may stop reading because they think I am wrong. Some are saying:

• Focus on listings they generate buyers
• I don’t want to work with buyers
• Buyers take too much time

To those who would like to use those excuses you are excused from the rest of this post. For those who want to have as much business as they want and want to challenge themselves to think differently about buyers please read on and enjoy domination in your area.

Step 1

Understand that no real estate transaction can be completed without a buyer.

I think many real estate agent, especially those that focus on listings forget that we need buyers in order to sell listings. You in fact have to have 2 parties in a transaction in order to make it work. So let’s make sure that we have buyers.

Step 2

There are plenty of great ways to generate buying leads affordably without a listing.

If you don’t have a listing at the moment don’t worry because you can still get more buyers than even the top listing agents in your city. You just have to have the desire and need to serve.

Step 3

Understand that buyers have different needs then sellers.

Buyers can take more time or they can take less depending on your process. By the way you don’t have to show them 50 homes if you make sure to tell them why they don’t need to see 50 homes. For more on that answer check out the buyer scripts at http://www.onlinerealestatesuccess.com/.

Step 4

It’s now time to create your very own buyer farm.

We aren’t going to talk about harvesting your buyer crop we will take care of that in the next post. Right now we just want to talk about how you can create a place that buyers want to come to and give you their information.

1. Give them what they want - When you were looking for your first home what did you want? You wanted listings and you wanted them, if at all possible, without having to speak to a real estate professional.
2. Area information is key - Anyone can offer them listings but how many agents will actually tell them about the area those properties are in. Less than 1% of all agents have more than 7 pages about the area they work in. Most agents only have a website that has 10 basic pages and 3 of those will talk about the awards they won!
3. Make it easy - if a buyer can’t find the information they want quickly then they will on to your competitor. Make sure your website has clearly labeled the access to the MLS, the areas that you serve, and it is obvious how they can get a hold of you if they have a question.
4. Give them a reason to sign up with you - offer an item of value (not a report that everyone has). Maybe it is a list of homes that you will send them that qualify for down payment assistance, maybe it is a list of condos with pools, maybe it is a list of new construction projects that assist first time buyers. Just give them a reason to give you their valuable information in exchange for your valuable information.

Now that you know how to create a digital buyer farm are you ready to make sure that you can harvest some of your crop? I hope so. In the next post on “How to Harvest a Buyer Farm” we are going to tell you how to make sure that all of those real estate buying leads don’t go to waste and continue to work for you day in and day out.

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How to Create a Digital Farm