Did you know that only 5% of agents take the time to call their clients on their one-year home anniversary? Can you imagine? But I want you to start doing this. Make it a habit.

When you close a transaction, I would say with a buyer or a seller (because sellers like to hear that, too - they like to know it's been a year since they've sold the home).

But regardless of the side of the transaction you're on, make a note in your CRM to call the client a year from now, and especially if on the buyer side, you can say:

“Hey, it's already been a year since you bought the home and I did something for you. I went ahead and did an updated home valuation to let you know how much equity you built up over the last year.”

What a value-added call. Clients will love this. And of course you can offer to any of their friends and family as well.

Say, “Hey, I've done this for you, but I'm happy to do it for anyone that you know that's curious about what's going on with their home buyers. Of course, n...

As a REALTOR, you've heard the word farming, right?

Well, I want to give you a different thought process on farming that I think will be really unique:

Instead of doing a shotgun approach where you're sending out a generalized postcard or letter (which can be effective if done right), I want to introduce you to what I call “Vertical Farming.”

So instead of reaching out to 200 people, reach out to 20. And with those 20 people, go deep.

Here’s how: I might send them a CMA or a neighborhood report (both of which you can generate for free at NAR.com if you're a REALTOR). That system allows you to create a beautiful 81-page report on someone’s home anywhere in the country.

You can choose between a seller report or a neighborhood report (which might be shorter, maybe half the size).

Then, add a cover letter that says something like:

“Hi, my name is Jim. I'm with ABC Real Estate. I'm reaching out to a select handful of people in your neighborhood today to give you a quick update on you...

Hey guys, you know what everyone’s starting to get right now?

Their property tax statements.

When people get those statements, they rush to open them and think, "My home’s worth more than that," or "My property’s worth less than that," or something in between.

Here’s an opportunity for us. Why not reach out to all of your clients, your sphere of influence, and your social audiences with this message:

“Hey guys, you’re probably getting your property tax statements around now. If you look at that assessed value and disagree with it, or just want an updated value of your property, give me a quick call or text. I do this as a free service for all my friends and family, just to keep you in touch with your finances and your equity position.”

That’s it! That’s the messaging. People will absolutely take advantage of this, and it opens the door to conversations.

You might wonder, "Jim, why would I do this if they’re not interested in selling?" You’re doing it because friends refer friends...