Transcript Beatty: This is the Get Sellers Calling You marketing podcast for real estate agents and I’m Beatty Carmichael.  For simple to do proven marketing strategies focus exclusively on finding sellers and getting more listings, visit our website at GetSellersCallingYou.com.  And now, let’s begin our next session of Get Sellers Calling You.  Caroline: Hi everyone, this is Caroline Springer and welcome to the next session of Get Sellers Calling You with Beatty Carmichael.  Beatty is the CEO of MasterGrabber, the creator of AgentDominator and one of the top marketing experts in the Real Estate field.  Today, we’re going to be talking about the topic of geographic farming.  We’ve been in a series and this is our fourth session within this series.  Today, we’re going to be talking about expectations and how quickly you can earn money in geographic farming.  Just a reminder for those of you that are on our live call, we will have the lines muted, but we will open for questions and answers at the end of the call.  Welcome Beatty.  I’m excited to continue on in our series.  I think it’s been great so far and I’m excited to see where we’ll go.  Beatty: Thank you.  I’m excited as well.  Geographic farming is so much fun because there’s so many things you can do.  For those who know me, I’m really process driven and so geographic farming is all process driven.  So this is fun.  I’m excited to share about what’s going on with geographic farming with today’s call. Caroline: Yes, you are very process driven.  Your processes are actually inspiring.  I love how you always boil everything down to a science. You give formulas and if you’ll just follow these steps you will be successful.  So I think that’s great and I love to hear you say geographic farming is fun because I don’t know for all of our realtors listening if it’s been fun for them.  I think it will be good for them to hear that it can be fun.  It can be a fun and successful thing that they can get excited about. Beatty: Well, always remember, if you’re making money with it, it’s fun.  If you’re losing money with it, it’s never fun.  So the whole idea is doing it right so you make money with it.  That’s how you make it fun.  Caroline: Absolutely.  Well, we want to do a quick little refresher over the past three calls just to get everybody up to speed if they haven’t been able to listen and then we can just jump right in. Beatty: Yeah, let’s do.  I think that’s a great idea.  We probably have some folks that are on this call that may not have been on some of the other calls.  If you’re listening in on a podcast version then you may have missed some of the other ones.  Or, if you’ve listened to them, maybe it’s been a while.  Let’s do a quick overview.  Obviously, we’re talking about geographic farming and obviously geographic farming has very methodical processes that you do if you want to be successful with it.  There are several steps.  We are actually in our third step.  The first step is choosing where do you farm because most agents just want to go “eenie meenie miney mo, pick a farm by its toe.”  That doesn’t work real well.  I shared this story the other day.  One of our clients had picked up this area she wanted to farm and then I had a call with her and said, well, how did you pick it out?  She said, well, I just live over here and I want to farm here.  I said, do you want to make money or do you just want to farm there?  She said, well, I want to make money. We walked through a process on how you pick out a farm.  She spent a little bit of time and she came back the next day and said, okay, I’ve changed my mind.  I want to farm this area and based on all the numbers, she’s going to make at least double the income in the new area than she would’ve on the first one.  All that is by following the process on making it happen.  That’s the first thing we talked about.  Then, we talked about how you select a list.  There are different ways to get a list and d