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 focused exclusively on finding sellers and getting more listings, visit our website at GetSellersCallingYou.com.  Now, let’s begin our next session of Get Sellers Calling You. Caroline: Hi everyone.  This is Caroline Springer and welcome to the next sessions of Get Sellers Calling You with Beatty Carmichael.  Beatty is the CEO of Master Grabber, the creator of Agent Dominator and he’s one of the top marketing experts in the real estate field.  Today, we are going to continue with our topic of geographic farming.  Last week we were talking about the 10 low cost ways to touch your geographic farm and we’re going to continue on with that today.  Just a reminder for those of you that are on our live call, we have the lines muted, but will open up for questions and answers with Beatty at the end of the call.  So, welcome, Beatty. Beatty: Well, thank you.  It’s good to be back. Caroline: I’m very excited and interested to continue on, I know this has been a lot of calls in our series on geographic farming has been really informational.  I know I learned a lot and I’m sure that our listeners feel the same way.  Last week we started on 10 low cost ways to touch the farm which I know is something that you’re really passionate about and have a lot of advice and success stories on.  I’m very interested to hear the rest of your suggestions for 10 low cost ways. Beatty: Well good.  I’m kind of excited to share some of them and we talked on 3 of them last week, and so we’ve got about 7 more to go or possibly 8, depending on if I add any new ones that I think about as we go along.  The great thing about all this is that there’s just so many ways to touch your farm successfully that it almost doesn’t matter what you do.  I say almost.  Sometimes it actually does, but in general when you’re doing geographic farming, there’s really 3 things that you do if you want to get listings there.  There may be more than 3 ways, so let me just back up and say, if you are to start geographic farming, what you do to get the most results out of it.  One of the things you want to do, we haven’t talked about this at all, so this is kind of a bonus thing.  Maybe we’ll do a call more specifically around this idea.  If you’re going to do a geographic farm, you ought to be an expert in that locality.  That subdivision, that neighborhood, whatever it is.  If you are not out there actually previewing all of the sales coming on the market, all the listings that are on the market, I mean, and walking through and understanding what each home has, what it’s priced, what you like about it, what you don’t, so you can talk knowledgably about it, then you’re really not an expert in that area.  I want to share a story.  One of our clients, we started working with him in a geographic farm.  He’d just started in this farm.  Never marketed there before.  One of the things that he did, is he did these best practices.  One of those best practices is for every listing that was on the market, he went and visited.  Where he was, you actually contact the homeowner and come out and take a look.  In his environment it was okay.  It was listed by another agent, but he could contact the homeowner and say, hey, I just want to come out and look at your home.  They would always ask why.  He would say because I focus here.  I know every home on the market.  I know what’s going on and I make it a practice to walk through every home.  That way as I have buyers, I can tell them exactly what’s on the market.  I can tell them what’s best for them based on what they want.  When I have a listing, I know exactly what it should be priced at and that’s how I do my business.  They’re always impressed.  He would walk through the home and he would leave a notecard with suggestions.  What he liked.  What he didn’t like.  Thi