Attracting leads is a whole lot more fun (and profitable!) than chasing them. But many real estate agents struggle with designing a lead gen system that works for the long term. Dean Jackson is the father of postcard farming, and he has created a method for getting prospects to raise their hands year after year. Today, Dean joins Tristan to discuss how his early days of cold calling inspired him to develop a postcard farming system. He shares the progression of his marketing strategy, from getting his name out there to getting prospects names to come in. Dean explains why he shifted from targeting clients in the market to sell NOW to cast a wider net in a particular neighborhood. Listen in for insight on how providing a free report on home prices leads to long-term success and learn why there is big opportunity in real estate for savvy agents who understand marketing! Key Takeaways How Dean was inspired by Claude Hopkins’ customer-centric approach to marketing Dean’s advice on building a business that fits naturally with your likes/tendencies How the hamster wheel of cold calling led Dean to create a postcard farming system Dean’s shift from getting his name out there to getting prospects names to come in How Dean leverages self-interest to attract clients in the market to sell NOW Why providing a free report on home prices has proven to be most successful How Dean supplements his postcard farming system with social media marketing The case study demonstrating the longevity of Dean’s free report strategy How Dean amplifies the impact of his postcards with ‘breaking news’ videos Why Dean sees big opportunity in real estate despite the likely market shift Connect with Dean Jackson GoGoAgent Connect with Lab Coat Agents Lab Coat Agents Lab Coat Agents on Facebook Lab Coat Agents on Twitter Lab Coat Agents on Instagram Lab Coat Agents Facebook Group Resources My Life in Advertising and Scientific Advertising by Claude C. Hopkins Strategic Coach