Building your farm. Acquiring and maintaining a productive farm takes commitment, patience and perseverance. Commitment is important because you're going to have to dedicate a lot of time to getting your mailings out on a consistent basis. You'll need to keep records, make a schedule and make sure you send out eight to ten direct mail pieces a year. Consistency in your mailings is important because if you let down, even for a short time, you will risk losing the confidence of the homeowners in your farm.
Patience leads to success.
Patience is important because listings probably won't happen immediately. According to industry research, it takes at least four contacts to establish a relationship and achieve name recognition. Maintaining your farm. Part of the recipe for success is longevity. Consistency in your direct mail program.