[T]echnology: Happy Farming
[E]ducation: Big Mortgage News or Just Big Noise
[C]oaching: Consistency Wins
[H]ow To: Turn Every Client Into Free Marketing

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[T]echnology: Happy Farming

I’m going to do something I haven’t done in a while…rather than talk about the newest shiny object. Here’s a tech tip you can implement in your business today. ⬇️⬇️

Go to your MLS. 

Download all of the SOLDS for the past 2000 days in whatever city you choose into a custom export (sorry, I can’t help you with this because every MLS is different).

Take that spreadsheet and dump it into ChatGPT.

Click the plus button and select “Agent Mode”. 

Enter the following prompt: ⬇️⬇️ 

I have a comprehensive real estate market analysis task. I'm uploading MLS sales data for [INSERT CITY] and need you to identify the best neighborhoods for a realtor to dominate through strategic geographic farming. ANALYSIS REQUIREMENTS: 1. Find neighborhoods with high sales volume but low listing agent concentration 2. Clean and combine similar subdivision names (e.g., "Royal Pointe Sec 03" and "Royal Pointe Sec 07" = "Royal Pointe") 3. Use postal codes to separate truly different geographic areas that may have similar names 4. Focus on actual subdivisions/neighborhoods, not just street names COMPETITIVE INTELLIGENCE: - Identify the top 3 listing agents in each target neighborhood - Calculate their market share percentages - Show total number of listings and percentage of market control FINANCIAL ANALYSIS: - Calculate annual sales averages (total sales ÷ number of years in data) - Use 3% commission rate on actual average sale prices for each neighborhood - Create realistic revenue projections for Years 1 and 2 - Include conservative, base case, and aggressive scenarios MARKETING BUDGET: - Research actual EDDM costs from USPS (current postage rates) - Research printing costs from gotprint.com for 8.5"x11" double-sided postcards - Calculate total cost per piece (postage + printing) - Create monthly EDDM campaign budgets for target neighborhoods - Include digital advertising budget (Facebook and Google ads) - DO NOT include community events or print materials STRATEGIC PLAN: - Provide 3-phase implementation strategy (6 months, 12 months, 24 months) - Create monthly EDDM campaign schedules - Include competitive positioning strategies against top agents - Provide specific tactics for geographic farming success DELIVERABLES: - Comprehensive analysis of top 5-10 neighborhood opportunities - Detailed competitor intelligence for each target market - Realistic marketing budget with actual EDDM costs - Financial projections with ROI calculations - Month-by-month implementation plan - Professional PDF report combining all analysis and strategy Please analyze the uploaded data and provide a complete market domination strategy with all components above. Focus on realistic, achievable goals with proven EDDM-based geographic farming tactics.

The result will be an insanely comprehensive report that will allow you identify the biggest opportunities for geographic farming and market domination.

Good Luck and Happy Farming! 🚜

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[E]ducation: Big Mortgage News or Just Big Noise

et’s talk about a few things blowing up in the headlines right now. The fifty year mortgage and the supposed big shifts happening in lending. They sound dramatic and political, but once you peel back the noise, the impact on the average buyer or seller is pretty minor. 🏠

A longer mortgage term almost always means a higher rate. Add in private mortgage insurance that stretches across a much longer payoff period, and the savings shrink even more. Sure, the monthly payment drops a little, but you stay in debt a lot longer and pay much more over time. There may be a tiny benefit for a very small group of people, but the cons heavily outweigh the pros. 🧠

Now let us look at the other headline making the rounds. Fannie Mae is removing the minimum 620 credit score requirement for running DU or Desktop Underwriter. People are comparing this to 2007, and that is simply not the case. This change does not magically approve lower credit borrowers. It only allows lenders to run DU for scores under 620. The internal risk models have not changed, and lenders are not suddenly loosening standards.

I talked with Rob Wolfe at PrimeLending, and he clarified it well. Even borrowers in the mid-six hundreds can face challenges depending on their full financial picture. So removing the cutoff does not make approvals easier. It just means those borrowers can be evaluated by the automated system instead of being pushed straight into manual review.

Another headline gaining traction is the portable mortgage. This idea lets a homeowner transfer their existing loan and rate to a new property. On paper, it sounds amazing, especially for anyone holding a three percent mortgage. If a homeowner sells a four hundred thousand dollar home with two hundred thousand left on a three percent loan, they could transfer that remaining two hundred thousand to the next house and keep the three percent rate. 👍

Here is the big caveat. Only that remaining balance transfers. Any amount above it becomes a brand new loan at today’s market rate, which means the blended rate is still higher than people imagine. And to make things even more interesting, no one has actually released the official mechanics of how portable mortgages would work in real life. Right now, it is more speculation than substance.

Bottom line. The headlines sound explosive, but the reality is way more hype than anything…however, hype has its place for getting buyers off the fence. 🏡

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[C]oaching: Consistency Wins

I have given four AI presentations this week, and there is something that keeps hitting me every time I walk off stage. The best coaches and presenters in the biz have been saying the same message for 20+ years. ⬇️⬇️

Brian Buffini. Tom Ferry. John Cheplak. Gary Vaynerchuk. 

Completely different personalities, totally different styles, but the same core truth every time they grab a microphone. 

Consistency wins.

Their content evolves, their examples change, the world around them changes, but their message stays rock solid. They know what works and they repeat it until it becomes second nature for the people listening.

And honestly, AI is the exact same way. My presentations might look newer because the tools keep improving, but my message has not changed. AI can transform your business when you actually use it. Not when you save a link. Not when you tell yourself you will try it later. When you spend real time learning it.

Agents who invest twenty minutes a day in AI become the ones who write better offers, nurture leads faster, create stronger marketing, and build more efficient systems. Twenty minutes a day is not a lot, but over a year it becomes a massive edge. ⏱️

Consistency is not glamorous. It is not loud. It is not something you can brag about on Instagram. But it is the thing every top producer and every great coach has in common. Keep showing up. Keep learning. Keep improving your AI skills a little at a time. Your future self will thank you for it.

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[H]ow To: Turn Every Client Into Free Marketing

I’m not sure most people realize this, but every client is free marketing for you. All you have to do is create an experience that makes people want to talk about you. 📣

First Impression

First impressions really do matter. When you go to the first appointment, come prepared. Bring a portfolio with a digital listing packet, sample marketing materials, market update sheets, business cards, and your laptop. 💻

Something a bit more controversial these days: dress well. Do you need to wear a suit and tie around the office? No. But you also shouldn’t show up to your first meeting in sweatpants and a messy bun. (Yes—I’ve seen it done.) 

Follow up ASAP after the meeting. AI can even help automate this for you! Send them a summary of what was discussed so everything is transparent and they know you were truly listening. The Bee bracelet can help by recording and transcribing the entire meeting.
Communicate Well

• Provide weekly updates (AI can do this too).

• Text before and after showings.

Post about the process.  🏠

Most agents already do this, but it’s still worth repeating: share your accepted offers, under-contract posts, closing day photos—document and share the entire experience.

Send Gifts and Do Pop-Bys

One big benefit of giving gifts and doing pop-bys (aside from simply making clients happy) is that they often post what you gave them on social media, thanking you publicly. If you post yourself preparing the gifts, they’re even more likely to share when they receive theirs.

Use AI as a Follow-Up System

Quarterly check-ins, home anniversaries, birthdays, “How’s the house?” texts, and market updates are all things AI can easily handle for you. You look professional, you stay top-of-mind, and it takes minimal effort on your end.

Referrals

The best marketing money can’t buy? Word of mouth. 📣 Make it easy for people to refer to you. Stay top-of-mind by consistently posting, liking and commenting on their content, sending home-anniversary gifts, sending newsletters, or hosting client appreciation events.

Turn Their Reviews Into Multiple Marketing Assets

• Post their reviews on Facebook + Instagram

• Include them in your listing presentation and on your website

• Ask for a video review and turn it into a reel

If you deliver an unforgettable experience, stay in touch consistently, and create moments your clients want to share, you’ll turn every client into a walking billboard for your business—without spending a dollar on ads.

Want high commission, a low cap, and real support to grow your business? Aspire is our exclusive program for motivated agents who are ready to scale fast with elite coaching and next-level tools

-Ty Morton + Abby G