Launch Your Farm

What I Learned at a National Real Estate Conference Last Week





Last week I had the chance to speak at the Royal LePage Atlantic Kickoff Conference in Halifax. Nikki and I also turned it into a short getaway together, which was a bonus. It was cold, windy, and very Canadian, but overall a great event with some really strong takeaways.





Here are a few of the biggest lessons that stood out to me…







1. YouTube can be a serious lead source (when done right)
Tom Storey from Royal LePage Signature in Toronto shared how he did 40+ deals last year from YouTube alone. Not social in general. Just YouTube.



He generated 100+ leads from his videos, which turned into 40+ deals. An amazing feat!





What stood out most was not the platform, but the structure. He rotates between 4 to 5 simple video types:


News and market headlines with his take
List style videos like top condo buildings, best neighbourhoods for “X”, favorite spots for “X”


Ongoing market updates
Educational evergreen videos like things to know before moving, buyer and seller info



He is not trying to go viral, it just happens as a byproduct.





He shows up consistently, provides value, and gives people a simple way to book time with him through a Calendly link. Most people choose a low pressure discovery call, which then naturally turns into real business.





Big takeaway: consistency plus clear next steps beats fancy production every time.









2. Your database is still the biggest asset in your business
Jas Takhar runs a team in Toronto doing 600+ deals a year.





His philosophy is simple.





Everyone goes into the database. Everyone.





Taxi drivers, bartenders, people you meet at events. No exceptions.





His team timeblocks three hours a day, three days a week where the only focus is follow up and conversations. No admin. No distractions. Just staying in touch and building relationships.





At one point he asked the room to:
Stand up if you have a CRM.
Now sit down if you do not send something weekly.
Sit down if you do not call your people a few times a year.
By the end, almost no one was standing.



Hard truth, but a good reminder. Most agents do not fail because of lack of tools. They fail because of lack of consistent follow up.








3. Market perspective from the top
Phil Soper, CEO and President of Royal LePage Canada, shared a high-level view of what is happening across the Canadian market. Royal LePage has over 21,000 agents, so it was a true state-of-the-union type of talk.




The biggest thing I took from his session was not specific stats, but the importance of understanding the broader picture. Interest rates, consumer confidence, migration patterns, and how long-term trends matter more than short-term headlines.





It was a good reminder that we are still in a relationship business, but operating inside much bigger economic cycles than we often think about.








4. Technology, mortgages, and the ecosystem around you
There was also a mortgage panel with several top brokers sharing what they are seeing on the ground, and how closely aligned agents and lenders need to be right now.





Caroline Baile, Vice-President of Network Success and Support for Royal LePage Canada, also walked us through the tools and systems Royal LePage is investing in to support agents.





Even if you are not with Royal LePage, (which I’m not) the takeaway was clear.

The brokerages that win long-term are the ones building real systems around their agents, not just offering branding.





The common thread across both sessions was collaboration. Strong partnerships and good systems matter more than ever.









5. My session: If I only had $100/month to farm
This was my session, and I had a lot of great feedback afterward. Many agents came up to chat, ask questions, and share how much it shifted the way they think about farming.





The core idea is simple.





Most agents either overcomplicate farming or think they need massive budgets. Neither is true.





What I shared was a 12 month, community-first plan built around three principles:
Momentum over intensity

Systems over random tactics
Relationships over transactions




Instead of spending $100 on one thing and hoping it works, the strategy layers small, repeatable actions that build on each other. Things like:
Connecting with local businesses
Starting a simple community Facebook group
Running food drives or community causes
Creating a COMMUNITY FOCUSED newsletter
Offering local guides and surveys
Hosting small community events






Each month adds one new piece, but you never abandon the old ones. Over time, your presence compounds and you build something awesome! For little to no money.





But the truth is that the real problem most agents have isn’t their budget.





It is fear, no plan, overwhelm, inconsistency, and procrastination. The real solution is a simple system you can actually stick to.





One agent came up to me afterward and said, “I love that your session was about farming… but it wasn’t all about sending postcards.” That is when I knew it really resonated.





The biggest mindset shift I wanted agents to take away:

Consistency beats creativity.


And community beats marketing.



Overall theme of the event
Every top producer I listened to, no matter the channel, had three things in common:
They show up consistently
They make it easy for people to take the next step
They focus on relationships, not tactics


Different tools. Same fundamentals.







Final thought
If there was one message that kept repeating across every speaker, it is this:

Long-term success in real estate is not about hacks.






It is about systems, consistency, and genuinely caring about people.

Everything else is just noise.







Ryan “exhausted, caffeinated, and happy to be back” Smith







(P.S. If this kind of approach resonates with you, this is exactly what we build inside the Local Expert Academy. It is not about tactics or trends. It is about creating simple, repeatable systems around visibility, relationships, and community so your business actually compounds instead of constantly resetting.





If you want a framework you can actually stick to instead of another strategy to test, you can check it out here: www.LocalExpertAcademy.com )

1 week ago | [YT] | 0

Launch Your Farm

‘Twas the month before Twenty Twenty-Six, and across every town,
Not an agent was planning, most were slowing things down.


But the quiet top producers were already at work,
With a simple clear plan and a solid framework.


Here’s the truth most people won’t say out loud:


The agents who win next year are already building their plan right now!


Not in January.
Not after the holidays.
Right now.

Because drifting into a new year without a plan is how you repeat the same year you just had.

A strong 2026 starts with a few simple decisions:
Where your real opportunities will come from
How you’ll show up consistently
What your actual budget is
What you’ll stop doing so you can stay focused
A marketing rhythm you can follow without burning out


I’m breaking all of this down on December 10 in a free training session called “The $100/Month Marketing Blueprint.”

It’ll help you map out a clear, affordable plan you can stick to all year.

You can grab your spot here: www.LocalExpertAcademy.com/blueprint

You’ll get live access plus a replay. (And an extra special bonus that I can’t tell you about yet, but I promise it will be worth it!!)


… may your planning be bright, and to all a good night!


Talk soon,


Ryan “I’m A Poet And I Know It” Smith

(P.S. The Black Friday and Cyber Monday deals are over… But the bonuses are still active… So if you want the extra goodies included with your registration, now is your chance: www.LocalExpertAcademy.com/blueprint )

2 months ago | [YT] | 1

Launch Your Farm

I wasn’t planning a Black Friday deal… but I decided to release something special this year.

You can get into the Local Expert Academy for $7, and I’m giving away 5 Personal Farm Plan Calls to help agents build their strategy for the new year.

Details here:
www.LocalExpertAcademy.com/NewBF2025

2 months ago | [YT] | 0

Launch Your Farm

I wasn’t planning a Black Friday deal… but I decided to release something special this year.

You can get into the Local Expert Academy for $7, and I’m giving away 5 Personal Farm Plan Calls to help agents build their strategy for the new year.

Details here:
www.LocalExpertAcademy.com/NewBF2025

2 months ago | [YT] | 1

Launch Your Farm

Your best farming tool isn’t what you think...

After nearly 20 years in this business, I’ve seen it happen over and over again… 

Every time the market shifts even slightly, most agents chase new tactics. They drop what they were doing before, and look for something new and exciting.


But the ones who grow their farms the fastest? 

They stay curious. Always learning, testing, and refining what they do locally. And then they apply what they’ve learned.

Here’s the truth: knowledge is useless without application.


The agents who dominate their communities aren’t the ones who know everything. They’re the ones who try something, measure it, and improve it.

So here’s a SUPER simple challenge for this week:

Pick one thing you’ve learned recently. Maybe from a podcast, a training, one of these emails, or even another agent  and then apply it to your business.


It could be introducing yourself to five local business owners, creating a short neighborhood video, or updating your newsletter intro to feature a community story.

Learning creates clarity. Action creates momentum. Combine both, and you build authority.


Keep growing,
  - Ryan


P.S. Speaking of learning… You’ve probably guessed I love helping agents take what they’re learning and turn it into real momentum in their local markets.

I’ve been working on a few fresh new webinars and training sessions that agents are really responding to.

So If your office or association ever brings in guest speakers, I’d love to share one with your team. Just drop me a message or a comment I’ll make it easy to get the ball rolling!

3 months ago | [YT] | 0

Launch Your Farm

Your competition hopes you skip this every week...

Here’s the uncomfortable truth: every time you DON’T show up on video, someone else’s face becomes the one people remember.

Visibility builds familiarity.
Familiarity builds trust.
And trust wins listings.

But this isn’t about going viral. It’s about owning your local stage!

When people scroll through their feed and see you talking about their neighbourhood or community, that’s presence.


When they see you highlight a local business, event, or story, they start to associate you with the community itself.

That’s local authority.

And the best part? You don’t need fancy gear or scripts. You just need consistency.


One short, authentic clip a week compounds faster than any postcard ever could.

If they’re not seeing you… they’re forgetting you.



- Ryan “Lights, Camera, Local” Smith


P.S. Want a list of 10 hyperlocal video ideas you can record this week to start building your local authority fast?

Just drop the word “VIDEO” in the comments and I'll get you a copy!

3 months ago | [YT] | 0

Launch Your Farm

Stop chasing attention. Claim authority.

Most agents are chasing attention. The best ones are claiming authority.

Because in every community, there’s someone who naturally becomes the “default expert.” 

When people think real estate, their name comes up first. Not because they’ve sold more homes, but because they’ve earned more trust.

They show up for their community, they know what’s happening before anyone else and when people need advice, they’re the first call.


It starts with C.P.R. -  Community, Positioning, Relationships.


Lead with your community, clarify your positioning, and nurture genuine relationships.


That’s the foundation of a business that lasts.


Once you have that foundation in place, everything else becomes easier. Especially when you focus on these three power moves that separate agents from true authorities:

1. Lead with Community - Authority follows service.
Be known for what you give, not what you get. The fastest path to authority is being the one who connects, supports, and celebrates others in your area. People remember who shows up for the community, not just the transaction.

2. Position with Intention - Clarity creates confidence.
Craft a clear, memorable message that instantly tells people who you help and where you specialize. Create a brand that feels rooted. Something unmistakably tied to your area, like Fort Erie Home Group or The Orchard Real Estate Team.

3. Build Relationships That Stick - Connection compounds over time.
Follow up with purpose, not pressure. Create communication people actually look forward to: stories, insights, and value that deepen trust over time. When people feel known, they remember your name first.



You don’t need to dominate the entire market, just your corner of it. Start small, focus deep, and become the name people naturally turn to.


That’s how every local legend begins…



Ryan “The Local Expert Maker” Smith

(P.S. Ready to take that next step and actually launch your farm the right way?

Inside the Local Expert Launch, you’ll choose a profitable area, build your brand, and set your business up for long-term growth, all in 30 days.

👉 www.LocalExpertLaunch.com )

3 months ago | [YT] | 0

Launch Your Farm

Netflix has us hooked for a reason…


Not because every show is a winner, we’ve all ditched a dud! But because there’s always fresh, relevant content worth coming back for.

Your farm is no different. The challenge? Most agents can’t keep up with that kind of consistency or creativity. That’s why they get “unsubscribed.”

Here are 7 ways to keep your farm binge-worthy:

Consistency is king. Netflix doesn’t drop one show and disappear. Farming fails when you show up once and vanish.


Surprise and delight. Netflix drops unexpected hits (remember Wednesday?). Surprise your farm with guides, invites, or reports they didn’t see coming.


Binge factor matters. Netflix makes shows you can’t stop watching. Is your marketing that addictive? Or forgettable after one glance?


The quiet unsubscribe. People don’t cancel Netflix loudly. They just drift away. Same with your farm if you stop delivering real value.


Originals stand out. Netflix has originals like Stranger Things. Your “originals” are local stories, events, and insights no other agent is sharing.


Personalization sticks. Netflix recommends “just for you”. Hyperlocal touches make your farm feel like you’re speaking only to them.


Always something new. Netflix keeps you curious about what’s next. Fresh, evolving content keeps your farm tuned in month after month.


Bottom line: People don’t “subscribe” to agents. They subscribe to experiences, stories, and ongoing value. So build something that people actually want to stay subscribed to!

That’s exactly why we’re building the Local Expert Academy to be the Netflix of farming.


Not just training. A library of strategies, templates, and hyperlocal “originals” designed to keep your farm hooked, engaged, and coming back for more.

👉 See how it works here: www.LocalExpertAcademy.com 


Stay binge-worthy,


Ryan “Please Don’t Unsubscribe” Smith

(P.S. We’re constantly adding to the Academy library, and I’d love your input. If you could design your own “must-watch” resource, what would it be? Your reply could literally shape what we build next.)

4 months ago | [YT] | 0

Launch Your Farm

I recently had the privilege of joining The Smart Agents Podcast for a second time, and I’m grateful for the chance to share my insights on one of my favorite topics…

(You guessed it... geographic farming!)

In this episode, we dig into how to choose the right neighborhood, craft a message that builds trust, and create systems to stay consistent without burning out. All using my Bridge Blueprint method.

If you’ve ever wanted to be the go-to agent in your area, this conversation gives you the exact steps I’d follow to make it happen.

🎧 Listen here:
Spotify – open.spotify.com/show/5tTnYcxKdgaXdoruALHOJo
iTunes – podcasts.apple.com/us/podcast/the-smart-agents-pod…

▶️ Watch here:
YouTube – https://www.youtube.com/watch?v=66Wr0...

5 months ago | [YT] | 0

Launch Your Farm

The Quiet Agents Who Win

Not every agent wants to be loud. And honestly? That might be a good thing.

We’ve all seen the flashy marketing... bold claims, polished videos, over-the-top branding that screams “look at me.” There’s no shortage of agents trying to shout their way into authority. And while some of them manage to pull it off, most don’t.

Because attention isn’t the same thing as trust.

The agents who actually build strong, consistent businesses in their farm aren’t always the ones who dominate your newsfeed. They’re not relying on gimmicks or chasing likes. They’re showing up in more grounded, sustainable ways, often behind the scenes.

They’re the ones you see supporting local events.

The ones highlighting a neighborhood issue that needs attention.

The ones connecting residents with real resources, even if there’s no commission involved.

These are the quiet agents. And they win by doing the things that actually matter.

Real authority isn’t about volume, it’s about value.

And most people don’t need another sales pitch.

They need someone they can trust when it’s time to make a big decision.

That trust gets built through meaningful actions repeated over time.

Not a killer script. Not a viral video. Not a thousand postcards.

So if you’re feeling pressure to “stand out” by doing more or saying more then maybe the better path is to simply show up better.

Be consistent.
Be helpful.
Be present in your farm in ways that feel authentic.

It might not be as flashy. But it’s the kind of presence that actually sticks and the kind that leads to real relationships, referrals, and results.

Because in the end, the agents who win aren’t always the loudest…
They’re the ones who keep showing up, with purpose.


– Ryan “Still Not Shouting” Smith


PS: I’m releasing a brand-new training this week with 30+ practical ways to build local authority... WITHOUT SHOUTING. It’s exclusive to members of the Local Expert Academy. If you want a head start, check out the academy here: www.LocalExpertAcademy.com

6 months ago | [YT] | 1