5 Farming Myths That Are Costing Agents Time, Money & Momentum

If you ask 100 agents how to pick the right farm, you’ll get 100 different answers — and a whole lot of bad advice.

The truth is, most agents choose their farm for the wrong reasons. Not because they’re lazy or careless, but because they’re making decisions based on outdated thinking, gut feelings, or someone else’s definition of a “good” farm.

That’s why so many agents get stuck. They start strong, burn out quickly, or never gain any traction at all.

Let’s bust a few myths so you don’t fall into the same trap.

Myth #1: You need to live in your farm

This is probably the most common — and most limiting — belief out there.

Yes, living in your farm can be a bonus. But it’s not a requirement. What matters far more is your presence in the community, not your postal code.

You can be the go-to agent in a farm you don’t live in — if you show up consistently, bring value, and build relationships. In fact, many agents have built dominant market share in areas where they had no initial connection. Why? Because they treated it like a business, not a popularity contest.

Myth #2: High turnover = better farm

Turnover is important — but it’s not the golden ticket most people think it is.

Some of the highest-turnover areas are also the most competitive, saturated, or overpriced to market to. On the flip side, slightly lower-turnover areas with less agent attention can give you more room to build real relationships and grow over time.

What matters is strategic alignment. Does the farm support your long-term goals? Can you afford to market to it? Are the people there a good fit for your brand and approach?

A good farm is a smart farm — not just a fast-moving one.

Myth #3: Choose homes you “like”

Here’s the thing: the market doesn’t care what style of home you like. Your farm isn’t about your taste in architecture — it’s about opportunity.

Too many agents fall in love with a certain neighborhood because they like the homes, the vibe, or the aesthetics. But if the area isn’t priced right for your ideal client, has too few sales, or is already saturated with dominant agents, your marketing won’t matter.

Pick a farm that matches what your business needs, not what your personal Pinterest board loves.

Myth #4: Start with a postal walk

Choosing a farm based on a Canada Post walk or mail route is like choosing a restaurant because it’s close to the gas station. It’s convenient — but that doesn’t mean it’s good.

Yes, mail routes matter when you’re ready to send flyers or door drop materials. But don’t let that dictate the strategic decision of which community to farm.

Start with research. Look at the data, study the competition, understand the community dynamics. Then figure out the best way to reach them — not the other way around.

Myth #5: You have to farm the entire area

This one’s sneaky. Many agents think they need to hit every home in a neighborhood to make farming work. Not true.

In fact, going too big too soon is one of the fastest ways to waste money and lose momentum.

You’re better off dominating a smaller, tightly focused farm — even just 250-500 homes — and expanding once you’ve built brand recognition and results. You don’t need to blanket the whole town. You just need to become known in the right pocket.

Start small. Grow smart.

Here’s the good news…

If any of these myths tripped you up in the past, you’re not alone — and it’s not too late to get on the right track.

Choosing your farm the right way doesn’t have to be overwhelming. In fact, when you follow a clear process and know what to look for, it becomes a whole lot easier (and way more profitable).

That’s exactly why we’re launching the Local Expert Launch program next month — to help agents cut through the noise, find the right farm for their goals, and build momentum faster, without guessing or second-guessing.

So if you’ve been stuck trying to pick a farm (or wondering if you chose the right one), keep an eye out. We’ve got something coming that’s going to give you the clarity and confidence you need to get moving — and growing.

Until then, just remember this:

Farming isn’t about luck, instinct, or what your mentor did 10 years ago.
It’s about smart strategy, local relevance, and showing up consistently.

And when you choose your farm the right way, everything else becomes easier.

Ryan “The Myth-Busting Farmer” Smith
Founder, Launch Your Farm
Helping agents become the local expert (without the guesswork)

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