SC043: Kenny Klaus. In-Depth Specifics Into Geographic Farming. How To Create A Predictable Business Model.


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Kenny Klaus is with Keller Williams Realty in Mesa, Arizona. Last year, he closed 573 transactions with a total sales volume of 57 million. His average sales price was 99 thousand of which 42% were buyers and 58% were sellers. He operates a team with 13 members: 3 buyer agents, 1 operations manager, 1 sales & marketing manager, 1 listing manager, 2 transaction coordinators, 1 client appreciation director, 2 HUD coordinators, 1 HUD field inspector, and 1 team leader.

Kenny Klaus is the team leader of The Kenny Klaus Team. He has been and agent for 13 years. He works the Metro-Phoenix Arizona market.

Before real estate, Kenny worked at FedEx for 13 years. He got his license and worked part time while driving a truck. Kenny realized that he had become an expert in the neighborhoods he was delivering packages. He decided he should do the same thing in real estate. So Kenny started geographic farming…and it paid off.

In this call, Kenny talks extensively about geographic farming including: how he picked his original farm, what characteristics he looks for in a farm, how to make contact, how frequent, what to say, what to mail, community involvement, sponsorships, seller workshops, zip code farms, business networking, video marketing, his team, profitability, how to create a predictable business model, and more.

2011 Stats:

  • 573 closings
  • 57 million sales volume
  • 13 member team:
    • 3 buyer agents
    • 1 operations manager
    • 1 sales & marketing manager
    • 1 listing manager
    • 2 transaction coordinators
    • 1 client appreciation director
    • 2 HUD coordinators
    • 1 HUD field inspector
    • 1 team leader


  • geographic farming
  • past clients
  • sphere-of-influence
  • short-sale
  • REO
  • 1st time buyers

(originally published on 10/07/12)