Episode Summary: The Letter That Converts – 1 System Agents Skip

Podcast: Your Daily Real Estate Podcast with Tristan Ahumada
Episode: 732: The Letter That Converts: 1 System Agents Skip
Date: December 1, 2025
Host: Tristan Ahumada

Main Theme & Purpose

In this episode, Tristan Ahumada dives into an often-overlooked but effective real estate farming strategy: sending a well-crafted second letter to your geographic farm area. With a focus on practical, actionable steps, Tristan offers a word-for-word template for this “letter number two,” explains its timing and tweaks, and shares insider insights on how even a simple, value-driven mailing can keep you top-of-mind in your local market.

Key Discussion Points & Insights

1. The Importance of Farming Consistency

• Timing:
  • The second letter should be spaced out—ideally sent around 4-6 months after the first letter.
  • Tristan’s Reasoning: Rushing follow-ups isn’t effective; it's about steady, recognizable presence.
• Multichannel Exposure:
  • Postcards, local events, and a social media presence (even as simple as a Facebook Group) all contribute to credibility before the second letter drops.
  • Each touchpoint compounds the recognition in your farm area.

“Farming takes a very long time.” (Tristan, 00:22)

2. The Template: Anatomy of Letter #2

Tristan walks through a customizable word-for-word template, emphasizing not to copy-paste blindly but to adapt each section based on what you’re truly delivering.

Structure (00:50 - 03:20)

• Header:
  • Name, brokerage, phone, email, date.
• Greeting:
  • “Hello again, neighbor.”
  • Option for personalization: insert recipient's name with a letter-creator tool.
  • Tools Mentioned: Wise Agent, Lab Coats community resources.
• Opening Paragraph:
  • Acknowledge your increasing presence (“You’ve probably started seeing my name around North Ranch...”).
  • Small tip: Omit or tailor this if you haven’t done mailings or attended events.
• Second Paragraph:
  • Clearly state your ongoing goal: to be the most helpful, go-to real estate resource for local homeowners.

“My goal is simple. Be so helpful to you as a homeowner in North Ranch... that when you or someone you know needs real estate help, I’m the first person who comes to mind.” (Tristan, quoting template, 01:45)

• Third Paragraph:

  • List the specific valuable content you provide regularly (e.g., market updates, home maintenance tips, details on what’s selling or sitting).
  • Emphasize local relevance and encourage agents to swap out info for their own area or climate.

• Fourth Paragraph:

  • Mention a new local resource, such as a “Neighborhood Local Legends Directory” of trusted vendors or contractors.
  • Add a call to action: “Text me and I’ll get it to you this week.”

• Fifth Paragraph:

  • Reinforce why you consistently show up—so homeowners turn to you first, with no pressure attached.

“No pressure. Just consistent value and a familiar face or name in your community.” (Tristan, quoting template, 02:50)

• Closing & P.S.:
  • End with a warm sign-off and a postscript inviting them to follow you on social for faster updates.

3. Customization and Compliance

• Tweak for Authenticity:
  • Don’t include details about events, mailings, or updates you haven’t actually delivered.
  • Change sections to reflect your own local efforts and personality.
• Broker Guidance:
  • Confirm compliance with your brokerage before sending.
• Memorable Touch:
  • Template is intentionally warm, neighborly, and personalized rather than generic or “salesy.”
  • Persistency and genuine value are the best “conversion system” that most agents overlook.

4. Offer to Listeners & Community Connection

• Tristan encourages listeners to reach out via Instagram for a copy of the script (“Say 7:32 and I’ll drop it over to you!”), demonstrating both accessibility and community-building.

Notable Quotes & Memorable Moments

• On Timing:

  “It doesn’t have to be immediately after letter one. In fact, I don’t recommend it.” (Tristan, 00:05)

• On Personalization Tools:

  “Have your letter creator put in the name. By the way, Wise Agent has a good letter creator for this.” (Tristan, 00:45)

• On Value Delivery:

  “Every month, I’m sharing information that actually matters to homeowners on these streets... current home value in North Ranch, local market shifts... home maintenance tips.” (Template, 02:00)

• On Consistency:

  “Because when the time comes to sell, buy, or even just get a question answered about your home’s value, I want you to think, ‘oh yeah, Tristan, the agent who’s always kept me informed.’” (Template, 02:30)

Key Timestamps

• 00:00: Introducing the importance and timing of the second letter
• 00:40: Personalization, tools, and template walkthrough begins
• 01:45: Stating your goal in the letter—the “why”
• 02:00: Outlining monthly value points and homeowner relevance
• 02:35: Announcing the local directory and how to request it
• 02:50: Emphasizing “no pressure, just value,” and how to close with a call to follow on social
• 03:10: Final reminders on authenticity, customization, and brokerage compliance

Takeaways for Agents

• Second farm letter = high-impact, under-used tactic if done authentically.
• Send at the right interval, and ensure your letter matches what you’re truly doing in the community.
• Consistency, value, and approachability—not heavy selling—are what builds trust over time.

To get the template: DM “7:32” to Tristan on Instagram.

Tone: Friendly, down-to-earth, practical advice—Tristan’s “talking directly to you” style.