Door Knocking For Listings


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Listings are the Name of the Game !!!  get listing and you control part of the market and you will be able to generate more business more easily !!  Therefore, Door knocking can be one of the best activities for lead generation for real estate agents and you can list 2-3 homes a month if done correctly and consistently.

 

I know a few of the agents that are having tremendous success with face to face and door to door contact with potential buyer and sellers. For new Realtors this is a fantastic way to build your database and sphere of influence and for experienced agents this is a great way to top up the funnel of leads and introduce new people to your business each year.

 

Door knocking is very simple !! you dont have to have a Top Notch presentation, is all about one thing “showing up” and being consistent with your schedule and blocking regular time for it.

 

Top Real Estate Tips and Strategies for Door Knocking in 2015

 

Door knock at least one hour a time – Commit to being out for a minimum of one hour and make a goal of knocking on a minimum of 25 doors before you are finished for the day. I remember over 20 years ago the company I worked for made us do what they called “Tell 20” which was knocking on 20 doors minimum and telling the neighbors about your new listing or your recent sale. It always led to some kind of business for me.

 

Set appointments with potential leads for another time – Maintain your focus and commit to getting through the one hour and 25 doors. Don’t just stop and lose all momentum and try to take care of the prospect immediately. Let them know you would love to meet and ask if tomorrow at 2pm is good or the next day at 7pm is better for you? Keep it moving!

 

Don’t get discouraged – Know the numbers… the odds are estimated at an appointment for every 50 doors you knock on. That is doors you knocked on and people that you spoke with… not 50 doors where 27 of them didn’t answer or were not home!

 

Add value to them – When you are knocking on a door and possibly invading someone’s personal domain or space you better add value and not take away from their space and time when door knocking. So how do we add value? We add value by coming with valuable data, information that the prospect would love to hear about and would see value in knowing about.

 

Value Add #1 – Recent listing on the street or in the neighborhood. Who wouldn’t want to know the latest asking price on the street or in their neighborhood? Nothing better than to introduce yourself and let them know that you or your company just recently listed a home and what it looks like. I know I would be curious! “Hi Mr. and Mrs. Seller my name is Ulysses Lepe from ABC Realty and I am in the area to let people know about a new listing we just took on your street. Nobody knows the neighborhood better than you do and you may know a friend or family member that might be interested. It is a 2 story, 4 bed, 3 bath, 3,600 square foot home with a double garage and the asking price is $595,000. Here are some details on the home and if you think of someone just call me with their name and number and I would be happy to follow up and give them excellent service.”

 

Value Add #2 – Recent sale on the street or in the neighborhood. Who wouldn’t want to know the latest sale price on the street or in their neighborhood? Nothing better than to introduce yourself and let them know that you or your company just recently sold a home, what it looks like, what it offered and how much it sold for. I know I would be curious! “Hi Mr. and Mrs. Seller my name is Ulysses Lepe from ABC Realty and I am in the area to let people know about the recent sale on your street. From our marketing efforts we have buyers that missed out on this home and are still interested in your neighborhood so we are asking if you had considered selling now or in the near future? The home was a 2 storey, 4 bed, 3 bath, 3,600 square foot home with a double garage and the asking price is $595,000 and sold for $587,000. Here are some details on the home and if you think of someone interested in selling to one of these buyers just call me with their name and number and I would be happy to follow up and give them excellent service.”

 

Value Add #3 – Bona Fide Buyer in the area or neighborhood. You are in the area to find someone who may want to sell a home that would work for your ready, willing and able buyer. You let them know a little about your buyer so they know that you are not just making it up. You promised them you would go out and find a home for them because nothing on the market currently works for them and you would love the residents in the area to help you find the right home for your buyer. Who wouldn’t mind helping you help those buyers. I know I would! “Hi Mr. and Mrs. Seller my name is Ulysses Lepe from ABC Realty and I am in the area to ask for your help. I am currently working with a buyer and nothing currently listed on the market in your area fits their needs. I have made a promise to them that I would walk the area and find a home that would fit their needs for them to buy. Bob and Betty Buyer have 2 young children and are relocating from another area and have fallen in love with the area and heard many great things about the school. I was wondering if you were considering selling or knew of someone in your neighborhood considering selling now or in the near future and maybe help this young family find their new home? Here are some details of what they are looking for and if you consider selling yourself or think of someone interested in selling just call me with their name and number and I would be happy to follow up and give them excellent service.”

 

Value Add #4- Invite for a neighborhood VIP open house or a Mega Open House you are hosting the coming up weekend. You are inviting the neighbors who know their area best to come and preview your open house in case they have a friend, family member of co-worker that may want to move into their neighborhood and consider your open house listing and an opportunity to pick their new neighbors. I know I may come by and look or let someone I know, know about the listing! “Hi Mr. and Mrs. Seller my name is Ulysses Lepe from ABC Realty and I am in the area to let people know about a new listing we just took on your street and invite you to a neighborhood VIP viewing of this home coming up this Sunday from 1-2pm. Nobody knows the neighborhood better than you do and you may know a friend or family member that might be interested and would love them to join you. It is a 2 story, 4 bed, 3 bath, 3,600 square foot home with a double garage and the asking price is $595,000. Here are some details on the home and if you think of someone just call me with their name and number and I would be happy to follow up and give them excellent service. I hope to see you at the VIP/Mega Open House neighborhood viewing this Sunday from 1-2 p.m.”

 

Value Add #5 – Offer to subscribe them to your VIP Direct Buyer program that provides them with lists and email alerts of distress sale properties, foreclosures, fixer uppers, estate sales, short sales, sleeve and pocket listings that are for sale but not currently on the MLS system. Properties that are potentially hot buys in today’s market. Would that be of interest to you?

 

Always provide value – The key is providing the value when door knocking but then make sure you collect the GOLD which is adding the prospect to your database and collecting their name, address, email and phone number and get permission to establish a relationship with them for real estate services in the future. The best way to do this is a campaign script that i found. “Out of curiosity if you had a friend or family member buying or selling who do you refer or recommend your real estate business to? The reason I ask is I would like to be that person. From time to time I provide my clients with valuable information like market statistics, best buys, just listed and just sold’s, articles on home improvement ideas and more. Would that information be of interest to you? What would the best place I could send that to? In case I needed to get a hold of you about a hot deal or tip what would be the best number I could reach you at?” Such a great way to collect and add an addition to your database without being unprofessional or pushy.

 

Give a gift – The last tip is to leave anyone that subscribes to your database a thank-you gift like a pen, grocery list pad or N.A.R. says a magnet with some valuable content or information as being one of the more engaging or appreciated items to leave behind with prospects when door knocking. It is nice to show your appreciation and give them something for their valuable time.

 

Attack the Market !!!

Ulysses

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Comments & Responses

2 Responses so far.

  1. Mauricio Rivero says:

    Thanks Ulysses,

    Great tips. I appreciate them.

  2. DORAY says:

    Thanks for all you help.

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