Call me "old school," but one of the most effective strategies I use to get into contact with potential clients is door-knocking. I work with distressed property clients and relish every opportunity I can get to be face-to-face with them. Getting in front of the homeowner--when done the right way--can yield impressive results.
Instead of waiting for a callback to schedule an appointment, agents who use door-knocking as a main part of their marketing strategy are able to conduct a home appointment immediately and sign a listing agreement all in one visit.
Consider the following tips I use for door-knocking:
- Go at a reasonable hour to avoid any unwanted intrusions, but when all decision-makers are likely to be home
- Pay close attention to the homeowner’s tone and body language as you meet with them at their doorstep
- Don’t press. Treat this first contact as an introductory visit. Ask for a few minutes of their time or set an appointment for a time that is convenient for the homeowner. If you’re invited in, be prepared with a very brief introductory presentation that includes specific discovery questions that will help your clients recognize the need and value of your services
- Be courteous and professional, but don’t be timid or afraid to ask for the listing on the first visit
- If the prospective client is not ready to list at this point, tell them that you will stay in touch and that they can contact you at any time with questions.
Colin Egbert, a popular real estate investor and short sale guru, uses door-knocking in his marketing strategy. He offers the following advice:
- Don’t wear sunglasses: they create a threatening appearance.
- Dress in business casual to encourage trust and promote likeability.
- Speak with the actual homeOWNER of the property and ask to be invited inside to discuss their situation.
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