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My Door Knocking Obsession

Being a REALTOR gives me a valid excuse to go door knocking. I look forward to "Door Knocking" just as much as I look forward to the time I get to spend with Active Rain. Because I enjoy these two activities so much, I have to discipline myself not to spend too much time with either. I prefer calling "Door Knocking", my "Walk Abouts", because I also look forward to the exercise. If its one of our many beautiful days on the Mississippi Gulf Coast, its easy to slip into a natural high.

I had not been out of door knocking for awhile, so yesterday was my time to get back into it. I had just received a 100 pack of NAR brochures. I attached contact labels on each one as my new business cards are not in yet. Because I was on home turf, I did not wear any logo attire or pins. (If I'm doing a walk about in an unfamiliar neighborhood I will wear a name tag and REALTOR pin so I won't be mistaken for other types of people who "neighborhood").

I choose to do a walk about when I am relaxed and not pressed for time, because with every walk about I encounter at least 1 person that has lengthy needs or information to share. At least 1 household will invite me in to see their home (Yes, I am careful--I have a good 6th sense and I have a host of angels with me at all times:-).

I don't have a ploy. I am very straightforward. I introduce myself and tell them I am a local REALTOR and if they think of someone who could use my services, please mention me. I know, I should be more targeted and say, "Are you thinking of buying or selling? Can you give me names and numbers right now of people who could use my service?" But, I have found that instead of direct interrogation, that information will usually be volunteered after I pass a few tests of their own devise.

Its amazing what you can learn in neighborhoods by doing walk abouts. In the Coastal towns of Mississippi you are most likely to hear tales of rebuild and insurance settlements. You can detect trends, too. Yesterday, 4 out of 6 homes had the elderly mother living with them of which 3 out of 4 of the elderly Moms had lost their homes and the adult children had decided it was time to keep her with them. So, now I'm wondering if its a Long Beach, Mississippi trait or nationwide of having elderly parents move in.

Of 6 homes I chewed the fat with 3 home owners, stopped and dropped with 2. The last home which took up the rest of my time turned out to be an ironic and outrageously funny stop. It began with me walking up and sitting down in the rocking chair on the front porch beside the Matriarch of the household. We chewed the fat about 5 minutes, then the son came out who was the property owner.

I learned that he had been one of the ones who had a full settlement from Allstate. He had gutted to the studs and had spent about $80K in restoring. He invited me in, showing me through the house and the back yard. Then he said he would like a CMA even though he had no intention selling. I told him I would be happy to oblige, but for him to remember that a CMA is not an appraisal and that a problem with our area is finding anything close to compare with, but, I would work on it. In the meantime, while I am doing that, could he work on getting me a couple of people that do intend to buy or sell. He said, "Sure, no problem".

As I was preparing to leave, he said, "Wait a minute. I have a friend moving down in March. He wants to buy modest home and pay cash." So we went back to the kitchen table so I could record the particulars. I wish I could maintain that ratio:-) (For every 6 homes you get 1 strong buyer or seller lead)

Incidentally, while sitting there we discovered that our teens were friends and that each of us knew the other's teen. After that I stopped and dropped on another street, no one was home until the last house. That woman was abrupt and a little mean. Overall, I think it was a successful walk about. In my books, no one's a stranger unless they are stranger than me.

Before I decided to share this story I had researched several blogs for: SOI, Door Knocking. There was nothing under walk abouts. I don't know exactly where walk abouts fit in to marketing strategy, so maybe they are more exercise, social, or hobby.

Jennifer Allen,http://activerain.com/blogsview/34280/Are-You-Tired-of Jennifer, I have enjoyed your blogs and learn from them. However, it is my nature to be a pest. Most people just accept that.

Dee, Don't work with strangers if you're broke! I think I commented at your blog, Dee. This is great advice that I plan to re-read from time to time.

Angus, Specific Person - getting your foot in the door Angus in Mississippi its not that hard to get your foot in the door; sometimes its harder to leave.

Posted by Suzi Gravenstuk, REALTOR®, The CAL Group, Inc. on 01/14/2007 03:33 PM

Comments (60)

mississippi, mississipi gulf coast

Originally posted at: THE MS Gulf Coast Welcomes You!: My Door Knocking Obsession

Post is included in group: Door Knocking, Walk Abouts and Other Neighborhood Experiences

60 Comments on My Door Knocking Obsession

JAN

2007

WOW Suzi I believe you're the first person I've read likes to door knock! I myself have done it from time to time in my subdivision. I liked doing it just because it allowed me a platform to meet and greet my neighbors and also to possibly drum up some business. I will probably go out and do some of this again when the rain stops. Great Post!

Good for you! It`s tough on the feet, but if it bears results who cares!!??

Thanks, guys. Part of the objective is to get some fresh air and exercise. My reception/acceptance could be a Mississippi thing; either everyone's a stranger or no one's a stranger. There have been times I have set out for my walkabout and didn't get past the first house, because they either wanted to talk or needed to talk. When I set out for a walkabout I make sure that I have flexibility in my schedule because you never know what you'll run into.

Your attitude is infectious! Well, almost. I am not good at chit-chat, which is bizarre since I am born and raised a Southern belle, so I struggle even on phone calls to 'visit' before getting down to business. =) I think i'll share this story with our newer agents!

Thanks, Leigh--I'm honored. The secret about chit-chat is to ask questions and let them talk. If it were all about me I would probably run out of things to talk about pretty fast.

I've been dieing to go out and do the very thing you describe. Glad to know somebody has done it and done it well.

Dena, I am not so sure that I do it well. Its a mindset. You already have it in you if you've been wanting to do it. I suggest making it such a desireable activity that its a treat for you. You have to earn the privilege of doing walkabouts. For example, if I want to do a walk about I have to take care of some tasks that I don't like (bookkeeping and paying bills). There's a world of difference between I need to do this, I have to do this, and I want to do it. You know, we can pay thousands of dollars a year for special training, but we can't buy attitude.

I can't wait to hear about your first experiences. Maybe we should start a "Walk About" report group. When you start, you'll get hooked. Just remember to be logical in taking care of yourself. I advocate wearing a nametag when you are in neighborhoods where you may not be personally recognized. Saturdays are epecially good because more people are out working in the yards, sitting on the porch, talking to other neighbors. Keep your cell phone on silent so as not to interrupt. People will talk. You will want to give them your undivided attention.

i don't carry any paperwork other than brochures. If someone comes up with a lead for you, or if you encounter someone with a need, they will write it down for you from their kitchen table or desk, because at that point, you have a rapport.

WalkAbout to the Aborigines was a journey of self-discovery. If an agent apporaches the neighborhood walk in the same way instead of as a marketing tactic - the rewards will be far greater.

Suzi,

I have found that if you have an open personality and are receptive to receiving door knockers at your own door you won't have a problem going door knocking for your own business. I sure learned this about myself when trying to door knock. I had to change my own attitude about telemarketers and people knocking on my door before I started receiving more success.

Thanks for the encouragement! I hope you put this blog in the 'Art of Marketing You' group.

I think I might be turned off by an agent going door-to-door; I wonder if it's a sort of cultural difference in various areas across the country?

Devon, do you not go personally and mix with a neighborhood? Maybe our personalities and backgrounds are just hugely different. Do you know your own neighbors? That's a good place to start. From last Saturday's walk about I learned that the 2 blocks of Gardendale Avenue is interested in having a monthly social whether its Potluck in someone's yard or meeting at a local buffet at the same time.

I forgot to mention, I don't really knock on doors. If the door is closed I quietly leave a brochure in an appropriate place. If folks are in the yard, we chat. I expose myself to the richness of the neighborhood.

This Saturday's Walk About (Yes, you are right Harper Team) was not a good example because it was my own turf. However, I learned that the folks 1 block up were concerned about a single, elderly neighbor across from me because she had lost her job, was ill, and was now having to use a wheel chair. I learned that everything was now okay with the neighbors up the street from me. I was concerned because the other day there was a fire truck and ambulance in front of their house.

To my delight, I also found one of my new moves (I listed, the new move was the BA;s client) had already bonded with his neighbor because they were working on cars together and sharing tools. I also learned that his elderly mother was happy and nothing was more important to him than keeping "mom" happy at this stage in her life.

In my opinion, Walkabouts and door knocking are similar but have different purposes, and different results.

Suzi-

I can't believe I found another southern nut who likes to door knock! The only reason I havent done it myself lately was my Mother (she is also my Broker) convinced me that I could find "better" ways to farm. But I am going back to knocking, it has proven to be very effective.

I am like you if no one is outside I leave my material and keep going. I find Sunday afternoons to be a great time to prospect-either in person or on the phone.

If you enjoy walk abouts, by all means do them. It's an inexpensive way to market.

Shannon, there probably are more effective methods of farming. I don't even think of it as farming. The Harper Team's comment before yours hit the nail on the head. It is about Self Discovery and other discovery. If you yourself are relaxed and enjoying yourself and you catch people out, it seems natural to introduce yourself and offer a brochure. If someone talks (my experience is 3 to 5) you will learn something of value.

For instance, there is a large vacant lot between two home up the street. I can visualize a nice home going up there. When I mentioned the lot to neighbors I found that it had been sold in the past week (it wasn't on the market), and the new owner was planning to build a $300K home. I wouldn't have discovered that cruising the Internet or checking the MLS, maybe tax records after awhile...

Then, in discussing the plans for the lot we started kicking around property values, i.e., how the new home would likely bring property values up for that block, but in the same realm of thought, to be truthful, the other homes on the block will just as likely bring the value down of the new home. It will stick out like a sore thumb.

Suzi, Great idea. I read about this in a book I studied when I first started seven years ago. It's the Tom Hopkins book about listing real estate. I figured it was an old thing that doesn't work any more. I guess the basic things never stop working.

What a wonderful story! This just goes to show that all types of ways to develop business work if it's work you enjoy, and have an aptitude/attitude for. There is room for everyone to use their particular strengths to succeed. Congratulations on your walkabout!

Tim, I will look up the book by Tom Hopkins. I have not read it yet. I will put it on the agenda.

Deborah, thanks. If you guys are like me you spend hours at the computer managing our different systems and researching. Walk Abouts help keep me in touch with Real People, Real Property, and REAL Estate. I certainly would not do walkabouts in lieu of web marketing though. We can do both. Its not an either or.

Congratulations on your success AND your approach. I dislike door knocking - I am so impressed that you don...that's a first. Good to know it yields positive results. Be safe, though. Appreciate the clafirication, since I thought you ACTUALLY knocked on all the doors. Your approach is much warmer. So what percent of the homes actually have people outside when you are doing this? Just curious. In so many of the neighborhoods near me people seem to hide inside or are in the back yard, although the kids are out. And you can't touch the gated communities

Great post, Suzi. I am new to Real Estate and have wondered how successful I could be going door to door. Your post sends a good message and I plan to do so, soon.

This real estate thing is still a face to face business with people we may not know. If it works for you, go for it!

Jeff: We are on the Mississippi Gulf Coast. While many states are dealing with Blizzards and Black ice we may be having an unbelievebly gorgeous day. I suspect that in this area on weekends we may have more people outside the house than in many other regions. The front porch is where you'll find many residents. It is common to find neighors congregating in one yard or other.Sometimes neighbors on our block come from 4 different homes and meet and greet--in the street. Don't ask me why--its happened several times. One neighbor sees other neighbors together and joins up. Saturdays and Sundays would be the best times, maybe evenings in the summer.

If you aren't attracted to neighborhoods, have fun with your digital camera. I meet people consistently when I go for walks at the harbors and piers. Its really easy to start up conversations. People are usually curious about what you're doing once they establish that you aren't a tourist. (maybe they think I'm a photojournalist :-) ...There's always fish stories, Katrina swaps, litter (I used to be a bag lady--I would take a big garbage bag and pick up litter on my walks)

How did you get over the fear of rejection? This is soooo hard for me to do.

Suzi- Congrats on your success with your walkabouts.

My previous office mate door knocks several timea a week. Rain or shine. And he is fairly successful at it. He would be more successful if he followed through more... but back to the point. He is a happy go lucky guy that translates to well to homeowners. He literally knocks on each door and chats with the homeowner when they answer. If they do not, he leaves a flyer, business card, whatever. I went with him exactly twice. I just couldn't get into it. It felt so unatural and stiff to me. So I leave him to it! :)

Debi: Do You walk your dog? He/or she would be a star on any walk about. wish I could borrow;-)

Brad: You're playing with me. I looked at your profile. Seems to me that lenders would market differently than Agents anyway. However, if you want to overcome fear of rejection, choose a beautiful day to get some fresh air and sunshine. Take some fliers regarding new loan types, refi's if you do them and new interest rates, and borrow Debi's dog:-) limit yourself to 6 to 10 at a time. You aren't giving a sales pitch, but learning about people and their neighborhood and offering up to date information. "I usually say if someone you know mentions a ________ need maybe you could pass this along. In lending I would project at least 1 out of 5 homes would invite you to their table to chat.

Doug: I doubt if I would be into neighborhood walk abouts this time of year in Colorado.

For the record - I walked a neighborhood last weekend in the snow in Pueblo. People were out shoveling snow. They came to my open house!

Dena, that was funny. I just looked at your profile and realized you were from Pueblo. I love Pueblo. It has a very unique character. My husband fished the reservoir often. Shoveling snow is a good time for neighborhood comaradie. I just was not a good cold weather person. If I were doing a walk about I am sure I would find a stray patch of ice and slip. Once when we lived in CSprings, my son was a toddler, I was carrying him from the car to the house, I slipped and fell flat on my back while holding him in the air. He laughed. I guess he thought I was playing.

Suzi. Grat way to get to know the neighborhood, Have you thought about passing out frizbes to tha kids on your walk ? Pete

From Pueblo to Mississippi - now that's gotta strip your gears!

JAN

2007

One great thing about door knocking is there's never any competition. The team leader at our office built his career early on by door knocking. For every 100-125 attempts (3-4 hours) he found 25-30 people home and that generated at least one piece of business.

Dena: It was quite a trip broadly speaking and it has been an amazing journey.

Pete and Rebecca: I knew there was something I needed to add. Frizbees and Balloons.Maybe some kites so I can tell grumpies...

Devon: I read your profile. I have a funny walk about story that you will relate to. I'll post it sometime soon.

John: that is one of the fun aspects of the neighborhooding, walk about, door knocking experience. Usually it gets really crowded in marketing activities and it is hard to set yourself apart from the competition. This activity is fun, the cost is minimal, there is always a reward although it may not result in immediate production.

Door knocking is a lost art in my area...needs to be re-invented...

www.EagleResorts.com

Chris, I agree on re-inventing. Maybe renaming the activity would help others see value. WalkAbout seems the perfect name to me. The Harper Team explained better than I did why I prefer WalkAbout. There are treasures of discovery, and times of true enlightenment in the neighborhoods. I wrote a new anecdote to drive this point home, The Closing Experience, a My Door Knocking Obession Anecdote I still laugh about this one because it has an ironic twist.

Thinking of the activity as an Art may help raise its status, too.

MAY

2007

Great post! I enjoyed reading it!

Our company actually has a professional trainer Bill Nasby, that is known as the worlds oldest door knocker (late 70s) and he comes to town with a bus. He hosts a 2 day class on door knocking. We learn and role play on day one of his "Field trip" and day 2 we all get on the bus and actually go door knocking! What a great session! And to be a trainer for Exit, you must have earned $500,000 a year minimum doing what you teach. So come on people GET ON THE BUS!

Vicki Watzlawick, Broker Owner, Exit Platinum Realty www.vickisdreamhomes.com

MAY

2007

Fantastic post! I'm almost an obsessive-compulsive door knocker myself. I find it very relaxing, and it's a great way to meet people. They really seem to enjoy it, too... I have to say that I think my husband and i are the only real estate agents in our area who take this approach, because many people are surprised to see us ringing their bell. With maybe two exceptions EVER, we have always been hospitably received, and in many cases, we've found that it IS hard to break away from them.

Quite a few of the homeowners that I have met recently have been elderly, and I just know they loved having a listening ear. I fully intend to go back and visit with them some more, simply because I really just enjoyed spending time with them. Keep knockin'!

Great post! I like your term walk about much better than door knocking! We have a gentleman in our office that enjoys it so much, and he can find something to talk about with every single one of them...

JUN

2007

Thanks for visiting and sharing experiences.Yes, door knocking is one of the oldest techniques known, as is marketing and selling in general. We can cut through a lot of red tape going direct to neighborhoods. Anyone with new experiences and tips in this area--post them and link to this one. Obviously, there is interest. REsults are priceless.

My husband just had a wonderful experience on a "walk about" this afternoon... He actually carried one of the signs we'd place in a client's yard with him, and a lot of folks commented on him being "ready to go!" It also seemed to relieve some of the ladies in the neighborhood who might otherwise feel a bit nervous about opening the door to a male stranger. Needless to say, it also generated conversation! He started by saying, "My sign is lonely. Do you know of a home for it?" It was great!

You guys just redefined "Bold" and thinking outside the box. Being easily identifiable, I believe, is important in your reception and in the "trust" factor.

SEP

2007

I enjoy door knocking also. Nothing beats face to face.

NOV

2007

Very powerful post. I have always been the cold calling type in the past but after reading this post I am going to get out and do some door knocking.

NOV

2007

Cody, do you mean cold calling by phone? That takes more guts than door knocking in my opinion. Remember to be easy on the knock part. Wear your badge and NAR pin, otherwise people may mistake you for, well, a stranger in their neighborhood.

I recommend carrying your digital camera with you.

FEB

2008

I love this thread, great info here.

FEB

2008

Larry, thanks for letting me know. It draws me back--sometimes I forget that I enjoy door knocking and get distracted by doing less effective, less fun, and more costly things. Figure that one out!

NOV

Suzie, I wish you continued luck with your door knocking experiences. Happy Thanksgiving.

NOV

Hello, Greg. It is a pleasant surprise to hear from you. Thanks for breathing life into an aged blog--and me. I need to get back to the basics and have fun with my license. ...Maybe, think of it as a license to have fun and work productively at the same time:-) Again, great timing!

NOV

Suzi,

I've been going to the doors for about 2 years. It's a great experience!

I take the approach that I'm providing a service to those that are planning to move in the next year, and they appreciate that. Many are just amazed that an agent would actually be out working the streets. In fact, if they ask what I'm doing, I'll say that I'm "looking for work". They usually smile and tell me to keep at it.

One day I was walking across a snowy driveway and fell flat on my back. I guess there was ice under the snow. amazingly, I wasn't hurt at all. I've also had experiences where I've listed a home the same day I knocked! They were going to sell that day--they just didn't know who would help them until I came along.

Face to face is amazing, and you don't have to pay a monthly subscription fee!

DEC

I love this post! I'm a new REALTOR and have the typical fear of rejection. I've been doing cold calling because I'm to chicken to go walking. But now I think I'm going to give this a try! Although the demographics are against me (I don't speak Spanish) in Oxnard CA, and we are required to have a license to door knock, I think it will be fun once I'm ready (meaning license in hand).

DEC

Todd, you made me. It is always a pleasant surprise when some comments on a blog from long ago. I would walk and talk any day before cold calling. Please give us feedback on your progress. Even if you do not get the listing, you learn a lot about property perception and all kinds of things by walkie-talkie:-)

I recommend setting a goal for talking to a minimum of 10 homeowners. Tell them you are agent backed by folks with a lot of experience (your own words). Your 1st purpose is to let folks tell you about their homes. I usually get guided tours.

This is timely also because I drifted away from doing this myself--because of you--here I go again.

Kevin, I'm sorry that I missed you until Todd's comment came. Great story! Thanks for sharing.

DEC

Ok Suzi, have you gotten back on the horse yet? lol... you seem to be heading in the right direction. Greg

DEC

To the point, direct and simple. So many of us get so wound up in what's right and what's wrong with the way we're performing our business and we forget that just doing what we love and keeping 'it' honest and real is the key to success. Great blog. Thanks for sharing your experience. I love reading your info. You are really a great person! Happy New Year. Robin

DEC

Robin, you pulled a golden oldie out of the hat. Original 1-14-07. Thank you for your comments. It is great that we attracted each other's attention.

Greg, Thank you for being so supportive. Yes, you assessed me correctly. I came out of my Rip Van Winkle stage and I'm Roaring and Ready for 2009.

Suzi....Right back at ya! Robin

JAN

Great Post! I am getting the nerve to begin Door Knocking...I have asked another agent to join me for my homes and I will join him for his..I am excited and nervous, seeing how you enjoy it so much and keep it low key makes me feel more energized..Thank You

Tara--I have had a blast this month with a new listing in "Original Gulfport".

I made these inexpensive cards at Vista Print (Even had a couple of T'shirts made:-). Buyer prospects are flush in this area as it is part of the new Smart Code/Walkable community. So, I was a "Street Walker" during a beautiful 65 degree day last week. I would pop in an office, or door knock and say, "...just in case you might know someone that wants to move into this community, I have a listing near by." Then--I'm out of there. No one bit me. Though I noticed one guy looking at me rather strangely as he got into his Mercedes.

I met some great neighbors, some of which are very pleased that this property is getting in tip top shape in preparation of the "Listing Roll Out". ...Seems some are suddenly motivated to spruce their property up a bit too.

Have Fun guys! Suzi

FEB

YOu're such a riot! Absolutely loved this post......like a breath of fresh air!

Liz, you are fun yourself. I am blessed to have attracted your attention.

APR

I love to hear happy door knocking stories because my mind plays so many games with me right before i get out of my car to hit the neighborhood.

MAY

Joe, thanks for commenting. We all have the head games. Many times I almost convinced myself not to do it; but I did it and there was something special for me.

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