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Joys of Prospecting? What the heck!?

Prospecting... a word that before this week drove terror in my heart! A few synonyms in my opinion would have been intrusive, irritating, annoying, unprofitable, and pretty much all that is horrible and negative! However, I have started to prospect by going door to door passing out business cards, visiting expireds and FSBO's, and some cold calling (following DNC list of course).

I went door to door yesterday, and I sat in my car for at least 10 minutes before my desire for success dragged me out and pushed me in-front of the first door. I waited... rang the door bell... waited some more... and much to my dismay, someone answered. I smiled, gave a non-intrusive, soft sell attitude casual hello, talked a little bit, gave him a business card, and then he started to tell me about the neighborhood! I was almost speechless! "This isn't the way it happened in my nightmare..." I thought to myself. He was actually rather kind and pleasant, and it is quite possible that because of him I proceeded to go to every house on that street. I had two positives, two neutrals, and one negative. Most of the people were not home so I left a business card in the screen door and would go on my merry way.

The sun was shining, I was in a good mood, and knocking on doors was nothing like what I thought it was going to be. I will have scheduled time maybe 2 or 3 days a week now where I will go to my farming area, pick a new street, and proceed to get to know the locals. Once my website is complete, I hope this will drive business online, which will then lead to more buyers and sellers calling my phone. I am convinced the modern real estate customer believes that he or she has enough information that they do not need a pushy hard selling Realtor. People will go with a friend every time, and I am out to show my city that I can and will be that friend who will look after their best interest.

I always imagined prospecting to be a horrible thing where desperate sales people go through a neighborhood annoying the heck out of the residents. I have never had a Realtor knock on my door, ask if they could give me their business card, and then proceed to ask how my day is going or what I thought of the area, and then tell me that if they can be of service in anyway to call them. Now I know that being a new Realtor in my first year that I will have a lot of ups and downs and learning experiences. But if I never had the downs I would never be able to go up, and if I never had a mistake to learn from I would never learn!

Posted by Andy George on 03/09/2007 09:22 AM

Comments (114)

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114 Comments on Joys of Prospecting? What the heck!?

MAR

2007

Joy,

Great comments and thanks for the encouragement!

Thanks for feedback Dan!

Way to go bud.. I've been wanting to do the same thing.. 'but i haven't been able to get out of the car yet"... metaphorically speaking..

I think this is a great idea now I just need to get out there and try it...TY for sharing!

Christa

Great job Andy. I like to use door handgers also. My first year in the business I can credit the door hangers with 1 listing sold and 1 buyer sold. 2 sales in my first year by simply putting my card on someone's door. My office has a stck of door hangers just sitting there so I use them, why not if they are free right!

Keep up the good work!

Bill Somerset

bill@billsomersethomes.com www.billsomersethomes.com

p.s. anyone looking in New Hampshire or Maine, send them my way!

Andy, it's great you are out there prospecting, congrats for getting over your fear. It is nice to befriend people but don't be bashful about asking for the order.

Great article. I remember the same feeling of sitting in the car not wanting to do stuff. But my desire to increase my income got me out.

Way to be Gary, keep your eyes focused on your goals. It is amazing how quick we can get out of the car.

Prospecting can be golden. Pun intended. Keep up the good work.

I like door to door prospecting. I takes me about 1 hour to make it through 10 homes. Its a thing that must be done. Sometimes it can just be blah. But everything we do no matter what must be consistent.

http://www.richringer.com

rringer@c21haley.com

MAR

2007

That took some courage, but the fact that you took that step out of your car led to a wonderful experience! It'll be great to hear later how this all comes back in a positive way. The way you describe it, how could they not want to call you later?

Sharon Leigh

Well done Gary, I predict nothing but success for you!

Awesome - I'm making sure my hubby read this - he feels like you initially felt!

My thing about doing this is fumbling over my words once I get in front of them. I am fine once I know you but boy this just seems hard but I would really like to give it a shot. Do you just ask about the neighborhood and introduce yourself? Is it as simple as that?

Christa - I sat in my car for those stumbling minutes try to come up with something to stay. I wrote a little script saying hello and went from there. Depending on who answered the door and what their attitude was I would cater my spiel around that.

Andy-TY...I sure hope I am able to get past my fear of doing this. I have been wanting to do something like this for about a year now but just haven't. I believe that by reading that you had the same fear but were able to overcome it I will be able to do it as well. Once the weather changes up here in WA I will give this a shot and let you know how it went!

I have the same nightmare night after night!! I guess we all sort of do in our own sense. I need someone to wake me up and say what's the worst that could happen? Slam the door? Let their dog loose? Stick their tongue out at me??? Hey - all three could happen in one day but none of them really hurt me... Your post was very motivating so tomorrow I hope to actually open the car door!! Thank you!!

I tell you until I starting prospecing door to door, I used to fumble my words a lot. But when your commission check is dependent on it. amazing how quick you leanr to talk again.

When I was a part time agent, I always had the comfort of a full time job. But now this is my job so it makes all the difference for me.

MAR

2007

Andy,

Great article. I am already thinking of what streets I can hit.

Andy,

Good for you! Everyone has to find what works best for them...I never liked door knocking myself but love open houses. Glad to hear it worked for you!

Great job! I think that is perplexing to all sales people that are responsible for their own lead generation. But I also believe that we do whatever works and then do it some more!

This was great encouragement. I don't have a problem talking to strangers, my problem is knocking on their door. Doesn't sound like it's too bad!! There is beautiful weather coming my way this week, I'll think I may get the nerve to try walking a few streets. Thanks!

Great JOB!! Really like the Blog and It flowed very well. Keep up the great work

Ben

I was very intrigued by this post.

I have never knocked on doors, mostly because I cannot think of anything to say when they open it. It's not so much fear of rejection for me, but fear of silence! Because of this characteristic in myself, if forced me to market myself in different ways. We are all different and we have to find that element inside us that we can put forward in our business.

What I would love to see from you, Andy, is a couple of blogs on different things that you would say when someone opened the door.

Karen - I might do that tomorrow night or Wednesday. The reason a lot of people don't post that I think is because it is "valuable" sells techniques.

MAR

2007

Congratulations Andy! Now... go out there and do it again... and again... and again...

:-)

Andy, you will be a success! You have done what many "established" agents can never bring themselves to do. You have let your desire for success outweigh your fears and objections. Way to go!

George, I had not really given door to door much thought, maybe I'll try it. I have thought about getting out to the train station at 5:30 in the morning though, now that the weather has broken you may have given me the motivation to get off my duff and keyboard and do it.

LoL the only reason I'm laughing is that I'm wondering if anyone lives in the sticks like I do? Around my area you just can't possibly go door to door; there's 1/4 mile in between and guns over the doorway :). In that regard I'm envious of the city set up and yet grateful for a slower pace of living so it's a catch 22 for that type of prospecting.

I live in gated community so if I was caught soliciting I'd surely be fined, arrested or even forced to move so what I've done is join the Garden Club and take walks on as many "Nice Weather" days or evenings as I can muster. I take my kids when they get home from school and I do my best to frequent local establishments (Restaurants, Hucks for Coffee in the morning, Beauty Shops etc...) and hand out as many business cards as I have on me (I refill my card case 2 to 4 x per day depending on my schedule. I also make it a point to wave and interact with our "GateKeepers"; some are elderly and some are young - but they all have families and well; time will tell and if nothing else I've formed positive relationships with members of my community.

-- Jenn

Jenn - that would really make door to door prospecting a little more hairy and fatiguing:-). It's awesome that you joined the garden club and take your children along with you! It must be nice to live in a small family everyone knows everyone type of town!

MAR

2007

I think the hardest part is making that first knock or call. Kudos to you! Keep us informed on your adventures with prospecting!

Andy,

I have picked out a subdivision and am going to print out flyers and hit the street (so to speak) tomorrow.

Andy,

Maybe you could do a "few" opening lines and ask for others to chime in. One of the nice things about Active Rain is the sharing of knowledge, and I think one of the main reasons for that is we are not all in competition with each other. (I hope:)

Love it, and it is just great exercise also. We sit in front of o ur computers and behind the steering wheel or behind a desk with a phone. So get out and walk and why not meet the neighbors.

sue from maine

MAR

2007

OK, everyone....I want to phrase this so that you don't get the idea that I am putting down any form of prospecting. If one wants to go door-to-door, one can find success. The problem, however, is twofold:

The process is time consuming, to say the least.
Finding folks home in this age of both husband/wife working is a crap shoot.

I used to do a lot of neighborhood canvassing. No more. Instead, I look to technology to prospect for me. Using the right prospecting systems, ones that are tied in with an automatic followup system, one can:

Prospect the world rather than just a neighborhood
Prospect many, many more people than one can going door-to-door
Save time, our most precious asset
Have prospects go into an automatic followup system. Given the fact that NAR studies have shown that buyers/sellers begin looking for a home or agent 6-9 months out, this is important.

As an example, would point to RealProSystems. Their system consists of a main Web site and, most importantly, 4-5 "stealth sites" that stress services to the consumer, rather than the agent. Using 3 line bullet ads in local neighborhood papers (in our case the Reston Times), we offer a service to the consumer and give the stealth site address to go to. If they go there and complete the form (to receive on-going updates on their "ideal house," for example), they go into an automatic drip email system. They receive wonderfully done information piece on a regular basis...and you forget about them.

Many of my CybeStars(r) use this system. One has approximately 12,000 prospects who receive information from him on a regular basis. His closing ratio runs 2-3% annually....with no work on his part until they choose to contact him.

This, to me, is a perfect example of what today's real estate technology is designed to do: save money, make money and save time.

NOTE: RealProSystems is not my product....I have just seen the incredibl results it makes possible for my CyberStars(r).

Again, please understand that I do not disparage anyone who chooses to go door-to-door. It is a valuable tool if one choose to do it. My point is that there are more effective, more successful systems out there.

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

Andy,

Good post and what a way to overcome your fears by hitting them smack in the head!! Keep it up!!

Good day!! have a cup of java and a smile on me :)

It's nice to know that I am not the only one who has felt that way. I too sat in my car, before forcing myself to go door to door handing out fliers for my open house. In the back of my mind, I kept thinking how much I hate when people randomly knock on my door, but then I have to remind myself of something my broker told me, "Real Estate is a contact sport". It is so true, the only way to be successful in this business is to get out there, and make contacts!

MAR

2007

I went through a similar thing yesterday. I wanted to hand deliver some information to a FSBO and it involved a "cold" introduction. You took the words right out of my mouth in describing that feeling! My inspiration? The four little smiling college funds that were sitting in the car with me!

I love the idea of asking the neighbors about the neighborhood... because honestly, who could possibly know it better?!

Great ideas! Great post!

True, true, true. Good job.

Prspecting is like showering. If you don't do it for a couple of days, your business starts to stink.

Keep up the good work.

MAR

2007

You know what, I've experienced that myself. I got a little discouraged because one of my farms is in a rough neighborhood. After being chased by a dog on my bike while putting out door hangers, I kinda retired the whole idea.

Gonna be cranking up the old "farmer" in me, but this time, I'm taking the pepper spray!

Thanks for sharing!!

Positive Energy Activates Constant Elevation....PEACE!

Well I told everyone that I would keep them informed and today after my son's soccer game (still in uniform) we hit the road. From 10-11:10 we walked up and down on street (and 2 courts) passing out flyers. We talked to roughly 13 people (that answered the door) and for the most part were received pretty nice. One of the house that we actually stopped at was a FSBO. When I got in my truck to leave I called the number on the sign and let him know who I was and that I left a flyer on his door and he just started opening up about the house, the fact that several realtors have called him, etc....., ending with he will be over at that house tomorrow to powerwash it (not sure why it looked great when I was there) and that he could not wait to see my flyer. You better believe I am going to call him tomorrow while sitting an open house to ensure that he got it.

Well just thought I would keep everyone updated. The only bad thing about my walk about today was the house had long drive-ways and were not the closest houses I had ever seen. So I think I wore my son out.

Carl - That is awesome! BTW, how did your son do in his soccer game:-)?

Hmm, I really need to get out there and try it! I've never done it for the same reasons you had. Maybe it would be easier if I had someone to go with, so the mean people don't seem quite as scary! HA!

Thank you so much for the advice!

MAR

2007

wow your article made my day better i would really like to network with you maybe you could help me through questions of real estate

I have been in real estate 6 years and have never gone door to door cold-knocking. It sounds like a good experience, and I should make time in my schedule to do it. Just one of those things that gets pushed on the back burner.

Way to go Andy!

You have definitely renewed my faith in the traditional way of marketing. I am headed out tomorrow to reach out and "conquer thy neighborhood". The idea of creating a script beforehand is good advice.

Thanks again!

Thank you for the post

I think Allen's point is well taken --I am going to use technology iieu of walking shoes.

Hi Everyone, I just doorknocked a neighborhood the other day for my buyers that wanted to live in. It took me about 2 hours to knock about 50 houses on a Thursday afternoon. I found about 6 families home, 2 spoke no English but I found a FSBO had put up a sign since I was there the previous week and talked with her, found a couple of neighbors who could tell me about the neighborhood, including pointing me toward some homes that wanted to sell but went off the market before selling, and a renter who owned a home in another state who would buy when he found a job. Oh, and I leave a card explaining what I'm looking for at each door whether they are home or not.

I know lots of people who are afraid to do this but it is generally pretty easy for me. I knock around open houses, to fill a buyer request and to farm a neighborhood. Always bring a pad of paper to take notes and a clipboard.

When I go door-to-door, I like to use different themes such as; one day I will get door hangers from a warranty company and then another day I get door hangers from housing assistance programs etc. All the door hangers are free and I staple my business card to them, as well as hand one out to the prospect.

As we say in our 443 training, Activity breeds Results.

ie the more you simply get out there, the more will come to you, either directly or indirectly.

I've do my share of door knocking with fair results. I should have done it a bit more, but ere is the key.

Keep records and follow up.

It is useless unless you foster the relationship and follow up, by mail and in person. Door knoccking is a great way to accelerate and weed out a farm area.

Good luck all!

MAR

2007

Andy,

On Saturday my son won one and lost one. Sunday, with his luck charm there (me), they lost their game. If they would have won they would have played one more for the championship.

Well to keep you updated though. On Saturday when my son and wife were at his second soccer game my other son and 2 daughters took our dogs for a walk and passed out flyers through our neighborhood. Stating....Great News!!!! Your neighbor has just joined ERA Wilder Realty, if you have any questions or need help selling or buying your home please feel free to call. More to it than that, but that was the gist of it. When my wife got home she took the kids and finished our subdivision and the one next to us. Yes I know great wife.

On sunday I took him to the early morning game then went to an open house. I have one possible lead from that, but I called the FSBO and he said that he picked up my flyer and loved it and wants to set up a meeting, but his work schedule is hectic so he will call me next week. You better believe I am calling on Sunday.

Congradulations, you will become a highly productive agent! It taks guts to prospect, either on the phone or door knocking. I remember the first time I went out to door know like it was yesterday...and it was over 30 years ago! I did it from the start and was the top producing agent for my co. every month since the first one. I now own my own firm, and prospet daily on the phone, calling past clients, expirereds, fsbo, and around just listed, just sold properties. After 17 years in the business I had stopped prospecting and was relying on my past clients and referrals from past clients to call me. I joined Mike Ferry sales training 12 years ago, and he got me back to the basics...prospecting. I grew my business from 60 deals a year to over 200, so it works, if you do! Referrals to the greater Houston, Katy or Sugar Land Texas area, please send my way. Liz Carter, Liz Carter & Team Realty, www.lizcarter.com,

Great work Andy! I too have a real fear response to prospecting - whether its knocking on doors (I still haven't hit a courage level for that one but I think your example will give me a push) or cold calling I just have a real case of the willies when I have to do it. I was so happy when I had enough referral and realtor business coming in (I'm a mortgage broker) I didn't have to prospect, but the market has changed that and I'm back to the prospecting trail like I was as a new comer to the game.

Best of luck to you, and thanks much for the encouraging post.

Andy,

Terrific post! Its hard to get out of our comfort zone at times. The cool thing is when you do get out of it and its actually rewarding!! Congrats! Thanks for a post that makes many stop and think about getting out and doing some door knocking.

Btw...I love your blogs, they are a great addition to the Rookies Turning Pro Group

MAR

2007

Great feedback to just take the plunge and start doing it. Too many times we are frozen by our fear. I am struggling sometime for the courage to ask for referrals. The same thought process applies here.

MAR

2007

Let me start off by saying going door to door is a great way to establish yourself and to make yourself more referable. I have been doing the same thing but my objective is not to get a customer or client right away. I approach it from the stand point that people do business and refer business to those they know and trust. I want those I am door knocking to get to know me so I simply introduce myself and provide a coupon for a free drink at a local coffee shop during live jazz night. Then I record their name and address and follow up with a letter every month. The first mailing is a Hallmark card that simply thanks them for their time. I repeat this process in several neighborhoods. Again my object is long term, so the key is to stay in touch and make them think of you as their "Family Real Estate Agent".

I have to disagree with those who think this is too time consuming but they are entitled to their opinions. good luck in your prospecting and their is one other great benefit for going door to door it can keep you healthy!

MAR

2007

Andy,

First of all, great writing. I am fairly new to the traditional role of the Real Estate agent. The first real estate company I was with prior, provided the leads and I worked them. Now, as I help build our new company, the times for me are changing. I am familiar with Business to Business cold calling in my former career and life. Not an issue. I knew they sold my type of products, and I was able to present my products and services without qualms. Now, as even I get irritated by solicitors and uninvited guests to my house, I tremble at the thought of doing to others that which I dont want done to me. However, I see that I am definitly not alone. Its my business, and I have to do some things that are unfamiliar and uncomfortable. Thank you for the pep talk.

I guess I could add that I will be taking a partner with me to canvas my area, and I will be traveling to her area to do the same for her. There is always safety, and confidence, in numbers.

I will let you know how it goes.

After going through the same feeling everyone gets about door knocking, I decided to call an fsbo in my neighborhood. I did not get the listing due to a "discount Realtor" sending a mail out. It could have been my if I could match it. I could, but I was not going to work for peanuts. I did received a commission by referring the fsbo to another agent out of town (The fsbo was relocating). I would have never received the fee if I had never called! Prospecting is a must and its hard getting used to it. By the way, he purchased the new property and his house is still on the market. He got what he paid for.

Taking and giving referrals in the Charleston, SC metro area.

john.broyles@agentowned.com

http://www.owncharlestonhomes.com

I've really enjoyed this thread. As a new agent, I feel I've been hitting my head against a wall to come up with inexpensive ways to get my name out into the community I live in. I will use your ideas as the days get warmer!

MAR

2007

If you are working with investors, a good way to create business is to represent them. Have them sign an agreement that says that they will pay you for any contrat offers they accept.

Next, call expired listings and fsbo's, offer to purchase their property subject to assignment and inspection by your client.

Write as many offers as you can. Get real good at this and you will increase your income tremendiously and will work less.

Charles Parrish

MAR

2007

Awesome post!

What can anyone say to a "wimp" like me? I tried to work my first fsbo, you know, send the letters, postcards, etc...then I wanted to knock on the door (on the dnc list!). Here is the "wimp" part...I sat in my car for almost 20minutes and STILL NEVER went to the door! I totally froze-if the neighbors would've seen me, they would have thought I was stalking the home owner! I felt so stupid just sitting there!

My trainer emphasizes on knocking, etc. and she laughs at me (with me) when we talk about 'the story' and my fears. I know this is part of my job. I love talking to people. I have the ultimate fear of studdering, stumbling over my words & have something come out sounding funny & lose the chance to list the home.

Any encouragement?

Dawn - It's never easy to get out there. I actually didn't have a chance at all last week to go door knocking or prospecting FSBO's or expireds. Other people no doubt have other things that motivate them, but I have to tell myself that in order to succeed I need to get over my fears, act rationally, and just talk. As for the stuttering and stumbling, personally I tend to do that more over the phone than in person. I can tell when I am about ready to stutter, so I just change my words around and avoid that "hot word" that will cause me to stutter. It just takes practice and time. Practice in front of the mirror, on your drive to the FSBO's house, just anywhere you can. I've even called my friends before and practice on them! Just keep doing it and it will come!

Dawn,

Instead of working FSBO's and expired, just go door to door in a neighborhood, introducing yourself as the Realtor and leaving your card. As you keep doing it, each one will be a little easier. You are not trying to get a listing here, you are trying to make friends! The listings will come.

One thing I never do is introduce my self as a Realtor - did I shock you? Well you have to understand I always introduce myself as a Real Estate Consultant, and not a Realtor. It actually opens up the doors of communication and gives me a really good "in" to talk to people :)

I do this on a regular basis, this works really good when going door to door. After this introduction I go into my 3 question survey ( See Joys-of-Prospecting part 2 ).
Find some way to distinguish yourself from the crowd and make sure you tell people.

MAR

2007

Nice post. Prospecting and door-to-door is my biggest hang up. Thanks for the encouragement!

MAR

2007

One of the things that I thought of while reading this was taking your pad and paper with a goal of getting information about the area/subdivision/neighborhood. People LOVE to talk about where they live. You could go door to door and ask a couple of questions:

What is your favorite thing about your neighborhood
What is something that most people wouldn't know about this area?
Why did you buy a house here?
What would you want to make sure someone knew about this area if you were going to sell tomorrow?

You will find out the personality of the area, where the hidden parks / trails / creeks / paths are. How long does it really take to get to the freeway, etc.... Maybe they have neighborhood garage sales, charity drives, etc..

Let them know that you are working to put together a newsletter and webpage for them (the neighborhood). Seems a very non-threatening way to get their name, address, phone number & email as well as become a trusted "friend".

Just my thoughts late this evening. Take care.

MAR

2007

Well I can honestly say now from having walked for hours / and also having placed flyers in mailboxes. Driving is much faster, however you do not get to see the potential costumers face or here about the neighborhood.

So if you have the time......walk it.

I have been out of town a bit. this is a great thread started here!!! Wow. Please make the mud and slush go so I can get out there. I have stopped at homes and dropped of flyers, etc. I like all the little ideas thrown in here and there with these msg.s. Great. I get so many great ideas on active rain.

YOu go guys. It's great. I did like reading going with a freind. There is a safety issue we have to consider. THat goes for you guys too.

sue from maine

MAR

2007

Sue,

Stay warm up there.

APR

2007

Nice post.

Great drive for success, Andy. Now, once you have the people's name and number, make sure you put them on your center of influence list. Every time you list a property, sell a property or one of your listings sells, send them a Just Listed/Just Sold card. It is a great non-intrusive way to keep your name in front of them and reinforce that you are the busy Realtor who they should call when they need real estate services.

I am now a lender, but when I was a Realtor I built my entire business on cold calling and Just Listed/Just Sold cards. I never went door to door and still closed between 40-60 units per year. Had I stayed in the business, with the way it was growing, I would probably be close to 100 deals per year now. Unfortunately, I never knew when to turn it off and I burned out.

Keep up the good work and I wish you well.

APR

2007

Andy, any update? More success?

APR

2007

Andy,

Thank you for posting this. I read all the comments and took these notes from you and everyone:

Leave a business card in the screen door if people are not there.

Always bring a pad of paper to take notes and a clipboard.

Have a script but go with the flow and tailor your discussion around who answered the door.

Just try to know people and see if they have any questions about real estate.

Follow up
-------------------------------------------
Keep records and follow up.
It is useless unless you foster the relationship and follow up, by mail and in person. Door knoccking is a great way to accelerate and weed out a farm area.

The first mailing is a Hallmark card that simply thanks them for their time.

Conversation subjects:
------------------------------------------------
What is your favorite thing about your neighborhood
What is something that most people wouldn't know about this area?
Why did you buy a house here?
What would you want to make sure someone knew about this area if you were going to sell tomorrow?

Hi Andy, I am still waiting to get out of the car. I know what I need to do, but haven't been able to push myself out yet

Dianne - It gets a lot easier after the first house. Door knocking has helped me think on my feet in all areas of our business. I'm more confident on the phone, in person, door knocking, and I'm actually meeting with a builder on Monday to get him to list his homes with me. I believe as a hcild I heard someone say once "Courage is not the lack of fear, but rather doing the right thing in the presence of fear."

APR

2007

To all of you who are still unable to get to the front door just keep in mind that people do business with the people that they know and trust. Our goal as real estate agents, is to build our personal network, and make more people view us as trusted friends. I have knocked on more doors than I can count, and have never had a bit of difficulty.

Here is one scenario that I use that puts prospects at ease

After driving into my target neighborhood I grab my handy dandy clip board, 50 or so business cards and I turn off m Zig Ziglar cd. On my clip board I have 3 questions written down, and I always promise the person who answers the door that I am not trying to sell anything and that I am only doing market research, and that their answers to my 3 questions will help me serve my clients better.

1: Do you own or rent your home?
2: If you where going to sell what company or agent would you turn to?
3: What qualities would you want in your real estate professional?

After I ask 3 questions, I thank them and then give them my card.

By working this senario I have actually found several strong prospects, the best part is that after a couple of letters and market updates they have started calling me.

One such prospect called me today asking me to help sell two homes and help them purchase a new home! Just from knocking on doors! A quick note, I meet her almost a month ago, mailed 3 letters, dropped by and left my business card about 3 or 4 other times.

Let me assure you, that the worst thing that can happened is that the person behind the door will simply slam it in your face. Just smile and don't forget to thank them, then go to the next door. Good luck, have fun!

APR

2007

Nice Andy,

You are an inspiration and I will definitely follow and get out there and have some exercise. What's the worst that could happen?

MAY

2007

This blog , beyond a doubt, had the most useful information.

Everything everyone responded with was exactly what I needed to know, but just didn't know how to ask!

Thanks for this blog Andy, and keep up the good work! I sent out flyers the other day in my own neighborhood , with all 3 of my children helping me.LOL! my 7 yr old and 4 yr old would race to see who could get the flyer hung first! It was a great experience. I never spoke to anyone in person though,because I had no earthly idea what to say to them, but thanks to this I will go out today to send out the rest of my flyers and knock on the doors also.;)

Thanks again,Andy

Edith Wharton

MAY

2007

Now that the weather is nice, it is a great way to meet prospects and also good exercise.

Well, I did go out yesterday to send out more flyers. This time I brought some cards with me and actually knocked on the doors. If there was nobody home I hung my flyer.If they answered the door I spoke with them and gave them my card.

How liberating!!

Edith,

I have been knocking on doors in my farming neighborhood since this blog and must say neighbors will tell you some of the wildest stuff (providing they answer the door), but it is a great way not only to get your name out there, but to really find out about the neighborhood.

I now need to get more flyers made.:) Is it ok to use your company logo when you comment on other peoples blogs? Just wondering.

Edith,

that is what is scheduled for my monday morning (build the template for flyers) by Wednesday print them out and either mail them by Friday or deliver them on saturday / sunday.

Edith,

That was my schedule, I am not sure why it posted like that.

Liz ,I also have listened to mike ferry and have found his training very useful.

Carl, I was planning to get more flyers made tomorrow ,but ended up with an eye infection . Can't wear my contacts,so am now being forced to wear the only pair of eyeglasses I own.( which only have one arm due to one of my precious little angel snapping it off )LOL! So as soon as I am aloud to look presentable ,I will be out pounding the pavement once more!

MAY

2007

Edith,

Well make sure that you get those eyes taken care of and good look out there. That is funny that you said that about your glasses, with 4 kids that is how my wifes glasses look. :-)

CARL, the truth of the matter is, when you have three children in the house, nothing is sacred anymore lol!

Edith,

Trust me add one more to your number (4) and I dang sure know that NOTHING is sacred anymore.

MAY

2007

Well, went out walking in my neighborhood, again to send out flyers. I had to stock back up and in a few minutes I am going back out again.

Great exercise!!

MAY

2007

I have a great story to share with everyone, however I have to do it fast as I have a listing appointment to go to.. I had my wife and son pass out flyers in my neighborhood friday (this is the 3rd time) well I am in ERA's AccelERAtion class and get a call on friday. When i get a chance I checked my e-mail and then called the guy back. There is currently one of my neighbors about to go to Fort Bragg North Carolina and got my flyer and wants me to come by to list his home. Yes I am currently doing a little dance. I will tell you how it turns out tomorrow.

Carl, that's GREAT!! I am so excited for you! Can't wait til that happens to me LOL! Let me know how it went. Spare no details.:) I just finished sending out my 1st set of flyers to my neighborhood ( yes it's a very big one). Have any ideas on when I should go the 2nd round and what the second set should say? Should the be different than the 1st or same? ok I'm shutting up now LOL!

JUL

2007

Edith,

ProspectsPlus has some great idea's. Also if you do not want to spend a lot of money cut something out of the newspaper (tip) and go to Office Depot buy some color paper and lay it on the printer at work with your business card. Print one and then write for more tips call your neighborhood expert at................ Then pass them around in the newspaper boxes if you are lucky enough to have those in your neighborhood. I know I know they can still throw them out. But they can do the same thing with mail. You should be able to print out for free at work (black & white) so that will save you money and it will also save you money on stamps. Plus you are driving YOUR neighborhood so should something come on the market, a house burn down, etc... you will know.

Oh, got the listing.

Thanks for the info ,Carl and congratulatons!

Edith,

thank you.

FEB

2008

Hi Andy,

I too have had success going door to door prospecting. It helps if it truely is a soft sell and if you have relevant information to their neighbourhood, so much the better. Thanks for the great blog!

I know going door to door is not actually selling, but how do you get past some of the communities "No Soliciation" signs. My luck I would get into trouble with that.

Great blog!

Hi Andy:

I applaud your drive and ambition. I've never had a Realtor come to my door either. Shows how chicken most of us are! So you da man!

Excellent job! It's getting past the first hurdle that makes it tough for everyone. After that it will be smooth sailing.

FEB

2008

I see this blog is almost a year old and was wondering if you were still doing the door to door or have you moved on to something else?

FEB

2008

Great Post! I felt that way about cold calling mortgage brokers, but I actually found that people were very receptive or polite! It definitely encouraged me to do it at least twice a week now.

Keep getting out the car, and I'll keep picking up the phone!

MAR

2008

Good for you Andy. I'm sure there are many of us who can relate to these feelings. Great post.

Great post...courage...that is all that stands between point A and B!!! Well done!

Andy,

I'm at that point where i am about to be sitting in the car waiting till my drive to succeed drives me to the first front door. We'll see. Hope it goes as well for me as it seems to have for you.

duku

MAR

2008

Andy

Glad to see you did it, wasn't that fun? I have knocked on thousands of doors and made some good money doing it. Out of all the doors I've knocked I only had about 5 people who were peeved that I did it.

MAR

2008

When I was new in the business I did a few knocking on doors. I really preferred doing that over making cold calls. I like people to see my face. I believe that it builds relationship quicker.

Andy,

Thanks so much for this valuable info. I'm a newer agent and this is exactly how I've began my business -- door-to-door at expireds and FSBOs. This certainly wasn't the easiest thing to do. There were many times that getting out of the car just wasn't happening!! I've just found that is much easier for someone to hang up on me than shut the door in my face. Also, in our day of all this technology (not complaining about it -- couldn't live without the cell phone, computer, GPS etc.) but people want "warm bodies" not automation. They want to speak face to face and know that someone cares and will be there for them.

Thanks for giving me the encouragement to continue getting out of the car!

Boy I thought I was the only realtor prospecting door to door, now I don't feel so lonely. I have system that works well with me and if anyone wants to know about it just email me at: Rafael@ismyagent.biz

Iam glad to know there are realtors working the old fashion way. I also use the internet to prospect and both work wonders. Keep the good work, Andy.

MAR

2008

Good Post, some positive motivation here. I have also experienced many ups and downs which you can easily let get to you, I recently had a deal fall through and although I missed out on the commission I took the knowledge that I gained from it as my payment : ) There is so much to learn in this business it is really important not to get discouraged. Thanks for sharing!!!!

Your a braver man than I, I can just imagine the response I would have had a few years ago if a real estate agent had shown up uninvited and that is enough to scare me away from the door to door method. so kudos to you

MAY

2008

I am still within my first year as well, and am happy to read this blog. I too get these horrid visions of humiliating myself in front of an agitated person as I knock on their door. I always have to talk myself into it and just do it.

MAY

2008

Good jod Any, I door knock my first year in the business, No sells or buyer, but keep going.

Andy, I just read this post that is now over a year old, yet timeless. Thanks for sharing your experiences, they are inspiring to me. Thanks also to the numerous people who commented.

Reading this post and all the comments has been very revealing! It's comforting to realize that most of us suffer from the same fear of prospecting. Here are a couple of great quotes that I keep taped right by my phone: "Feel the fear, and do it anyway", John Maxwell, and another one, and I don't know who to credit this one to: "Money lies on the other side of fear"! So, if you're sitting in your car, not able to get out, or can't seem to make yourself pick up the phone, just go for it!

Linda Schulte, Keller Williams North Atlanta

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