Good Morning,
This is an approach that I have successfully used to diffuse home owners when they see me at their door. I don't recall where or from whom I learned this gem; it may be old hat to most of you. However, if it helps one agent with a fear of this form of marketing, it is well worth the few minutes to post it here.
I've adopted this approach and have met with success nearly every time (unfortunately there will always be the grump). And as we all have come to know, a knock at our door can evoke two different responses; first, a friendly welcome because it is someone we know, and second, (usually, not always) a scowl because it appears to be another solicitor.
I approach the door, knock, and then nonchalantly step away and direct my attention elsewhere in a casual sort of way. At first glance I look like a regular visitor - someone that has visited the home before...so far so good?!
After the home owner arrives, I say politely, "Hi, I'm sorry to bother you, I know you must be very busy." to which, after I pause, the usual response is, "Oh, that's okay! How can I help you?" That's the cue. "Thank you for being so kind, I just stopped by to introduce myself; I'm David Davis with Prudential Utah Real Estate and I was wondering if you knew of anyone that would be buying or selling real estate in the next six months?" Most of the time the reply is no, however, occasionally you will get the "as a matter of fact..." If the answer is "No, I'm sorry I don't", then I ask them if it's ok to periodically leave them (something of value - newsletter, coupon, etc.). As I hand them _________ I tell them, "I appreciate your friendliness, may I ask you your first name?" (pause for reply - usually "sure") and then I say, "I'd like to jot that down if it's ok?" (always carry a notebook). Usually there is never a problem if you truly have something of intrinsic value (more about that in another post). Before I leave, I ask, "Here is my business card. If you ever learn of someone who may be buying or selling real estate, would you consider giving me a courtesy call?" The usual reply is friendly and in the affirmative; then jot that down too.
I am not alone in my thinking that door knocking is not the most pleasant exercise. But, there is a strong consensus that it works very well. Remember, it's not who you know, but who knows you. When I do door knock, it is usually a more pleasant experience using this little gem.
I hope this is found to be helpful.
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