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Need Listings? Anyone still knocking on doors?

By Nancy Wolk

Real Estate Sales Representative with Long and Foster

April 14, 2008 10:46 AM

I recently attended a class on Sales and Listing Techniquesas part of my GRI certification course. My expectation was to leave the class with some good advice and strategies to increase my business. As a rookie Realtor, any business is an increase for me (LOL) so of course I listened intently. We discussed all the usual avenues, including expireds, FSBO's, farming, open houses and of course, that ever famous sphere of influence. OK we all know those. Give me something good, something I don't know. The discussion then shifted to helping us increase the number of listings we hold. I thought to myself, here it comes. I'm Ready. Tell Me How? And this was the plan.

Get out and meet 10-15 strangers a day and ask the following 4 questions:

1. How long have you lived here?
2. Are you planning on selling/moving?
3. If you were planning on moving, WHERE would you be moving to?
4. WHEN would that be?

And how does he propose we meet these strangers? Well this is where is all fell apart for me. KNOCK ON THEIR DOORS. Maybe it's me but does anyone really go door to door anymore? I felt like I was transported back in time to the Old English School of Real Estate. The principal is clear, the more people you talk to the more chances to receive, even if by default, a listing appointment. BUT in this day do any Realtors really go out and actualy solicit door to door? I can't remember the last time I spoke to a Realtor who actually solicited to strangers over the telephone, let alone door to door.

From experience, I know when someone knocks on my door, before I answer it I get my dog (schitzu bisson mixed) so excited he is jumping all around and barking up a storm. If the person at the door hasn't gone away after hearing the commotion, I open the door while pretending to hold back my dog from attacking just long enough to say No Thank You and close the door. Does anyone actually talk to strangers who knock on doors? In this day and age, I find this strategy to be very disturbing.

And although I understand the idea of getting out there and talking to people and not being a "SECRET AGENT", there has to be better way. I would appreciate your feedback. HELP!

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Laura Giannotta

Keller Williams Realty - Atlantic Shore - Little Egg Harbor, NJ

Your Realtor Down the Shore!

I love walking the neighborhhod with my monthly market update. I look at it like this, I'm providing them with neighborhood information. I don't hit them with questions up front. That comes later. I think you'll find alot of agents still do it.

Apr 14, 2008 10:55 AM

Sharon Harris

Keller Williams Keystone Realty - Hanover, PA

Realtor

Never have walked a neighborhood or door knocked. But my listings are slim to none. So there is no excuse for not getting out there...

Apr 14, 2008 11:03 AM

Rosalinda Morgan

Brookville, NY

"The Rose Lady"

I have not done door knocking this year. I did it last year but I know most of the people in the neighborhood. I have lived in this area for 37 years so basically I'm not a strangers to most people. I like door knocking better than phone calling. Face to face contact works better for me.

Apr 14, 2008 11:05 AM

Valerie Osterhoudt

Johnson Real Estate, Inc. - Cromwell, CT

ABR, Cromwell, CT Real Estate ~ 860.883.8889

Nancy, this reminds me of being in college. When you are there you are to learn so much, because you will need it in the *working world*. What you don't realize is when you get out.. there is the *real world*, and just about everything you have learn doesn't apply. This is the same case. If you were to knock on my door, I would probably tell you "I'm not interested". I wish you all the best of luck should you decide to go door to door.

I don't knock on door, I drum up conversation with people when we are in the same local... bus stop, restaurants, bank lines, etc. You are in a neutral area, and they expect to see people around.

Apr 14, 2008 11:06 AM

Nancy Wolk

Long and Foster - Hampstead, MD

Laura - thanks for the post. Do you ever go out of your immediate neighborhood? I can understand talking with neighbors, but how far do you go?

Sharon-I am in the same boat as you regarding listings, but walking the streets isn't my cup of tea. I find it hard to believe that Realtors still do it, but it appears from these post, some still do.

Rosalinda - As I asked Laura - do you ever go out of your immediate neighborhood? I agree that face to face is much better than the telephone, but door to door - I just don't get it. Sure we can talk to our neighbors but how far do you go?

Valerie - I am with you. One instructor does this, the other does that. You try to take a little from this one and a little from that one and make it work for you. But when they started talking about going door to door, I was surprised. I thought that ended with the Fuller Brush Man lol. Just does not seem like a safe thing to do. I have no intention of going door to door and never will. I guess I just watch too many CSI & Law & Order TV shows. Again, I am just surprised that in this day and age, some Realtors still do.

Apr 14, 2008 04:50 PM

Hi Nancy, I'm involved in a community group the next town over, so yes I do get around outside of my neighborhood. But I never go to someone I don't know and say "Are you buying or selling, When etc. I bring community info or a brief survey, then I've met them. After I've met them, i send a note thanking them for their time or the chat etc. I try to follow up at least monthly.

Door knocking, for me, isn't a quick way to get listings. It's a way for me to get my name out and build my base. That leads to referrals and clients.

In some cases, with the DO NOT CALL LIST it's the only way to hit alot of people in an organized way. Good luck ith what ever you decide!

Apr 14, 2008 09:47 PM

Justin I understand the numbers game. I know that, in theory, this works. Like Valerie aludded to, there is real world and there is school world. This just seemed like something out of the school world. When I was young (I am going to age myself here) we were able to go out on the street and play into the dark. Ride our bikes anytime of day or night and walk to friends houses. Now, in present (30-40 years later) if your kids are not in by nightfall, you have the police looking for them. Times have changed and it seemed that real estate sales techniques need to adapt to the changes. I am not sure how old Froy Candelerio is, but my guess would be he has been in the business for a while and began this practice in a different time and just continued forward with it. :et me know if I am right or wrong.

Apr 16, 2008 08:26 AM

DIANA DIANA DIANA Wow What A Surprise to hear back from you again. I think I need you as my PERSONAL AGENT / BUSINESS MANAGER. Email me at nancy.wolk@longandfoster.com because I don't have your email address anymore, that is why I lost touch. As always, I am just so glad to hear from you.........

May 03, 2008 09:31 AM

Need Listings? Anyone still knocking on doors?

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Nancy Wolk

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