Get a smarter doorknocking script from outreach expert Rachel Adams

By
Real Estate Technology with realtor.com®
https://activerain.com/droplet/55ct
Rachel Adams, CEO of The Rachel Adams Group in Sacramento, California, has been in the business for just about five years. Within the first three years, she was one of Keller Williams’ top 1,000 agents in the country — but that’s not the most surprising thing about her. This fresh industry leader’s big, juicy listing secret…?

She loves to door knock.

Rachel believes that many agents fall flat when they go door-to-door because they don’t come with value and aren’t ready to offer real-life help to homeowners with questions and market concerns.

By coming with value, and recognizing the kind of help they need — in downsizing, upsizing or going a different route — Rachel’s team finds success when they go door knocking.

 

 

Rachel’s magical door knocking script and flyer

When it comes to a door knocking script, Rachel and her team keep it simple. They first create a Just Sold flyer that shows their last property that went into multiple offers. Here’s a recent example that shows the details of the five offers they received on the listing:

Next, they proceed with a very basic script that expands on the info found on the flyer:

“Hi I’m Rachel Adams with Keller Williams Realty. I just wanted to stop by to let you know that I just sold the property down the corner from you, 123 Main Street. It actually sold for $19,000 over asking and we had five offers on the property. So, that means a couple things.

"First, it means that there are four buyers who are approved in a good price point. This house sold for $500,000 — so there are four people approved for half-a-million-dollar home, who are still looking for a home.

"Secondly it means that prices are going up in your neighborhood. Because of that, a lot of your neighbors want to know what their house is worth. Do you want in on that list?”

Why this door knocking script works

As Rachel notes, her last sentence is a passive final call to action, which is in direct opposition to the hard-sell tactics you may have learned when you were first coached on door knocking.

Instead of trying to win the client right then and there, Rachel’s agents simply try to make a connection and get the homeowner to view them as an expert with information they want and don’t currently have.

The result? From that one door knocking session, which took Rachel’s team just two hours to complete, they landed one listing and three prospects who are in the “nurture” phase. Not bad for a few hours’ work!

Do you love — or loathe — door knocking?

Tell us what you love or hate about door knocking, and why you’ve found it works or doesn’t work in your area. Share your experiences in the comments.

Wish you had a coach or motivator who could get you away from your desk… and in front of more seller prospects? Learn more about Rachel’s coaching services here.

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Inna Ivchenko 12/03/2017 07:07 PM
Topic:
Real Estate Best Practices
Tags:
door knocking
seller leads
door knocking scripts
rachel adams

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Rainmaker
3,111,427
John Pusa
Berkshire Hathaway Home Services Crest - Glendale, CA
Your All Time Realtor With Exceptional Service

Thanks for the very good doorknocking educational report.

Jun 12, 2017 05:05 PM #1
Rainmaker
1,854,525
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

This is a useful approach to use - thank you for sharing with us. Make it a great day

Jun 15, 2017 04:58 AM #2
Ambassador
1,752,124
Alan May
Jameson Sotheby's International Realty - Evanston, IL
There's no place like home.

I guess I've been fortunate that I've never had to door-knock, 'cause I would starve if I had to.  Put me on the "loathe" list.

I have nothing but respect, however, for those who manage to take the abuse and rejection of door-knocking and turn it into a successful career.  Kudos to you.

Jun 15, 2017 06:45 AM #3
Rainmaker
594,298
Neal Bloom
Brokered by eXp Realty LLC - Weston, FL
Realtor CRS-Weston FL Real Estate

I think your script and idea is a good one and I like your script and approach, however...I guess I'm on the loathe list. I know you'll say its just an excuse but door knocking in my area is difficult enough, most are gated communities so its virtually impossible to get access and no street parking. The other reason is that the weather here can get quite warm 11 months out of the year so showing up at someone door dressed up and sweating to death just doesn't work. I did try once but it was brutal and no one was outside in the heat.

Jun 15, 2017 10:17 AM #4
Rainmaker
61,458
Lisa @ Chime Technologies
Chime - Phoenix, AZ
We market for agents, build CRM and tools. Ask me!

I'm a terrible lead but a great source for referrals 🤓  Around here, someone always knows someone else who is looking to buy or sell. When my neighbor's house last went up for sale, the agent got three hot leads from our block ...and within a month had her second open house on the same street! 

Jun 15, 2017 11:03 AM #5
Rainmaker
80,218
Luke Acree
ReminderMedia - King of Prussia, PA
Making Agents Memorable

Love this! I love how you are creating the urgency and excitment by saying a lot neighbors want to know what their house is worth. Do you want in on that list?”  I have always found the fear of missing out to be a really powerful close.

Jun 15, 2017 12:32 PM #6
Rainmaker
350,881
Wayne L. Brown
Franklin Advantage Inc. - Alpine, CA

This would be great to share on Twitter for my agents.

Congratulations, and thanks for the post.

Jun 15, 2017 01:25 PM #7
Rainmaker
864,116
Les & Sarah Oswald
Realty One Group - Eastvale, CA
Broker, Realtor and Investor

I like door knocking. Your script is dead on for communicating the urgency and to connect at their level to what is important to them. Congratulations and love to read more about your other lead techniques.

Jun 15, 2017 02:01 PM #8
Rainer
126,850
Stavrula "Sam" Crafa, RNC,GRI, CDPE, PSA
Future Home Realty - Seminole, FL
Providing the integrity and service you deserve.

I don't like it when people knock on my door trying to sell me something, so I don't do it to anyone else. Besides, as a women, I'm concerned with the safety issues. Just because a neighborhood looks nice doesn't mean there are no bad people living there. But if it's working for people, which apparently it does, and they feel safe doing it, then keep doing it. You do have a great script, though. 

Jun 15, 2017 07:52 PM #9
Rainmaker
290,629
Kathleen Lordbock
Keller Williams Realty Professionals - Baxter, MN
Keller Williams Realty Professionals

I will agree with Stavrula on both points. I do not like people coming to my home to sell, offer, whatever. I do not live in a drop in area, I am in a rural area. Also, the safety issue is becoming more of a deterrent. I used to doorknock with a fellow male agent in town and it was interesting but not very productive. Kudos to those who make it work.

 

Jun 15, 2017 08:16 PM #10
Rainer
180,293
Melissa Spittel
Coldwell Banker Residential Brokerage - Westminster, MD
"Achieving Results Together "

I do not door knock, because I can't stand it when someone knocks on my door with an ulterior motive. However, I will say, there is an extremely successful agent in my office who obtains most of her listings by door knocking, and I am in awe. We all need to find what works best for us and stick with it.

Jun 15, 2017 08:36 PM #11
Rainer
308,078
Melissa Jackson
Century 21 Alliance Properties - Azle, TX
Helping You Make The Right Move

I'm not a fan of door knocking.  This type of technique was discussed today during our office training. 

Jun 15, 2017 09:49 PM #12
Rainer
509,713
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

Nothing works if you don't work it. When you're confident, you're fearless, so if you're insecure, adopt another plan to work.                                                          

We're in the meet and greet people business, determining if our solutions to a real estate issue might be of importance. There are many homeowners in a neighborhood, however, I'm only looking for the homeowner who wants to sell now or in the future.                                                                  

Additionally, while I'm working (door knocking), I'm exercising, burning calories, having fun and getting an overview of the neighborhood to either confirm or reject its desirability.  Finally, if you're not having fun working, you're working harder not smarter.                                                              

Jun 16, 2017 03:13 AM #13
Rainer
302,233
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

Rachel, thanks for sharing. I find that if I come from contribution and consider my stroll in the neighborhood a chance to say hello, it becomes an activity that I look forward to.

Jun 16, 2017 04:50 AM #14
Rainmaker
401,635
John Wiley
Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

I have been door knocking for several years. I have not experienced the negative aspects that many agent claim will occur.

I do get listings and buyers from my effort. I also gain an in depth knowledge of the neighborhood as people freely tell me why they like where they are at.

Thanks for the tips, I will tweak my script using some of the suggestions.

Jun 16, 2017 06:12 AM #15
Rainmaker
1,507,472
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • Green • GRI • HAFA • PSC Calabasas CA

I can not stand even an idea of door knocking, since I never talk to those who knock my door. But saying this, I 'm going to give it a try, since right now we have such a slow season and I am willing to step over my comfort zone. 

Dec 03, 2017 06:54 PM #16
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