My butt glued to the seat, nothing going nowhere anytime, I find myself writing scenarios about door to door prospecting. Personally I envision the worst possible things people can stay, then I figure out ways out of them. I often find myself laughing at the ridiculousness of it all, knowing that the chances of finding somebody else like me who could possibly think of saying something that rude is, thank God, extremely slim.
In continuation of an earlier blog, Joys of Prospecting? What the heck!? I am writing possibilities of what you could say if you want to try knocking on doors. All I ask is that you don't go in the area I farm, as I would have to undoubtedly give you a mean look, and that is never a good thing:-).
Now, I cannot write out something for you to say, as what I say might be awkward for anybody else to say. That, and every-time I go door knocking, I switch up my little spiel so that I can see what works best and grabs the attention of the home owner. So instead we'll do main thoughts of what could work for you.
- People will do business with a friend. What do you say if you want to be friends with someone? What could make people want to be friends with you? First off, people want to be comfortable and feel good about themselves when they are around friends. If I knock on your door someday, and start talking about myself, are you going to be interested in hearing about the greatness of me? Chances are you won't, unless you happen to like the color of my socks and shoelaces. So the point here is to get the homeowner or whoever answers the door to talk about themselves! Ask about the neighborhood, how long they have lived there, compliment their garden or landscaping, if they have a car you envy ask about how it drives, acceleration, etc. Just anything to get the person talking about them!
- Be sure to introduce yourself. Full disclosure between friends! No point in trying to hide that you are a Realtor if you ever expect or want them to do business with you. Always have a business card you can give them so they can get a hold of you if they want a CMA or to list heir house.
- Give people their space. Do not touch people, do not try to shake their hand when you first meet. I always stand at least 5 feet away from the door after I knock or ring the bell, that way they do not feel threatened in any way.
- Let them feel like they are in charge and in control. Ask for their permission to give them your business card. Do not be pushy. You are trespassing on their turf, and so help them if they want to slam the door on you thats their right.
- Do not feel like you have to get them the first time. If they are friendly and tell you about their car, the neighborhood, or anything at all, write them that day or the next and thank them! Once again, be a friend. At the end of the letter, tell them to call you if you can be of service. That will be enough of a sells pitch. They know you are a Realtor, and chances are in reality that the can get pretty close to the same service from anyone. The difference with you will be that you are their friend, or at least someone they like because you are nice to them and treat them with respect.
- Most importantly, do not take rejection personally. I'm sure that if they knew you personally they would invite you in for a cup of tea. However at this point, to them you are just somebody trying to get something from them, and people do not like to be had.
- Do not end your prospecting time on a bad note. If the last house on the street closes the door on you, go to the next street until you find a good house. Your subconscious has a memory like none other, and it will be harder and harder to get back out their if every time you start you think of that last house.
I hope this helps people. Please do share your experiences! I did a CMA yesterday for someone I met while door knocking. I have not had a listing yet, but this is a numbers game. You knock on enough doors you will find someone who wants to sell their house. People will list with a friend every time if they have a choice, not a stranger. And in order for you to have friends, you must first prove yourself friendly! Good luck!