Knock Knock...Who's there?

By
Real Estate Agent with RE/MAX Mountain Vista Properties

The thrill of Real Estate to me is hitting the streets, Yes door knocking. I love to do it because it gets me in touch with the neighborhodd, how people view the marketplace and it brings me business to boot!

Don't get me wrong there are plenty of times that the door gets shut in my face but more times than not I actually get invited in or have a lenghty conversation with people. Here's what I do:

1- I pick a neighborhood that I either have a buyer for or that is a good selling area.

2-I always have my business cards, a Fisher Bullet Space pen www.spacepen.com and my Levenger Shirt pocket briefcase www.levenger.com

3- I keep my distance from the door after I knock, while holding my business card in plain view as I identify myself right away.

Here is some of my dialogue:

Me: Hi my name is Ritchie with RE/MAX and I am in the neighborhood because I have a client who is interested here but everything that is listed does not match what they want. Have you been thinking of selling in the near future??

Owner: No not right now.

Me: Why would you what a great house you have.

Owner: Yes we have been here for twenty five years. I planted that tree....

Me: So if you were going to sell when would that be?

Owner: This summer after I get rid of all this junk...

Me in my head: $$$$ jackpot they are going to sell!!

Other opening dialogues:

Me: Hi my name is Ritchie with RE/MAX and I am out pounding the pavement because that is how you survive in this market, I want you to know who I am and that I am available to help you or your friends or neighbors with any Real Estate need you might have...

Me:Hi my name is Ritchie with RE/MAX and I just sold the house down the street and it went so smoothly I thought I would do another one...are you thinking of selling in the near future??

Me:Hi my name is Ritchie with RE/MAX I am here because Spring time is coming and I thought I would get ahead of the curve by helping people figure out the home values before the mad rush hits..are you going to be selling this spring??

The point is to have some type of ice breaker to get the conversation going. Once they see you are normal and can trust you...you would be surprised, they let you in and show you the place. I just did it a few weeks ago and I was invited in 4 or five times in one outing!! Once you have that relationship you cultivate it and it turns into business. I spoke to one guy who was blow drying his hair in the bathroom to the left of the front door. After a couple of knocks and the dog alerting him of my presence we talked through the window...he is going to list in a month or two!

Oh an imprtant point, after talking a bit I casually pull out my pen (sometimes I have it in my hand already) and then out of my back pocket comes the (pocket) briefcase and I say...Joe what is the best number to get a hold of you at, as I am looking at the paper with pen ready to write. I get the number 99.9% of the time. It works, it is a matter of getting out there and doing it!!

I will be glad to help brainstorm with anybody who wants to get out and do it but has a roadblock.

I hope this helps!

 

Happy New Year!

Ritchie

Comments (3)

Susan Neal
RE/MAX Gold, Fair Oaks - Fair Oaks, CA
Fair Oaks CA & Sacramento Area Real Estate Broker

Excellent post, Ritchie!  I am another who loves to get out and meet folks at their door.  I have seldom had a door closed in my face.  Not so on phone calls.  When calling neighbors of a home I've listed or sold, people will sometimes simply hang up on me - but I guess it's harder to be rude when the agent is standing in front of you with a big smile.  I also usually come to the door with a purpose that benefits them.  I give them an invite to an open house and/or a calendar or pen or magnet memo pad or a newsletter about their neighborhood or ....whatever.  People are always nice to me.

Jan 13, 2009 05:55 AM
Julie Cleland
Prudential California Realty - South San Francisco, CA

I generally hand out newsletters once a month in the same neighborhood.  Just by the nature of being in the neighborhood I meet people who are willing to chat when they are out watering the lawn or just pulling into the driveway.   I usually get out about 100 newsletters and speak to 2 or 3 people along the way. 

Jan 13, 2009 06:03 AM
Steven Wright
Home Real Estate - Aurora, CO
CRS - Home Real Estate - 720-989-5283

Nice post. This was exactly what I was talking about. This is something that many other Realtors could be doing.

Jan 13, 2009 11:16 PM