Door knocking … it works. I know top agents who door-knock 50-100 doors every day, year in, year out. Here are some tips and tricks to make it work at a high level in your business.
- First, condo and apartment complexes usually have no-solicitation rules. Make sure you know the neighborhood rules.
- Take your buyers offer that was 2nd place and walk the neighborhood with this script:
See that sold sign? These buyers offered full price & lost. Are you selling?
- Door knock 3 times: the day it lists, the day before your open house, the day it goes pending. The 3rd time you hit the door, they know you are hard-working, serious and an expert on the neighborhood.
- Rookie of the Year and KW leader, Carl Batiste, knocked on 9,000 doors in 3 months (food drive etc.), took the market share of 3 other agents. He knocked on the doors in the fall, started his mailing campaign and had 12 listings in the neighborhood in the spring. He caught the other 3 agents off guard.
- We have a new agent in the office who gets a solid lead for every 10-20 doors she knocks on and it takes her about 40 minutes. And she loves it. With low inventory around the country, there is a lot of talk out there right now about door knocking getting the best results. So you may want to get out there. And get this … if it’s working in a $200k neighborhood, then you give yourself a 30% pay raise by shifting to a $300k neighborhood. Here are some tips:
- Dear Owner … here is a direct-ask letter or a door-knock script:
My name is [agent name], and I’m a real estate agent with Keller Williams Realty. I’m currently working with a specific buyer who’s been unable to find a home in this area. He recently missed out on a home on [street name] and has fallen in love with the neighborhood. Your home is one of a handful we’ve identified that is of interest to my client. If you have any interest in selling your home at this time, I would be more than happy to arrange a one-party showing of your property. If you do have interest, please contact me at 512-555-5555 or email@example.com to discuss. [agent name] If you have a trusted real estate professional that you work with, please ask them to call me as this is not a solicitation for business.
- Your new listings: door-knock the heck around them. The script:
Hello, I am x with ABC Realty. I’ll be really super brief. You may have noticed the Anderson’s home for sale down the street. We just listed it this week and made a commitment to the sellers that we would make sure that all the neighbors knew about the house. We find that often the buyer knows someone in the neighborhood so we are giving you a heads up, you may be able to choose your new neighbor. Here is some info on the house and an invite to the open house this weekend. Do you know anyone in the neighborhood who is thinking of selling who should probably come check it out? And you’ll love what they’ve done to the kitchen … come check it out. How long have you lived here? Awesome. Who do you call when you have a real estate question … taxes, value estimate, need a plumber, etc? Here’s my number, call anytime. I would be happy to add you to my neighborhood list for a monthly market report. I appreciate your time. Hope to see you at the open house. (Max time at each home: 2 minutes!)
- The 20-20-20 rule: for an open house or new listing, door-knock 20 to the left, 20 to the right and 20 across the street.
- Go fast: wear your comfy shoes because this is a go-go-go approach, not a chat with the neighborhood day. Get out there, hustle, show them you are in a hurry because you have to get to 60 homes in 90 minutes. They’ll see that you are not wasting their time and that you are a hard-working professional.
- When you knock on the door, step back from the door and look elsewhere, this gives the person answering time to see who you are. Always smile, it goes a long way! Unless you know them it is best to not try to shake hands, most people are on guard when they first answer. Know the type of homeowner in the neighborhood, if it an older group of people it will take more time for them to get to the door. You generally will wait anywhere from 5-15 seconds before moving on to the next home.
- If there is a sign that says no soliciting, move on.
- Mailboxes – it is federal law that you cannot put something in someone’s personal mailbox. If you are going to leave any material, you would have to slip it in the door or under the doormat.
- It is best to go door knocking in pairs. There are several ways to stay together, including “leapfrog” each other, or each or take opposite sides of the street. Leapfrog is the best way to stay together. Just skip the house your partner is at and go to the next.
- Don’t go into someone’s home, even if they invite you in. It is best to set an appointment to come back and talk to them if they are interested in listing their home.
What is your best door-knock tip?