Most people start running when they hear the words ‘door knocking.’
Walking up to other people’s homes unannounced and hoping to score a sale is scary. It’s also the wrong mindset to have when door knocking.
Instead of trying to secure a deal, aim to have as many conversations—gathering as many emails as possible—when door knocking. These emails become leads that you can connect with over and over again.
Use this five-step door knocking strategy to show up to any house with confidence.
Step 1: Be non-threatening and memorable.
After ringing the doorbell, take a few steps back. No one wants to open the door to someone breathing on them. So, stand back, and turn slightly away from the door while looking at the materials you will be handing them later. This non-threatening stance allows the homeowner to fully open the door for a conversation.
In addition to being non-threatening, make yourself memorable. Figure out what makes you stand out and use that to your advantage. Dress professionally, speak with enthusiasm, and make eye contact to up your chances of being remembered.
Step 2: Hook, then name.
Just like you hook your audience on social media, you must hook the homeowner who opens the door. Start with a question or piece of interesting information about the neighborhood. Then, give your name and the brokerage you work with.
“I just came from your neighbor’s house, and I have to share the good news! I’d love to tell you about the record-setting price your neighbor just received. By the way, I’m (your name) with (your team or brokerage).”
Step 3: Explain why you are standing in front of them.
This is where you deliver your pitch. Depending on your reason for door knocking, you may discuss the following:
- You have a buyer looking in this neighborhood.
- You are inviting neighbors to an open house.
- There was a record sale in the community.
- A developer is interested in the property.
Make sure the pitch you deliver is true. If you are talking about a potential buyer, you must actually be working with a buyer interested in the neighborhood. If you’re talking about a record sale, prove it with data. Don’t be the agent who spreads false information.
Step 4: Leave them with value.
You want to provide value to every person you speak with. This will also depend on your pitch. Are you hosting an open house? Leave information about the property.
Did a record sale just take place? Provide the numbers, along with an explanation for what it means about the value of the neighborhood.
Make sure your name, logo, and contact information are included in whatever material you hand over.
BAM Tip: Begin to hand over the material over as you ask, “Can I leave this information with you?” The natural inclination for the other person will be to reach out and grab it.
Step 5: Ask permission.
The goal of door-knocking isn’t to hand out as many flyers as possible. It is to collect emails. Before you walk away, ask permission for the homeowner’s email. Share with them when and why you may use that email. If it is regarding their home or property, most will say yes.
“Would it be okay if I emailed you a couple of times a year about the value of your home?”
Ready for more door knocking strategies? Download your free ebook, with tips from David Parnes, James Harris, and Byron Lazine.