Are you nervous about knocking on doors or ringing someone’s doorbell? It’s completely normal to worry about being rejected or bothering people. After all, nobody wants to feel embarrassed while trying to get clients. But here’s the thing: door knocking can teach you a lot and give you a distinct advantage over other agents. In this guide, I’ll walk you through real estate door knocking essentials, share the best scripts, and give you 15 top tips for getting more leads.
Tip 1: Offer to Help
When knocking on doors in the real estate business, avoid coming on too strong with people you don’t know. Most homeowners don’t respond well to a hard sell unless you have an excellent reputation in their neighborhood. Instead, start a friendly conversation by asking if they could use any help or advice with real estate matters. This approach helps you build a good relationship and trust with potential sellers. Listen carefully and offer helpful information without being pushy to form genuine connections within the community.
Tip 2: Don’t Forget to Bring Your Door Hangers
Door hangers are a great way to leave a lasting impression, offering a solid return on investment (ROI) for print marketing. By leaving behind marketing materials with your picture, logo, and contact information on a doorknob, homeowners are more likely to remember you when you return. Follow up in a few days with either a friendly call, postcards, or by sending a neighborhood market analysis through the mail.
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Tip 3: Don’t Try to Close the Deal on Their Doorstep
When you’re out knocking on doors to generate real estate leads, focus on building genuine connections. If you hit it off with someone, consider taking the next step by calling them, including them in a direct mail or drip campaign, or asking for their cell phone number to text at a more convenient time. Avoid diving into a hard sales pitch if a homeowner is considering selling. Instead, take it slow by suggesting a phone call, meeting, or inviting them to an open house. But if you meet someone ready to sell, don’t hold back—go ahead and set up that listing presentation appointment without hesitation!
Tip 4: Give a Small Compliment
Remember to turn on your charm! A heartfelt compliment can instantly create a bond and open doors to meaningful connections. When you’re out door knocking for real estate, find something that genuinely impresses you about the homeowner. It could be their meticulously manicured lawn or their inviting front door decor. Make it all about them—engage them in conversation, ask questions, and genuinely listen to what they say. The ultimate aim is to lay the foundation for a solid and lasting rapport.
Tip 5: Offer Value to Homeowners
Another hard-and-fast rule of lead generation is offering something your leads want. This can be as abstract as a conversation or advice or as concrete as a well-researched comparative market analysis (CMA) or market report. You’re doing it wrong if you feel you have nothing to offer. Access to the MLS lets you see if any properties in the neighborhood are expired listings or FSBOs. Packaging that data in creative and valuable ways is just a matter of packaging.
Tip 6: Dress for Success & Comfort
When it comes to dressing for success, it’s all about professionalism and confidence. Think of your outfits as a way to show off your maturity, creativity, and success. Stick to classic, neutral pieces; remember that you don’t have to spend a fortune to look great. Your outfit should reflect your brand, so consider wearing your logo or brokerage name to make a strong impression. And hey, looking professional doesn’t mean being boring—dress to impress, especially when you’re out door knocking.
Tip 7: Make Fun Pop-by Gifts
When you visit homeowners, remember to bring a little something like a pop-by gift to make sure they remember you. It could be candy, flower seeds, or any other small gift with your contact info. Feel free to include a card with a cheesy joke to make them smile!
Tip 8: Learn the Best Days & Times to Door Knock in Your Area
If you plan to do door knocking for lead generation, Saturdays between 10 a.m. and 5 p.m. are a great time to catch most people at home. Weekdays between 8 a.m. and 11:30 a.m. are prime times. Just be mindful of people’s time and respect their religious and cultural practices. When planning your door knocking schedule, it’s vital to be flexible and open-minded, considering both weekends and weekdays.
Tip 9: Invite Them to the First Open House at a New Listing
I’m always curious about how my neighbors live, aren’t you? Before the first open house, do some circle prospecting around a new listing. It’s a great way to impress the homeowners and get to know the neighbors. When you have an open house, hand out personal invitations to the neighbors to show them you’re the neighborhood expert. Check out our Open House Ideas guide if you need ideas to generate leads at your next open house.
Tip 10: Don’t Try to Knock Too Many Doors in One Day
Feeling all worn out at noon doesn’t mean you’ve been working hard; it just means you’re stressed, tired, and probably grumpy. And that’s not the vibe you want when knocking on doors. Nobody wants to chat with a stressed-out stranger on their doorstep, right? So, to avoid burning out, knock on about 20 doors before you head to the office or start your open house this weekend.
Tip 11: Track Your Progress
Remember to monitor your outdoor knocking. Keep a tally of the doors you’ve knocked on, the ones where you didn’t have any luck, and the potential candidates for a direct mail campaign. You can use a notepad app to jot down all this info. It’s also important to evaluate your progress and make any necessary changes to improve your approach.
If your customer relationship manager (CRM) has a mobile app, like LionDesk, you can use it to keep track of every conversation while you’re out and about. Add new contacts, take notes, and save data immediately. You can even try LionDesk for 14 days without giving your credit card number.
Tip 12: Ask Open-ended Questions
The key to not being boring is showing potential clients that you care about them and want to work with them. When you knock on doors, asking open-ended questions and listening to what people say is essential. Their input is crucial because it helps you offer the best service for their needs. Sometimes, people are busy, and you might catch them at the wrong time, so it’s crucial to be ready to handle any objections they might have.
Ask LPMAMA open-ended questions like the following:
- “Are you or anyone you know interested in buying a home in your neighborhood?”
- “What do you look for in a potential property?”
- “What’s important to you in a neighborhood?”
- “What would your ideal home look like?”
- “What are your biggest priorities when buying a home?”
- “Tell me about your experience with real estate so far?”
Tip 13: Knock With a Partner
When you’re door knocking, make sure to have a partner with you for safety. This goes for any neighborhood. You never know who will answer the door, so it’s wise to have someone looking out for you from across the street. Plus, it’s nice to have some company, too.
Tip 14: Don’t Be Afraid of Luxury Neighborhoods
In wealthy neighborhoods, people may hesitate to approach potential luxury clients since they assume they have no chance. However, taking a chance might lead to unexpected opportunities. The other good part of knocking on rich people’s doors is that they’re more likely to be entrepreneurs—and maybe also more likely to be self-made entrepreneurs who appreciate a good hustle! Maybe some eccentric billionaire will take a shine to you and give you ten listings to sell this year. Hey, you never know until you try, right?
Tip 15: Participate in Community’s Good Deeds
If you want to connect with the locals, think about doing something cool and helpful for the community. An easy neighborhood cleanup or setting up a clothing drive can get you noticed by everyone and start conversations. This is a great way to overcome any fears of knocking on doors because it removes all the pressure and gives you a reason to be at their door other than to sell something.
The Best Door Knocking Scripts for 2024
Effective door knocking scripts are essential for any successful salesperson. In 2024, the key to mastering door-to-door sales lies in using the best scripts that resonate with potential customers. The right script can make all the difference, from building rapport to effectively communicating your message.
Script 1: If I Brought a Buyer Door Knocking Script
This door knocking script is a classic. The basic idea is to uncover a homeowner’s interest in selling. It’s straightforward and short, so it’s an easy conversation starter.
Agent: I love your house. It’s beautiful. If there is any possibility of bringing a buyer your way, would you be interested in selling your home?
Script 2: Recent Listing Door Knocking Script
Trying to create a value proposition to justify knocking on a stranger’s door on a Saturday morning isn’t easy. The best offer you have as an agent is a track record of success selling homes in their neighborhood. So, if you have a recent listing that received multiple offers, print it out, black out the personal information, and put together a minipresentation you can use as a talking point. Now that you have a reason to be there, here is a door knocking real estate script you can use.
Agent: Hi, I’m {your name} and I am the listing agent for the property down the street. We received multiple offers on that home, and, of course, we can only accept one. The home sold well above asking price, and these oth
Script 3: Your Neighbor Just Sold Door Knocking Script
The most successful agents leverage the sale of a listing to gain more listings immediately after closing. Use this highly effective conversation starter real estate door knocking script to take advantage of your recent success with people who own homes around your listing.
Agent: Hi, I’m {your name}. Your neighbor just sold their home for {sold price}. What did you think of that price?
Wait for their response.
Agent: Did you get a chance to see it at the open house?
Wait for their response.
Agent: Well, there are still buyers interested in your neighborhood. For the right price, would you consider selling your home?
Script 4: Housing Update Report Door Knocking Script
Believe it or not, many homeowners are interested in the housing market, even if they’re not considering selling their homes. When you arrive on their doorstep with pertinent market information that affects the value of their home, most people will pay attention. Here’s a simple and easy-to-use script alongside the latest market data.
Agent: Hi, I’m {your name} with {your brokerage}, and I’m stopping by with a housing update on {your farm area} to keep you informed about what’s going on with the current housing market. I was curious to see if you have any questions about the market or if you’re considering moving anytime soon.
Script 5: Home Valuation Door Knocking Script
Like the housing market update, homeowners are always curious about their home’s appreciation. Share a recent sale in the neighborhood to pique their interest in getting a home valuation from you.
Agent: Hi, my name is {your name} from {your brokerage}. I promise I won’t take much of your time—but did you realize that a home just a few houses down just sold for over asking price? I don’t know if you have any interest, but I‘m an expert in {neighborhood name} if you’d like a free valuation of your home.
Benefits of Door Knocking
Door knocking for real estate lead generation offers several benefits:
- Personal connection: It allows you to personally connect with potential clients, enabling you to build trust and rapport more effectively than digital communication.
- Targeted approach: Door knocking aids you in targeting specific neighborhoods or areas where you want to focus your real estate business.
- Immediate feedback: It provides a unique opportunity to get immediate feedback from homeowners, allowing you to better understand their needs and preferences.
- Higher response rates: Door knocking can yield a 20% response rate, which is relatively high compared with other lead generation methods.
Is Door Knocking Still Effective in 2024?
If you ask some agents, they may say technology or social media is a much better way to generate leads. But the truth is, there’s room for both online lead generation and door knocking. According to World Metrics, 82% of real estate agents who door-knock see an increase in their business, and 60% of real estate agents who door-knock see an increase in referrals. Additionally, realtors who regularly door-knock make an average of $50,000 more annually than those who do not.
Nowadays, every agent seems obsessed with perfecting custom audiences for Facebook ads or trying (and failing) to go viral on Instagram or TikTok. Instead, they could hone the one skill they need to last in this industry: the ability to make a personal connection with another human being.
Bringing It All Together
As your colleagues increasingly rely on technology, it’s time to consider a different approach. Step outside, knock on some doors, and establish those personal connections that can truly distinguish you in the real estate industry. Your unique personal connections can set you apart and make you feel valued and important.
Do you think door knocking will become a thing of the past or experience a resurgence in 2024 and beyond? Let us know in the comment section.
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