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#451620 - 03/28/16 08:52 AM A way to knock doors for wimps like me.
KW Gerald Offline
Member

Registered: 02/08/15
Posts: 24
Loc: Texas, USA
Let me start out by saying that if you employ the below listed technique (or any variation of it), you better damn well back it up by being able to follow through with it.



I knocked on some doors in a neighborhood that had a recent pocket listing (NOT MINE). Now, let me preface this by saying I HATE DOOR KNOCKING. Does it work? YES, if you're that sort of person who can stomach it, which by the way, kudos to all you pavement pounders, you're much braver than I.

I dread door knocking with the sole purpose of asking for business. So I devised my own way of doing it to where I didn't have to ask for their business. All the pressure just went away. FOR ME, it goes like this:

"Good morning! How are you? I'm Gerald w/ Keller Williams (I hand them a card) and I'm going to be doing some community filming and photography for a property that's going to be coming up for sale in the near future, and I was wondering if you'd be offended if a panning shot included the exterior of your home?"

At this point, one of three things happen:
1. Yes
2. No
3. A Question back at me.

I've given them 3 options, out of which two of them are a positive response.

Most everyone said they were fine with it, at which I share more detail-specific info on what I will be filming and photographing, followed by a question asking for their opinion. For instance: "Mr. Prospect, you certainly know this neighborhood better than I. Tell me, if you were filming, what areas do you think would be of interest to a potential buyer?"

GETTING THEM INVOLVED REALLY BREAKS THE ICE, AND IT GIVES YOU PERMISSION TO ASK MORE QUESTIONS.

Once I have asked what I feel are enough questions, I thank them for their time and let them know that folks like them are the reason I am seeing great results by marketing properties in ways that most other Agents don't even begin to bother with.

It's amazing how even THAT statement above keeps the conversation going. They ask, "What do you mean? Don't most all other agents market like this?" Or, "Why is it that other agents don't do this type of marketing?"

PAYDIRT! Now you can feel free to proceed with your U.S.P. You can choose to ask closing questions or not, depending on your comfort with it.

The one's who don't answer I leave a handwritten note asking them to call me and let me know if it's ok for me to film a panning shot of the front of their home (I hand write one on blank paper with a sharpie, then photocopy. It looks like the original, and PEOPLE READ HANDWRITTEN STUFF.

When they call (and they DO CALL), I basically have the same conversation that I had with the others face to face.

I knocked on 45 doors (small subdivision). 31 answered. 3 are planning to sell by the end of the year, and THEY ASKED ME if I'd be interested in looking at their house when it gets closer to their timeframe. I sent 14 letters to the ones who didn't answer. ALL 14 RESPONDED. None of them expressed any interest in having a conversation about selling, but all of them asked more about video marketing, which allowed me to ask further questions.

Hey guys and gals. I'm not even all that well-rounded in sales skills. Nobody will confuse me with Grant Cardone or Zig Ziglar.

This is just how I DO IT. You may have a better way of doing it, or perhaps a different type of conversation starter in your marketing plan. Do what works for you.

I can say, for all you out there that are like me (dreading door knocking), if you knock on that door with a purpose OTHER THAN trying to get a listing you'll be surprised how many potential clients are out there.

As a matter of fact, I'll go so far as to say that out of those 45 I will definitely be referred out to other sellers. Just about all of these folks are now in my email drip campaign (I asked for permission once the conversation allowed me to ask).

If someone told you that you were going to contact 45 people and have 45 quality, well-timed conversations, out of which 42 of them gave you their permission to follow up with them and also email them seller-specific content would you consider this a success? Even if you didn't get a listing that day?

I sure do. And now I've created a reason to knock on doors without fear of rejection.

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#451622 - 03/28/16 12:42 PM Re: A way to knock doors for wimps like me. [Re: KW Gerald]
gitmonee Offline
Veteran Member

Registered: 10/23/13
Posts: 611
Loc: LA California
interesting.

what do you have in your letter that makes them curious about video marketing?

What specific questions do they ask about filming?

I mean, google streetview already has a shot of their house.

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#451625 - 03/28/16 03:42 PM Re: A way to knock doors for wimps like me. [Re: gitmonee]
KW Gerald Offline
Member

Registered: 02/08/15
Posts: 24
Loc: Texas, USA
[quote=gitmonee]interesting.

what do you have in your letter that makes them curious about video marketing?

What specific questions do they ask about filming?

I mean, google streetview already has a shot of their house. [/quote]

Here's my letter (sometimes I use slight variations):

My name is Gerald with Keller Williams. I'll be doing some filming for another home close by. Your home MAY get included in a panning shot.

[u]Is this alright with you?[/u] Please call and let me know.

Awaiting your response,

...

It's handwritten with a sharpie on white paper, which I can make copies of, and even the copies look really original.

Extremely informal, yet very effective in getting a response.

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#451649 - 03/29/16 11:40 AM Re: A way to knock doors for wimps like me. [Re: gitmonee]
KW Gerald Offline
Member

Registered: 02/08/15
Posts: 24
Loc: Texas, USA
[quote=gitmonee]What specific questions do they ask about filming?
[/quote]

As far as specific questions, I get alot of:

"Does video really help all that much?"

and

"How much does THAT cost??

These are perfect conversation starters that can cast the agent in a different light and separate them from the pack, and you don't even have to go for a hard sell on them.

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#451656 - 03/29/16 12:30 PM Re: A way to knock doors for wimps like me. [Re: KW Gerald]
KeepinitREALTOR Offline
Member

Registered: 03/17/16
Posts: 27
Loc: Mountain West, USA
I like it. I'm getting ready to go out and pound pavement myself, but for the 8 inches of snow, I would have started today. Thanks for sharing

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#451662 - 03/29/16 01:22 PM Re: A way to knock doors for wimps like me. [Re: KW Gerald]
gitmonee Offline
Veteran Member

Registered: 10/23/13
Posts: 611
Loc: LA California
good to know.

I already emphasize that I do video tours (not those crappy pan/zoom slideshows) on my marketing materials.
hopefully it will lead to inquiries.

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#451680 - 03/30/16 07:12 AM Re: A way to knock doors for wimps like me. [Re: KW Gerald]
KW Gerald Offline
Member

Registered: 02/08/15
Posts: 24
Loc: Texas, USA
@gitmonee

It's amazing how many ways you can target a market that may have to sell before they even realize it. For instance...

Get a list of folks who are delinquent in their property tax bills, or people who are in the NOD stage.

You can simply drop by, knock on the door, introduce yourself, and let them know you'll be doing some filming for a listing that may be coming up in the near future. Ask them if it would be alright with them if you can include a panning shot of their home in the community section of the vid.

Now you're targeting folks who may not want to sell, but may need to sell regardless due to their financial situation.

Basically, the right people (you and the prospect in need), the right message (something totally different than the postcards they throw out), the right time (NOD or back property taxes weighing on their minds.

A recipe for success.

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#451681 - 03/30/16 07:40 AM Re: A way to knock doors for wimps like me. [Re: KeepinitREALTOR]
KW Gerald Offline
Member

Registered: 02/08/15
Posts: 24
Loc: Texas, USA
[quote=KeepinitREALTOR]I like it. I'm getting ready to go out and pound pavement myself, but for the 8 inches of snow, I would have started today. Thanks for sharing [/quote]

Great! Please let me know how it works for you. It doesn't necessarily have to be video. It can be photography, it can be a community news and events newsletter.

I like video because I have a good working knowledge of it, and it sets me apart from the majority of agents in my market area.

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#452000 - 04/14/16 10:43 AM Re: A way to knock doors for wimps like me. [Re: KW Gerald]
SilverLakeBlog Offline
Member

Registered: 04/14/16
Posts: 32
Loc: Silver Lake, CA
Great advise. Like the input and perspective.
_________________________
Glenn Shelhamer
Silver Lake Blog
Local Stories & Real Estate from the Eastside of L.A.
www.SilverLakeBlog.com

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#452247 - 05/02/16 08:40 AM Re: A way to knock doors for wimps like me. [Re: SilverLakeBlog]
FastNewsletters Offline
Junior Member

Registered: 05/02/16
Posts: 3
Loc: USA
Interesting. I wrote a book about door to door prospecting, and I thought I'd seen every technique in the book. But this is a new one. Thanks for sharing. Nothing wimpy about taking a smart approach.

Any updates about getting listings using this idea?

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