In the real estate community, there are a lot of debates about door-knocking. Many argue that in this day in age, knocking on someone’s door in the hopes of attracting another client, simply isn’t worth it. Today, most people do not want someone knocking on their door, even if there are signs that the person wants to sell, so most real estate agents avoid the time-consuming task altogether. But, like with anything in real estate, those who choose to show up will notice a difference from those who don’t. And, when it comes to door knocking, you might not get a hit every time, but it doesn’t hurt to give it a try.
That being said, because door-knocking can be frowned upon and because people today are way less likely to even open their doors for strangers, you’ll have to be creative when trying to make connections this way. Having some tips at your disposal to not only get the door answered but keeping the person engaged without getting the door closed on you, can help you see some results.
1) Get Your Knocking Times Right
If you want to have more success with door-knocking, then the first rule is to get your door-knocking times right. The best time to knock is during the late afternoon, between 4:30 P.M and 6:30 P.M. Too early, and people won’t be home from work yet or they’ll just be getting home, and won’t necessarily be in the mood to talk. Too late, and you’re catching people at dinnertime or before bed. Saturday mornings are also a good time to knock, after 10:30 A.M. and before noon.
2) Do Your Research Beforehand
Although door-knocking may feel like something that’s rather straightforward, it’s actually very important to do your research beforehand. Understand the market in the various neighborhoods you’re knocking in. Is it a buyer’s or a seller’s market? What are the values of the surrounding home? How long have the residents living in the neighborhood? Knowing this information can help you start a conversation.
3) Have Something to Offer
Even though you know you are knocking on the door to bring in a lead, you’re motivation doesn’t need to be that apparent to the person whose home you’re knocking on. Make sure that no matter what the circ*mstances are, that you have something to offer this person. Maybe it’s information on a home that’s selling in the neighborhood, and you want to “ask them to spread the word.” Or, maybe it’s a fancy pen that you’ll offer with your business card alongside it. Get creative!
4) Practice a Script
Whether you’re giving away a free pen or not, you should have a script prepared for when that person does answer the door. Though each situation is different, having a script ready can help you feel more comfortable when talking to this person, so you can get your point across quickly. There are great scripts you can find online or within the LCA community, or ask around!
5) Leave a “Note” Just in Case
There’s a chance that when you go door-knocking, people either won’t be home or they just don’t want to answer the door. Therefore, having something printed out that you can leave between their doors, or on their doorstep. It could be a door hanger or a flyer. Just be sure not to leave it in their way. You want them to be able to see it without it causing a nuisance when they are trying to get in the door after a long day.
What to Remember
Unlike other aspects of real estate, door-knocking truly can be a hit or miss. There’s not really a secret art to it – sometimes, it’s just the luck of the draw. If you dedicate one day a week to this at the very least, you never know what can happen. Give it a shot, and remember, if they don’t want to talk, then don’t be too pushy.
