Now that you’ve mastered the phones since my last column “Winning the Objection Game“ – it’s time to go face to face. As you get going, you will want to incorporate door knocking into your weekly calling routine. Many of my Coaching Clients have been doing this and getting great results.
Some home owners, despite your best efforts, you will never catch unless you knock on their door. Door knocking also gets you out in the trenches so that you can really get to know your farm areas. Remember this is NOT a substitute for working the phones – but a compliment to it. I find that making 200 calls a week and knocking on at least 10 doors a week (of my hard to reach owners) gets great results and keeps me very busy!!
While you move your leads along you will notice that some owners are a little more illusive. You are either getting no where by calling the neighbors (as we emphasis) for help and or leaving messages for the owner or you just can’t find any numbers the way you learned in the Lab. But these are still good leads and you want to work them. So gather up all those problem leads and pick one day a week to door knock. Try to pick leads in the same zip code or neighboring zip codes to maximize your time in the field. I use the Thomas guide street maps to map a route that is the fastest between houses.
Then I put them in order of first stop, second stop, third…… and so on. If you have a navigation system then you’re ready to go. If not you can print off driving directions to each house from the other. I recommend you go out for no less than 10 houses. I always take a small note pad, about the size of my hand, a pen and scotch tape.
When I arrive at the owners’ house I quickly review my lead with the notes on what I know so far. I always make note of the date that the owner got their NOD (Notice of Default filing from Foreclosures.com List Services). I add the information the neighbors have given me. And if I have the owner’s phone number, I’ll add that too.
When you get to the home you will say exactly the same things that Alexis teaches you to say her Six Step CDs and during the 3 Day Lab. My conversation in person is the same as on the phones. That is why you must master the phones before you try to go face to face. ALL of the same objections you hear on the phones you will get in person as well. Just like I covered in my “Winning the Objections Game” column.
You need to learn from the seller – how this happened? – what they would like to see happen? – what they are working on to get there? – what is their plan A? – how is plan A going? – what will they do if that doesn’t work out? And so much more…
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There are many benefits to being face to face with the owner. But my favorite is the technique I use to get their phone number. Before the end of our conversation I say “I’ll tell you what, give me your number and I will follow up with you on this. Where can I reach you?” At that point I put my head down with my pen on the pad of paper and I don’t look up until they give me their number. This works very well and I end up with phone numbers for owners who are not listed.
Sometimes the owner is not home when you knock and so I just leave a short hand written note. My note says “Hi Sue, I just stopped by sorry I missed you. Give me a call. Sarah 916-799-5555″. Short, sweet and very discreet works best! DO NOT give them any reasons you came by! I then tape my note to their front door.
I always take time to notice the surroundings while I’m at the door. Is the mailbox full or empty? Does it look like the owner has been there recently? Can you see in the house from the front door? What’s the condition? Is there a car in the driveway? Are there spider webs on the car leading down to the ground (meaning has it moved in a while)? Remember you are in Colombo mode. Just like Alexis teaches you. There is a story here…… what information are you able to obtain from what you see?
If the owner is not home I then precede to the neighbors houses. You may have already talked with the neighbor before and it’s a great opportunity to introduce yourself. They can see that you are a nice person and you can thank them in person for taking those notes over for you. (Make sure you read “Getting the Gossip” for more on talking to neighbors.)
I always thank them for their help and then say “you know Sue never called be back when you took those notes for me I wonder what’s going on?” Then I just shut up and let the neighbor fill in the blanks. I also take this time to re-ask the same questions that I did when I first talked with them. Many times the neighbor has since started paying attention to what is going on with Sue and will have more information than the first time I called. I have also had neighbors really get involved and call me later to let me know that Sue just got home and I should stop by to see her. Neighbors are great and most of the time they just want to help. They are your eyes and ears so don’t skip calling/knocking on them!
If I have never talked with the neighbors because they were unlisted, door knocking is a great opportunity to meet them too. Just like I do on the phones, what they can tell me about the home owner I’m trying to contact. When I get back to my car I quickly write down all that I have learned about the owner from this trip. Then I’m off to the next house. And that’s how you door knock like a Pro! Happy Knocking!! : )
Sarah
Investor, Lab Graduate, Personal Coach, and Lab Instructor
