Jimmy’s Door Knocking Script and Results
25
Feb
Mat checks in with Jimmy today.
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There's been 39 comments so far...
Nice vid.
Jimmy, How long have you been working Kincumber hard? Have you stopped and started as you have had a few role changes in the office?
Lastly, when using the CMA script while door knocking do you take a copy of the CMA to try to persuade someone that has said no or even to show them what they would be getting?
Cheers
Colin
Hi Colin,
I worked Kincumber hard last year for about 10 months and then had a shift in my role for about 2 months and now back in there ramping things up again.
I don’t take a copy of the CMA with me. I briefly explain to them that it’s some free information about the area that I’ve put together for the residents of Kincumber and it has nothing at all to do with selling their house. If they still say no (which after saying this they very rarely do) I say “I’m going to be dropping one off to their neighbours, do you mind if I just leave it in your letterbox”…..they always say yes.
Jimmy
Hey Mat/Jimmy,
Face to Face Prospecting (door knocking) v Telephone Prospecting.
What are you thoughts in terms of value for time?
Scott
Depends where you are at but I would do both.
oh I forgot to add
My buinsess is a little different. Process is exactly the same as Real Estate.
Relationships = success.
So I can meet 10 – 15 people face to face in a day or talk to about 50 people per day over the phone (I am a business broker).
So I am trying to figure out what is a best use of my time over the long run.
Here’s a little story about door knocking.
I would just pull over and go into a pub and ask to speak to the manager and I would just introduce myself and give them my card. That’s pretty much how I used to find new clients back then and I found quite a lot and I think the reason that they decided to change companies and use me was because I took the time to pop in and I seemed keen. Everyone likes people who are keen.
When I was a refrigeration Mechanic 1000 years ago, I went out on my own after my apprenticeship and had virtually no clients. I didn’t really understand prospecting back then but knew i just had to meet people, so when I was driving around in my king gee’s
Even if you don’t get the business there and then, it sticks in people’s mind that you took the time to make the effort to go see them and then you never know where it could go with a little bit of follow up later.
If I just called those people and introduced myself they would of probably just thanked me for calling and that would be it.
Door knocking is more time consuming but so much more powerful.
Ever wonder why Foxtel door knock and not cold call?
Because it works.
Like I said above I would 100% do both.
Mat
Hey Scott,
I totally agree with Mat. You really do need to do both.
Phone prospecting is great for getting through the volume but door knocking I feel builds a better foundation of the relationship you want to create for the future. Those clients I’ve first met face to face I’ve found that the conversation flows a lot better when speaking to them again in the future and its a lot more personal being face to face as apposed to over the phone. Over the phone you can just sound like another telemarketer.
Hope this helps.
Jimmy
Jimmy, Great work! Another question, do you get their phone number at that point as well? I guess there are instances where a number is private or not listed and it would be a great time to get it. If so, what do you say to get it?
Cheers
Michael
My comment didn’t show up
I was following up on Michael – do you confirm their name or ask for their name..?
Hi Guys,
Jimmy will follow up on this I’m sure.
Always get their details if you can but make sure it doesn’t sound like your trying to get it.
I always find the best way is to offer them a CMA or similar and if you say could I just confirm your details so it’s accurate when I send it out to you, then right at the end I would say and your number was….
They should give it to you most of the time
Mat
Hi Matthew/Michael,
When getting their details I simply ask who I should address the information to and immediately after I ask for a contact number. From this I get it about 60% of time however if they so no I don’t push for it as I’ve only just met them. If they ask why do you want it I say, I just want to be able follow up and make sure you received the information ok.
I think it’s about the delivery of the questions, asking with smile and having good eye contact. This works for me anyway.
How do others out there go with door knocking?
Jimmy
Hey All,
What do you find is the best time of day to door knock??? I know mat says the moring but do you mean like 9am or a little alter like 11am?
I have never really door knowcked but i have made lots of calls. I think it is now time to get to know my area a little better face to face…..
Wellsie
Hey Wellsie,
There really isn’t any difference between door knocking at 9am or 11am. The best time to door knock would be 4pm – 6pm but this time is prime for cold calling. At the moment all I’m doing is door knocking so that time is prime for me.
If your cold calling already sometime between 4-6pm I would suggest door knocking anytime when you have time free between 11am – 4pm. Depending on the area there really won’t be a difference between door knocking at say 11 or 3.
The early morning to about 10:30 – 11am should be for follow uptasks, admin, calls, setting up the day etc.
I hope this helps
Colin
Jimmy my percentages are similar, 70% for name and maybe 55-60% for number but your script is good.
Wellsie I have found that the 3.30pm-6pm slot is far and away the best for doorknocking. The closer you get to 6pm the better it gets.
I’ve been going 10.30-12.30 a bit lately as well to catch extra people. 12.30-3 is a really dead slot – that’s when people are getting their stuff done.
I think Jimmy’s script would be 10x better for getting name than mine is.. I’ll definitely be adopting it.
Great to read the comments here. I am still an infant door knocker and am looking to refine and make a script my own.
I am trying to strike the balance between getting immediate business vs supplying information and building long term relationships.
I am short on listings at the moment, and want to build up my listings quickly. I guess i have an agenda running, where I would like to increase my odds on getting listings by being a bit more direct.
Has anyone directly asked for business from the owner and their relationships?
I went out with a friend of mine who was very successful in the business and he asked direct questions. I got to do an appraisal for a lady, who was a genuine seller, and i only knocked about 8 doors.
His script was pretty direct and I was amazed (and really nervous, fearful and shy) when people walked by, he would greet them with a smile and ask them directly if they were selling or knew someone who was. And people would answer him openly.
It went something like.
(Build rapport – most important, doesn’t have to take too long)
Hi, how’s your week going today? (friendly open attitude)
Make a comment on the house, sought after location
My name is (your name) and i am from (your agency)
By the way, do you have a few minutes to help me? (people like to help each other)
(don’t pause)
I have met a lot of people in the area and boy, once people move here, they seem to stay quite a while. This must be a great place to live?
(ask for business) Today I would like to see if there was an opportunity for someone new to move to the area, so I am looking for people who would be interested in selling their home.
Would you be looking to sell in the near future?
(keep asking)
Do you know anyone in the street, whose circumstances have recently changed? For example… recently had a child, got married
So tell me (name, if he gave it), of all the people you know, like friends and neighbours, who do you think is most likely to sell sometime soon? … Is it OK if I call them? … And mention your name
Do you play sports (name)
Who do you know in the sports club, who is looking to buy or sell a property?
Would you have any objections if I use your name?
It is the thought about asking direct questions (rather than just being nice and building rapport) that still raises anxiety in me, however the reality of what i saw was quite stunning.
So far, Satan has not been home, when i have knocked, but there is still the silly thoughts in the back of my head, that he lives next door.
For me personally, Real Estate is massive personal growth and challenges me daily to be better. Prospecting is the sharp end of the sword.
It’s funny Peter.. Some people have success asking direct questions, other people have success without being direct.. The common factor is that they are conversations.. And in my opinion that is what counts.
Well said… Which ever way you do it, it’s all about building a rapport the way that works fr you and then following up….
Hi peter in my opinion its not very direct at all, very scriptish and not real. i think where it does get direct when asking about their social cricle and could you use their name. i would think most people would be uncomfortable setting a Real estate agent on their friends unless they had used you before or a really good relationship.
i find when prospecting when you do get leads from neighbours etc. they help you as long as you dont say it was them that told you?
Also if your door knocking people are busy and will probably respect you more if you respect their time?
as agents we want to build rapport all day, create lasting relationships and be best friends with our clients for life….. but a consumer not interested in selling may not feel the same way?
on a brighter note there were some very open ended questions designed to get the person to actually think about the answer, which would increase the success rate substantially
Hey Peter,
If you can walk up to people and ask those questions then I think you will find definitely do well, as long as your are relaxed while asking them. It’s very conversational and direct. You might get a couple of people uncomfortable which is probably not very good for the next time you talk to them though.
I guess you just have to work out what you’re trying to achieve. If you need business now then I’m sure this will help you find some hot leads. If you’re prepared to wait then you could tone it down a bit and try and get them all on your database for the future…
Good luck whatever you decide.
Mark
Hi Peter,
Gee, I think that could be perceived as a little much sometimes (maybe).
I thinking scripts are like an accelerator in a car sometime you have to push a little harder and sometimes your have to ease off, your fiends approach seemed pretty full on (not much ease off).
What I mean by this is I am a big believer in direct questions, they get to the point and I’m not a big small talker anyway.
For about 7 years all I asked was, do you have any thoughts of selling? and that’s pretty much it. I didn’t even ask if they had any friends who were thinking of selling because people used to think of it for me most of the time anyway and say no we aren’t but so and so is thinking of it.
I really get where you are at in terms of thinking of something you can say that drills down for business today but still enables you to build long terms relationships.
I think the number one thing you have to do is consider the energy around what you are saying, your energy is the thing that people will be attracted to. If you feel good about saying what you are saying and it sounds genuine and connected then they will connect with you.
I don’t even think it is so much what you say as much as it is just getting out there and meeting people in your neighbourhood and just feel good about wanting to help people. If you genuinely just want to help people and then combine that with meeting enough people you will find business.
I wouldn’t over think it, I would just have a simple question or two that you are comfortable with asking people and stick to that. I know you would like to find business today however you really should be viewing the sourcing of listings as a holistic approach because there is no way that is better than the other for just getting instant listings mostly, you just need to be great at door knocking, cold calling, working your area with direct mail, working open house lists, following up expireds, working with buyers, taking care of your current clients, taking care of your database etc etc. If you do all of this really well you will find lots of listings.
Mat
what about the close up on Jimmys head haha
Great results Jimmy keep them up mate.
I know I may have sounded very harsh and too direct, however there is something that cannot be conveyed in words.
You nailed it Mat, when you mentioned the energy (or intention) of what you are saying. For me the first few seconds either make it or break it.
I have found that if i create enough genuine rapport, then I can ask direct questions.
I agree, It is about being genuine and being comfortable with people and wanting to help them.
I am very good at creating rapport and I believe once you have broken the ice, if you manage to, then there is an energy of opportunity.
Today I went out on my own, after a very long door knocking absence. I felt really rusty and edgy and was nervous about what to say and how to say it. However i had an intention about what i wanted and that was I wanted to ask for business, and if i didn’t get it, then i wanted to get them onto my database somehow.
I believe there are a lot of subtleties you need to watch for in the interaction with people. I have found that I know when I am getting close to the edge of people’s tolerance. My intention is to leave on a familiar note.
The results of my knock today (4.30pm – 6pm)
14 doors knocked
7 not home
1 didn’t want to talk to me
6 people i spoke to of which:
1 rental
1 asked for my card and volunteered heaps about people in the street
4 added to email Market Update
And thanks for the holistic viewpoint and the recent video and mud map.
Thanks 1000million
Peter
Hi Peter,
That’s such a great post.
Thanks for sharing, really enjoyed reading it.
That one person who asked for your card and volunteered lots of info about the street make sure you make a special mental note to nurture them a little bit more over time (nothing too much) just maybe a small Christmas gift or Easter egg or something like that every now and then (on top of the CMA’s etc).
I find those people become your marketing machines in your neighbourhood because their interest is the street where they live and they can become your ambassador very easily if taken care of right.
If you have a handful of those people scattered across your patch you have a this really good nucleus of raving fans when you have never really even worked for them because they like you and they start to feel connected to you over time, they become your helper in the area when they see things that might assist you. Always keep your radar up for these types of people because they can be very helpful in the future.
Just a tip.
Great work for getting out there again.
Mat
Great tip Mat, I sent one of my “ambassadors” two movie tix the other day but will definitely start making this into a concrete plan
Thanks Mat/Matthew
I like the idea of “ambassadors” and nurturing the relationships that i am establishing. I will certainly set up a special category for these people and nurture them with gifts and information.
The only thing that i am kicking myself about is not remembering the lady’s name. This is an area I am looking at improving. The name she gave me was not the name on the RP data extract, and she definitely lives at the home.
I am feeling really pumped and am going to continue the door knocking tonight and finish off her street. I am thinking of quickly knocking on her door and presenting her with a little gift. Wondering about asking for her name indirectly vs being honest and saying that i struggle with names and could you please remind me.
Oh to be human.
Peter
Peter do you have a clipboard with you to note down their names? I write down as much as possible otherwise I forget
I will just have to get in the habit or writing their names down.
On another note, with the door knock follow up, what do people do afterwards?
Do you always follow up with a thank you card and then with periodic information as part of your farm area prospecting, or do people only send out to those that have expressed some form of interest?
There is for example a lady that didn’t want to talk to me. Would you send out the same info to her?
Hi Peter,
I would just send thank you cards to people that you interact with and don’t worry about sending them things specifically on goingly (unless you add them as a pipeline) your prospecting stuff should cover that.
If someone doesn’t want to talk to you don’t send them anything because you will more than likely just annoy them.
Mat
Hi Mat,
Could you explain a bit about the pipeline. You have mentioned it before, but am not quite sure I understand completely how it works.
I am a bit comfused about how the door knocking and prospecting fit together within the farm area.
If i understand you correctly, the whole farm area gets all prospecting stuff, even those people I have door knocked that showed no interest.
Forgive me if this sounds nieve, I am certainly seeing more and more holes in my prospecting activity.
Also as regards people who are not home when you knock, what is youtr strategy to try and get to contact them? Would you try on another day, or just cold call them?
I love what you have here Mat. I am growing massively and keenly watching the prospecting videos and anything and everything on prospecting.
Peter
I have been occasionally door knocking for almost one year now. I have made a lot of contacts, got heaps of appraisals and about 6 listings from the door knocking. I have used a few different scripts at the door and usually find that if I talk to ten people I can get one appraisal.
I now only knock on doors that are listed as home owners from Pricefinder Database. My latest technique is to knock on the door carrying a folder with my latest Newsletter or flyer stapled to a form displaying Store Discount Vouchers (Usually buy one –get one free from Wendy’s, Pizza Capers, Baskin Robbins, Video Ezy etc). I also carry a laminated copy of a CMA.
I usually say “can I just give you my latest Newsletter and I’ve got some discount vouchers for you there as well. Then I give a very short introduction and say “ I can also email you more discount vouchers and keep you up to date with Home Sales and what’s happening in the market and also put you in the draw to win an ipad drawn later in the year, no obligation. Do you use email?” While I’m writing down there details I ask if they would like a Free Home Report (CMA) and I show them the laminated CMA.
The last time I door knocked I spoke to 15 people and got five names, emails and mobile numbers and one appraisal.
Hi Peter,
Great stuff, really good post.
Thanks so much for sharing!
Mat
Hi guys,
A part of my niche consists of million dollar properties, some are between 4-6 million dollars. Does anyone else here work in a smiliar market and do you cold call/door knock these properties?
Andrew
Hi Andrew, Yes I do mate. I doorknock them and have added probably 60 3m+ property owners to my database in the last 4 months. Suprising how few agents doorknock these properties and how probably 80% of owners are pleased to see that somebody is prepared to do it. Think about this mate- most high value property owners are high achievers ( except for drug dealers) and can relate to somebody having a go by doorknocking. That is what I have found anyway. Where a name badge because you don’t want to scare the hell out of the wife when she answers the door becuase it very likely she will be the only one home during the day which is when I doorknock. True Story – I doorknocked a very big home 10m+ – owner answered and I gave the speil and a notepad and asked for name, he congratulated me on what I was doing because he said in the 35 years he owned a commercial agency he could never get any staff to doorknock. Have a go at worst you will see some great properties. Watch the dogs!
Hi Andrew,
Just want to follow on from Scott’s great post.
Yes 100% you should cold call and or door knock these properties, they are people just like everyone else.
Remember the reason behind cold calling or door knocking is to start the relationship and then once it’s started you have to nurture it
Let us know how you go.
Mat
Hi Mat,
You are right, they are people like everyone else. I just wasn’t sure if they would release the hounds on me like montgomery burns or smithers.
I guess a lot of it is in the mind, it is no different to any other profession or sport.
Thanks heaps
Hi Scott,
Thank you for taking the time to respond. You are right, I have door knocked some of these properties and they have told me that they can’t remember the last time an agent knocked on their door. Some people are rude but you get that in all price brackets.
p.s i know what you mean about the dogs
For those who are terrified to door knock, when I started out I was to afraid of the rejection so I used to leave my business card in the front door. Like clock work every 250 cards I left I would get an appraisal. I sold 3 house from leaving a card on one door. After a while I realised that it easn’t so scary to knock on the door too.
I developed a script that would go something like
Hi its Rob from xyz estate agents can I ask you a 3 question survey?
1)Do you rent or do you own?
2)If they rent ask them if they have any plans to buy?
3)Ask if they would like my finance broker to give them an idea of how much they can borrow?
2)If they own I ask them how long since their last appraisal?
3)No matter what they answer. I ask would you like an updated one for the current market-no cost?
Most people say yes and I schedule it for the next day get their contact details so I can ring them if anything changes. Great way to build the piplines you are working.
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