Door Knocking - What to say when they answer?

[Brent Watson]

Hey guys,

I was planning to attempt targeted door-knocking as my initial strategy, and I think I get what to do when the conversation gets going (find out what their situation is, listen listen listen, talk about how I could help them, be genuine), but what do you say when they open the door?

I don't want to sound like a door-to-door salesman, and I was hoping someone who's had success with door knocking could give some advice on what they use for their "script" in this situation.

Also, if the attempt is successful, what contract do you use and do you suggest having a computer/printer in the car to get it under contract in the initial visit? I was told to use the standard realtor contract, but I assume I would (and could, right?) put some sort of clause in there like, contingent upon CFAT (cash flow after taxes) analysis...or something like that?

Any suggestions from people who have had success with this tactic are much appriciated.

[Chris L.]

I go doorknocking in NJ, CT and NY...not exactly areas that are receptive to surprise visitors! I few things I do:

-as a girl, I wear a nice-fitting golf shirt, pants, and running shoes (in case I need to run...seriously)

-I go Saturday or Sundays during the day

-stand at a 45 degree angle from the door, so if they see you through the window, you don't look intimidating. 

-don't cross your arms. Keep them at your side or behind your back, so you don't look intimidating.

-open with a joke or something said in a cheerful way ie "I was freaked out for a minute, I thought the BBQ next door was a house fire!' It doesn't even have to be funny, just something to break the ice and set a friendly tone

-start talking to them as if you've known them forever. Literally, you can start asking them about their day and telling them about yours. Don't worry, they'll eventually ask you why you're here. At least you haven't opened up the conversation by talking business.

-Then I say that I like their house or that I'm interested in buying their house. "Have you considered selling it?... Oh, why's that?...I'm so sorry to hear that, I can relate because ____ ... How long have you lived here?..."

-I hand them 2 papers: one is our official company handout, with pictures and a 800 number. The second is a paper written with Sharpie "(Name), Sorry I missed you! I'm interested in buying your house. We can pay cash. Christine Cell: ###-####)." Sharpie is key in case they have trouble seeing well. I point out to them that it has my cell number (makes it personal), and that I work for the guy in the flier, who has been buying houses for 15 years (builds credibility)

-If they're not there, I leave the fliers in the doorway. NEVER the mailbox (it's illegal) or on their car (the paper can stick and you'll get angry calls. Then again, an angry call could be better than no call. I knew one investor who had no problem stirring up angry calls with his advertising because he was charismatic enough to turn the conversations around and learn about their house and situation)

-I make sure I get their phone number before I leave. Ask in a straightforward way, like it's no big deal "It was great talking with you, I'll follow up next week. What's your number?"

-If they aren't home, I knock on the neighbors' doors and ask them about their neighbor. I start with friendly conversation, and then tell them I'm interested in buying their neighbor's house. Neighbors can tell you a lot, plus you didn't waste your trip for nothing. 

Hope that helps!

Christine