Well, other than selling candy bars as a kid, that was my first door knocking venture. While I can be rather bold (LOL) I was a ball of nerves knocking on the first few doors.
That's why I decided I needed a quick pitch, the goal was to get appointments not sell anything. In fact, I said that;
I pretty much said "Good morning/afternoon, my name is Bill G and I'm the Met agent here, I'm not selling anything but just meeting people in the neighborhood and letting them know that Met now has homeowner's and auto insurances for this area." chit chat, "I know you have insurance, but I'd just like to see if we could save you some money with Met, when is the best time to contact you?" Many would ask if I could give them a quote then, as I mentioned I said no, that I didn't have my rating information and would need to measure the outside of the house, so just making appointments.
You spiel is a 20 to 30 second elevator pitch, if you're standing there 45 seconds later, ask if they have a minute; "I don't want to keep you, do you have a minute, or would it be better for me to come back another time?" I can assure you, most will say yes to that, even if they don't really want to talk, they'll do that then rather than have you back again, some will be like "let's get this over with now".......and that's fine.
Then give strokes, You have a nice home here, or if it needs a paint job, "it looks solid"! Just ask; would you consider selling? If they say no, that's not a bad thing....."well, most folks don't want to sell on the spot. Do you know of anyone thinking of selling a home? They might, if not, hand them your card and ask them if they ever consider selling or know of someone else, would you give me a call? (Sure, now get off my grass LOL) Move along and say next!
Even on a bad day, one in five will get you a decent lead, a sister or mom or someone they know is either looking for a home or is considering selling.
Know the area you'll be knocking in, get comps. Always carry your contracts in the car along with several ink pens. You can canvas about 10 homes an hour. You can get caught up when someone is thinking of selling, you can get a contract but you need to be good at valuations, I suggest you simply set another appointment.
This is a numbers game, the goal is getting an appointment with a prospect, either them or a referral, so if they say no, that's a good thing because you only have 4 more to go, then 3, then 2, then, chances are you have a bingo! If not, don't stop, in an hour you'll get a strike and just set the hook. Ask if you can give them a quick call in the future, that you'd like to keep in touch and ask for their number. Most will give it to you, especially if there is something in it for them. Call back and thank them for their time, then store the numbers.
Sorry for the length, but what you have done is that you got your face and business card in front of at least 10 people, sometimes more if the spouse is there (always include them if you can). Okay, most of your cards will go in the trash after you leave, but not all, someone will likely stick it on the fridge or keep it. You can meet 50 people in a day, I guarantee you, one in 50 will be buying or selling or renting or can influence another that is.
Put your contacts in a file, in a few months you'll be touching bases with 5 people a day, takes 20 or 30 minutes. All you do is remind them who and where you are and what you do.
The first door is the hardest, might suggest you begin in an area of older folks, they like to talk, chit chat, generally have time, and they can't hurt you.... LOL After you hit 4 houses those nerves will begin to go away, after 10, you'll feel the confidence of a Fuller Brush salesman.
Really, it is easy and you just have to do it! :)
