{"id":125,"date":"2020-09-09T22:05:00","date_gmt":"2020-09-09T22:05:00","guid":{"rendered":"https:\/\/agentskills2.dvsrvr.in\/?p=125"},"modified":"2020-09-09T22:05:00","modified_gmt":"2020-09-09T22:05:00","slug":"the-one-time-you-should-door-knock","status":"publish","type":"post","link":"https:\/\/agentskills2.dvsrvr.in\/?p=125","title":{"rendered":"The ONE Time You Should Door-Knock"},"content":{"rendered":"\n

Door-knocking? <\/em><\/strong> <\/p>\n\n\n\n

I\u2019d rather walk into Room 237 (The Shining<\/em><\/a>).<\/em><\/p>\n\n\n\n

I remember reading the book as a kid and being so terrified; there was no possible way I was going to the movie when it came out. It wasn\u2019t until years later that I saw it!<\/p>\n\n\n\n

Aside from the obvious horror aspect of door-knocking, it\u2019s not <\/em>1977, and we\u2019re not <\/em>selling encyclopedias. Right?<\/p>\n\n\n\n

Door knocking just seems way too old-school-cheesy.<\/p>\n\n\n\n

That\u2019s how I felt for my entire Real Estate career, before I spent a full year studying and developing the Agent Skills Master\u2019s Program<\/a>, and came to the revelation below:<\/p>\n\n\n\n

——————————<\/p>\n\n\n\n

Disclaimer: Even if you\u2019re ten times as brave as me, I still don\u2019t believe you should door-knock without a compelling reason.<\/p>\n\n\n\n

That said, I do believe in these three fundamental principles:<\/p>\n\n\n\n

1. A face-to-face interaction is 100X more powerful than any phone call, email, text message, or any written form of advertising, like a flyer.<\/p>\n\n\n\n

2. You should never <\/em>contact a client or a prospect unless you\u2019re providing something of value.<\/p>\n\n\n\n

3. Open Houses\u2014skillfully executed\u2014are BY FAR the best way to cultivate new clients. <\/p>\n\n\n\n

Taking that into account, here is the ONE time when knocking on doors meets all three of the above criteria:<\/p>\n\n\n\n

You\u2019ve got a new listing, and you\u2019re inviting the neighbors to your Open House. <\/strong><\/p>\n\n\n\n

Think about it this way:<\/p>\n\n\n\n

You\u2019re meeting future clients face-to-face, giving them something of value (see below), and providing some very interesting information.<\/p>\n\n\n\n

After all, what neighbor isn\u2019t at least a little curious about the new listing down the street?<\/p>\n\n\n\n

——————————<\/p>\n\n\n\n

Here\u2019s the game plan when they open the door:<\/p>\n\n\n\n

1. Introduce yourself, and hand over a brochure for the new listing. (Your professional, impressive brochure is an essential component in how you market yourself.)<\/p>\n\n\n\n

2. Tell them some basic information, including the price, and invite them to your Open House. (Who doesn\u2019t like to get invited to an event?)<\/p>\n\n\n\n

3. Depending on their reaction, either continue the conversation, or move on to the next door.<\/p>\n\n\n\n

——————————<\/p>\n\n\n\n

You know how people talk about the \u201cnosy\u201d neighbors coming to the Open House? <\/p>\n\n\n\n

We should quit talking about them that way. They\u2019re just naturally curious, and they’re certainly as good of a prospect as anyone else.<\/p>\n\n\n\n

But the truth is that most of the neighbors do not <\/em>go to the Open House. Why? Because they don\u2019t feel right about imposing on your time (being \u201cnosy\u201d) when they\u2019re obviously not going to buy the house.<\/p>\n\n\n\n

That’s why extending a personal invitation will make them feel more welcome to come.<\/p>\n\n\n\n

You\u2019ll get to meet them a second <\/em>time, and that tiny bit of familiarity will significantly improve your chances of continuing a productive conversation.<\/p>\n\n\n\n

But Ted! If they\u2019re not in the market, this is a big waste of time! <\/em><\/strong><\/p>\n\n\n\n

Nonsense. They\u2019ll be in the market next year. Or the year after that. <\/p>\n\n\n\n

STOP thinking that every interaction has to result in an immediate sale! Leave that thinking to the poor struggling <\/em>agents. Besides…<\/p>\n\n\n\n

You\u2019ll be surprised how many people who claim to NOT be in the market are suddenly IN the market AFTER you\u2019ve made a positive impression. <\/strong><\/p>\n\n\n\n

And, I can\u2019t tell you how many times I made a personal connection to someone at an Open House, and it paid off for me years later.<\/p>\n\n\n\n

One easy way to maintain contact with a future client is to add them to your monthly newsletter. If you\u2019ve got the right systems and procedures and interpersonal SKILLS<\/a>, it\u2019s easy to sign them up.<\/p>\n\n\n\n

——————————<\/p>\n\n\n\n

Back to the front door! One of these four things will happen.<\/p>\n\n\n\n

1. Some people will politely take the brochure, and you\u2019ll never hear from them again. Big deal. You sacrificed one brochure. They still appreciate the information, if nothing else.<\/p>\n\n\n\n

2. A few will take your brochure, stash it away in a drawer and pull it out three years later when they\u2019re thinking of selling. Why? Because it\u2019s a memorable event when a hard-working agent comes to the door and personally invites them to an event! It\u2019s not something that happens every day.<\/p>\n\n\n\n

3. Many will be super interested, want to strike up a conversation, and you\u2019ll have a great chance to establish rapport and maybe add them to your newsletter list, or follow up with some other information.<\/p>\n\n\n\n

4. Occasionally, you\u2019ll run into a grumpy jerk. Big deal!<\/p>\n\n\n\n

If you never meet a grumpy jerk, you won\u2019t meet any friendly, awesome people, either. <\/strong><\/p>\n\n\n\n

Think about it like this: One grumpy jerk, five friendly prospects. Not bad!<\/p>\n\n\n\n

If you learn some SKILLS <\/a>and practice enough, the \u2018friendly\/jerk\u2019 ratio can become 10:1 or even 20:1.<\/p>\n\n\n\n

When you\u2019re meeting enough friendly prospects, you\u2019ll quickly learn to shake off the one grumpy jerk with a laugh! Who cares? You didn\u2019t want to work with them anyway.<\/p>\n\n\n\n

Stop allowing the ridiculous success-preventing part of your brain to sabotage you. You\u2019re NOT walking into Room 237.<\/p>\n\n\n\n

Stop being the Secret Invisible Agent.<\/strong><\/p>\n\n\n\n

Secret Invisible Agents get invisible commission checks, which are hard to cash.<\/p>\n\n\n\n

For more information on conducting an Expert Open House, check out this previous article Becoming a Trusted Advisor<\/a>.<\/p>\n\n\n\n

——————————<\/p>\n\n\n\n

This article was inspired by module #3 -The Open House Expert – part of the Agent Skills Master\u2019s Program<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"

Door-knocking? I\u2019d rather walk into Room 237 (The Shining). I remember reading the book as a kid and being so terrified; there was no possible way I was going to the movie when it came out. It wasn\u2019t until years later that I saw it! Aside from the obvious horror aspect of door-knocking, it\u2019s not […]<\/p>\n","protected":false},"author":1,"featured_media":126,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[16],"tags":[],"class_list":["post-125","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-3-the-open-house-expert"],"_links":{"self":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts\/125","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=125"}],"version-history":[{"count":0,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts\/125\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/media\/126"}],"wp:attachment":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=125"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=125"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=125"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}