Successful real estate agents generate leads multiple ways. In one of our recent blogs about lead generation, we discuss five ways real estate agents can generate leads. One of the most powerful, and the one we stand by, is utilizing the Home Value Leads CRM. Although by itself, the HVL CRM won’t generate leads, it allows real estate agents to organize their leads.
Lead organization can be just as important, if not more so, than actual lead generation. Not all leads are created equal, which is why we wanted to start this blog out reminding readers about the HVL CRM.
The HVL CRM isn’t the only thing we discuss in regards to lead generation in the blog post, though. We also discuss the power of LinkedIn, and a couple of ways to educate potential leads. Those are all great ways to generate leads.
Although all can be effective, many real estate agents continue to miss out on one of the best ways to find leads. Most sales people know that sometimes, you must simply hit the pavement, go cold door knocking and see if you can strike gold with a sale. The real estate agent is no different.
That’s why we recently published a blog on why real estate agents should employ door knocking into their marketing strategies. Door knocking has been around for a while. Door knocking is an excellent method to generate leads that you can then put into the Home Value Leads CRM. After organizing your door knocking leads, you can start the process of turning those leads into actual customers.
But, since door knocking isn’t just pounding on doors and expressing your real estate agent superpowers, you must arm yourself with door knocking scripts. Before coming up with decent scripts, real estate agents must understand the categories that those scripts fall under. There are three types of door knocking scripts.
Door knocking script types are based on whether the door is answered and who answers the door. Check out each type and along with some pointers on how to handle each one.
3 Different Types Door Knocking Scripts
1. Decision-maker answers the door
If the decision-maker answers the door, you’re in luck! You’ve gotten close to striking gold. You haven’t yet struck gold because the homeowner, the decision maker, hasn’t yet become one of your clients. However, you’re in the vicinity where gold exists.
First, realize that you always start out, no matter who answers the door, by telling them who you are. The next step is to ask if the person you’re speaking with owns the home. That’s when you either pivot to a decision maker door knocking script, a non-decision maker door knocking script, or a nobody answered the door, handwritten note door knocking script.
If the decision maker answered the door, you should have specific scripts in mind. One of the things you might consider is handing the person a compliment. Definitely frame it in real estate terms, i.e., talk about how great their lawn looks, or how awesome the house itself looks from the outside.
Point out the fantastic state of their neighbor’s homes as well. Then, ask the person if they would ever consider selling their home. Advise them that you know it would fly off the market because other homes in the area are flying off the market.
The bottom line with the decision maker type door knocking script is that you must balance hard selling with the fact that you’ve got the decision maker in front of you. You might never again get an opportunity like this. Therefore, you want to be aggressive, but not so overly aggressive that you don’t get the chance to put them into your HVL CRM.
It’s a fine line. Develop strong door knocking scripts that help you toe that line.
2. Non-decision maker answers the door
If a non-decision maker answers the door, you must first ask if the decision-maker is available. If the decision maker isn’t available, your next course of action should be to discern the relationship between the person who answered the door and the decision maker. You can simply do this by asking questions. Simply ask, “Are you related to the person who owns this home?”
If the answer is no, then say something like, “Oh, okay, well, I’ve got something for you, anyhow.” That’s when you break out with your small reminder gift. Remember, it’s important to always leave reminder gifts for both the person who answered the door as well as the decision maker.
Kindly ask the person to forward your reminder gift to the decision maker. Ninety-nine times out of one-hundred the person will do just that if you’ve taken the time to also hand them a reminder gift. People are naturally inclined to help you when you approach them with sincerity.
You can ask further questions if the person who answered is related to the decision maker. In your real estate agent door knocking script, make sure to always include the person who’s related to the decision maker with the actual decision maker. Relatives can be great gate keepers.
If you get the relative who answered the door on your side, more than likely you’ll have a much better shot of starting a conversation with the decision maker.
3. Nobody answers the door
If nobody answers the door, you must still use a door knocking script. The script you use in these instances should be handwritten notes. Just write the scripts down and have them ready to go. Make sure you’ve got enough on hand.
Since you’re door knocking during the day, there’s a good chance nobody will be home for most of the residences. Make sure you have a door knocking handwritten note scripted out beforehand. If you can personalize it, even better. Also, always leave a small reminder gift.
Door knocking is a strategy that every real estate agent should employ. Before digging deep into which scripts you wish to use, or how you wish to develop your own door knocking scripts, it’s important to understand the three types of door knocking scripts. The types are based on whether the decision maker, a non-decision maker, or nobody answers the door.