Don’t knock the power of face-to-face prospecting for your business. Door knocking is a tried and true strategy for agents, and with good reason. Building a personal connection with potential clients is one of the best ways to support your growth, and door knocking is one of the most impactful ways to get the job done—and yes, even in the digital age.
Why do you need to consider door knocking as a part of your lead generation plan?
Door knocking is:
- Cost effective - You can provide your business with real value for a minimal spend, which makes this strategy perfect for any marketing budget.
- Time efficient - It’s one of the quickest ways to establish personal rapport with potential clients, and makes the most of your time when you’re on the road.
- Brand building - When combined with a thoughtful direct mail and social media strategy, in addition to leaving a door hanger, flyer, brochure and business card, door knocking can elevate your brand, client engagement and lead potential.
- Know your neighborhood. Do your research on the neighborhood; learn about school districts, local favorites, average home values and more to establish yourself as the go-to local expert. Recently landed a listing in the area? Don’t be afraid to show off pre- or post-sale!
- Be prepared to wow. Have a solid understanding of the home value, taxes and sales history of the properties you’ll be visiting so you can flex your expertise with the owner. It also helps to have a compelling script prepared, so do a bit of planning before you hit the street to ensure you’ll feel confident and comfortable with everyone you meet.
- Gear up. Having something on-hand, like a small branded promotional item, to leave with prospective clients is a surefire way to make an impression. It’s also important to have something, like door hangers, flyers or brochures, you can leave behind if no one answers. Promotional gear and marketing materials are a must, and HomeSmart’s Marketing Design Center makes it easier for agents to create a brand they can be proud of through its fully-integrated, intuitive platform—no design experience necessary.
- Be mindful of the time. Choosing the best time to drop by is crucial, and needs to consider your specific audience. Late mornings and early afternoons may work best on the weekends, but it’s always a good rule of thumb to consider the community you’ll be canvassing when deciding on your schedule.
- Find something in common. Jumping straight into your pitch may seem like the most effective route to success, but there’s no harm in building relationships on a little chit chat to get started. Try to find something in common with the prospect, engage in a bit of small talk, then get rolling. Keeping it natural and conversational is a great way to connect!
- Actively listen. Door knocking is a two way street; actively listen to your prospect, engage them with questions about their goals, and make sure they feel heard. Be prepared to ask and answer questions—this allows you and your potential client to really get to know each other, and personal connection goes a long way towards success!
- Follow up. This goes without saying, but the follow up is just as important as the initial introduction. Set a schedule to check in with your new prospects, even if it’s as simple as a quick phone call, text or email. Keeping that conversation going, even if they aren’t in the market currently, pays off in the long run.