Door Knocking - What to say when they answer?
Flower Mound, TX · Member since 2014 · 17 posts · 9 votes
Door Knocking - What to say when they answer?
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Investor · New York, NY · Member since 2014 · 156 posts · 48 votes
12yI 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
27 Replies
- Residential Real Estate Agent · Colorado Springs, CO · Member since 2014 · 61 posts · 25 votes12y
I door knock as a Realtor, and find it quite successful. I always go with an item of value, usually a flyer with recent listings and solds. Maybe in your case, a flyer showing how easy your process is, with testimonials.
When they answer, I just introduce myself, let them know that I'm a local Realtor, and I was just introducing myself as a local resource if they, or anyone they know, is looking to buy or sell. No matter what they say, at the end of the conversation I leave my item with them. Rarely do I have anyone unreceptive, and usually end up with at least 1 or 2 leads after 30-45 minutes of door knocking (15-20 houses).
I can't speak for the contracts in Texas, but they are probably pretty much the same as CO. The contracts are built to protect the buyer, so there are many outs. My personal opinion is that if you're doorknocking a neighborhood, you should have a good idea of local rental rates, ARV, holding costs, and therefore have a good idea of what an offer on a property should be. The only wildcard would be repair costs, until you get a look inside. If your new, I would be conservative at first, until you get to know local repair costs.
Don't forget, you can put just about anything you want into a contract, especially if your not licensed. But the goal is to help them, not offer a glimmer of hope and then bail. Gives the rest of the investors a bad name. So, you should be darn sure that you're going to be able to fulfill before making that offer.
- Real Estate Agent · West Sacramento, CA · Member since 2014 · 39 posts · 14 votes12y
I do it as well and have gotten pretty good at it. Just do it. Be knowledgeable about the neighborhood real market. Just like Brad I have a Market Update with me to leave behind. I also have my business card on magnet which I give them. (Folks don't throw away magnets)
Not only it is a great way to get business, its a great workout as well. I have switched to going in the evenings vs mornings. Much more productive. Its a no brainer that more people are home in the evenings.
Just remember that " The most important part of doorknocking, is actually doorknocking" Get out there and have fun doing it. You are an expert, going out to help people with their real estate needs.
- Dallas, TX · Member since 2013 · 4k+ posts · 744 votes12y
Always be honest with the seller and don't add all those guru clause. Most sellers are getting educated on what Guru's teach to give the seller one dollar and tie up their property for 30 or 60 days.
Joe Gore - Flipper/Rehabber · Bakersfield, CA · Member since 2008 · 3k+ posts · 3k+ votes12y
When I knock on a door and the seller answers I say thank you for inviting me out to buy your house today.
DK works great for Rearors who are farming. However when only 1:9 houses can be bought for profit DKing seems not nearly as good as working your COI.
- Real Estate Investor · Barrington, IL · Member since 2014 · 39 posts · 19 votes12y
Not trying to stir the pot, but I'm pretty surprised straight up door-knocking is still effective in any industry! Doesn't seem like there's much trust in our society anymore, but I also suppose it depends on the market you're in...not sure I'd want to do that in my Chicagoland market, but maybe I'm just too shy of a person, or too aware of other, much less in-yo-face methods.
I know that as a homeowner with a young child and a way-too-energetic dog, I'm always nervous to answer the door for an unexpected guest. I also know that if someone walked to my door, cold, and asked to buy my house, I'd think they were out of their mind...even if I was remotely considering it.
My thought (for whatever it's worth) is that you'd have to present a TONNNN of value up front to earn their trust. The "item of value" concept that @Brad Starling mentioned is a great one, but man...to ask someone in person that you've never met if they want to sell their house, I'd think you'd really have to schmooze them.
I know that sending yellow letters is obviously a popular way to (somewhat passively) approach home owners, but is door knocking something that's actually taught these days, or is that just your own idea?
- Flower Mound, TX · Member since 2014 · 17 posts · 9 votes12y
@Joe Kalis I'm not sure if it's something that's taught. I guess I should have elaborated more when I said targeted door knocking. I'd basically be targeting people who were being foreclosed on (whose house was going for auction) in the next few weeks.
I think this group would not really have as much time to respond to mailers. Also, I think someone (me) coming to their door to basically give them one final opportunity to avoid all the negatives of foreclosure, a d get them some money in their pocket at the same time could be just what they need.
- Corte Madera, CA · Member since 2011 · 59 posts · 38 votes12y
For foreclosures or pre-foreclosures in California there is a specific contract, by law, that must be used. Called an Equity Purchase Agreement, the law specifies the specific minimum language and the font size. Also required is a Right of Cancellation notice and a five business day waiting period when the seller can cancel the contract with no penalty. A buyer is prohibited from paying any consideration/deposit or recording the contract until the five business day period has expired. Saturday is a business day, holidays are not. Whatever state you are in, many states have passed foreclosure laws so look them up in your state.
- Wholesaler · Salt Lake City, UT · Member since 2009 · 1k+ posts · 401 votes12y
Just for those that are buying a foreclosure they intend to occupy, the California equity purchase law does not apply, for you others heed the law, 5 days is no big deal unless your trying to buy during the last week before the trustee sale..
- Real Estate Agent · Los Angeles, CA · Member since 2014 · 80 posts · 20 votes12y
Hi there, I'm just starting out to and looking for low-cost ways to get started, I decided to door knock after reading this article:
http://beta.biggerpockets.com/articles/32-door-kno...
I then went door knocking at around 5:30 pm later that week in a target neighborhood. I followed the advice in the article and after getting over any initial fears and procrastination, I found it was a really good experience. Everyone was easy-going, curious and willing to talk. Some people were eating or other said it wasn't a good time so I apologized and moved on. One of the homeowners couldn't believe it and invited me in because he was going to list with an agent the next day! He was a retail seller though so I didn't try to make a deal. He had a nice house that was well maintained so I told him I don't pay top dollar and so he's better off trying to sell retail, especially since we're coming off a really hot time in LA.
I didn't take any forms with me but a yellow note pad and I wrote down the names and addresses of the persons I was able to speak with. I left them my business card and let them know I will pay a referrral fee if I am able to successfully purchase. I am planning to mail them a friendly note reminding them of my visit and that I pay a referral fee for any leads.
I did go prepared with market info which came in very handy as some were curious as to how much their home might be worth. Since it's summer time with longer daylight hours, now is definitely the best time to do it in the early evenings after people get home from work (weekdays that is).
Good luck! just get out there are do it, it's really easy once you get in a rhythm.
- Investor · New York, NY · Member since 2014 · 156 posts · 48 votes12y
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
- 12yDev HornPro MemberFlipper/Rehabber · Arlington, TX · Member since 2013 · 1k+ posts · 2k+ votes
This is a cool thread, because it involves a "get off your a** and get out there" mentality. I agree with Michael that your lower hanging fruit is working your COI (circle of influence), but if you have that base covered, and you're doing marketing, etc. don't just sit around waiting for a miracle to happen like so many do. I've talked to new investors who send out a mailing and then WAIT. I ask, what else are you doing? Nothing. Just waiting. =)
“When you walk with purpose you collide with destiny.” ~ Bertrice Berry
- Flipper/Rehabber · Bakersfield, CA · Member since 2008 · 3k+ posts · 3k+ votes12y
Theyre waiting for the telephone to ring... If you stare at it long enough you can actually make it ring.
- Investor · Honolulu, HI · Member since 2013 · 3k+ posts · 1k+ votes12y
Please stay away from my NBHD, you were not invited. Please do not ring my bell, it is for invited guests. When I see you going door to door in my NBHD I call the police. If you knock on my door I call the police. Children in my NBHD are instructed to come in if you are in my NBHD. You are disturbing them.
If you need motivation I suggest a gym membership and prepay a bunch of personal training hours. Shy, check into motivational speaking clubs.
When you come into my elderly parents NBHD I ask them to come inside and lock their door and NEVER open it for anyone whose identity they cannot confirm. They are shy about calling the police but if you leave something on their door they save it and I call their police about you. When my UPS package goes missing it will be your mug on the security cam that will go to the police. Growing your business does NOT mean I have to put up with a potential pedophile cruising my NBHD. Check the local laws to be sure you are not breaking them and maybe even have a chat with an Officer about the potential liability of your plan.
An alternative might be post cards announcing your availability to the NBHD on certain days and ask if they would like to make an appointment with you.
Twenty, thirty years from now I may be happy to see you...when the dementia has taken over and I say yeah come in, there are some issues in the basement you'd probably want to see...bwahahahaha!
- Specialist · Rockland, MA · Member since 2010 · 7k+ posts · 2k+ votes12y
A buddy goes door to door in a targeted neighborhood on behalf of the local politician. After speaking for a little while he mentions having friends looking to buy in the neighborhood he asks do they know anything for sale or coming up for sale or vacant. He gets wholesale leads from this technique.
Paul
- Investor · Kitchener-Waterloo, Ontario · Member since 2008 · 1k+ posts · 1k+ votes12y
@Bob Bowling you have some serious issues dude!
I've gone door-to-door for all sorts of reasons and it's definitely still effective. Early evenings are best, neighborhoods that are 20+ years old are best, people are rarely rude. Considering you, as an investor, are not trying to sell anything you will be much more welcome than the average door-knocker.
- 12yJay HinrichsBusiness MemberReal Estate Consultant · Summerlin, NV · Member since 2014 · 45k+ posts · 66k+ votes
Nice to See a REaltor working a farm.... I think the industry has gotten away from that.. in our market PDX I have never had a Realtor come to the door.. when I lived in Palo Alto it was common..
when I was buying pre foreclosure in PDX.. I had 3 two person crews knocking every NOD on the list.. One women one man... The women were far better than the men ( and smarter in this case LOL)
When I was in the timber business this is how we got many of our Timber contracts and bought timber ground.. Knock on door ask person hey you know who owns that timber stand over there... they either say they do or know who does.. ( now google earth is how we buy timber).. But you talk about a thing of Value.. My partner who did the door knocking always had either Fresh Salmon Smoked Salmon or Elk Jerky at the ready for a door gift. then if he landed a big patch of timber or was working on one say 1mbf or better that owner got to go fishing on his RAnch on the Oregon coast and that sealed the deal 99% of the time.
I can't imagine though door knocking in the iffy neighborhoods If your trying to buy low value assets I would think that is pretty dangerous... In nicer hoods were safety is not an issue ... Like my dad always said RE is a Belly to Belly business... Hard to make deals purely on the phone if your going direct to sellers.
- 12yJay HinrichsBusiness MemberReal Estate Consultant · Summerlin, NV · Member since 2014 · 45k+ posts · 66k+ votes
as mentioned about the CA pre foreclosure laws its the same in OR and WA .. laws came in about 07 08 and it pretty much put those that follow the law out of business I know we stopped.... but many don't care about the laws and just learn a technique and go at it just like the law does not exist. And frankly in my experience people that lose homes or about to lose them once they make a deal and move you will never hear from them again.. they move many times out of state and so this allows folks to continue in this B/C it would be the seller that would have to raise an issue with the authorities... At least that was my experience.
- Residential Real Estate Broker · Mount Airy, NC · Member since 2016 · 12 posts · 7 votes10y
You gotta get some scripts to rehearse. Here is a good place to start:
http://www.cheaphouseswilmington.com/effective-door-to-door-knocking-for-real-esate-agents-script-included/
- Real Estate Agent · Los Angeles, CA · Member since 2015 · 109 posts · 43 votes10y
@Chris L.This is a really great thread on door knocking. I am wondering if any of you who've door knocked NOD's been asked by the owners why you chose them? For example, they were suspicious that you somehow find out they were in default so you specifically targeted them because you knew they might be motivated to sale. Do you disclose to them you found their property on an NOD list? Hopefully my question is not too odd.
@Jay Hinrichs or anyone who cares to answer. Thanks a bunch!
- Real Estate Agent · Oakland, CA · Member since 2016 · 123 posts · 77 votes9y
@Toi H. a late reply, but I don't usually mention how I found them, unless they ask of course. And I say that my company "uses software" that identifies homeowners in similar situations, OR I say that I received a list at the county courthouse.
- Altadena, CA · Member since 2015 · 66 posts · 58 votes8y
This is such an effective way to generate leads! i figured i would post just to make this bump! anyone still knocking to generate whole sale leads? Im new to the investment real estate industry and recently decided to partner up with my sister who is an agent to start a wholesaling background. Coming from a door to door background, my natural instinct tells me to just get on the doors and talk to people and find the deals. Im also going to run a direct mail campaign, but i figured why not drive for dollars, pull absentee owners lists and knock the houses all around it to see if they can connect me with the landlords in the meantime as well as canvassing the area for other possible leads. Anyone had success with this recently?
- Investor / Vendor · San Diego, CA · Member since 2016 · 1k+ posts · 949 votes8y
For every person that's had success door-knocking on this forum, I've read multiple posts from others saying how they failed. I think it comes down to a person's skillset. Talking with people and facing rejection and insults takes a thick skin, and not everyone can develop it. Also learning to listen for distress and motivation, communicating key details on costs it would take for someone to bring a home up to the market value, and also working to problem solve to help the seller aren't things learned overnight. Also, other avenues like DM are more scalable than doorknocking.
- Real Estate Agent · West Sacramento, CA · Member since 2014 · 39 posts · 14 votes8y
How did it go Brent? I have not been on BP for 3 years. Just wondering how your business has been ever since. I dont door knock any more. Not because I didnt like it. Just found easier ways to get business. I am circle calling now. I find a better use of my time. I get to speak to more folks than knocking on doors.
- La Puente, CA · Member since 2017 · 1 post · 1 vote8y
What is circle calling? And how does it work? I'm new to real estate investing and have not heard of that term before.
Thanks
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