Real Estate Prospecting

Chapter 12Door Knocking

I spent the first day I had my real estate license knocking on doors for six hours. I dressed up, put on my tie, put on my dress shoes, and went door‐to‐door. Later on, I discovered that in order to break that cycle of distrust, you must first give. Because nobody knows who you are.

When I first started going out, people mistook me for a Jehovah’s Witness. People would shout at me through the door, telling me to leave. I would tell them, “No, I'm not a Jehovah’s Witness. I'm just a real estate agent.” Now, there's nothing wrong with any religious groups door knocking, but you don't want to have any more challenges when door knocking besides the challenge of connecting with people when and if they open the door.

Remember that many times you must get through a video camera doorbell nowadays, so be sure to dress for success. People will instantly judge you based on how you dress and talk.

I would give them a flyer with the neighborhood statistics printed on it while introducing myself. I would let them know that I was door‐to‐door canvassing the neighborhood while they were looking at the flyer saying, “I'm just letting everyone know what's going on in the area.” I then requested permission to update them via email.

While you are engaged in conversation, and you see that they're friendly, what starts happening now is that you start building a whole separate farm for your newsletter. With the newsletters, you're letting them know what's going on, what's ...