Ever wonder what real estate agents say to homeowners when they successfully door knock around new listings and listings that have sold? Or maybe with FSBO and expired sellers too? Agents that effectively door knock understand that embracing the proper perspective is the key to getting more business. Many agents avoid this type of prospecting for fear of being viewed as an unwanted door-to-door salesman. However, agents that excel in this practice understand they must shift their perspective and be of service to the person behind every door on which they knock. When agents focus on coming from contribution and adding value in their approach, homeowners quickly become receptive and engaged.
Just Listed Door Knocking Script:
“Hi, I’m John Smith with ABC Realty, and we just put your neighbor’s home on 123 Main Street up for sale. Did you notice that it was now on the market?” Wait for a response and proceed with:
“Great! On the John Smith Real Estate Team we do everything we can to get homes sold, and we know that the ultimate purchaser of a home is often a friend, family member or acquaintance of someone that already lives in the same neighborhood. So do you know anyone looking to buy or sell a home in the near future?”
Sold or Sale Pending Door Knocking Script:
“Hi, I’m John Smith with ABC Realty, and I’m proud to say that we just sold your neighbor’s home over on 123 Main Street. But we have a new problem. We generated so much interest in marketing the home that we had several interested home buyers that also want to live in your neighborhood. So we are now reaching out to all of the neighbors to see if you know anyone else looking to sell their home in the near future?”
For Sale By Owner (FSBO) Door Knocking Script:
“Hi, I’m John Smith with ABC Realty. I stopped by to ask you if I brought you a qualified buyer, would you be willing to pay me a 3% commission?“ If yes, continue on to the next question.
“How long are you going to try to sell your home on your own before you explore other options?“ Cut their answer in half for practical purposes. So if they say 2 months, they will likely list in a month. If their answer is 6 months or less, continue on to the next question.
“If you don’t sell your home by that time, what other options will you consider?“ Again, this is to ensure that an agent is not their relative or best friend and you don’t waste too much time and effort. If they are open to the possibility of interviewing agents in the future, place them in your lead follow-up campaign and move on to contacting the next FSBO seller!
Expired Listing Door Knocking Script:
“Hi, I’m John Smith with ABC Realty. I’m sure you know by now that your home showed up on the multiple listing service as an expired listing, and I stopped by to see when you plan to hire the right agent to sell your home?” If not interested, proceed with:
“Just out of curiosity, if I were to present a contract for the sale of your house tomorrow, would that pose a problem for you?” If they are open to the possibility of selling their home, ask for their email address and phone number place them in your lead follow-up campaign to regularly provide them with useful information like a comparative market analysis or status updates of when homes are listed or sold in their neighborhood.