Many of you have asked, what do I say to homeowners when I knock on their doors? Some have said that they hated the feeling of begging for listings or figure that it takes a lot of courage to do what I do… and I would agree with them.
I would hate the feeling of begging too if I was out in the field with the wrong script and motivation to get belly-to-belly with homeowners.
When I go door-to-door, I knock as an investing Realtor, because my ultimate goal is to be a Clientless Realtor. I have even instituted in my practice a buyer representative retainer fee on top of the professional fee that I earn, because I know that I am worth it and will save my clients a lot of money because I go out and hunt for deals.
STEP 1 HOW DO I FIND THE PROPERTIES
Utilizing the multiple listing services, (if you are an investor, just ask your Realtor partner to get you the list) I search for properties in my area of expertise that went under contract (pending) 2 days prior and that have been on the market for less than 90 days.
I find at least two properties that are fairly close in proximity. My goal is to talk to 14 people. If I knock on doors around the first property and I only talk to 10 people. I drive to the next spot and try to get the other four.
STEP 2 WHAT DO I SAY
I’m with ________, I’m letting the neighbors know that the home over on _____ just sold after _____ days on the market… it has ____ bedrooms and ____ baths… their asking for $______
Who do you know that might want to move into the neighborhood, maybe a friend, family member, co-worker, out-of-state relative…?
Do you know of any distressed looking, needing to be fixed up properties in the area?
Maybe somebody who’s in a hard financial spot, like they inherited a home they don’t want or loss a job because of disability and the mortgage payments are eating them alive, things like that, you know?
When do folks plan on moving?
How long have you lived here?
Where did you folks moved from?
How did you happen to pick this area?
If you were to move where would you go next?
When would that be?
STEP 3 WHAT DO I DO IF THEY SAY YES
Get the contact information and set up an appointment and/or get permission to follow up by phone and e-mail.
WHAT I DO IF THEY SAY “NO , I DON’T KNOW ANYONE.”
“I realize most folks don’t know of someone right of the top of their heads, can you hold my card for me… to keep and if you run into someone at work or visiting a friend you can let them know about me, fair enough?”
WHAT DO I GIVE THEM?
I definitely don’t give out business card!
I give a yellow postcard that offers my “free over-the-net real estate and mortgage evaluation.” It also highlights my “List with me for 90 days and if it doesn’t sell fire me” service offer.
I also have a free recorded message 800# that I purchased from http://www.hasslefree800.com/ that provides more information about my services and simultaneously capture their information when they listen to it while I’m sleeping.
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Happy Investing,
Kendall E. Matthews, CRMC
Phoenix, Arizona Investment Real Estate
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