Real estate coach and performance mentor, Claudio Encina is in the hot seat answering your most pressing questions around everything to do with sales productivity and process.
Iโve heard that doorknocking is getting good results lately as a form of prospecting. How should I approach it if I havenโt done it before? Jesse Wilton, Villager Property Newcastle
Doorknocking is gaining traction in the marketplace as another way to generate leads and market appraisals. The best way to approach doorknocking is to ask yourself, โHow will I get the prospectโs attention?โ
First, understand what result or outcome you would like to achieve from a doorknocking session. Then work out your pitch, or โ30-second impact messageโ as I call it. This is a brief message communicated in 30 seconds to three minutes; the aim is to grab the listenerโs attention and give you the opportunity to build enough rapport to stay connected with the client, or obtain additional time in the future.
Understand you are not closing a deal in 30 seconds. You are trying to introduce yourself in a classy and calm way that can add value to the prospect.
How do you close if youโre not closing the sale? You have to know what youโre closing for. Sometimes you are closing for an introduction. Sometimes you are closing for an appointment time. It really depends on what your intention is. Remember, this message is not meant to replace your selling process; itโs designed to enhance your selling process.
Four points to consider:
- Have a strong case: Whatโs your point? You have to have a case that is compelling enough to give your prospect cause to listen. You want them to stop and think!
- Be creative: You want people to say, โWow, that sounds interesting โ can you give us an updated market appraisal based on the recent sale down the road?โ
- Master execution: Delivery has to be strong and uniquely you, so be as natural as possible.
- Add value: Give them a list of all sales in their suburb with a monthly suburb report.
Finally, donโt be too serious; have fun and celebrate!
Do you have a pressing question youโd like to ask Claudio? To have your question answered, email askthecoach@eliteagent.com