7 Prospecting Tips For Flat-Broke Agents

If you are short on cash and need to knock on doors to get business, here are 7 ways to maximize your results…

Tip number five highlights a very important marketing principle.  It’s called “The Law of Reciprocity” and it says that people feel obligated to reciprocate, or give you something, when you give them a gift.  This tip alone can dramatically enhance your prospecting efforts.

Here’s Bob’s description in his own words:

“I have knocked on between 25,000-30,000 doors in my real estate career. These are my seven best tips.

Tip #1:  Never stand facing the door.  Always stand at right angles to the door (looking off to the side). You don’t want someone looking out of the peephole seeing your face.

Tip #2:  Stand 5 to 6 feet away from the door when you have rung the doorbell or knocked.  We all have an inner circle that is private and reserved for friends.  By standing 5 to 6 feet away, we are in the public zone and not perceived as a threat.

Tip #3:  When the door is opened, for the first 5 to 10 seconds do not speak.  Continue looking away so the prospect sees you first.  Then turn and face the door and start the conversation.  If the prospect behind the door starts the conversation, they are friendlier as they have initiated the contact.  If they have not started the conversation, don’t wait too long after facing them to begin speaking.

Tip #4:  I like to whistle.  And this is optional.  It sounds corny, but if they hear someone whistling, you are less likely to be perceived as a threat.

Tip #5:  Always leave them with something.  If you are new, let it be a business card.  Try and get some small personalized scratch pads though, they can be purchased for $0.10 to $0.15 if you buy 1000 at a time.  If they are not home, leave a business card or pad.

Tip #6:  If they don’t answer the door, just move on.  You will have some people that you know are home not answer.

Tip #7:  Smile and have fun.  The hardest part is getting to the first door.”

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