Sunday, April 14, 2024

door hangers

    Ditch that stage fright

    One thing I learned during my time in sales is you don’t have to be on a stage to experience “stage fright” door knocking is just as intimidating.

    The heart-pounding, parched mouth, tight throat, trembling, sweating and nausea can happen when doing something as simple as merely contemplating making a cold call.

    Worse, it comes on in spades when considering knocking on a stranger’s door to ask about his plans for the future.

    Professionals in psychology and psychiatry call this “performance anxiety,” an aspect of social anxiety, and claim that the malady is “ … fairly common, occurring in as much as 13% of the population,” according to James W. Jefferson, MD, at the National Institutes of Health.

    Stage fright can be overcome and you can be knocking your way to real estate riches. 

    1. Overcoming the jitters

    According to the pros, the best cure for the jitters is preparation, so practice your door-knocking approach until it becomes second nature.

    “Don’t focus on what could go wrong,” suggests the professionals at WebMD.com. “Instead focus on the positive. Visualize your success.”

    They also suggest concentrating on connecting with your audience. When Mrs. Homeowner opens the door, smile, make eye contact with her and don’t think of her as the enemy.

    Tony Robbins says that to become successful at anything, “model someone who is already getting the results that you want.” In fact, he credits this technique with being “the number one secret for the things in my life that I’ve mastered.”

    We watched a lot of agent-advice videos on scripts and other approaches to door-knocking and, by far, we feel that Borino (former rags-to-riches agent and current real estate coach), does a brilliant job. He’s definitely someone you can learn from, and copy. 

    2. Make a game out of it

    Instead of approaching a day of door-knocking as drudgery, make a game out of it. Don’t concentrate on how many leads you need to pick up from the session but go for the no’s instead. Investor Sal Williams walks you through his game of “I need 39 ‘no’s’ in his YouTube video. 


    Related: Score Big with Door Hangers


    3. Don’t go empty-handed

    No, leaving a business card with the homeowner isn’t enough.

    Rachel Adams Lee began her mega-agent career by knocking on 200 doors per week. She shares some tips on creating a handout that offers value to the homeowner in her YouTube video.

    But, really, anything that offers value to the homeowner will be welcome. This might include a neighborhood market update on one side of a postcard or flyer and general homeowner information on the other. Valuable info for homeowners includes:

    • How to take an insurance inventory of their home’s contents.
    • How to solve the “should I buy first or sell first” dilemma.
    • A story about how much equity local homeowners have regained since the recession ended.
    • Which remodeling projects add value to a home and which to avoid.

    One very successful agent we know commissioned a freelance writer to ghostwrite a seller’s handbook that walks homeowners through the entire selling process.

    Handing an actual paperback book to a potential client, with the agent as an author, not only offers value to the homeowner but establishes her as an expert in real estate. 

    4. One ingenious tip for the chronically shy

    Despite knowing the scripts verbatim and watching the videos of the masters, some agents just can’t bring themselves to shake the “Ew, I’m a slimy salesperson” feeling by knocking on strangers’ doors.

    We learned a tip from Minneapolis agent Shannon Brooks that we think you’ll love. In fall and spring, Shannon door-knocks, but not for the reasons other agents do.  She’s collecting non-perishable food donations for local food banks.

    And, she takes it a step further by branding the bags she leaves with homeowners.

    It started off with basic paper bags,” Brooks tells smartzip.com’s Gina Thelemann. “but now it has evolved into a branded bag with my name and brand, and my lender and title partner’s brands, too!”

    It also started with the aim of helping the community but she quickly learned what an amazing strategy it could be for the chronically shy agent. The initial conversation is easier to start, it’s non-threatening to the homeowner and it allows you to follow-up when you return to pick up the donated items.

    5. Which doors to knock on

    Good for you if you already have a geo farm. If you don’t, now is the time to choose one. But, choose intelligently.

    First, check the tenure of current homeowners in your chosen area. In 2017, the average home seller had lived in her home for 10 years, according to the NAR. So, seek out a farming area in which the homeowners have lived there at least 8 or 9 years.

    Then, consider your income goals and narrow down your choice of neighborhoods to those at the right price point to help you meet your goals.

    Coach Tom Ferry says to start with between 250 and 500 homes and then expand “as saturation and ROI is accomplished,” according to coach Kay Fairchild.

    Another approach, as explained by coach Kevin Ward, is to target certain homeowners, not neighborhoods. Ward calls these homeowners “turbo leads” and they include FSBOs, expired listings, and homeowners who’ve received notice of defaults.

    “They have already exhibited a need or a desire to sell their property,” he explains. In his video, he walks you through how to approach the homeowner in a way that lessens the chance of resistance.

    Like all marketing methods, it takes time and requires keeping organized records of your contacts and following-up.

    Time to dive in and order at least 100 door hangers to attract more buyers, more sellers or advertise your  open house or new listing!
    Remember to also keep FSBO and Expired Door Hangers in your car for that spontaneous drive by.

    You might also like:

    How to Overcome First Phone Call Fears

    Three Ways to Prove Your Neighborhood Expertise


    Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

    PLUS: When you have time…here are Free killer tools to help your success this year!

    1. Become a Listing Legend Free eBook 

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

     

     

    2. “Get More Listings” Free Online Webinar

     

    “Get MORE Listings & Begin to Dominate Your Market!” Free online webinar. Learn the 3-7-27 strategy for explosive growth, why 95% of agents have less than 20% market share, and how to become the agent everyone competes against. – Click Here

     

     

    3. The 12 Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

     

     

    4. The Free One-Page Real Estate Business Plan

    Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan.  – Click Here

     

     

    5. The Free Online ROI Calculator

    Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

    Who started the thing where new agents should go after buyers? Sure, right now there are lots of buyers in the market, but it isn’t always like this.

    And, there is a truism in real estate: If you list, you last.

    So, let’s get you some listings before you stereotype yourself as a strictly buyers’ agent.

    Do it right

    While shooting a bunch of arrows into the air may result in you eventually hitting something, a planned, disciplined approach to lead generation works far better.

    This means choosing which methods you will use, planning your marketing approach carefully and scheduling a time to perform the necessary follow-up.

    Most important of all is that, should you seek advice from your colleagues, ignore the unsuccessful among them and definitely pay close attention to anything offered by the most successful agents.

    Target neighborhoods

    You’ll often hear this approach to real estate lead generation referred to as “geographic farming,” and for good reason.

    To be successful requires certain farming techniques, such as choosing a fertile plot of land, planting marketing “seeds,” and having patience while these seeds germinate.

    Then, you need to nurture them along.

    To find that fertile plot of land, research. While there’s no consensus among the experts, many suggest that you start with an area of about 500 homes. Ultimately, it comes down to your budget – how much money you have for marketing – that will determine the size of your initial farm.

    To narrow down the choice of area, agents use different techniques. Some choose an area based on its current sales activity.

    “Look for movement,” suggests Martin Bouma with The Bouma Group in Ann Arbor, MI in an interview with Gary Keller.

    Others choose by home price point. For instance, if you know how much you want to make in gross commission income, it’s easier to hit your target if you’re consistently listing homes in a particular price range.

    Bouma suggests that you research each area of interest to determine how many commission dollars were earned last year (by all agents) and then determine if any particular agent dominated in listings. If the dollars are high and competition is low, go for it.

    Ok, so you’ve chosen your ideal geographic farm – now what?

    It’s time to start communicating with these people. Again, how you’ll do this depends on how much money you have to spend on marketing.

    If you aren’t crunched for money, consider using “things that people will hang on to,” Bouma suggests. He mails 4-page market reports in a color-magazine-like format.

    Successful lead-generating marketing ideas include postcards, flyers and door hangers with the following information:

    • Introduce yourself as the area expert
    • Announce just listed or sold homes in the farm area
    • Advertise an open house that you’ll be holding (hopefully, someone in your office has a listing in the area and they’ll allow you to hold it open)
    • The advantages of buying over renting (for the tenants in the area)
    • An invitation to contact you to learn what’s happening with home values in the area (ideal for absentee owners)
    • Offer a CMA

    How often?

    “If I was brand-new I think I’d do it every month,” suggests Bouma.

    More important than how often, however, is that you reach out consistently. Gary Keller calls consistency “the magic pill” and Bouma agrees: “I just keep reaching out in a bunch of ways, consistently.”

     “The medium is the message”

    In the 1960s, Canadian professor Marshall McLuhan studied the media as a way of understanding society. He coined the phrase “the medium is the message” to describe how the medium is as, if not more important than the message, because of its enormous influence on how the message is perceived.

    What medium (or mediums) will you choose for your message?

    While digital messaging can be inexpensive, it’s also hit and miss in its effectiveness. This doesn’t mean you shouldn’t do it. Consistent blogging and social media use coupled with direct mail, however, is the bullseye you should aim for.

    Postcards, capture the recipient’s attention instantly making them less likely to be thrown away than something sent in an envelope.

    If you’re a door-knocker, consider printing up your message on door hangers. You can blanket an entire neighborhood (up to 400 homes) for less than $200.

    “Having the right attitude is probably more important than any other factor,” when trying to become a top listing agent, according to Phoenix mega-agent Russell Shaw.

    “A complete willingness to do whatever is necessary and to have the viewpoint that you are going to persist until you have arrived.”

    Get started now, send out at least 100 Free Home Market Analysis postcards from the Free Offer Series to an area where you want more listings.

    Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

    PLUS: When you have time…here are 4 free ways we can help you STILL CRUSH IT in 2018!

    1. Become a Listing Legend Free eBook.

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here 

    2. The Free 2019 Real Estate Business Plan.

    Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan  – Click Here

    3. The 12 Month Done-For-You Strategic Marketing Plan.

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Listing Inventory, Geographic Farming, and Sphere of Influence – Click Here

    4. The Free Online ROI Calculator. 

    Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! – Click Here

    Also…check out these cool tools 

     Three Click Postcards – Just snap a home photo & create a postcard all from your mobile phone

    MLSmailings.com – Automated Just Listed, Just Sold Postcards

    Market Dominator System – Become a neighborhood brand

    Want to Refer a friend or colleague? Refer them, Here. THEY get a Free $25 Gift Card and YOU become their hero. BTW, you also get a $25 Gift Card too (now that’s what I’m talking about)!

    Congratulations to our $250 Gift Card Winner of our September Door Hanger Challenge!
    Barbara Adams!

    Here’s what Barbara had to say about how she responded to our September Challenge!

    “Right after I read your email, I looked up FSBO’s online and personally dropped off several door hangers.”

    “I also followed up with one FSBO prospect who had his email address on his For Sale Flyer. The homeowner called me and was so impressed I have a new listing!”

    Now that’s the way to respond to a challenge! Great job, Barbara and congratulations on your NEW LISTING!

    By the way, Barb used the I Have More Buyers Door Hanger to snag her NEW LISTING!

    For more information on our NEW October Strategy Challenge, Go Now!

    Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

    PLUS: When you have time…here are 2 free ways we can help you STILL CRUSH IT in 2018!

    1.  The 12 Month Done-For-You Strategic Marketing Plan.

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Listing Inventory, Geographic Farming, and Sphere of Influence – Click Here

    2. The Free Online ROI Calculator. 

    Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! – Click Here

    Also…check out these cool tools 

     Three Click Postcards – Just snap a home photo & create a postcard all from your mobile phone

    MLSmailings.com – Automated Just Listed, Just Sold Postcards

    Market Dominator System – Become a neighborhood brand

    Want to Refer a friend or colleague? Refer them, Here. THEY get a Free $25 Gift Card and YOU become their hero. BTW, you also get a $25 Gift Card too (now that’s what I’m talking about)!

    Ready to Finish This Year Strong? 

    Well, I have a highly effective marketing technique to help with that – Door Hangers.

    You know what’s great about Door Hangers? Aside from affordability. When you are out hanging them, there is a good chance you will run into the very people you are trying to get to know better (what is not to love about that)?

    Plus, they’re a tangible that the homeowner can touch and feel and save for future reference – perfect!

    Are you currently in search of MORE listing inventory? Great! Compel sellers to pick up the phone and call you by offering a Free Home Market Analysis with the Free Offer Door Hanger Series.

    Or Hang the Ready to Sell Door Hanger or I Have More Buyers Door Hanger on their doors to peak their interest and get them excited about selling.

    Do you have an Open House coming up? Congrats! Hang an Open House Series Door Hanger on the doors in the surrounding neighborhood to get the word out.

    Whatever niche you plan to go after, there is a targeted Door Hanger available. We even offer FSBO and Expired Door Hangers too.

    The September Challenge: Choose your areas of focus, then order 100 Door Hangers and make a commitment to get all 100 Door Hangers hung in the month of September.

    Post your story of how you got Door Hangers hung on doors during the month of September on our Facebook page with the hashtag #doorhangerchallenge

    By the way, the prize for the most fun/clever story is a $250.00 ProspectsPLUS! Gift Card!

    Are you up for the challenge? GO NOW!