Door Knocking for Real Estate in 2024: Can it Still Work?

Key Takeaways: 

• Door-knocking is a traditional real estate strategy that is as powerful as ever. There are few substitutes for conversing face-to-face in a bustling real estate market, but there are some activities for supplementing door-knocking strategies. 
• Planning a door-knocking schedule and being prepared are crucial. Real estate agents should compile marketing packets with insightful information, plot their routes,  and carefully research the neighborhood. Keep reading to get real-life script examples. 
• The leads you get will be useless if you don’t follow up. As you plan your door-knocking efforts, leave plenty of time for utilizing your CRM system, sending personalized emails, and making calls to warm leads. 
• Having templates prepared will make the whole process easier. You can find several scripts below that will help you say just the right thing during your door-knocking. 

While the world has gone primarily digital for most businesses, it’s easy to think that face-to-face interaction is no longer valuable. Well, we’re here to tell you: when it comes to being a successful real estate agent, this couldn’t be further from the truth. In fact, it can set you apart from the agents who think sending cold emails is enough.

Even in a hyper-digital age, it’s all about making those personal connections. Potential clients want to meet you and learn about your dedication firsthand. It’s the best way to show them how you go the extra mile. That’s why door-knocking is a staple in the real estate business, and always will be. 

Here’s how you can make door-knocking a key part of your real estate strategy and use it to grow a thriving business.

Understanding the Value of Door Knocking as a Real Estate Strategy

“Door-knocking” is a pretty straightforward and self-explanatory marketing strategy. All you do is knock on homeowners’ doors to introduce yourself and tell them about what you have to offer. It often requires a script of just a few sentences to get to the point and share what you are all about.

Several key benefits make door-knocking an important factor in growing a real estate agent’s business. 

• Low Cost: There is very little investment needed for a day of door-knocking. It’s a simple way to generate new leads when you don’t have a large budget. 
• Increased Control: It’s always possible that someone will slam a door in your face – but it’s not likely. If you go into your door knocking well-prepared, you’ll know exactly what to say. Your script will ensure that you get your key points across, and you’ll be prepared for questions and objections. 
• Clear Differentiator: In an age where many professionals rely only on digital methods, door-knocking helps you to stand out. Allowing potential clients to put a face with a name can go a long way towards making a memorable impression. 
• Enhances Brand Identity: When you knock on doors, you make your brand identity clear. You show your face, deliver your message, and leave behind your marketing materials. Even if you don’t produce a conversion, you will get your name out there, which can benefit you. 
• Increase Leads: Most agents wonder how to generate more real estate leads. Your script provides the words to say in several situations. You will get your message across, increasing your chances of boosting leads and conversions.

Planning a Door Knocking Schedule

You’ll have more success with a carefully planned and coordinated schedule. Try using these tactics:

• Identify your target area. The first obvious step is determining which neighborhood you will start in. Consider factors like demographics, market trends, and the number of potential leads. If you’ve had some success in an area already, you may have some name recognition or be able to make the most of current contacts.

• Research the area if you’re not already familiar with it. If you aren’t experienced in a market yet, do your research. What were the recent sales? How are property values looking? What about any upcoming developments? Understand these points clearly to share your expertise with potential clients.

• Define your goals. Research tells us that 7 in 10 people make goals for themselves each year, but only one-third end up taking actionable steps toward those goals. Clearly articulating your goals, writing them down, and even sharing them with someone to hold you accountable will help you create momentum on your day of door-knocking. 

• Plot the schedule. When you have your research and your goals organized, it’s time to get into the nitty-gritty. What is the duration of your door-knocking exercise, and how many houses can you hit in that time? Think about the time of day, weather, traffic, etc. Create a weekly or monthly schedule that ensures consistent outreach. Door knocking is not a“one-time” activity. 

• Prepare any materials. A compelling door-knocking kit is an important element in your efforts. Compile your business cards, brochures, flyers, custom CMAs, and press releases on recent sales – anything that speaks to your real estate business and can complement your sales pitch. 

• Practice your pitch with someone else. You’ll feel better walking up to doors when you have a concise and enthusiastic introduction. Be able to communicate who you are, what you offer, and why homeowners should engage with you. We suggest practicing this brief sales pitch with a mentor or partner who can give you candid feedback.

• Carve out time for CRM entry and follow-up activities. After every door-knocking session, follow-up should be a top priority. Allow some time to do data entry or necessary paperwork, and send follow-up emails while the day is top of mind. Set reminders to make phone calls or schedule appointments as needed. 

Crafting an Effective Script for Door Knocking

There is no “one size fits all” approach to positioning your real estate agent expertise to potential clients. However, it’s a smart idea to have a few templates that you can draw from. Here are a couple of examples: 

Cold Opening Template

This is to be used on people you have no prior connection to. It may go something like this:

“Hello, my name is ___________. I’m a real estate agent with __________. I noticed that you are looking to sell your home without an agent/your home has recently increased in value… or, there is a lot of activity in your neighborhood. Have you considered selling your home or working with an agent?” 

Warm Opening Template

This is to be used for people you have some connection with or may have met before:

“Hello, my name is ___________. I’m a real estate agent with __________. I was referred to you by _________ who I believe you know through (relationship). I noticed that (reason for the visit). Would you be interested in getting expert help from an agent?

Warm Opening for a Neighbor of Someone You Are Working With

“Hello, my name is _________. I’m a real estate agent with ______________. I recently listed your neighbor’s home and I’m wondering if you’d be interested in selling.”

Warm Opening for a Neighbor Of Someone Whose House You Sold

“Hello, my name is _________. I’m a real estate agent with ______________. I just sold a home for one of your neighbors. Would you be interested in finding out how much your home is worth?”

Or, if you really want to entice them, you can cut to the chase with the following script.

“Hello, my name is _________. I’m a real estate agent with ______________. I recently sold your neighbor’s home for $800,000 and I believe we can sell your home for a similar amount. Are you interested in selling?”

Cold Opening for a Neighbor of Someone Who’s Selling

“Hello, my name is _________. I’m a real estate agent with ______________. I noticed your neighbor just put their home on the market for $800,000. This is a very up and coming area and I believe I can get a similar amount for your property. Would you be interested in selling?”

Cold Opening for a Promising Lead

“Hello, my name is _________. I’m a real estate agent with ______________. I’ve been researching up and coming neighborhoods like this one and I’m noticing that the homes are selling for way above the listing price. Would you be interested in finding out how much yours is worth?”

Cold Opening for Someone Whose Neighbor Just Sold a Home

“Hello, my name is _________. I’m a real estate agent with ______________. I’ve been researching homes in your area, and I found out that one of your neighbors recently sold their home for $1 million. I believe you could get a similar value if you put your home on the market. Are you interested in selling?”

No Answer Template

This is to be left on the door if no one answers:

“My name is ___________ and I’m a real estate agent with _____________. I’m sorry I missed you. You have a beautiful home, and I was hoping to discuss (the reason for your visit).

If you would like to find out more, contact me via phone or email at __________ or __________. Thank you! I look forward to speaking with you.

Sincerely ___________”

Lead Generation and Follow-Up Techniques

As mentioned, your door-knocking isn’t likely to be very fruitful if you don’t build in time to follow up. Here are a few tips for making the most of your door-knocking efforts:

• Engage in real conversation. People are more likely to remember you – and be happy to hear from you again – if you have a genuine and interesting conversation with them. 
• Offer value. If you can provide any useful resources or helpful tips, potential clients are more likely to take your real estate advice seriously. Arm yourself with market reports, neighborhood guides, or ideas for inexpensive home improvement. (If you don’t have these things, now is a great time to produce them.) 
• Collect contact information. Get the homeowner’s contact information, such as email and phone number. It’s best to assure them that you will only contact them with relevant information. 
• Leverage technology. Everything will go much smoother for you if you use a reliable CRM system. You should also consider mobile apps that can help you capture leads efficiently. Look for ways to streamline your note-taking, reminder-setting, and email correspondence. 
• Send personalized follow-up emails. Within 24 hours of your contact, send a note to each homeowner. Reference your conversation, express gratitude for their time, and offer any other information that might be helpful based on what you discussed. A canned email will not cut it. 
• Set reminders for phone calls. For leads that show a higher level of interest, reach out with a personal call. If they don’t answer, leave a message and set a reminder to follow up. Then set a few reminders for consistent follow-up over the next few weeks and months. 
• Stay consistent with follow-up efforts. Regularly following up with leads is something that successful real estate agents have perfected. It can be disheartening if your initial efforts don’t pan out – but real estate is a numbers game. Keep at it, and eventually, your phone will be ringing off the hook. 

Leveraging Open Houses to Enhance Door Knocking Efforts

Open houses can be a valuable tool for supplementing your door-knocking efforts. Here’s how:

• Increased Visibility: Hosting an open house allows you to attract a larger pool of potential leads actively looking for a new property. By becoming more visible in a market with a lot of activity, you’ll have a higher rate of success door-knocking. 
• Targeted Audience: Who attends an open house? Typically, those who are interested in buying or selling a property soon. These are warmer leads that make great prospects. 
• Demonstration of Expertise: An open house is a great opportunity to share your expert advice as a local real estate agent. Highlight your knowledge of the specific area and position yourself as a trusted resource. 
• Networking with Neighbors: Networking is the lifeblood of the real estate industry. These events not only attract potential buyers but also neighbors who might want to learn more about their options. 
• Follow-up Opportunities: Open houses are great lead generators. Collect contact information from attendees and then follow up. This way, you can gauge interest and provide more valuable information. 
• Market Exposure: Open houses increase the exposure of whatever house you’re currently selling – which generates buzz and attracts more potential buyers. Not only that, but it highlights your work for a wider audience. 

Optimizing Timing and Consistency for Successful Door Knocking

Above all, effective door-knocking requires patience and perseverance. Not every door will result in an immediate lead, but if you consider your timing and approach, you’ll increase your chances of obtaining meaningful leads.

• Identify the best time to knock. Some people say that early evenings are best since more people are home – but many times, people are looking to relax after a long day of work. Late afternoon or late morning on a weekend could be better. 
• Be consistent. Create a schedule and commit to it. 
• Plan your route. Create a strategic path that will maximize efficiency. Group houses together based on proximity and avoid “doubling back.” 
• Dress professionally and be prepared. Allow plenty of time to dress properly and practice your script. 
• Use a personalized approach. Just because you have a script doesn’t mean you shouldn’t tweak things for the person you’re talking to. Be flexible in your approach. 

Alternative Strategies to Door Knocking

As we said, few things can replace the warm and fuzzy feeling that in-person communication can bring. That being said, it’s just not always possible. When you can’t get out and about, try some of these alternative tactics: 

• Networking Events: If you can’t meet people at their door, meet them in other places they hang out. Make sure to attend local events in neighborhoods that interest you. 
• Direct Mail Pieces: If you can’t meet someone at their door, their mailbox is the next best thing. Targeted mail campaigns can convey a lot of great info in an easy-to-digest format. Include a personalized letter, polished postcard, or a brochure with helpful local information. 
• Targeted Open Houses: Remember all those great things we said about open houses? Try planning a few more for the properties you list, to generate more face-time with locals. 
• Ramping Up Reviews: Client testimonials are crucial, and online reviews can boost your internet presence. When you have a little downtime, put together communication pieces to ask current customers for a review of your real estate agent services. 
• Content Marketing: Informative and valuable content related to real estate – such as blog posts, videos, or podcasts – can share your knowledge and broaden your reputation. Spend some time establishing yourself as the real estate expert in your area using digital marketing techniques. 

Door-knocking is a traditional strategy that is still around because it works. If you’re looking for new ways to enhance the marketing strategy behind your real estate business, make sure to follow our blog. Our pros are experts in the best real estate lead generation methods to help you grow your business.