What does it take to knock on doors and have great conversations that turn into closed business? Door knocking master Bryan Casella joins us, and together Bryan and Greg share their best tips and tricks for doors.
Takeaways + Tactics
1. Don’t be afraid to door knock in luxury areas - Homeowners tend to be home more often and are more friendly and open than in blue collar neighborhoods
2. When you’re at the door, stand 8-10 feet away and keep very open body language with open palms
3. Use a false time constraint right up front to put homeowners at ease
I’ve learned to not be abrasive when I push...When I door knock an expired or FSBO especially I’m gunning for the appointment even on the first contact...It’s like I’m putting on my hard hat, I got my lunch pail and I’m going to work. -Bryan Casella
We start with a question from the Facebook Group on how to handle the objection that your prospect has a friend or family member in the business. Both Greg and Bryan use the same basic script, and agree that offering to pay a referral fee is the best shot you have at working with that prospect.
Then we dive into Bryan’s background, which included door knocking 4-5 hours a day, his experience door knocking in Beverly Hills, and his overall approach to doors. Bryan shared his introduction script, including his two “false time constraint scripts” he uses right up front so homeowners know he doesn’t plan on sticking around.
Bryan explained the importance of body language and big, ear-to-ear smiles, how he uses market updates to give value and start the conversation, and captures contact info so he can follow up. Greg and Bryan compared notes on how many doors they can hit in an hour (which vary by lot sizes) and how Bryan hustles at and between each door to maximize each door knocking session.
We finished up by discussing the difference between door knocking FSBO’s/Expireds versus general door knocking, and how you can be more aggressive when you know there’s a need. Bryan also shared how he developed his mindset and how he uses YouTube videos to motivate himself prior to hitting the doors.
Door knocking is a great way to generate leads without investing anything but a little gas in your car and some shoe leather. Just as Bryan personally experienced, one successful door could lead to multiple transactions and tens of thousands in commission. So use the tips and tricks from today’s episode and start hitting those doors. The hardest door you’ll ever encounter is your own car door!
Guest Bio
Bryan Casella is a top producing listing agent based in Rowland Heights, CA. To send Bryan referrals or check out his Door Knocking Mastery product, visit his website, www.bryancasella.com. Bryan also puts out excellent motivational and eduacational videos on YouTube, check out his channel here: BryanArgentina Youtube Channel.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.