Guillermo Teran, broker associate with Avanti Way Realty in Miami, still believes in the old-school lead generator of knocking on doors. Teran says it’s his number one tool for generating listings. Here are his tips for success with the technique:
Be strategic. At first, Teran would randomly select different neighborhoods, trying to reach as many people as he could. However, he eventually found that concentrating on his farming area was more effective. “You don’t often build rapport until the third or fourth touch,” he says. He now covers that territory repeatedly using different, tailored messages.
Walk in the mid-morning. Teran’s most successful time is 10–11:30 a.m., when people tend to be more relaxed, he says. “If over six doors open, it’s a good day,” he says.
Blend in. Teran walks the neighborhood dressed not in a suit but in his gym clothes. He’s found people are more open to speaking with him when they feel like he’s a neighbor.
Show off in-depth knowledge. Teran says he uses HomeSnap (now part of Homes.com) to gather analyses of neighborhoods and understand the changing real estate dynamics. That gives him the ability to offer specific feedback to owners. He always leaves a postcard behind to reinforce real estate messages, such as values of recently sold homes.
Be consistent. “Not every door that opens will result in a sale, but it’s a numbers game,” he says. Teran knocks on doors at least once a month—more if he has news to share, whether a recent closing or an upcoming open house. By walking around neighborhoods often, he can see how they are changing and have substantive conversations with owners. Also, owners begin to recognize him as the neighborhood expert.