$2,000,000 in Real Estate Sales from One Knocked Door

$2,000,000 in Real Estate Sales from One Knocked Door


hey everybody thanks for joining me
today welcome to the podcast where we focus on lead generation for real estate
agents my name is Lori Ballen and have a real estate team here in Las
Vegas Nevada serving Henderson and North Las Vegas
and all of my real estate leads come from the internet from web marketing
real estate websites pay-per-click and from real estate agent referrals and
social media and I’m out here interviewing top agents across the
nation and even out of the country talking about what they do and how they
generate a large amount of real estate leads through a particular source and
today I’m here with Robin Mann and who got snowed today I understand and
where are you at Robin where you got snow today I well I’m in Charlotte North
Carolina I also served the Fort Mill South Carolina area but Charlotte which
we get so like typically twice a year we got snow today like schools got closed
which I mean literally for we get like four flakes since those those schools
get closed but but yeah so we’re not used to snow we don’t have trucks or
salts or anything so when it snows it’s a big deal so yeah we were shocked too
I mean it’s not like anything there’s it’s all gone now but they they just get
afraid for buses and all that good stuff yeah if that’s what happens us in Vegas
when it rains like nobody knows what the heck I’m surprised our schools don’t
close this they probably should alright so you you’re Charlotte North Carolina
and Fort Mill South Carolina so anybody that has a referral I’m gonna encourage
you to remember Robin Mann who’s gonna share with us today you’re gonna talk
about your techniques in door-knocking so am i reading your bio here correctly
that 62% of your business comes from door-knocking no so I do door knocks I I
do door knocking and I don’t know is it whether you wanted me to speak today
about door knocking or whether about Facebook okay yeah door knocking I got
my largest client ever from door knocking tell us about ya tell us about that it
was phenomenal so I had sold a townhome in this little subdivision they sold for
like 180 we had 20 offers and one day had like 42 show and is insane so that’s
all my brain I needed to knock this neighborhood so because obviously it’s a
hot commodity so I knocked the neighborhood and knocked on this
beautiful old older lady’s door and she answered the door I told her you know
what had just happened and I was looking for homes to sell and was she interested
and she said of course she said yes I am come on in so I don’t always go in but I
I really trust my intuition read the buy but sound good I didn’t feel like I was
gonna get killed or anything so I went in and we started talking and
she’s like yeah I want you to sell this townhome and she said but I really want
you to sell the eight townhomes I have that I own with a partner up in
Cotswolds what Cotswolds is a is an up-and-coming area of Charlotte and so
as soon as she said I thought I mean like my knees buckled kind of lost all
the saliva in my mouth because I was like this can’t be real because we’re
talking I knew it would be over a million at least Wow
just from that moment of statement so yeah ended up selling it for 1.2 and
again multiple offers and then ended up helping her buy a house like she was
going to not buy a house and then she called and she’s like you know what I’ve
decided to buy and so one door knock led to about two million dollars in sales oh
that’s gonna be the title of this interview holy cow that’s an incredible
star and star dust that be right there I’ll tell you though tell me okay so how
long have you been in real estate I’m in my fourth year Oh 40 years so you’re
pretty new wow that’s really exciting then and so tell okay so you got into
real estate and did you just start door knocking because somebody said you
should door knock or how did that come to be
yes my first my first nine months I had another full-time job from 8:00 to 5:00
and I did real estate before work at lunch and after work and then of course
all weekend so I needed business because I didn’t want to take the leap of a full
time real estate position without feeling like I was going to be
successful so if I didn’t have an open house available I decided I would door
knock and that just would take neighborhoods I just pick neighborhoods
that I like or that have good that have good sales in there or they just seem
like it’s a neighborhood that I would want to connect with people like it
either they have good schools or they’re in a good location or or I know that you
know the probability of something listening will sell so yeah I just
started knocking I’m of course I’m with Keller Williams and they of course
that’s one of the avenues that they tell you to do if you’re comfortable with it
and I make it very personal did you tell me first did you when it comes to door
knocking people a lot of people that I know in real estate including myself
would be absolutely completely freaked out to go knock on doors I mean that’s
just not oh you know and other people at it and then some just figured out where
do you fall in on that spectrum are you actually not afraid of that of that type
of hip no I’m not afraid I remember being you know in fifth grade selling
nuts whatever the school made you sell so
that you could get points so you can get the prize stuff out of big magazine um I
remember doing that like way back when but no I don’t never knock a
neighborhood that I feel unsafe in I have not favored something scared like
I’m safe I mean more likely the fear of rejection and getting shut down and
bothering people and you just you just never had any concerns about that no
because because it’s a mindset so for me I’m not bothering anyone
I’m not soliciting I’m not selling anything I am truly inquiring I’m trying
to be of help I’m coming from contribution which is again another
keller williams thought pattern but I’m coming from contribution so my deal
is I’ve got buyers that want to be in this neighborhood
and I’m looking for people who want to sell their home okay that is your
approach every time always okay every single time so I don’t fire you see I
have buyers in your neighborhood I’ve buyers want to be in your
neighborhood okay and looking to find out if you or or you know or one of your
neighbors look into two other home do you give any specifics or is that it I
have buyers looking to buy in your neighborhood I usually try to be as
general as possible if they if they go further like what are they looking for
which I don’t know that I’ve ever had that I mean I’ve knock I knock a lot of
I like a lot of homes and I should say I like I knock a lot of homes and I have
maybe if I let’s say I’ve knocked will just say low I know I’ve got way more
than this let’s say if I’ve knocked a hundred homes I maybe had two people
ever be rude like ever so yes I always come from Contribution like I want and
or even like you want into the value of your home but typically I just say you
know I if I’ve sold a home in the neighborhood I’ll obviously say I just
sold that home down the street I know you saw I know you saw it on the market
did you come did you come I guess I guess she came you know I don’t know if
you came to the open house but I just tried to let him know I’ve got somebody
who wants to be in the neighborhood and I’m looking to help so it’s all how
frequently are you I know you have other sources you mentioned the 62% is
Facebook’s fear and door-knocking how often are you actually door knocking at
least two times a month okay and I should more
I’m working on my leverage so that I can do more yeah because get busy the first
thing to go typically right is lead generation because now you’re doing
deals right Yeah right totally good three times a month I
haven’t no it’s a non-negotiable that I’m doing at least two times a month
because I know two times a month like I need to me many people and like some of
these really these neighborhoods I’ve built relationships and I’ll go your
you still have buyers I’m like yep I’m back I look what you’ve done your plans
your dog looks great I really truly try to make a connection with the people
when I am when I’m door knocking it’s not just hey I’m Robin Mann do you know
when it wants to buy us all invest in real estate like that’s not my spiel
though my schpeel is I knock on the door I back up I thought I got physically
like two or three steps from the door so that I’m not all up in their space yeah
I’ve heard that ready to make those strategies a very purposeful strategy to
back up when you knock on the door yeah yeah because then you’re not like so in
their play in their face you know so I back up and I try to notate the house
and I’m walking up like do they have pretty flowers or do I love what they’ve
done on the porch or if I hear a dog I try to look at the dog when it comes to
the door and instantly I try to make some form of connection so and I might
even lead with that I might usually I’ll say hey I’m Robin Mann with Keller
Williams but then I might go straight into oh my gosh your dog is so cute
what is he and try to get them to be in conversations about something about
their porch oh that I just saw that you know pillow set at Lowe’s and I was
thinking about getting it I loved seeing it on this porch what else are you gonna
add to the porch to make that color pop you know just try to engage them in some
conversation you know ask them about the dogwood tree or whatever like I just
really truly pick out something you’re gonna just like you wouldn’t it’s just
like you would on a listing appointment first thing you’re gonna do any I need
you to try to create some sort of rapport find something in common from a
picture or something on the wall or the animals or so same idea
same exact idea then we then I usually kind of laugh and say something like
okay not here about the dogwood tree I’m here because I’ve got buyers you want to
be in the neighborhood they love the neighborhood school and so do you know
anyone that’s looking to sell or are you yourself looking to sell and they’ll say
yes or they’ll say no but then I try not so they even just
leave it there like if they say no I try to find out you know can I get their
email so that I can do a a cma for them so that I can put them in my database
and I can build that relationship are you carrying an iPad or what are you
how are you getting info just my phone Oh your phone okay carry a notebook and
I don’t do that anymore I just carry my phone and I have the
notes on my phone and I just type them in and even let’s say like I I knock in
a house and it goes nowhere maybe I’ve met the person I will like go
back and make notes I think that’s the key for door knocking is to make notes
as you leave or I want to make the connection but like let’s say you get
nothing but you’ve met the person so here’s a story on that the woman said
the woman answered the door she had like a big giant bandage on her arm and I was
like oh wow like that does not look happy and she’s yeah just had shoulder
surgery I was like wow so we talked about that a little bit she doesn’t want
to sell her house she doesn’t want a CMA so I got nothing
nothing I got nothing from her but what I got was I know she had shoulder
surgery and I know her address and I know I can look up her her name on tax
records so I wrote her a card I looked up her name better wrote a card you know
a get-well card through my business card in there and you know would love to to
talk with you whenever you’re ready to sell your house so that happened like in
the spring last spring like last April and she had
no interest in selling and then we listed her house and sold it this fall
Wow so and you took the type of personal and send her a card and show that you
paid attention and care exactly yeah would you what are you when you’re
making all these notes after you get back with your phone are you
transferring them to a database of some sort or do you just continue to use your
notes oh yeah no I know I’m a I’m a beast on my database so yeah so as I
like I’ll write the notes that I email it to myself from my notes section I’ll
email it to myself and she um um I emailed to myself and
then once I get home uh yeah I enter them into the database
what are you using for a database with your system your filthy juggler
RealtyJuggler is $99 a month if you mentioned my name then we both get a
free month or something but I used I used to use that database years ago yeah
I love that it’s a great database and for 19 dollars a month you can’t beat it
so it’s a great a great resource so okay so your door-knocking and when you when
you go to pick a neighborhood do you set any kind of goals like today I’d like to
knock on this many doors you do you ever track like how many doors it actually
takes to get to a contact or to an appointment or you just kind of do a
time span and say I’m going to knock for two hours or how do you measure that or
set goals around that typically I do a time span and all the I’ll even do a
quick time span I’m like alright I’ve got 15 minutes I’m gonna I’m going to
knock as many doors as I can in 15 minutes but the bonuses you know if you
do one door and you get the lead and you spend the whole 15 minutes that’s fine I
love I love that you know that though because if in case anybody else didn’t
hear that that was a huge takeaway right there if you’ve got 15 minutes you you
don’t have to have two hours or three hours or 500 doors or a hundred doors
you just got 15 minute ago door knock that’s fantastic right yeah and that’s
the way well I have a tracking system for myself that I needed that I have to
do to keep myself accountable so I make myself contact 20 people a day whether
it be via text via Facebook door-knocking
whatever it is I give myself 20 minutes or 20 contacts a day and so if I haven’t
done that if I’m at 15 and it’s 8 o’clock at night then I got to get on I
got to get on something now there are days when I only do 18 it says the next
day I’ll do 22 but are the others one of those new contacts Robin or
can you touch a base where the contact you already have it can be booked I try
to put new every day I try to be intent about put new ones in there in some
capacity so at least at least five of the 20 are new ok other 15 might might
be database nurturing ok so you’re at least trying to get five new ones but no
matter what you want to talk to an average of 20 contacts a day correct
okay so you got 15 minutes you jump on you go and you go door knock and or you
have other avenues is there is there anything else when it comes to door
knocking I notice on your little pre-interview here we did that you get
you got some advice that you would give people that are starting off with door
knocking and one of those you said be authentic and not salesy which it sounds
like that’s what you’re saying kind of what by coming from contribution and
saying I’ve got buyers you’re not you’re not just hey I’m with Keller Williams
you want slate right exactly well I’d be authentic but then also know like know
your neighborhood so if you if there’s a gas station coming in be verse on that
or if there’s a school rezoning be verse on that because they’re gonna want to
discuss that so like I do pick I do pick a random random neighbors on occasion
just because I’m like well I know that neighborhoods hot I’m going to knock it
but I’m really good at winging it and saying you know I’m not clear on that
fully but let me research it and get back to you I do that on occasion but
I’m but I feel better and more confident when it’s a neighborhood where I know
that when they come at me with what do you think about the gas station coming
in is that going to hurt our values if I have my borders that high you just said
is another huge takeaway for actually any type of lead generation that we’re
doing in real estate where we’re targeting something hyper local or
Geographic farming or a specific neighborhood or area the more we know
the homes in the area what is sold in the area what new construction is coming
in what that big pit is and the side that they suddenly started getting how
that’s gonna affect the values right that’s huge yeah it is huge it is using
it it makes you gives you credibility it gives you validity and so yeah I think
you know I never to be salesy but I try to be real and
and I think part of that is knowing what’s important to them you need to
know that that gas station is coming so that you can you know get them more
information on it and but if you’re let’s say they ask you something your
way it’s way out of your zone your wheelhouse you’ve got nothing on it so
you know what I’m so glad you asked that I’m gonna research that this afternoon
and get it to you get you more information on it like yeah and that’s
your opportunity to get their email to get their contact information right all
right you can use it like to your advantage
are you Geographic farming any of those are you doing anything else besides
door-knocking are you backing it up with any kind of direct mail or sponsored
events or anything yet no I’m so I’m so organic I’m so organic like I do
Facebook organically I’ll do any ads I do drawer docking organically I mean not
that any of that is not organic I just I’m cheap I’m really cheap as
well but like weed was revenue right you’re leading with revenue 14 million
in sales last year 56 transactions so I just haven’t done
any any investment I haven’t done any investments on the money because I just
wanted this way that’s a huge thing too because I think a lot of people are
under a false impression that they have to start off in their business with some
large amounts of money to go out there and buy business and it’s actually the
opposite right we want to be create we want to be lead generating want to be
leading with revenue without dollars and costs attached to them as much as
possible especially in the beginning and then add in marketing and paper clay
courts or direct mail or take profits because that’s that you’re gonna I need
you to teach me all that cuz I don’t know that yet ya know but yeah you don’t
have to like a lot of people get freaked out they’re like oh I have a pretty
shiny glossy flyer to go door knock or a door hanger or a goodie bag no you don’t
you you and a smile and and a willingness to connect with people and
their willingness to go walk and do the work I have another colleague down in
Columbia South Ilana she’s a beast it door knock
she takes her son and they make a day of it and it’s beautiful and fun and so I
got inspired by her to you by doing the door knocking so you know it’s a great
way to I would think some sort of consistency you’re at the point now or
you’re you you’ve got a big business and you’re doing a lot of transactions so
it’s you’ve got several sources now of lead-gen but I would think when
somebody’s just getting started one of the one of the pieces of advice I often
give people when they’re just getting started is pick something and do it
consistently even if you’re not guests at it even if you don’t know what you’re
doing yet you got to kind of fake it so you make it and figure it out on the fly
get out there and do it religiously do it systematically through a process and
consistently and don’t stop I think that consistency wins every time
even over I think I write write I think it’s highly yeah and I deal I do believe
like follow up inconsistency and then just being smart if there was a guy in
our office he had three spiral-bound notebooks
loaded I mean just loaded with door-knocking notes but he never did
anything with them no he never followed up he never he just wrote the stuff down
you knocked on this door met Betty but he never he never went back and talked
to Betty or sent her a note or anything so that’s where the system comes in
right that’s where the system and product and then yeah and it just glad I
said he just wasted his hours like he just there’s no I mean he’s wasted his
hours he doesn’t have any way to follow up he’s not doing anything to to further
his business like he just I was I really I was like can’t believe you did that
like he’s got he’s got so much business sitting right there in front of him and
he he didn’t utilize it yeah I see that all the time I see that a lot with open
houses people sitting the open house they put the signs up but they only put
four signs up instead of strategically mapping out the areas to put you know
put them on all the corners then people come through and they’re not talking to
them and they’re not having them having them ready for anything they’re coming
in the door now at the door without a big conversation or worse they’re
collecting the data when people come in and then they’re not following up
they’re not doing anything after the fact they feel
like they’re going through the motions of sitting the open house but you and
that is the consistency he is being there but then you want to have a system
and a process for what happens now what do I want I rap and when I when I door
knock or have this open house or we do my pay-per-click marketing how many
leads so I hope to get and how many of those would I like to convert and how am
I going to get them there right so there’s it right that’s where your
database comes in and a system and process around that but man somebody can
I’m always telling people that you know they listen to every every lead
generation source and every shiny object they want to go buy this or go do this
and all of this works if you work it at a high level if you example guys commit
and be consistent whether it’s Facebook or open houses or sphere door building
websites it and mall kiosks whatever it is it all works I know a girl just
killing it right now on the new next door social network I know somebody else
killing it on in so I know somebody else is still for sale by owners and expires
and yeah it’s just doing at a high level that’s why that’s why I was drawn I
wanted to talk to you because I think door-knocking is one of those things
still that there is a lot of fear around and there’s a lot of people that’ll say
it doesn’t work anymore or that people that don’t answer their doors and you
know I think it’s it’s it’s nice to hear that this is still an avenue that works
it doesn’t require a lot of money upfront it just requires time and the
commitment and the back assess for how you’re going to cultivate those
relationships because if you had an exacta said that woman a card who is in
the cast you wouldn’t have gotten that Lee right exactly now the people are
really you approach them in the right way I think people are like I said I
probably had to if you said if you said I’ve done a hundred doors which I have
I’ve drawings done a thousand doors but yeah maybe I mean like no one has been
mean even the knows Felicity neighbor as a lot of people get intimidated by that
illegal it says no soliciting I’m not selling anything I’m I’m introducing
myself and seeing if they need help like I’m not and that’s what I said what’s
that I said that’s a good point I had thought about that I would I would
naturally avoid the no soliciting but you’re not selling anything you’re there
to offer a child let them know you have buyers
in the neighborhood you’re not you’re not trying to anything
do you have youth there’s any better time to knock on doors than then another
yes well it’s really again it’s I’ve done it in the middle of that weekday
afternoon and you get to say to her mom’s which is great because they always
like to talk but then weekends are great because everybody’s at home they’re out
in the yard so like I take full advantage of the guy in the yard cut the
grass like I don’t interrupt him while he’s cutting the grass but I know he’s
home and most the time if you walk into his yard he’s gonna say hi
so yeah weekends are great if it’s a if it’s a nice weekend like we get our
weather here is fantastic so we could you know I can door knocks eight months
out of the year and it not be uncomfortable weather so I mean I guess
weekends are probably best but then weekdays weekdays have been good too
like when I knocked on her door it was a week it was a weekday afternoon so so
essentially any time that you’re willing to do it go right yeah anytime you have
go yeah okay easily it’s gonna what’s that sorry there’s a lag over over each
other is there when you knock on it on a door and somebody doesn’t answer do you
leave anything on their door I do I leave well it depends the majority of
the time yes I will leave my business card if it’s a hot neighborhood yes I
will leave my business card some people are like oh you’re so in her way but I
have received several phone calls or they’re like hey I got home your card
was on my door what do you need and that gives me I’ve got a phone number and
I’ve got you know a person to talk to so you don’t have to leave a card but you
can and like if there’s something but you it’s really about just being aware
of your surroundings like if you see a big blue baby ribbon on the door well
there you go you can look up the tax thing you’ve got
their address you know they just had a baby send them a congratulations card
and you can just you know the marine the card can say with a knockin in the
neighborhood saw the baby blue ribbon congratulations if your house is too
small now call me yeah yeah so absolutely yeah aware of your
surroundings and and utilizing the things you have there so the last
question you said when I asked you about compete about the your biggest challenge
in door-knocking you said competing with a bunch of other real estate agents did
you mean specifically door-knocking or do you mean in real estate in general probably in real estate in general as
far as door-knocking we have a lot of people we have a lot of
real estate agents to do the farming so do the postcards yeah
or you know the shiny pretty postcards and so you know you those are there and
the magnets are on the fridge and but what I have found is I’ve received this
comment I mean a significant amount of times where they say wow like you took
the time to knock like you’re the one out here doing the legwork like that’s
impressive like something along those lines
so it may they see that you’re doing something different because you’re
you’re out there doing the legwork but yeah I mean Charlotte we have over
16,000 agents in the Charlotte metro area so the competition here is stiff
yeah so you have to do something to be different or you’re gonna get swallowed
up alright so you acknowledge it there is competition but there’s not as much
doing what you’re doing and that’s how you’re standing out which is always the
key right find the opportunity find the gap and fill it because that’s how
that’s how you’re gonna tackle Talent all right Robin we’ll break so much for
joining me today I think that there is a lot of takeaways here that people people
can learn and I think the main was just get out there even if you’ve got 15
minutes get out there do it I love your you’re adding 20 contacts a day to your
database hopefully five of them are new that’s
fantastic and just be consistent and authentic so anybody if you’ve got
referrals for Charlotte North Carolina Fort Mill South Carolina
keep Robin Mann mind she’s with Keller Williams and would love your
referral so any leaving words for him Robin um just go have to just go make it
enjoyable like go you don’t have to put on that fancy suit just don’t put on go
be you and go be enjoyable and I would say that anything you’re doing like if a
fancy suit is you great because you that too but I think for me I think any
success I’ve had is because of authenticity and because that’s what I
hear from my clients like we liked you when you’re real we like you because you
you weren’t stuffy you know so yeah just go be yourself and make it so like I
love my job and I say that a lot like one to
convince myself that one because I do love the job so you know just just love
it and go do it and don’t be afraid like people people are actually nicer than we
give them credit for I would say 90% of it done that’s fantastic that’s great
advice thank you so much I respect your time and I’ll let you get back to your
to your snow melts out there and well I appreciate you thank you you’re having
me on all right we’ll talk to you later Robin thank you all right well bye

Leave a Reply

Your email address will not be published. Required fields are marked *