Door Knocking is the BEST Lead Generation!!!

Door Knocking is the BEST Lead Generation!!!

hello again everybody Brian Stella here with century 21 in Southern California making another quick video basically to follow up what I did previously in my other video of introducing myself and kind of giving everybody my story in real estate now I wanted to make this specific video about door-knocking which is one of the things I’m known for especially in my office anybody that follows me on social media will see me post pictures every day at me getting out there and saying I’m out here I’m hitting doors not stopping no matter what rain Sun doesn’t matter and I wanted to break down exactly kind of what I do in two separate quick sections one I’m going to be talking about the inner game what I do internally and you know in my mind and physically to get myself ready to go up there and door-knocking to kind of you know the approach I use and what I’ve noticed works for me so I want to get right to the point the inner game now door-knocking a lot of you out there might not have done it might be scared to death to do it and right so you know what it’s not for me I’ll just get on the phone now just to let you know being face to face with somebody is probably one of the most powerful techniques you’re going to have for influencing them not only just to you know do business with you but to just to get known you know the big thing especially I noticed a real estate just you know being the man being branded having people know who you are being the go-to guy you know so when someone sees your picture here’s your name and say real estate and that’s ultimately what you want in your market anywhere else because you’re not gonna be able to reach anybody at any given time so for someone maybe you reached a year ago if your name is branded in their head guess who they’re going to think about when they want to sell their home someone calls them and says hey I want to sell do you know anybody or they’re thinking about buying on another property or whatever it might be if they’re thinking real estate your name is going to go right into their head top of mind awareness that’s what it’s called and that’s ultimately what you want to create so internally you need to get over it I can’t put it any other way you need to go out there and talk to people if you if you’re a phone prospect great you’re great at it good for you but if you can door knock and believe me care what kind of producer you are you can always get out there for at least 45 minutes an hour two hours and go door knock anybody can do it I don’t care what level you’re on and it’s going to be the best thing for your meeting the neighbors you’re getting to know people there’s always the one neighborhood watch guy there that’s going to tell you all hey this guy wants to settle or you know Joe Schmo over there was telling me he wants to move in a year and you’re always going to have one person in certain tracts of homes it’s going to give you that kind of information those are the best people to align yourself with I can’t tell you how many people in my database I have already there are those people and that actually call me even every couple weeks to say hey Brian you know what’s his name just mentioned to me he might be thinking about moving in six months just giving you a heads-up isn’t that what you guys want I mean I love when they call me like that I feel grateful that they think of me that’s due to me positioning myself to them as saying hey that’s my guy that’s my realtor so you need to get out there mentally you need to accept the fact that you’re going to have to go out there and just meet people you know rejection is part of it I’ve gotten spit on believe it or not I’ve had people slam the door in my face I said I’ve had people tell me get the f off my property you know what that word is I’ve seen it already in a short amount of time so believe me you know negativity is out there you need to learn how to tune that out and like I said in my previous video fill your head with positive things know why you’re out there and keep your goal in sight because if you have your goal in front of you whether you know it’s on a car or you know you’re looking on your phone those little things aren’t going to matter because your goals appeared all the negative stuff is just a stream flowing under the bridge and your goal is going to be right here strong and you’re going to stay focused on that now as far as a tire I’m always in a suit I’ll have my name badge which I’m holding right here I always put that on it’s really hot here so I’ll normally ditch the jacket and just go with a shirt tie name badge slacks I’ll wear comfortable shoes obviously because usually when I door knock I go for at least two or three hours before I stop so you definitely want to wear comfortable shoes the reason I go with a shirt tire the suit is because I think I always put myself in the perspective of the client if someone shows up to your house and they’re in a suit and they are confident they are sharpest attack they’re enthusiastic you know they’re an authority figure they’re an expert I mean naturally you’re going to feel like wow this guy Scott sharp you know if I ever do want to work with someone it’s going to be someone like him because like we all know first impressions last your first impression a lot of the times will either make or break the deal for you so you need to make sure that your first impression of strong bold confident and for them to at least say whether they work with you or not or you get rejected whatever they’ll at least walk away and say you know what you know I might not have liked em or I don’t want to sell but you know wow he was sharp it was good it was on point that’s what you want to portray when you’re talking to people and that’s something I pride myself on right now is when I show up to your door whether you like me or not you’re gonna say this kid of sharp he knows what he’s doing he knows what he’s talking about if I ever had to sell or knew anybody that did he would get it done and that’s that’s that’s what I want to get off to people because I know I can do it and you need to believe that on the inside so anyways always going to suit I try to wear off colors because I noticed a lot of the religious people or Mormons for example will go with a white shirt black tie and I have nothing against them I just don’t want to be confused for them because I know some people automatically will will see the white shirt and black tie and say well no not for me and they won’t even look at you so I always try to go with the pink shirt something colored off you know like this tie is a little bit different no just so just to get somebody to if they look and look away to look twice if I can capture them for that split second I know at least have a chance to get my foot in the door which is all you want if you know if you’re confident and yourself and your abilities all you need is that window of opportunity to take advantage of it so I already broke down you know basically what it takes in your mind and physically as far as attire and everything and presenting yourself now I’m going to get in quickly to the techniques see this videos already six minutes I don’t want to have it run on too long basically I started with just those two just sold scripts that I would use when I wanna do certain neighborhoods I work with century 21 so I want to try to you know find listings whether my company my specific office sold it or another one I wouldn’t use it and say hey we just listed we just sold but what I’ve noticed that works well especially for me is I use a tweak of that which is a hot market script usually I’ll pick a listing that either I just sold or somebody my company just sold in an area and when I coach the door I’ll say hello you know my name is Brian and work with century 21 the reason I’m stopping by today is to let you know that X amount of homes have sold in the last 30 days and did you know that 15 of them actually sold powder above their asking price or something like that or now 15 homes over the last 30 days in 30 days or less did you know that just something to bring value to people because like Kevin Ward said who is actually my coach in real estate bringing value is going to separate you from the competition now that comes off also a little less pushy instead of just knocking on the door saying hey my name is Brian with century 21 you want to sell your house you can you can kind of feel the difference there so using that approach well at least get people to say oh wow I didn’t know that and it’ll kind of bring the guard down which is ultimately what you wants you can have a genuine conversation with somebody because I can tell right away if I’m talking to someone and it just happened to be that person I couldn’t really connect with when they’re giving me answers I know right away they’re not genuine and you don’t want that you want people to whether they want to work with you and honor they have a need for your service or not to at least be genuine with you because the worst feeling you can have is walking away from someone an opportunity or prospect knowing that they want to do business but you cannot get their business because you couldn’t like they say close them and you walk away knowing the next person to talk to them if you’re sharp they’re going to get them and you’re going to lose out and that’s one of the worst feelings to have it’s happened to me especially right when I started I’m getting away from that I’m polishing my approach and my skill and it’s it’s helping me so you definitely want to pick whatever script you’re going to use that’s my personal favorite for going door to door it’s really going to lower the resistance the most and help you at least have a genuine conversation with them besides that I try to always target for sell my owners and expires especially at the door as far as scripts for that I use a combination kind of Mike Ferry and Tim aboard scripts I kind of tweaked them my way I try to add my kind of words and language patterns in there but that would be a whole another topic to talk about I don’t want to get too into that but as far as body language it really depends if I approach a man I do I knock the door and as always always step back I’m a pretty big guy I’m about six to maybe six three so I’m big I’ll knock and I’ll walk at least at least six to seven feet back depending on you know who I see at the door if I see maybe an elderly woman I’ll step back maybe a little bit further again I always have my name badge on always sometimes I’ll even pull out a business card to really show you know that I am part of century 21 so if it’s a man you never want to stand directly in front of a man because no matter what is going to be seen as confrontational so I either always stand off to the side a little bit either at an angle or if I’m standing like this I won’t send directly in front of them I’ll step to the sides and just kind of casually maybe leaning back and all okay kind of like that if it’s a woman I want to make sure I’m not too close because I don’t want invade the personal space so I’ll stay directly in front of them what you want to do but I’ll made a good distance and I’ll continue to speak so that’s as far as body language you want to focus on that but tonality I don’t want to break it down that’s also very important because at the end of the day your communication especially a person is only going to be about I think it’s 7% to 9% words and the majority of it is your body language and your tonality and how you use it so you want to learn to use that effectively now you can look at Jordan Belfort the guy from the wolf of Wall Street he you guys know him he’s great you can also study a bunch of real estate videos especially Kevin ward big shout out to him his videos are great and he’s a master at this kind of thing especially tonality NLP that kind of thing and really breaking through people’s resistance and hitting them on a subconscious level which is really what you want to hit so you can have that you know great communication with people and really had power to influence them and persuade them when they need to be influenced or persuaded correctly not negatively you don’t want to do that you want you don’t want to force people to do things that they shouldn’t be doing that’s unethical I I don’t say you should do that not at all but I think you should harness the ability to be able to influence people and persuade in order to better help your clients and yourself because at the the day if you don’t have that ability like I said earlier you’re not going to be able to really get enough business or do the amount of transactions that you really want to do as an agent so this video panel a little bit too long but you know hopefully those two things can help you guys like I said ask me any questions comments shoot me an email I’ll start putting my information at the bottom that way you guys have more access to me but I’ve already been getting a lot of love on Facebook and that kind of thing so it’s great you know a big shout out to everyone else that I’m in contact with people in my office and all the coaches and people that have helped me get to this point and really feel this good and strong and confident about myself so I’ll see you guys soon on the next video and I look forward to seeing what you have to say talk to you soon bye

100 thoughts on “Door Knocking is the BEST Lead Generation!!!

  1. Hello Bryan! I'm wondering if you can give me a list of good books to read. I am about to schedule my psi exam shortly and I want to mentally prepare for this career. Any ideas or books would help tremendously! Thanks and have a great day!

  2. Thanks Bryan, i needed this!!!

  3. Spit on? You (as the homeowner) would get KO'd if that happened to me.

  4. This guy seems cool!

  5. As a woman, do I step back and to the side? Or does it not matter? …Because I'm cute and stuff

  6. It was great presentation! Thank you

  7. Great Stuff! How many people do you talk to on average before getting a listing?

  8. Great tip on informing potential sellers about the homes that have been sold in the neighborhood. Great tip!! Thank you.

  9. I take a market update sheet for that neighborhood. Give them something of value. Even if they have a do not solicit you can give that to them if you don't offer the service till they ask.

  10. What time of the day would you say works best?

    I have been knocking doors for the past two weeks and have gotten a couple of leads.
    I love it, this is great info.

  11. I Love that " you need to get over it" πŸ˜‚πŸ˜‚πŸ‘ŒπŸΎ

  12. can you shoot me a cold call script Bryan?
    [email protected]

  13. Well executed

  14. Great video, but a quick question…. how honest you must be when you just got your license and you are door knocking when it comes to endless questions by some about your performance and achievement or there is room to lie, if yes, How? Thanks


  16. He seems like a very great guy! Thank you for the video!

  17. hey ha ha I'm a Mormon. I knocked on doors in France for 2 years! Was the harest and best thing ive done. Im Just getting my real estate license and going door to door as like you said that's the best way to talk to people. I take that experience with me and feel super confident. Awesome video.

  18. You are beautiful. Taking my courses and getting my license, etc once I change my name–just cus for business. Thanks for this video.

  19. What is the best time of the day to door knock?

  20. great advice thanks

  21. Hey Bryan. I'm a 19 year old college student who is looking to quit school and get into the business. Where does one like me get started? Much appreciated!

  22. hi Bryan, I really like watching your videos. Do you door knock without listings?

  23. I'm going out on my 1st door knocking excursion! Very intimidated but needs to be done!

    Let's go Hungry Monday

  24. Thanks for all the good info. Where do you park your car If the neighborhood you're prospecting doesn't have a pool/clubhouse area?

  25. what shoes do you wear?

  26. Excellent advise especially body language!

  27. Hey BC I'm curious in the event the owners aren't home when doorknocking would u leave yr card at the home???or go back???

  28. As a new agent I am torn here. I have some very successful realtors like Brian and Loida swearing by door knocking and others that seem equally successful who just as strongly say "People have very little time these days at home with their families. A door knock is almost always an unwelcome intrusion into that time. Very effective door hangers they must remove to enter their home will get the same results without turning off people off face to face."

    Now Brian is in CA… I am on the East Coast and have NEVER had a realtor door knock in the two decades I've owned my home nor have any of my friends had it happen. Things left… rarely. I wonder if this is a regional thing. What works in the West Coast may not on the East. Remember in the south and on the west coast people can be much more approachable (a compliment). The east coast can be very "New York" (Love NY but..). A checkout person in a grocery store will barely make eye contact. There ARE major differences in how these regions react to different types of solicitation.

    I plan to try both but seeing both sides being so forcefully endorsed makes me wonder if it's the location of the agent. I will have an open mind and correct script (that is a must) but if people here look at me as if I am nuts for knocking on their door.. plan b!

    SADLY most door knocking in my region is politicians at election time and those pitching their churches so our first reaction to an unexpected doorbell is cringe. LOL

  29. I wonder which day you go to do the door sale in the residential areas?? from Monday to Friday ??

  30. I never door knocked before. You think just a small CMA of all the homes that sold around them would be good? it would have all my contact info on it.

  31. Please make a video on tone and body language. We wouldn't mind how long the video is. Super interesting!!πŸ”₯πŸ”₯

  32. Hey, I just turned 20 and I'm interested in the career of real estate but my boyfriend has been telling me that it's a competitive field and that I should also go to school for something else… I'm not too sure on how I going to be able to manage both please help

  33. The sharp as a tack part reminded me of Jordan Belforts SLP haha

  34. Truly inspiring!

  35. 9:09 that's a very good tip! If I get annoyed and need the solution to be my way I always go and stand in front of them whetever I am at the bank or my mechanic or at TJ maxx and returning something… πŸ™‚ I annoy people that way πŸ™‚ as if either they do it or I am not moving πŸ™‚

  36. inspiring!

  37. I can't believe he said he's been spit on lol I wouldn't know what to do

  38. lame volume

  39. becouse it break you down in pieces, and make you quite, no one will tell you everything or what is the best, that they keep to themselves

  40. Hi Bryan, what's your concerns when choosing online marketing campaigns as a super successful realtor?

  41. I love door knocking and I thought I would let you know of a great app called DoorKnockerPal that helps me while out there! Every agent needs that app to keep up with what homes they have went to, add prospects info, etc.

  42. Thank you for such good advice and keeping it real about what new agents are going to have to go through. Hustle!!!!!!!

  43. great job with the NLP disclaimer… I'm certified as an NLP Practitioner and wanted to help teach people a few techniques for sales… but didn't want them to take advantage of people… so I became a videographer instead… so I can manipulate images in a positive way instead of trusting people not to manipulate other people. Great video though man! I love your energy…. if I could offer a bit of advice… i would prop the camera up a little higher…. I understand the angle.. but today, it makes people feel uncomfortable… Thanks for sharing this!

  44. Thank you for the Video Bryan πŸ™‚ I really do like it!

  45. Thanks for sharing Bryan!

  46. Great videos bryan. Im starting next month again after 10 years off. Things have changed…

  47. Damn theres not any editing in this

  48. Great script! I almost felt like selling you 'my' house after hearing that 😊

  49. Thank you for sharing that script Bryan! You are looking sharp, very well spoken and come off as a true professional! I would want to work with you πŸ™‚

  50. I have already gotten somewhat comfortable door knocking, now I need to polish up my skills.

  51. Ive done this with things but in the UK its hard to find anything that sells door to door as people are so against it here.

  52. How to door knock gated communities with HNWI? I want to focus on the luxury market.

  53. Do you also use flyers while door knocking with the Just Sold script?

  54. This may sound like a dumb comment but I can't find anywhere to park when I do this. Local parking lots are all TOW AWAY zones and there's nowhere to park in the neighborhoods.

  55. Awesome session, I use door knocking to develop my business in the financial services industry, thanks for the information…

  56. Hi Brian,

    Your video is awesome. Even for me as a new agent door knocking is one of my key prospecting strategies.
    I have 2 questions if a homeowner asks the worth of their home how can you answer effectively? How about If I send them a CMA via e-mail?

  57. Inspiring!

  58. This place is decorated better than your new house lol

  59. Do you have any suggestions as far as time blocking and what your daily schedule looks like? Would love to hear how you structure your day. Or, how you structured it starting out. Thanks!!!

  60. So… I'm a woman. With the body language thing, should I flip it? For a woman, not face her directly? For a man, face directly but stand back? lol…. I bet there is a whole different set of rules for woman facing people professionally.

  61. πŸ‘

  62. I prefer the Face to Face instead of setting in the office calling one after another lol. Walking and talking is the only way. I hope lol

  63. I agree you need to get out there I am always telling my Team this

  64. Good training Bryan

  65. What I did now, listening to comedy while I'm driving

  66. Yay an LA agent like me! I know this is an older video. I suffer from paralyzing fear when I door knock. I basically drop flyers off like I"m a newspaper boy. If I encounter a person I'll tell them whats inside the baggie and then introduce myself and leave. I used to door knock for Aflac and had same issue but did 100 doors in one day and over came my fear and became successful as well as cold calling. now I'm trying to redo that. feel like I'm gonna thro up when I door knock. but I have to do it because I don't know many people in California or have family here. I did 62 drops yesterday and my legs are killing me, I'm hoping to work up the energy so I can door knock for 3-4 hrs a day. I want to avg 24-36 Hours a week. should I be dressed up? its hot in LA or is it okay to wear running leggings, tennis shoes and a baseball hat? I want to do a lot but when I tried dressed up I was soaking wet, my feet hurt from my dressy leather flats and the next day I couldn't walk because I was so sore.

  67. video with all LINKS TO PRODUCTS, SERVICES and AFFILIATE opportunities

  68. you look very handsome in this video. It's so important to look good when you're a realtor. First impression really does count.

  69. Great Video, thank you for sharing

  70. What time is best for door knocking and what days to do it? Thanks YOUR MY FAVORITE!!!

  71. Have you ever stood on a street corner to pass out cards or flyers?

  72. 😍❀ Appreciate this!!

  73. Hey Bryan, do you still stand by this method in 2018? I only ask because of the date of when you uploaded it and the market changes

  74. How many houses you knock a day?

  75. how are you You say 100 houses need to be done every day? But that is a lot

  76. Looking sharp! πŸ’―

  77. When I started door knocking 4 years ago, I was a little upset with people's reactions. HOWEVER, when I got my first listing through door knocking for $3.5 Million, all that fear and uncertainty went right out the window. If someone isnt interested, their neighbor next door might!

  78. I'm trying to watch all your videos πŸ˜…πŸ˜€

  79. wait, wait, wait!! Someone actually spat on you? Isn't that crossing the line? What did you do to handle that?

  80. Door knocking can be so scary but I love how well you explain how important it is to your business!

  81. do you door knock random places or you pick a farm?

  82. This is insane Growth in 4 years πŸ™ŒπŸΌ
    I just got licensed last week & in a NEW state (AZ) for over a month now. I'm excited & wanted to watch your FIRST videos. What camera did you use here? I will start my journey with door knocking & cold calling.

  83. Spot on with wearing off color but well matched shirt and tie! Buyers do notice… in the same industry.

  84. I'm a new RE agent. So you just pick up any house, any city, or just people who are selling or I dont know, how does it work?

  85. Could door knocking work for selling personal training ?

  86. Hey Bryan, what hours do you prefer for door knocking?

  87. Brian, a tip: place the recorder at your own eye level. You appear to be looking down to people, and we seem to be looking up your nose.

  88. BC when you are hitting the doors with the market report or sold listing, what is your close to get some details or make an appointment?

  89. Amazing tips! Thank you!

  90. This is awesome. Just blocked 2 hours this Thursday to get out with the whole team at a recent sale. That could be a good strategy with a team- all go through the corps then spread out. Thanks for the content brother it’s SIIIIICK

  91. Man you look like Christian Bale from American Pscyho. Gonna hit up those doors murderin' ppl. Goddamn LOL

  92. Thank you Fantastic

  93. Door knocking is awesome, the best part is that it is free lead gen. So many new agents are paying thousands a month for leads instead of doing simple things like this.

  94. Have you ever considered carrying a firearm with you just in case someone was to lash out and pull a gun on you?

  95. Spat on…..? Oh my gosh..

  96. Great Video, thank you!

  97. wth this is not the bryan i know… wheres the swearing !!!! hahaha i love the new bryan better

  98. Is that door knocking works in Ontario Canada??

  99. even your old videos are AWESOME!

  100. Guys I just got my license and I’ve been door knocking since the day I’ve gotten my license. It’s been going rough but I love it. The only thing is I’ve knocked on about 360 doors so far and I have gotten no leads and I’ve been too scared to ask for their info. Does anyone have any tips at all?? I’ve been using the Kevin Ward open house invite scripts

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