Neighborhood Canvassing (Door Knocking)
 
It absolutely boggles the mind!  We hear dozens of success stories associated with agents canvassing a neighborhood, yet every day you hear agents complaining:  "I have no business.", "No one good came through my open." or my favorite:  "I'm in a slump, my mailing got screwed up and I have no leads."    Then they proceed to go back to their desk and play a video game!     Enough with the "Stinkin' Thinkin'!"  
 
Neighborhood canvassing is perhaps one of the most under-utilized prospecting techniques.  It requires planning, preparation and an expenditure of physical energy.  Yet the results can be extremely rewarding as well as career changing!
 
Most agents are hesitant to canvass a neighborhood because they feel they have nothing to say.  Here are a few ideas that will get you started.  In every scenario you should utilize some form of a handout with your business card or magnet attached.  Not comfortable canvassing alone?  Bring another agent!  Be sure to dress for success and don't forget your smile!
 
Open House Invitation
  When a home first goes on the market, neighbors are naturally curious about the property and the price,  Prior to the open house, canvass the surrounding homes and invite the neighbors to the open house.
   
Buyer Need
  Select a neighborhood that correlates to the buyers needs.  ie: School district, price range etc.  Create a brief flier describing the buyers needs, attach your business card and off you go!  Don't have a buyer?  Log into Network One, search buyers by areas, contact the agent to obtain the specifics and canvas based on that buyer's needs.
   
The Practice CMA
  Select an area or a town home association Canvass explaining that your new, or that you would like to practice using our new CMA software.  Assure them that it would only require a quick 15 minute preview of the property (no need to measure) and that you'll mail or drop off the CMA.  They will not need to listen to any 'sales pitch'.
   
Special Event Promotion
  Throughout the year we coordinate various canvassing events that will give you a unique opportunity to canvas a neighborhood.
   
Area Statistics
  If you have a farm area, rather than mail the quarterly market statistics, why not use this as the basis for your door-knocking / "I'd like to introduce myself." opportunity.
   
 

The "Half-Again" technique is a relatively simple "permission based prospecting" approach to canvassing around a new listing.  While it requires only a minimal amount of preparation, it does require you to maintain basic records to follow up with a number of individuals over a period of a several weeks.  Agents who have perfected their 'half again' systems have seen incredible increases in their listing and sales volume!   Here's how it works:
Canvass 100  Whenever a new home goes on the market, neighbors are always curious as to what the home is selling for.  Here's where you get to work!  Immediately after you list a home, canvass 100 homes around the property.  Make up a nice flier, attach your business card.  Perhaps inviting them to the open house.  In any case, here's the dialog when you get to their doorstep:
"Do you know of any potential buyers?  Often neighbors, such as yourself, have friends or family that have commented on how nice it would be too live closer."  go on to add:  "I have also found that neighbors are curious as to the property values in their area."  then ask them as your handing them the flier: "Would you like me to contact you when the property sells with the final sales price and terms?"  Out of the initial 100, you'll find that about half would like to know the final sales price and perhaps information about the buyers, such as children's ages etc.  Thank them and be on your way.  IMPORTANT: Be sure to make note of the homes that would like to know what the final price is.
 
Canvass 50  Whoo Hooo!  The sellers have accepted an offer and you're about to move it over to "Pending".  As you grab the "Sold Sign" to place on the yard sign, grab your original list of now 50 homes that would like to know what it sold for.  Put the sold sign up and immediately start re-canvassing the homes that asked to learn what it sold for.  When you approach them say something to the effect of:  "I just put the sold sign up, and I realized that you may be wondering what it sold for."  Go on to say: "Minnesota Commerce laws prevent me from disclosing the final price and terms until AFTER the closing, which is scheduled for the end of the month."  "I did not want you to see the sold sign go up and not hear from me, thinking I forgot about you."  "I'll contact you after the closing with the final sales price"  At this point, about half will thank you and tell you that it's not necessary.  While you on their doorstep, make this request:  "By the way, during the marketing of this property, we've met several serious buyers who are interested in this area.  Do you know of anyone who may be thinking of selling in the next few months?"      
Canvass 25  As promised, contact the final 25 after closing with the final details.  Some agents consider asking this final 25 if they would like to be included in a highly informative monthly newsletter.  Either way this group is worthy of special treatment as they have given you permission to contact them over a period of several weeks.
The Next Level  What really takes the "Half Again" prospecting to the next level is when you have 'multiple canvasses' occurring in the same neighborhood on more than one property!  When you start overlapping circles with multiple properties, you are soon to be viewed as a true real estate guru!