The Art of Cold Knocks

[Roger Chan]

Ever see a senior working out in the front yard but don't know how to approach them?
Ever get greeted by someone other than your intended lead at the door?
Ever wonder if the house next door is a better lead than the one you just knocked?

This is where cold knocking comes into play. I use and teach this method as a way to pick up additional sales each day when out in the field. It only takes a couple of seconds to do but the potential upsides are tremendous if you get in front of the right person. The approach is basically the same whether it's a random encounter in the front yard or apt complex, or at the door when greeted by someone other than your lead.

"Oh hey there! My name is Roger and I was just getting back to the folks in your community about these little cards we had sent out to you guys...did you get one too? (show them the lead card). Oh you didn't? Ok no problem, well are you on social security or disability? You are? Awesome! That means you also qualify for the programs! My job is just to get you guys out this free information and it only takes a couple of minutes...did you want to sit out here or go inside?"

If it's a friendly senior, they will usually be more than happy to speak with you. At this point, just hop into your warmup and rapport building as usual and carry on with your presentation. You WILL pick up more sales by incorporating this simple method into your daily routine in the field.

 

[TripleH]

Ever see a senior working out in the front yard but don't know how to approach them?
Ever get greeted by someone other than your intended lead at the door?
Ever wonder if the house next door is a better lead than the one you just knocked?

This is where cold knocking comes into play. I use and teach this method as a way to pick up additional sales each day when out in the field. It only takes a couple of seconds to do but the potential upsides are tremendous if you get in front of the right person. The approach is basically the same whether it's a random encounter in the front yard or apt complex, or at the door when greeted by someone other than your lead.

"Oh hey there! My name is Roger and I was just getting back to the folks in your community about these little cards we had sent out to you guys...did you get one too? (show them the lead card). Oh you didn't? Ok no problem, well are you on social security or disability? You are? Awesome! That means you also qualify for the programs! My job is just to get you guys out this free information and it only takes a couple of minutes...did you want to sit out here or go inside?"

If it's a friendly senior, they will usually be more than happy to speak with you. At this point, just hop into your warmup and rapport building as usual and carry on with your presentation. You WILL pick up more sales by incorporating this simple method into your daily routine in the field.

This is some great content. I really wish I knew this when I first started in the business!!! Could of made a ton more money

 

[rousemark]

Ever see a senior working out in the front yard but don't know how to approach them?
Ever get greeted by someone other than your intended lead at the door?
Ever wonder if the house next door is a better lead than the one you just knocked?

This is where cold knocking comes into play. I use and teach this method as a way to pick up additional sales each day when out in the field. It only takes a couple of seconds to do but the potential upsides are tremendous if you get in front of the right person. The approach is basically the same whether it's a random encounter in the front yard or apt complex, or at the door when greeted by someone other than your lead.

"Oh hey there! My name is Roger and I was just getting back to the folks in your community about these little cards we had sent out to you guys...did you get one too? (show them the lead card). Oh you didn't? Ok no problem, well are you on social security or disability? You are? Awesome! That means you also qualify for the programs! My job is just to get you guys out this free information and it only takes a couple of minutes...did you want to sit out here or go inside?"

If it's a friendly senior, they will usually be more than happy to speak with you. At this point, just hop into your warmup and rapport building as usual and carry on with your presentation. You WILL pick up more sales by incorporating this simple method into your daily routine in the field.

Why ask if they are on SS Disability?

 

[Roger Chan]

Why ask if they are on SS Disability?

Let's me know that they are receiving a paycheck each month that I can draft from.

 

[rousemark]

Let's me know that they are receiving a paycheck each month that I can draft from.

I assume you know you are talking to someone under 62? Most folks drawing SS aren't on disability. If they answer NO, where do you go from there?

 

[Roger Chan]

The question is solely intended to let me know if they are receiving a steady paycheck each month. Are they on ss AND/OR disability doesn't matter. If yes, game on, if not...just move on to the next lead. The whole concept is that this approach is used to supplement your daily activity to boost additional sales and it takes less than one minute of your time.

 

[BibH]

Rather than do that just mail a 1000 piece pink card and buy the list and door knock them all. But it can still be argued if the time your taking to door knock all the doors that didn't respond and will have no interest are you better off spending your time in front of interested people? Time is your most valuable commodity. If your short of money then certainly door knock them all.

 

[TripleH]

The question is solely intended to let me know if they are receiving a steady paycheck each month. Are they on ss AND/OR disability doesn't matter. If yes, game on, if not...just move on to the next lead. The whole concept is that this approach is used to supplement your daily activity to boost additional sales and it takes less than one minute of your time.

Makes a lot of sense. Even asking that question when you have a lead card makes sense to qualify them as a buyer and having a source of income

 

[DayTimer]

Rather than do that just mail a 1000 piece pink card and buy the list and door knock them all.

Whenever I have done this I have made more sales off the cold doors than I do the leads that get mailed in. But it is a grind which is why I continue to buy leads instead of just knocking the list - leads are the FE agent's version of "comfort food."

If I make five at the door contacts with folks who filled in a FB form or mailed back a DM card, on a bad day I'm going to sell at least one of them. Knock a cold data list and make 5 contacts at the door and on a good day I'm going to sell at least one of them. There is an important difference there, though it may not seem so to someone who hasn't cold knocked a list, I guess.

The fact that makes the cold list competitive with purchased leads is this: It might take me all day to knock just 10 to 15 leads. If they are Facebook leads I may not get to more than 5 or 6 depending how spread out they are. With the data list I'm hitting 8 to 10 or more doors an hour. And that is where the money is made.

I agree with Roger - if you are out knocking and you see a senior outside, by all means approach them. When I am full time on the doors FE I average one sale a month this way. I don't ask the income question like that - but every agent has to do what he or she feels makes them effective.

 

[somarco]

@DayTimer I no longer cold call, on foot or phone, but certainly did my share when starting out. To me it was akin to hand to hand combat . . . and I am a pacifist.

My situation is different from most of the folks here, so what applies and works for me may not for others. Heck, I don't even chase "warm" leads. They get one shot and then I move on.

Make enough off renewals and referrals so I don't have to chase, beg, etc to write business.

Life is so much easier when you can focus on low hanging fruit.