The Art of Cold Knocks

[Life Hawk]

You mean like a debit book?

This is why I like the forums... you get to relearn what you already knew. Back to basics.

Question, do your clients sign a waiver allowing you to share their name?

 

[NAF1138]

I don't, but I did when I was using those lists.

 

[shonceman]

This is why I like the forums... you get to relearn what you already knew. Back to basics.

Question, do your clients sign a waiver allowing you to share their name?

With the privacy laws being what they are, I don't do the name dropping thing any more. However, if I meet someone with the same last name as somebody else, I'll ask if they're related. Doesn't violate anything for me to mention knowing the person, just can't disclose anything about their business with me.

Now, if I'm doing a house next door cold knock, I might first ask permission from my client to refer to them by name.

 

[DayTimer]

I might first ask permission from my client to refer to them by name.

I don't think you need permission to say "I was just visiting next door at the Krankhandles and I thought you'd be interested in this too ..." So long as you don't say "Mrs. Krankhandle is HIV positive and we still got her a nice policy with Gerber ..."

Waaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaay back in time .... like waaaaaaaaaaaaaaaaaaay back in another lifetime I had a job two summers in a row while in college selling advertising for a cable television guide. It was all B2B, of course, and it was business to business walk-in and start talk-in. And that line was what they told us to say ... "I was just next door visiting with Bob - you know, the owner of Johnny's Vacuum Cleaners ... and I thought you'd be interested in this too."

The door to door cable/internet/phone, pest control, solar, lawn care, windows/doors, roofs etc salesfolks all are trained to name drop. "We're in the neighborhood today talking to all your neighbors like the Jones with the three headed baby and the Krankhandles (did you know she has HIV?!) and we're letting them know we have a truck in the neighborhood tomorrow ..."

If you had the right system you could make your own list.

There is a thread in the cold calling forum right here by a user named whirleybird who went door to door residential for insurance/financial services in the summer of 2017 and before the summer was over he had developed so many leads from door knocking that he teamed up with another agent whose role was to call through the leads to set appointments with the leads whirleybird developed door knocking and whirleybird ran the appointments. He said in that thread that his goal was 75% contact penetration in the subdivision." That there is the system. You have to commit to making eyeball to eyeball with at least 3/4 of the homeowners in a particular neighborhood and you have to have a pitch that generates interest (leads) and appointments. Once you start closing deals, you become the neighborhood financial planner.

 

[shonceman]

There is a thread in the cold calling forum right here by a user named whirleybird who went door to door residential for insurance/financial services in the summer of 2017 and before the summer was over he had developed so many leads from door knocking that he teamed up with another agent whose role was to call through the leads to set appointments with the leads whirleybird developed door knocking and whirleybird ran the appointments. He said in that thread that his goal was 75% contact penetration in the subdivision." That there is the system. You have to commit to making eyeball to eyeball with at least 3/4 of the homeowners in a particular neighborhood and you have to have a pitch that generates interest (leads) and appointments. Once you start closing deals, you become the neighborhood financial planner.

Sounds like the Hancock system I referred to a couple days ago (I think it was in this thread).

 

[DayTimer]

Sounds like the Hancock system I referred to a couple days ago (I think it was in this thread).

I'll have to take a look fo rthat post. Wouldn't surprise me. I doubt there is much new and unique in the world of door to door sales. Most of what works was probably figured out long ago and pretty quickly and its been shared and passed around. I don't think I do anything that I came up with on my own (except for the crumpling of the lead and telling them to trash it - and even that either came from or was inspired by @jdeasy).

 

[rousemark]

But you can buy The Success System that Never Fails on Amazon. It's got most of it in there.

Just bought the Kindle version of the 2017 reprint.. 99 cents..

 

[WinoBlues]

I remember looking at my manager after and saying "it's like I'm doing a magic trick, they hate me when I show up then then I do my trick and they love me."

Was your manager named Obi-Wan by any chance?

 

[shonceman]

Was your manager named Obi-Wan by any chance?

I use the Jedi mind tricks to replace LH policies.
You know, "That is not the plan you're looking for..."

 

[WinoBlues]

They are hard to communicate in text. At least not without a lot of words.

It's a lot of stuff about responding in ways that go against your prospect's expectations when they try to fight you.

Like if someone throws out a basic objection you start by agreeing with them. Then making a factual statement about your product that is appealing. Then asking them a question they have to say yes to. Then reapproaching the close.

But there is also stuff about how to pitch your voice so you sound credible. What to do with you hands. How to set up people in a room when you enter it so you are in control not them. Lots of stuff. There is a combined way to point to words on a presentation chart. (use a pen not your finger, point at the words from below not above, sweep smoothly across the line, don't jerk or go too fast. Etc.)

But you can buy The Success System that Never Fails on Amazon. It's got most of it in there.

That is some old school stuff there.

Feel Felt Found

I still use a pen as my magic wand.

I still remember my John Hancock manager tapping that pen