Door Knocking Question
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Make the door knocking about them. I tell people that, "I am out talking to people in the neighborhood because I am opening an office down the road and I know that a lot of people have concerns about what they have been seeing on the news regarding the market. How do you feel with what is going on? (wait for their response, empathize with their response) then tell them that you would like to send them some information about the market (or a newsletter), write down their address then ask for their number - don't look up, just hold your pen to the paper and wait. Most of the time they will just give it to you, if they ask why, tell them that when you move into your office you would like to let them know you are there and you can keep them informed and answer any questions they have about the market then ask for their number again).
Another one that worked for me was, "I like to keep people informed about the market and workshops I hold, would it be more convenient for me to stop by again or give you a call?" Most people say call, and then give me their number. And I don't believe asking how they feel about what they have been hearing on the news constitutes a financial question. If the person starts talking to their finances, politely tell them you would really like to talk more, ask for their phone number and tell them you will call them to set something up to answer their questions.what about door knocking in a community or area where there have been 4 brokers in 5 years? They have been already door knocked and they see you as desperate? any suggestions? They have heard “the line”(bs) from Jones before?
Before I answer any of your questions, how big of a community/area did the 4 brokers door knock? Was it a community of 1000, 10,000 or 100,000?
It is a community of about 4500, more of a rurual area…the actual town is pretty small
I heard a replay of a guy who moved to Seg 3 in 8 months. He attributed it to ditching the standard EDJ doorknocking routine and using his own (more honest?) doorknocking approach.
He felt the standard EDJ dialog is deceptive since you’re supposed to get their phone number so you can call and pitch them a corp bond/muni bond/Pepsi stock/etc. His approach was to engage them in insightful conversation and then leave them with the expectation that he would call with 1. a suitable investment OR 2. to set up an appointment.
He felt that this was not only a more honest approach, but more effective in that the people were more receptive when he called.
[quote=Eyetattoo]Try this "Here is a brochure about Edward Jones and our Investment Philosophy [hand them the EDJ and You], on the back you will find my name and number if you have any questions [once they say okay] what number will you be calling me from if you were to have any questions?[after you say this look down at your pad and start the number for them if they don’t start right away] Okay thank you very much, when I come across good investment opportunity I will be sure to let you know.
It worked very well for me with about a 80-90% success rate.[/quote]That's pretty good. My trick to getting them to reveal financial concerns and phone numbers was this:
Me "So Mrs Juicy Prospect, it's been nice chatting with you today. It's quite a coincidence that we both enjoy grafting rosebuds! Say, when my office is open I'm going to be holding free educational seminars for the neighborhood such as handling market volatility, which IRA is best for me, et cetera. Of these items listed here which would you be of interest to you and your husband?"
MJP "Well, college savings plans of course, and tax-free investments"
Me (As I scribble notes down) "Great, thanks Mrs Juicy Prospect. Say, what's the best number to reach you at when I get my schedule put together?"
MJP (Without giving it much thought) "867-5309"
Now I have a phone number and have some investment concerns. Try it, see if it works for you.
Have a leather binder/folder with a notepad in it. Open it as you're asking for their number and let a few pictures of little kids fall out, then say, "Oops, sorry about that. Those are my babies, I keep their pictures in here to remind me to keep working hard. May I have your number please?"Any suggestions on how to smoothly ask for the number other than the junk they give us in training.
[quote=OS]
Have a leather binder/folder with a notepad in it. Open it as you’re asking for their number and let a few pictures of little kids fall out, then say, “Oops, sorry about that. Those are my babies, I keep their pictures in here to remind me to keep working hard. May I have your number please?”[/quote]
LOL
Nothing like reviving a 3 yr old topic but I'm in a similar spot. I have an area that is been door knocked to death by every realtor, tree trimmer, gardner, painter, and of course religious organization in town. People are actually very polite but they just do not give their number out on priniciple. I am getting around 20% of the good 1st contacts to give me numbers...so as you can imagine I am spending a lot of time for very little results. I am getting a little freaked about getting the adequate amount of numbers.
Just ask them if you can follow up with an idea via phone or person next time you’re in the neighborhood. Then get their number from whitepage. com
p.s. If anyone asks, it was your idea not mine