• Don't be afraid to door-knock in luxury areas.
  • When you're at the door, stand eight to 10 feet away, and keep very open body language.
  • Use a false time constraint right upfront to put homeowners at ease.

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What does it take to knock on doors and have great conversations that turn into closed business? Door-knocking master Bryan Casella joins us, and together Casella and Greg McDaniel share their best tips and tricks for doors.

Real Estate Uncensored

Hosts Greg McDaniel and Matt Johnson with guest Bryan Casella

We start with a question from the Facebook group on how to handle the objection that your prospect has a friend or family member in the business. Both McDaniel and Casella use the same basic script and agree that offering to pay a referral fee is the best shot you have at working with that prospect.

Then we dive into Casella’s background, which included door-knocking four to five hours a day, his experience door-knocking in Beverly Hills and his overall approach to doors. Casella shared his introduction script, including his two “false time constraint scripts” he uses right upfront, so homeowners know he doesn’t plan on sticking around.

Casella explained the importance of body language and big ear-to-ear smiles, how he uses market updates to give value, start the conversation and capture contact info so he can follow up.

McDaniel and Casella compared notes on how many doors they can hit in an hour (which vary by lot sizes) and how Casella hustles at and between each door to maximize each door-knocking session.

“I’ve learned to not be abrasive when I push … When I door-knock an expired or FSBO especially, I’m gunning for the appointment even on the first contact … It’s like I’m putting on my hard hat, I got my lunch pail, and I’m going to work.” – Bryan Casella

We finished up by discussing the difference between door-knocking FSBOs or expireds versus general door-knocking and how you can be more aggressive when you know there’s a need. Casella also shared how he developed his mindset and how he uses YouTube videos to motivate himself before hitting the doors.

Door-knocking is a great way to generate leads without investing anything but a little gas in your car and some shoe leather. Just as Casella personally experienced, one favorable door could lead to multiple transactions and tens of thousands in commission.

So use the tips and tricks from today’s episode and start hitting those doors. The hardest door you’ll ever encounter is your own car door!

Bryan Casella is a top producing listing agent based in Rowland Heights, California. To send Casella referrals or check out his Door Knocking Mastery product, visit his website, http://www.bryancasella.com/. Casella also puts out excellent motivational and educational videos on YouTube, check out his channel here: https://www.youtube.com/user/BryanArgentina.

Click here to download your free PDF, McDaniel’s Favorite Scripts, featuring scripts for buyer and seller lead follow-up, price reduction and objection handler scripts and much more. Or click here to subscribe to Real Estate Uncensored on iTunes. 

Matt Johnson is the CEO of Pursuing Results, a podcast production and PR firm, as well as co-host of real estate podcasts and video series such as Real Estate Uncensored and Elite Real Estate Systems Hangout.

Email Matt Johnson.