More than Just Lines on a Map: Best Practices for U.S Bike Routes
Door-Knocking Tips for Lates
1. Door-Knocking Tips for Lates
Effectively reaching prospects who
are late on mortgage payments
2. Tried and True Technique
• Door-knocking is not a thing of the past
• It’s an effective way to make contact
• Distressed homeowners require a special
approach
3. It’s All In Your Approach
• Don't try to close the deal on the porch
• Try a soft sell approach.
• Share information and resources.
• Let the homeowner know there is a way
out.
4. Your Data Is Useless With the
Wrong Approach
• You have only a few seconds to gain their
trust; don't blow it.
• Many agents start conversations with: “I
understand you are falling behind on your
mortgage,” or, “the bank is reporting that
you are 60 days late on your house
payment…”
• NEVER mention that you know they are
late
5. Put Yourself In Their Shoes
• Late on your mortgage.
• Stressed about the payments.
• Embarrassed that this is happening at all.
• Would you want to talk to a stranger who
opened with the thing you'd most like to keep
hidden?
6. A Better Approach
• Don’t say anything about them being late
• Present yourself as a local real
estate/foreclosure prevention expert
• Offer to share free resources with anyone
who knows someone who is struggling.
7. Why Does This Work?
• You're not singling them out
• You're just providing information to the
neighborhood
8. Making A Good First Impression
• Knock, then stand away from the door
• When you hear someone coming, turn
your head away to disarm the homeowner
• When they come to the door, step back
• You don’t want the homeowner to feel
threatened
9. What to Say
• Introduce yourself as local real estate
expert
• “I’m sure you know someone having a
hard time making their mortgage payment
or owes more on their house than what it’s
worth.”
• “There are a lot of ways to avoid
foreclosure.”
• Leave them with a brochure and/or card
10. The Main Thing
The biggest sentence to get across is “I don't
know if this applies to you or not, but I’m sure
you know someone.” This non-threatening
statement disarms the homeowner and presents
you as a compassionate, concerned person
whose objective is only to help.
11. Have Something to Offer
• Do you have a brochure covering the
basics of avoiding foreclosure? If so, make
sure it's up-to-date and attractive
• If you don't have one, create one
• More thorough and visually appealing
than a flyer
12. The Long Game
• Soft-sell approach builds trust
• A follow-up may be in order
• Unless specifically requested not to, you
now have license to keep in contact with
them
14. Don’t Have Late Leads?
We have data on homeowners 30, 60, and
90+ days late on mortgage, refreshed
monthly direct from the credit bureaus.
Click here to get more info.
For more tips and scripts, visit our website.