The

Ultimate Door Knocking Scripts

by: Mike Sherrard

Just Sold

[You] * knock knock *

[Home Owner] Hello?

[You] Hi! My name is ( - insert your name - ) with ( - insert your brokerage name - ),
how are you today?

[Home Owner] Good, yourself?

[You] Good! Don’t worry; I’m not going to ask you to sell a house… BUT because the
home down the street sold for ( x )% of list price in ( x ) days, a few of our neighbors
have been reaching out with questions about the value of their home and the
community. I just wanted to see if you have any questions about the value of your
home, or the neighborhood in general.

[If “yes”. If the homeowner gives any reply that resembles a yes, answer all
questions and push for a free, no obligation, and home evaluation appointment.
If “no”. Proceed below]

[Home Owner] I’m not really interested…

[You] Ok! No problem… I understand now might not be the right time. One thing I
will offer, which I give to most of our community and the feedback has been
amazing, is our monthly market report. It shows you the activity going on in the
neighborhood with sales and new listings so that even if you’re thinking 1, 2 or 3
years down the road, at least you’ll have an idea of how our neighborhood is doing!
Would that be of interest to you as well? …You can opt out at any time and it’s only 1
email per month…

[If “yes”. If the homeowner gives any reply that resembles a yes, get their contact
information (first and last name, phone number, and email address) and add it
to the notes on your phone. From there, continue with your follow up plan and
send a personalized thank you email later that day + set them up on the monthly
market report.
If “no”. Proceed below]

[Home Owner] No thank you, not interested at this time.

[You] That’s OK! It sounds like you’re ok for the time being. Would you mind if I
follow up in 6 months in case anything changes, or if any questions come to mind?

[If “yes”. If the homeowner gives any reply that resembles a yes, get their contact
information (first and last name, phone number, and email address) and add it

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 The Ultimate Door Knocking Scripts
by: Mike Sherrard

to the notes on your phone. From there, add a note in your calendar to follow up
after 4 – 6 months..
If “no”. Proceed below]

[Home Owner] No thank you.

[You] No problem at all. Well I truly appreciate you taking the time to speak with
me this evening, it was a pleasure meeting you. Before I go, I have to ask, do you
happen to know any friends, family, or neighbors in the area that you think might be
looking to make a move?

[If “yes”. If the homeowner gives any reply that resembles a yes, get their contact
information (first and last name, phone number, and email address) and also
try to get the referrals contact information.
If “no”. Proceed below]

[Home Owner] No, I don’t think so.

[You] Ok well thank you for giving it some thought anyway! I’ll give you my card
and door hanger anyway in case anything crosses your path, and I hope you have a
wonderful day.

[Home Owner] Thank you, you as well.

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 The Ultimate Door Knocking Scripts
by: Mike Sherrard


Just Listed

[You] * knock knock *

[Home Owner] Hello?

[You] Hi! My name is ( - insert your name - ) with ( - insert your brokerage name - ),
how are you today?

[Home Owner] Good, yourself?

[You] Good! Don’t worry; I’m not going to ask you to sell a house… BUT the home
down the street was just listed, and a few of our neighbors have been reaching out
with questions about how it might impact the value of their home and the
community. I just wanted to see if you have any questions about the value of your
home, or the neighborhood in general… As you know… typically when one goes
up, others are soon to follow!

[If “yes”. If the homeowner gives any reply that resembles a yes, answer all
questions and push for a free, no obligation, and home evaluation appointment.
If “no”. Proceed below]

[Home Owner] I’m not really interested…

[You] Ok! No problem… I understand now might not be the right time. One thing I
will offer, which I give to most of our community and the feedback has been
amazing, is our monthly market report. It shows you the activity going on in the
neighborhood with sales and new listings so that even if you’re thinking 1, 2 or 3
years down the road, at least you’ll have an idea of how our neighborhood is doing!
Would that be of interest to you as well? …You can opt out at any time and it’s only 1
email per month…

[If “yes”. If the homeowner gives any reply that resembles a yes, get their contact
information (first and last name, phone number, and email address) and add it
to the notes on your phone. From there, continue with your follow up plan and
send a personalized thank you email later that day + set them up on the monthly
market report.
If “no”. Proceed below]

[Home Owner] No thank you, not interested at this time.

[You] That’s OK! It sounds like you’re ok for the time being. Would you mind if I
follow up in 6 months in case anything changes, or if any questions come to mind?

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 The Ultimate Door Knocking Scripts
by: Mike Sherrard

[If “yes”. If the homeowner gives any reply that resembles a yes, get their contact
information (first and last name, phone number, and email address) and add it
to the notes on your phone. From there, add a note in your calendar to follow up
after 4 – 6 months..
If “no”. Proceed below]

[Home Owner] No thank you.

[You] No problem at all. Well I truly appreciate you taking the time to speak with
me this evening, it was a pleasure meeting you. Before I go, I have to ask, do you
happen to know any friends, family, or neighbors in the area that you think might be
looking to make a move?

[If “yes”. If the homeowner givse any reply that resembles a yes, get their contact
information (first and last name, phone number, and email address) and also
try to get the referrals contact information.
If “no”. Proceed below]

[Home Owner] No, I don’t think so.

[You] Ok well thank you for giving it some thought anyway! I’ll give you my card
and door hanger anyway in case anything crosses your path, and I hope you have a
wonderful day.

[Home Owner] Thank you, you as well.

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www.AgentWolfPack.com
 The Ultimate Door Knocking Scripts
by: Mike Sherrard




Open House Invite

[You] * knock knock *

[Home Owner] Hello?

[You] Hi! My name is ( - insert your name - ) with ( - insert your brokerage name - ),
how are you today?

[Home Owner] Good, yourself?

[You] Good! Don’t worry; I’m not going to ask you to sell a house, BUT this ( - insert
which day - ) we are having an open house just down the street at (- insert address -
) from / to ( - insert time here - ). However, from / to ( - insert exclusive time here - )
we have having an exclusive “invite only” open house for the neighbors to check it
out, or for any friends or family you might know looking to move to this beautiful
area.

[Note: Often times for this exclusive time I will bring refreshments & local baked
goods, a giveaway, or something special that is somewhat enticing and peak
their interest. This is also something you can mention to continue the
conversation and hopefully get them to say yes!]

[If “yes”. If the homeowner give any reply that resembles a yes, answer all
questions and push to get their contact information so that you can send them a
reminder the day of, or the day before, to ensure they remember and show up.
If “no”. Proceed below]

[Home Owner] I’m not really interested…

[You] Ok! No problem… I understand you might be busy during this time or have
prior commitments. While I’m here, one thing I will offer, which I give to most of our
community and the feedback has been amazing, is our monthly market report. It
shows you the activity going on in the neighborhood with sales and new listings so
that even if you’re thinking 1, 2 or 3 years down the road, at least you’ll have an idea
of how our neighborhood is doing! Would that be of interest to you as well? …You
can opt out at any time and it’s only 1 email per month…

[If “yes”. If the homeowners give any reply that resembles a yes, get their contact
information (first and last name, phone number, and email address) and add it
to the notes on your phone. From there, continue with your follow up plan and

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 The Ultimate Door Knocking Scripts
by: Mike Sherrard

send a personalized thank you email later that day + set them up on the monthly
market report.
If “no”. Proceed below]

[Home Owner] No thank you, not interested at this time.

[You] That’s OK! It sounds like you’re ok for the time being. Would you mind if I
follow up in 6 months in case anything changes, or if any questions come to mind?

[If “yes”. If the homeowners give any reply that resembles a yes, get their contact
information (first and last name, phone number, and email address) and add it
to the notes on your phone. From there, add a note in your calendar to follow up
after 4 – 6 months..
If “no”. Proceed below]

[Home Owner] No thank you.

[You] No problem at all. Well I truly appreciate you taking the time to speak with
me this evening, it was a pleasure meeting you. Before I go, I have to ask, do you
happen to know any friends, family, or neighbors in the area that you think might be
looking to make a move?

[If “yes”. If the homeowners give any reply that resembles a yes, get their contact
information (first and last name, phone number, and email address) and also
try to get the referrals contact information.
If “no”. Proceed below]

[Home Owner] No, I don’t think so.

[You] Ok well thank you for giving it some thought anyway! I’ll give you my card
and door hanger anyway in case anything crosses your path, and I hope you have a
wonderful day.

[Home Owner] Thank you, you as well.

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 The Ultimate Door Knocking Scripts
by: Mike Sherrard







Expired.

[Note: The expired and FSBO approach are going to be different from the other
approaches as these are considered “warm” leads, since they have already
identified that they want to sell. Therefore, you need to do more preliminary
work in order to convert at the highest rate]

_________________________________________________________________________________________________

Preliminary Work: Research why their home may have expired. You need to find
key things that you can leverage when talking to the Seller. This is like loading your
ammunition before going into battle. The more information you can come prepared
with, the better positioned you’ll be for handling any objections
• Was it overpriced? Was the marketing terrible? (Poor quality photos, etc.).
• Were there mistakes on the MLS information? (Forgot to include key features
of the home).
• Did it need some staging, painting, or any other sort of attention?
• Does the previous Real Estate Agent have no experience in that community
or price point?
_________________________________________________________________________________________________


[You] * knock knock *

[Home Owner] Hello?

[You] Hi! My name is ( - insert your name - ) with ( - insert your brokerage name - ),
how are you today?

[Home Owner] Good, yourself?

[You] Good! I’ve been by this home a few times now on my travels and couldn’t help
but notice that your ‘For Sale’ sign is gone, but it wasn’t marked as sold. I was
wondering what happened!

[Home Owner] Well… It didn’t sell (obviously).

[You] Damn! That’s a shame… Do you have any ideas as to why it didn’t sell?

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 The Ultimate Door Knocking Scripts
by: Mike Sherrard

[If “yes”. If the Seller begins to explain what the previous Realtor did wrong, find
ways to leverage those pain points and use them to your advantage by bringing
out some of the ammunition you found during your preliminary research. If the
Seller begins to say things solely about “the market” or “not being the right
time” and nothing related to what the previous Realtor did wrong, begin to
correct him politely by saying “I completely understand and respect your
opinion. However, I was doing a bit of research on this home and noticed… (this
is where you bring out your ammunition).
If “no”. If the Seller admits they do NOT know why it didn’t sell, bring out your
ammunition. If the Seller says “no” and begins to explain that they don’t think
they want to move anymore or are sick of trying, proceed below. ]

[Home Owner] No, I don’t think we want to sell anymore...

[You] I can understand your frustration, especially after having such high hopes for
starting your new chapter. I’m curious, why did you decide to sell in the first place?

[If “yes”. If the Seller begins to explain why they decided they were going to sell,
this is an opportunity for you to learn their motivation. This is where you can
really leverage the emotional aspect and begin doing things like future-pacing...
Once you know their motivation, for example, if it was for family reasons, new
job opportunity, etc. Use future-pacing and begin objection handling by stating
“Wow, now I can really understand how much this move would have meant to
you, I can only imagine how amazing it would be to (live closer to your family
and have more time to spend with them / have that new, better paying,
promotion at your job, etc.). Explain, again by leveraging your ammunition, how
you would be able to make that a reality and help them achieve that better life.
If “no”. Proceed below]

[Home Owner] I’m just not interested anymore...

[You] Ok you got me… How about this? I’ll create a custom listing plan for you based
on all of the things I know went wrong with the last time you listed, because I’m
confident I can get the job done for you and help you get (closer to your family, that
new job, etc.). All I am asking is for you to sit down with me this week so we can go
through it together. There is absolutely no obligation to list, but I know you’ll be
impressed with what I have to show you.

[If “yes”. If the home owners give any reply that resembles a yes, get their
contact information (first and last name, phone number, and email address)
and schedule an exact time for the appointment. This way you can follow up the
day of or the day before to remind them.
If “no”. Proceed below]

[Home Owner] No, like I said, I’m not selling anymore.

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 The Ultimate Door Knocking Scripts
by: Mike Sherrard


[You] Ok well thank you for hearing what I have to say. I truly believe I can get this
home sold quickly, and for top dollar, for you. We both know you (how much your
family would appreciate spending more time with you, how much you deserve
promotion, etc.). I will leave you my card so that you can get in touch if you change
your mind, otherwise I will swing by in the coming weeks to see how things are
going.

[Home Owner] Have a good day.

[You] Thank you! You as well.

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 The Ultimate Door Knocking Scripts
by: Mike Sherrard









For Sale By Owner (FSBO).

_________________________________________________________________________________________________

Preliminary Work: Research things like what % of FSBO homes actually sell vs.
how many sell when represented by a Real Estate Agent, as well as the comparable
homes in the area. You need to find key things that you can leverage when talking to
the Seller. This is like loading your ammunition before going into battle. The more
information you can come prepared with, the better positioned you’ll be for
handling any objections.
• Is their home overpriced? (usually)
• Are they doing any marketing? (usually not)

The biggest things to leverage with FSBO is the following:
• Security: When represented by a Realtor, we have insurance and we vet all
of our clients (hopefully you are doing this) before showing them homes. If a
Seller is going to let a stranger into their home, there is little to no control
over what happens.
• Stats (Sold Price, Days on Market, etc): Typically FSBO homes sell for less
than Realtor represented homes. Also, when you have a Realtor representing
your home, they are fighting to get top dollar for it. When there is only a
Realtor representing the Buyer, that Realtor is fighting for the lowest price
possible, and the FSBO has no industry knowledge or negotiating tools to get
more for their home.
• Missed Opportunities: If a FSBO Seller works 9-5 they are often times
missing out on showing opportunities during the day. If there is a buyer in
town for one day, and the Seller cannot show that Buyer the home because
they are at work (in comparison to a Realtor having the flexibility to do so)
they will miss out on that offer.
• Exposure: Typically they don’t know how to market or have any marketing
tools, and the photos are terrible. So they have no way to stand out amongst
the other inventory, get in front of people, or showcase the true quality of
their home.

The difference between Expired and FSBO is that the Seller of an Expired listing has
tried to sell, but they weren’t able to get the job done. Therefore, they are often
demotivated and discouraged, and you need to help them understand what went

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 The Ultimate Door Knocking Scripts
by: Mike Sherrard

wrong when they made their previous attempt, and how you will be able to get the
job done this time around. The Seller of a FSBO is often convinced that they can sell
the home themselves and don’t need a Realtor. Therefore, you need to help them
understand the reality of home many FSBO homes actually sell, and how much of an
advantage it would be to have an experienced and driven agent working to get them
top dollar in the shortest amount of time.
_________________________________________________________________________________________________


[You] * knock knock *

[Home Owner] Hello?

[You] Hi! My name is ( - insert your name - ) with ( - insert your brokerage name - ),
how are you today?

[Home Owner] Good, yourself?

[You] Good! The reason I’m here is because I’ve been getting excellent results this
year in our community, and wanted to know what I can do to help you! I do things
quite differently than most agents, hence the results…

[The homeowner will usually say something like “sure, you could bring me a
buyer” or… no. If they say bring me a buyer, begin to explain how you can check
your database for a buyer, but if you don’t have one right now, if they decided to
work with you, you could use some additional marketing techniques (Social
media marketing, etc.) in order to attract more buyers in the area.]


[Home Owner] No…

[You] Ok no problem at all! So how long do you think you’ll take before considering
hiring a strong agent like myself, to go above and beyond to get your home sold?

[The homeowner will typically either say something like (-X-) months, or that
they are just going to try by themselves for now. If they give you a timeline,
leverage that by explaining how having the home sit on the market for that long
will likely hurt a buyers perception of the home, wondering why such a beautiful
home has sat on the market for so long. If they say never, or that they are going
to try themselves, continue..]

[Home Owner] We are just going to try ourselves for now.

[You] So you aren’t looking to get it sold right away for top dollar? That’s ok… Let
me ask you something, what made you decide to move in the first place?

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 The Ultimate Door Knocking Scripts
by: Mike Sherrard


[Here, you are trying to extract their emotion and motivation. Similar to the
Expired script above, you want to find out what made them decide to move so
you can leverage that in your objections and scripts going forward.]

[If “yes”. If the Seller begins to explain what their motivation is, use similar
techniques as the expired to leverage this motivation and pull on their
emotional strings, future pacing, etc. and how you would be able to help them
get the job done quicker for more money, despite their expectation to save while
not using a Realtor. Use your ammunition (things like how many FSBO homes
sell vs. Realtor represented, and if FSBO homes do sell, how much less they sell
for than if represented, to demonstrate to them that you will actually be saving
them time, effort, and money in the end by helping them.
If “no”. If the says no, and they do not want to disclose why they are moving,
continue below. ]

[Home Owner] I’d rather not say...

[You] I understand; I want to respect your privacy. One question… Have you ever
thought about the safety concerns associated with selling a home by yourself, or the
number of buyer opportunities you’re missing each and every day? Not only that…
But how much money you’re losing as well?

[From here, begin to explain the safety concerns, missed opportunities if they
work during the day and due to lack of professional exposure, in addition to the
stats mentioned above about days on market, how many don’t sell, how much
lower they sell for, etc.]

[This should be enough to get the conversation rolling and building up
momentum. You want to leverage your ammunition (stats, motivation, etc.) to
the point of setting an appointment. Otherwise, if you are not able to get an
appointment set at that time, follow up again in a week’s time].

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