Struggling with door knocking.
Any tips on what to say when going door to door? The company Im at has zero info / lead generation so I feel like im stumbling around in the dark. 


What do you normally do to prepare yourself before you head out to door knock?
[{"id": "dy9telt", "text": "i have a pretty streamline system. I like to leverage technology. My format is:\n1. Gather the building data (check out a resource like landvision)\n2. Import the addresses you want to visit into google \"My Maps\"\n3. visit each building, you can use your phone and my maps to plan the most efficient route. I do office, so instead of going into each office, i take a photo of the directory and go back and do all the internet research on who the leadership is etc. \n4. Dial, Dial, Dial, and Dial some more. \n\nAlso as a side note, always always back up your data on your personal computer. Depending on what CRE company you work for, they may make an aggressive effort to take all your intellectual property if you decide to go with another firm. Have everything backed up at home. ", "replies": [{"id": "dy9txrg", "text": "Thanks for the tips. I will check out land vision. I guess my question was what to do you do when you physically walk into a space or building but haven't previously learned any info on the company and what are some things to say to get the conversation going.\n\nI work in industrial and businesses won't always have receptionists and the workers won't be the friendliest / forthcoming with info.", "replies": [{"id": "dy9uu1w", "text": "The goal for door-knocking (canvassing) is to put a brochure or some marketing material with your name on it in front of the business owner (hoping that the receptionist passes it along). 99 times out of 100 you will not be making contact with the building owner/CEO/decision maker when you walk in the door without an appointment. When you drop off your marketing material, grab a business card and pump whoever you make contact with for information (who is the building owner, do they rent the building, how long have they been there, is their business growing, what's the decision maker's email address, etc). You might not get any questions answered, you might get a lot. When you are done canvassing for the day, take all the business cards you gathered and research the companies and their leadership. Then call and try to get through to the decision maker. Asking for the CFO is more likely to get you past reception than asking for the CEO. Talk to that person about the marketing information you left, see if there's any interest, and try to set up a meeting. \n\nDon't feel like you're a failure if you don't meet with a decision maker when you are walking door to door. The canvassing provides you a reason for calling them later (ie, \"did you get the brochure I left for you? Oh, you didn't? Let me tell you about this building I have listed...)", "replies": [], "depth": 3}, {"id": "dy9v0yb", "text": "well the best way to have a high turnover is to a) know who you need to ask for (i would research the company and check out the business license to get the owners name) and\nb) When you do get in touch with the \"Decision Maker\" make sure you use your time wisely, because you basically get 15 seconds to make your impression. \n1. don't ask them how they are doing or if this is a good time to talk. \n2. Make sure they know what you do, and give them a short strong example of your results. \n3. Make sure they know why you're there. \n\nExample statement i use canvasing:\n\" Hi Mike, this is John smith, i negotiate warehouse leases and i just completed a lease nearby where we got our tenant 5 months of free rent and a below market rate. I wanted to ask you how long was left on your current lease, because we would like to work with you on a renegotiation when it comes close to expiring.\" \n\ni don't bother giving my business name in my pitch, they don't really care\n\nAvoid saying things like, Umm, sure thing, to be honest, honestly, etc.\n\nif you dont have any experience, you should already be expecting to bring a \"Senior\" (someone with experience), on a few of your first deals to help you out. Ask that person about their recent deals and if you can quote them to the people you are canvasing. \n\ni dont bother with cards and i actually avoid walking in if i can help it. In today's age, i think its better to spend 10% time canvasing and 90% logging calls, emails, linkin, mailers. then actually spending time walking. Just remember, you can take an entire day and stop in and talk to 15 buildings. or you can make 80 phone calls. I think the turnover is about the same. If your in your twenties (like me), i think it actually hurts you, as many people will not consider you an expert in your field based on your age alone. \n\nAlso, when leaving a voicemail, be short, consise, and authoratative, without giving away information indicating your soliciting. Example: \n\n\"Hi Mike, this is John Smith with JLL, i will be in the office until 5:30 today. Give me a call please at XXX-XXX-XXXX. (hang up). \"\n\nI know this is littered with errors, but i don't care lol. ", "replies": [], "depth": 3}], "depth": 2}, {"id": "dyaoibm", "text": "What happens if you've got a non-solicit with that firm? ", "replies": [{"id": "dydnyc0", "text": "Call back a year later. ", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "dy9wkk9", "text": "When I started out I went door to door also. It's a lot of failure to deal with, but it's all a numbers game. I had a few different techniques that I would use: One would be putting my marketing material in an envelope instead of handing the brochure or whatever you're using directly to the receptionist. This I think got my material to the correct person more often. To take this a step further, for larger tenants I was especially interested in I would find out the name of the individual and address the envelope to them. Put in your material and a business card.\n\n The main goal should always be to find a way to speak with the owner, president, etc. so asking reception if they are available to briefly discuss is a must, but if not at least they have your material.\n\nThen there were the white whales of my market - The tenants that every broker would love to build a relationship with. For those few I would actually get the receptionist a $5 gift card to starbucks or some small gift to pass it along. That's not for everyone, but I found it valuable for certain tenants. \n\nMy last bit of advice is try both phone and door to door cold calling and see what one you have more success with. It's a numbers game so sometimes calling can get you a lot more traction. I worked in office space so I was able to hit multiple offices pretty quickly in a multi tenant building.\n\nFeel free to reach out if you have any other questions. Put in the time and effort and eventually you wont be cold calling so much.", "replies": [{"id": "dya1h3c", "text": "Thanks for the great info. My biggest challenge im faced with is finding a purpose to walk in the door.(obviously to try and get a lead or list a building) Meaning, what do I tell the receptionist my reason for being there?  I don't have any listings in the area.  I do have a couple guys I could bring a potential building for sale to but who doesn't have buyers right now.\n\n\nWhat are your favorite resources to utilize to dig up info on a company?\n", "replies": [{"id": "dya3jb6", "text": "That's understandable to feel that way. I'd go in with a purpose to share my knowledge of the market. I'd do things like find comps from neighboring buildings and use that as a tool to start a conversation. ALL owners are curious what their neighbors are paying and if you can generate that small amount of interest, grab their email address and run a survey for them the moment you get back to your office and show them whats available. Sometimes it's that easy, and sometimes I would update these owners every few months with an email or call for years before they were ready to make a move. Finding out their lease expiration date (if they are leasing) is a huge help here. It's creating these types of relationships that builds your clientele. If you can't find a ton of reliable comps - asking rates, NNN charges, etc. of neighboring buildings is plenty. I've been as straight forward as saying \"Would the owner or whoever is in charge of handling your leasing be interested in knowing the neighboring building's asking prices?\"\n\nGive this a try: Find some tenants that you want to cold call that are located near a building that a broker in your office reps. Tell the broker in your office that you want to cold call the building next to the one they rep and ask if you can use their building as a good reference point. They will love the idea of you advertising their building for them and you will get solid information to use. I not only got tenants like this, but was brought on to rep buildings with the broker who I brought a tenant.\n\nIn terms of digging up information on tenants I would walk into the lobby of a multi tenant office building and snap a picture of the directory. From there I would use google and see what I could find. Pretty basic but it worked.", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "dyatkg2", "text": "Walking and driving are good to see what the business is like. You are in industrial, so, do they have enough truck parking or is there a line of trucks waiting to get in. Is there enough parking for the employees or are they parked all over the street. Try to see shit that is not working, these people may need a new space. \n\nAlso, see who has signs in your area. You called that guy 3 months ago and he said he was not looking but X at Y company got that listing WTF!\n\nYou learn a lot when you walk around. You are probably not going to meet the decision maker, but you can see who needs to move ect. \n\nAnd, you mostly want to be landlord rep, not tenant side. So walking is not the best way to get to the heart of the matter unless you get owner occupied buildings, then it is another story. \n\nYou are there to put a story together of how business is doing, who is moving, if their space is working or not, and how you can help. You also want to know what is going on in the market, who is moving in and who is moving out, and those are things you cannot understand if you never leave the office. \n\nYou are a mother fucking street broker, take back the streets! ", "replies": [], "depth": 1}, {"id": "dyrm9tz", "text": "Literally knocking on doors cold is a hard way to make a living. Do you have a track record in the area? Encyclopedic knowledge of the area, developments, lease rates, sales prices, zoning, taxes, etc? If not, what are you even offering someone who answers the door?", "replies": [{"id": "dyrmqqt", "text": "I do have information about lease rates, sales prices for buildings I've sold, what others have sold, new builds going up etc. My main issue was walking in ice cold trying to talk to someone.\n\nSince i made this post I have been using reference USA. Im pulling info for businesses on the street im working that day or week and calling ahead of time just to get my name in their ear and see if it would be alright if I stopped by in the future to let them know what I've been working on and what other properties have sold / leased for.", "replies": [], "depth": 2}], "depth": 1}, {"id": "dzefygk", "text": "Hey gents, \n\nI've found that good info for office tenants and GOOD reasons to call can be drawn from the following: \n\n**\\-\\-rental comps**...\u00a0**what are deals being done at?**\u00a0  \n**\\-\\-Concessions**  \n**\\-\\-what are Landlords offering to gain tenants**?\u00a0  \n\\-\\-.**e. tenant improvement allowances**,  \n\u00a0\\-\\-**free rent, etc.**\u00a0  \n\\-\\-**The best practice here is to put yourself in their shoes, what would you want to know as an office tenant?**\ud83d\udcf7", "replies": [], "depth": 1}]