"Door-to-Door Mastery: Unveiling the Emotive Path to Property Sales"


An example of a scenario when knocking on a prospect's house that is for sale and you're looking to list that property:


Estate Agent: "Hello, I'll be upfront. I'm one of those dreaded untrustworthy estate agents everyone loves to loathe. If you'd like me to leave, just say the word. Alternatively, let me have 30 seconds of your time and then decide? Sound fair

I’m very inquisitive - Can I pry a little? How did the house/property sale go?"

Prospect: "Well, we haven't sold our house yet."

Estate Agent: "Why do you think that is?"

Prospect: "Hmm, I'm not sure. We have it listed with ABC agent for the last 2 months."

Estate Agent: "It seems like you're not in a hurry to sell."

Prospect: "No, we are."

Estate Agent: "It sounds like you're not happy about that."

Prospect: "Yes, I need to sell."

Estate Agent: "That must be frustrating."

Prospect: "Yes, it is. I’ve had the house refurbished and spent a lot of money, I found another house that I love and don't want to lose it."

Estate Agent: "So it’s been on the market for 2 months after spending a lot of money, and it sounds like you’re anxious to sell as well and frustrated. I would be too."

Prospect: May well vent some more emotion.

Estate Agent: “Now, if you found a solution with another agent that had a number of potential buyers, what would you want to do next?"


Notice how the agent drills down to the emotion. People buy or will change agents if you can hit an emotion. People then justify intellectually.


It's possible to approach the seller and propose signing an agreement with you to start after the current contract with the other agent expires. This agreement would essentially be a listing agreement, granting you the right to market and sell the property once the sole agency agreement with the other agent concludes. Alternatively, they can go multi-agency with you.


*Note-If someone says, "Why do you think it’s been sold?" and it’s got a for sale sign outside. Agree, say, "I know it’s been up there for a while. I thought it must have sold and been overlooked."


Agents generally know how long a property has been on the market. Always let the prospect tell you how long it’s been on the market. Again, you’re feeding into their emotions.


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