Remember that Farming and Door Knocking is all about Relationship Building.

I love this quote by Tim Grant. He really sums up the essence of being a real estate agent.

He said. “You are NOT a common salesperson going door to door. You are building relationships within your community, you are welcoming new people who just moved into the neighborhood, you are inviting people to open houses, and there is no better way to gain a person’s trust and business than through face-to-face networking.”

Here are more key considerations for building strong relationships at the door. 

First, it is always very important that your primary Aim is to Nurture relationships over the long-term.

Remember, what you are doing is called farming for a reason. Like a real farmer, you are planting seeds and waiting for them to grow. Your seeds are the relationships you are building in your area. You want to mindfully grow these seeds into business. Ultimately, you want to become the most sought-after agent for your area… but that takes time. That takes nurturing those relationships and not pushing for sales.

Keeping this in mind, you do not want to go after contact information right away. When at the door, relate to these homeowners as people, not as targets for a sale. Build trust over time. Real estate transactions are some of the largest transactions people make in their life. Before they trust you as a real estate agent, they will likely begin trusting you with details about their life. Great agents are like many people rolled into one for their clients. Besides being real estate experts, they are a bit of a teacher, counselor, psychologist, and more. When they share information with you, show that you genuinely care. It’s all part of building and nurturing that relationship.

Here’s a summary of a few more Rapport Building Tips

Listen to your prospect.
Remember to pay close attention to prospects when they’re talking. Make sure your body language reflects that you are really listening to them.
Learn more about your prospect.
Ask questions that show you care about your prospect’s individual needs and that you’re not just searching for a sale.
Match the person at the door. 

Adjust your approach according to how your prospect is responding. If they’re slow and contemplative, match the conversation to their tempo and tone. You can also read their body language and micro-expressions to match them. Converse first as yourself and second as an agent. 

Don’t chase:

The moment you start chasing your lead, they feel they're being chased. This pushes them away. Turn that contact into a lead in the natural course of time.

Make prospects feel valued:

People love to feel valued. Thank your prospect for their time whenever they take time to talk to you at the door. Also be sure to say this sincerely. 

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