There’s an actual method to follow ups. It’s called “The 7 Touch Method.” 

When you are door knocking, every visit is a “touch.” Each “touch” you leave materials that keep warming them up to you, even if you don’t meet them. Your name and information represents you. Studies show that the magic number of touches is 5 to 7. That’s how many visits it takes to get a homeowner who is thinking of selling to warm up enough to discuss listing with you. This usually occurs slowly over the course of months, or up to a year. Remember, that your goal is to visit each door in your farming area once every month. After 5 to 7 months, they’ll be at the stage where they’re more likely to list with you. 

You might be wondering, why is 7 the magical number? That’s just the number the studies have found works. But it makes sense. It allows you to play out your long game, warming them up. As you plan your 5 to 7 touches, think of yourself as an educator. Remember what we talked about earlier in the course. You’re there to bring these homeowners value. You can also think about it as educating them. The materials you leave in your touch strategy helps educate them about their home value.

They also learn about the neighborhood. You can plan each “touch” around educating them in different ways and offering value as the local expert. Alternate between leaving area spec sheets, CMAs or even connections to local businesses (like coupons). We’ll get into the many material options in the next section.  

If you are wondering exactly how to plan and schedule your touches, don’t worry. I’ve answered these questions for you in an easy to follow downloadable 7 Touch Planner. It gives you the best options for each visit. After this video, print it off to get started planning your materials for each visit. 

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