How do you use “door-knocking” as an effective approach to finding deals in your real estate business? What are the dos and don’ts in using this strategy?
Take a look at this short video and learn the answers from Jay Conner & his guest Dwan Bent-Twyford.
Dwan started as a broke, single mom who had been fired from Denny’s! Having nowhere to go but up, she started rehabbing foreclosures.
Fast forward 30 years to NOW. Dwan’s insane amount of investing knowledge and her unique, open-style, and down-to-earth personality make her a highly sought-after podcast guest.
Her latest book was also a New York Times Best-Seller co-written with Steve Forbes called “SuccessOnomics.” Mr. Forbes chose Dwan to help write his book because he, also, considers her to be one of the nation’s top real estate investing experts.
Dwan has closed over 2,000 real estate deals through flipping and rehabbing. She is the founder of Dwanderful; a company that specializes in teaching real estate investors how to become millionaires and live their dreams!
Click on this link to watch the complete episode: https://youtu.be/Pk_ai5a9udg – “Helping People Getting Through Foreclosures with Jay Conner & Dwan Bent-Twyford”
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Jay Conner:
You are an expert on door knocking and you know, being right there in person. What is your approach when you knock on the door, I’m even out of the detail of the step, back down the steps. Do you stop, stay away from the door? What happens? You knock on the door and watch your like bullet point scripting. When they answered the door.
Dwan Bent-Twyford:
That is such a good question. So basically, you know, I have like I usually have, like, I have something in my hand, like a clipboard looking thing and I got my pen and I’m like, they answered it. I’m like, Hey Mary. And the way, yes. So I have this clipboard and on it is actually all of the foreclosure. So I print them out so that their name is on a list and I can physically show them this list. And I just say, Hey, my name is Dwan and I’m a full-time real estate investor. And we specialize in helping folks that have a problem with their property. And I’d really like to know what I can do to help you out, and what have you done so far? Just that simple. And they’ll say like, Oh, you know, I don’t have a problem.
I said, well, see this list right here. Your name is on here. So this says you have a problem, but you know, it could be wrong, but let’s just talk about your situation. And then they’ll say, well, I’m behind a couple of payments. And then I hand them my fed-up with foreclosure package. And I say, well, these are 10 options that you can do to try to buy time, to stay in your home or sell it if you want to. And these are your options. Let me give you free information. But the 30 page packet, here’s some free information. Let’s talk about some of these options and see what you’ve been doing and see what we can do to make things work out. So by handing them that information packet, it takes the first of all, it takes the pressure off of me to conversate with them.
It also takes the pressure off of them to be like, Oh my gosh, why is this woman at my door? And we’re looking at this paper, we’re talking about, did you try a loan modification? Did you try forbearance agreement? Did you try this? Did you try that? And then, and then they open up and they’ll start talking to me. So it’s really a simple, it’s just like, I specialize in helping folks. Like you solve their problems. I know what I can do to help you out. And almost always, I don’t have a problem. And they’re like, well, I’ve got all these foreclosures right here. Cause I printed from the courthouse and there’s your name right there. So maybe it’s a mistake. So let’s just talk about it for a minute. And they open right up. But I do step back, I do step back because you know, it’s COVID but I stepped back anyway because a lot of times it’s just a woman answers the door. And if you’re right there, like, you know, you don’t want to scare the person either. So I stepped back about three feet and then I talk, unless I hand them the information, they just blurt out everything that’s happening.
My crazy husband and you know how bill looks, and everybody loves us.
Sometimes. Yeah, they do. Typically. I don’t, I used to always just go in and sit and talk with people. But I find that what happens is when they invite you in, you end up sitting down with them for three hours and they’re telling you all the things that are wrong and why they’re not a loser and how this, you know, they don’t know what happened. And if they don’t work with you, you wasted so much time.
So what I say now is, and it’s not that I don’t want to listen, but I’ve had that happened to me, hundreds, thousands. I’ve had, it happened to me thousands of times where I spent three hours with someone that didn’t work with me and I can’t like give them a seminar. You know? So now what I do is I say, Hey, listen, I’d love to come in and talk, but I have to talk to all these people on this list today. Let me get your phone number. And you I want you to look at this package and I’ll call you back tomorrow. It’s like, it’s short and they can look through the package. I called them the next day. And then on the phone, I can get more to the point. Do you want to move? Do you want to stay? What’s your financial situation? How can I help you?
So I don’t come in anymore. I did for, I mean for like a decade. And then I’d be in there and they’re like, then they’re like making me tea and we’re having cookies. And next thing you know, I was like, Oh my gosh, I’ve been here two hour what am I doing? I haven’t stopped doing that. Cause you know, I like to talk and then they talk and they see, you know, it’s like the next day.
Jay Conner:
Oh my word mercy. The so you get their information. You follow up with them. So now your average visit is what? 10 minutes?
Dwan Bent-Twyford:
Tops, 10 minutes tops.
Jay Conner:
It sounds to me like your objective is to give them the packet and get their phone number. And you’re pretty much done.
Dwan Bent-Twyford:
I’m done for today. My objective is to get a phone number. Even if they say I don’t want help, I’m not interested. Then I say, well, let me lead this information package because it’s free, but let me have your phone number so I can double check and see why your name is on this list. Now, techically I can’t get them off the list at the courthouse, but I can certainly call the courthouse and say, Hey, is this person scheduled for foreclosure? So when I call them to say, look, I called the courthouse and you got to foreclosure sale date 90 days. So something’s going on there? What do you think about the package? And I can talk to them. So my objective is to get a phone number, call them back, let them read it, actually make a phone call if I need to. But I, I want their phone number because I just, I can’t, I just can’t stand there. And talk like I used to, I learned to value my time and I also learned that people want to talk and it doesn’t mean they want to work with you.
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