If you’re circling a property, especially ever-smaller concentric circles but don’t result in putting your knuckles to the wood, you’ll never have any success until you get over the fear of talking to strangers.
My parents even told me, “don’t talk to strangers.” However, talking to strangers is what I do best. It’s also made me a pile of dough, too.
You’re objective, of course, is to talk to a principal, that is, someone who has the capacity and power to do business with you. A 17 year old cannot conduct business with you (unless they’re legally emancipated). A senior with Alzheimer’s disease or an adult who has lost the capacity to take care of their own legal affairs cannot be a principal.
And, a tenant, lessee or otherwise simi-related interloper cannot act as a principal nor will they ever (EVER!) lead you to the promised land. At least, I’ve never had a tenant-type person ever provide me any useful info that lead to locating the principal and closing a deal
So, you’re standing at the curb, waiting for some devine guidance to be provided at the last second before you approach the door. You knock, wait, knock again, and then ring the doorbell if no one answers just to be sure that they heard you. And you’ve stepped back a litle so that you won’t be eyeball-to-eyeball with the person when the door opens, right?
Just what do you say when they answer the door?
How about telling them your name before they ask, like this: “Hi, I’m Rick, and I’m trying to reach Bob Martin. Are you Mr. Martin?”
If he says yes (hopefully “Bob” is not wearing a dress and feather boa) just be straight-forward and ask Bob what you want to ask him. I.e, “I’m following up on my letter from last week. Can we talk about that for a moment?”
“Bob, I’m hear to ask you if you have any plans for the Elm Street property. What do you want to see happen with it?”
If you’re not talking to Bob, ask nicely “when you can reach Bob…is he home now?” I think that he’ll want to know that I was here. What’s the best way to reach him during the day? Day phone? Is there another number for him in the early evenings? If you’ll please give him this note, just let him know that Rick needs to talk with him and he can call me at 714.555-1234. Thanks”
Now, that didn’t hurt much, did it?
We’ll talk a little about schmoozing for dollars next time.
