What is Door Knocking?
Door knocking is a lead generation strategy where real estate investors or their team members physically visit properties to speak directly with owners about selling. It is the most personal and highest-conversion form of outreach, but also the most time-intensive and geographically limited.
Why door knocking works
Face-to-face communication builds trust faster than any other channel. A motivated seller who ignores mail, screens calls, and deletes emails may open the door to a friendly, professional person standing on their porch. The conversion rate from door knock to appointment is typically 3-8%, compared to 0.5-2% for direct mail and 1-3% for cold calling. The higher conversion compensates for the lower volume.
When to door knock
Door knocking is most effective for: high-value target properties where the potential assignment fee justifies the time investment, properties that have not responded to mail or calls, vacant properties where the owner might be a neighbor, and driving-for-dollars leads where you have already identified the property visually.
Best practices
Appearance: Clean, professional but not overdressed. Polo shirt and khakis, not a suit. You want to be approachable. Carry a clipboard or tablet with property information.
Timing: Late afternoon (4-6 PM) and weekends yield the best contact rates. Avoid early mornings and late nights.
Script: Keep it simple. "Hi, I'm [name]. I buy houses in this neighborhood and noticed your property at [address]. Have you ever considered selling?"
Safety: Always tell someone where you are going and when to expect you back. Carry a charged phone. Trust your instincts — if something feels off, leave. Never enter a property alone with a stranger.
Door knocking vs driving for dollars
Driving for dollars identifies properties. Door knocking attempts to contact the owner. They work together: drive the neighborhood to spot distressed or vacant properties, then door knock the ones that look most promising.