Today in 5 minutes or less, you’ll discover:
✔ Canvassing Secrets from a Top Closer → Discover Dashaun Bryant’s proven 5 step framework for crushing it at the doors and booking inspections that turn into closed deals
✔ Psychology-Based Tips → How to make authentic connections, ask enrolling questions, and guide homeowners to a decision that’s in their best interest
✔ Implementation Essentials → The importance of consistent repetitions, tracking your progress, and continuously honing your craft to separate yourself from the competition
Want to take your door-to-door canvassing skills to the next level and fill your calendar with qualified appointments that turn into closed deals?
Most canvassers struggle to engage homeowners in meaningful conversations at the door. They awkwardly pitch free roof inspections, only to face constant rejection and frustration.
The spray-and-pray approach of reciting generic scripts simply doesn’t build the trust and rapport needed to be effective.
Discover The Proven Techniques Used By Top Closers To Canvass Successfully
Dashaun has mastered the art of door-to-door prospecting, personally knocking over 650 doors and closing millions in sales in just a few years.
By implementing Dashaun’s proven techniques, you can transform the way you approach doors, engage homeowners, and come away with booked inspections that convert to sales. His method is grounded in sound psychology and a deep understanding of human behavior.
Let’s break down each step of the powerful 5 part framework so you can start implementing it today!
Step 1: Ditch The Canned Pitch And Lead With a Curiosity-Provoking Ice Breaker
Most rookie canvassers default to generic greetings like “how are you doing today?” or awkward comments about the weather. These canned lines fail to capture homeowners’ interest and come across as insincere.
To effectively engage people at the door, you need a memorable opener that jolts them out of autopilot and makes them curious to hear more.
Dashaun shared some of his favorite curiosity-provoking ice breakers:
- “Thank you for asking how I’m doing! Most people just ask what I want.” This humorous pattern interrupt gets a laugh and invites them to inquire further.
- “This is a highly worked neighborhood. I’m sure you’ve seen people out doing what I do. Only difference is, they don’t look as good as I do!” Delivered with a smile and playful confidence, this challenges their preconceptions and disarms their natural sales resistance.
The key is to tailor your approach to the situation and make it feel genuine, not scripted. Look for subtle details you can comment on to make a personal connection, like a piece of sports memorabilia or unique landscaping feature.
Above all, don’t be afraid to have fun and let your personality shine through.
Step 2: Enroll Them With Strategic Questions And Word Play
Most canvassers dive straight into their pitch about free roof inspections, talking at the homeowner before they’ve earned permission to be heard. Instead, Dashaun recommends “enrolling” homeowners in the conversation with intriguing hooks and carefully-worded questions that get them saying yes.
For example, try opening with:
- “Have you heard about what’s been going on in the neighborhood?” When they say no and ask for more info, you’ve captured their interest and invited them into the conversation.
- “We’re out here doing free roof inspections because of the recent storms. Has anyone been by yet to check yours?” This creates awareness of a potential problem they may not know they have.
As you deliver your pitch, watch the homeowner’s body language to make sure you have their full attention. If they’re not making eye contact, they’re likely not listening.
Slow down and re-engage them, or even call out the distraction!
Remember, you can’t just tell them what to think. You have to ask strategic questions that guide them to your desired conclusion and make them feel like it was their idea.
Master salespeople are experts at helping people persuade themselves.
Step 3: Get Micro-Commitments And Make Them Sell Themselves On Your Offer
As you describe your irresistible offer, watch for signs the homeowner sees the value in it. Simple phrases like “does that make sense?” or “sounds good, right?” encourage them to affirm your points and take mini steps towards a yes.
- If they agree it “sounds good,” you’re 80% of the way to getting on the roof! In their mind, they’ve essentially already accepted your offer.
- If they hesitate, don’t argue or apply pressure. Simply remind them of the reasons they just said it sounded good and allow them to re-convince themselves.
The key is to make conducting the inspection feel like the logical next step based on the homeowner’s own words and reactions.
Psychologically, we’re all more compelled by our own reasoning than a salesperson’s canned arguments.
Step 4: Set Expectations And Preemptively Handle Objections
Before you hop on the roof to do your inspection, take a moment to clarify next steps and secure a firmer commitment. This protects you from wasting time on wishy-washy homeowners who will back out when it comes time to review your findings.
Try asking:
- “Just to make sure we’re on the same page, if I do find enough damage to warrant an insurance claim, you’ll want to take the next step, right?”
- “I just want to confirm – if the inspection uncovers storm damage, you’re ready to move forward with getting it taken care of, correct?”
Getting a verbal confirmation of their intent to act on your findings prevents buyer’s remorse and stalled deals. It also surfaces any lingering objections or concerns that could sabotage the deal down the line.
If they waffle or bring up a concern, don’t get defensive or pushy. Calmly circle back to the reasons they agreed the inspection was a good idea in the first place.
Remind them of the potential risks of leaving damage unaddressed, and the peace of mind that comes with knowing for sure.
Often, reframing their objection and re-stating their original motivations is enough to get them back on track.
The homeowner should feel like you’re a trusted advisor looking out for their best interests, not a salesperson trying to pressure them.
Step 5: Follow Up Relentlessly To Lock In The Deal
Securing the inspection is a major milestone, but your work isn’t done yet! Meticulous follow up is essential for ensuring your hard-earned opportunities don’t slip through the cracks.
Too many canvassers drop the ball here and leave money on the table.
Before you leave, set expectations with the homeowner for what comes next:
- Let them know another representative will be coming out to walk them through the paperwork and review their options
- Make sure you capture all relevant contact info and details about their situation to relay to the closer
- Book a firm appointment window for the closer to come out, and put it in your calendar with reminders
After the inspection, follow up with both your closer and the homeowner to make sure everything is on track. Don’t assume the deal will take care of itself!
Be proactive in your communication and look for ways to add value at each step. The fortune is in the follow up!
Implement The Framework to Knock Doors Like a Top Rep
Mastering the art of door-to-door prospecting is essential if you want to survive and thrive in today’s competitive market and trust recession.
Knocking doors isn’t about high pressure sales tactics or manipulative “closing techniques.” It’s about making authentic connections, asking great questions, and guiding homeowners to a decision that’s in their best interest.
By implementing Dashaun Bryant’s canvassing framework, you’ll be well on your way to becoming a top closer in your own right.
Remember:
- Ditch the pitch and lead with a custom ice breaker
- Enroll them in the conversation with intriguing hooks and questions
- Get micro-commitments and make them sell themselves
- Set expectations and handle objections preemptively
- Follow up relentlessly to lock in the deal
If you commit to working this strategy consistently, you’ll quickly separate yourself from the pack and create a reliable stream of qualified opportunities.
But knowing what to do is only half the battle – you have to put in the repetitions to build your skills and confidence.
Get out there and dedicate yourself to knocking 100+ doors each week using this approach. Track your results, notice your sticking points, and keep honing your craft.
Want a deeper dive? Check out the full masterclass with Dashaun here: https://go.topreptraining.com/canvassing-replay
To your success,
Chuck Thokey