1.1 The 7-Second Rule
Research shows people form a first impression in roughly 7 seconds. At the door, that clock starts the moment they see you. Your body language, facial expression, and opening tone matter more than your words.
- Smile before the door opens — they see your face before they hear your voice
- Stand 3–4 feet back from the door so you're not crowding their space
- Keep your hands visible and relaxed — nothing in your hands initially
- Angle your body slightly to the side (less confrontational than squared-up)
1.2 Body Positioning
Where you stand and how you carry yourself communicates confidence or desperation. Top reps own the doorstep without being aggressive.
- The Step-Back: After knocking, take one step back. It signals respect.
- The Clipboard Drop: Hold materials at hip level, not chest level. Chest-high = salesperson.
- Eye Contact: Direct but not staring. Look at the bridge of their nose if full eye contact feels too intense.
- The Neighbor Point: Gesture toward neighboring houses to create social proof and break the “face-to-face” tension.
1.3 Tone Control
Your tone communicates intent. Monotone = scripted. Too excited = salesy. The goal is conversational with a hint of curiosity — like you're genuinely interested in helping.
- Start low, end with a slight uptick: “Hey, I was just talking to your neighbor...” (slight rise signals casual conversation)
- Match their energy: If they're calm, be calm. If they're rushed, be concise.
- Pause after your opener: Silence creates space for them to engage. Don't fill every gap.
1.4 Opening Lines That Work
The best openers don't sound like openers. They sound like a neighbor talking. Avoid anything that starts with “Hi, my name is...” — that's an instant red flag.
Opener — The Neighbor Reference
“Hey! I was just over at [neighbor's name or 'your neighbor's place'] — they mentioned you guys might be dealing with the same thing with [relevant problem]. Have you noticed that too?”
Why it works: Social proof + question. You're not selling, you're referencing a conversation. The question at the end invites engagement.
Opener — The Pattern Interrupt
“Hey, quick question — I'm not trying to sell you anything right now, I just need 20 seconds. Do you know if your [roof/energy bill/system] was part of the [area/program/issue]?”
Why it works: Disarms the sales guard immediately. “I'm not trying to sell you anything” resets expectations. The specific question creates curiosity.
Opener — The Compliment Entry
“Hey, love the yard — you guys take care of this place. Quick thing: I've been working with a few homes on the street and wanted to make sure you had a chance to [see/hear about/take advantage of] what we're doing before we wrap up today.”
Why it works: Genuine compliment creates goodwill. “Before we wrap up” adds soft urgency without being pushy.
Pro Tip
Never read from a script at the door. Memorize your opener so well that it sounds spontaneous. Practice in the mirror, in the car, and with your team until the words feel natural — not rehearsed.
1.5 What NOT To Do
| Bad |
Better |
| “Hi, my name is Josh and I'm with...” |
“Hey! Quick question for you...” |
| Standing square, clipboard up |
Angled body, materials at hip |
| Talking fast and non-stop |
Pausing, letting them respond |
| “Can I have a minute of your time?” |
“I just need 20 seconds.” |
| Looking at your materials |
Making eye contact |