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Selecting you Territory

In order to maximise your earning potential, you have to talk to everyone in your Territory. Before you start knocking on doors, you must decide where you want to start. Look at a map and mark off a small area of streets. You want to choose a route that will bring you back to where you started.

The reason for taking a circular route is simple; you are going to go around the route 2 or 3 times until you have talked to everyone. Sometimes you may end up knocking on a door 4 or 5 times until someone is home. By using this method you will talk to everyone in the your Territory. The blue line on the map this is a typical amount of territory that can be covered in an 8 hour day. You should mark your map with a pen after you have completed your teritory to keep track of what you have already done.

To make sure you talk to everyone, you have to keep track of all the houses you have knocked at. Write down all the house numbers, that you've knocked at, on a 'Tracking Sheet'.

A 'Tracking Sheet' doesn't have to be fancy, you can use a blank piece of paper. Write the date at the top, then write the name of the street and list the house numbers under it. As you talk to people, you mark off the house numbers. If it's a Sale circle it, if it's not a Sale put a line through it, if they say come back later put a dot next to the number, if there is no answer just write down the number. Keeping track of houses this way, it's easy to work out your 'Law of Averages'.

Your 'Law of Averages', is the amount of people you have talked to, compared to the amount of total sales you have. At first, your Law of Averages should be around 1 in 10 depending on what you are selling. With practice you can get it as high as 1 in 5.

While working through your Territory, you will notice in the early afternoon (12:00pm to 4:30pm) there is a large percentage of people not home. However this is the time of day when you want to weed out all the non-buyers and time wasters. When you go for a meal break at 4:30pm, you may have 1 or 2 sales, but you may not have any. It doesn't really matter at this point. The most important thing is your Tracking sheet, that's your paycheque! The majority of your Sales will come after your break. We call this time 'Primetime' (5:00pm to 8:00pm) That's when most people come home from work, and you've got them all marked down on your Tracking Sheet. If you use this method when door knocking, most of the people you talk to in Primetime will be qualified customers, that have money. Also it gives you a chance to go back to houses that asked you to come back later.

You calculate your Law of Averages at the end of your day. That's when you can find out how you are doing. Don't try to calculate it before the end of your day because that won't give you a true figure.


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