How Door Knocking Can Unlock More Listings and Help Estate Agents Dominate Their Local Market

If you’re asking, ‘How can I get more property listings as an estate agent in the UK?’ or ‘What’s a low-cost way to find motivated sellers in my patch?’ then you’re in the right place. In fact, you’re about to discover one of the most overlooked, powerful and cost-effective estate agency marketing strategies for winning instructions: good old-fashioned door knocking.

Now, before you wince at the idea of knocking on someone’s door, let’s set the record straight. This isn’t about interrupting dinner or delivering an unwanted pitch. It’s about having natural, helpful conversations with homeowners who are already motivated to sell—and more importantly, still searching for their next home. These people are already on the market, and unless they’ve decided to become part-time hermits, they’ll be moving somewhere. That’s your golden opportunity.

Door knocking, when done right, is the fastest route to speaking directly with homeowners who are actively engaged in the property market. And better still, it’s practically free. No fancy software, no pricey leads, no complex funnels. Just you, your local knowledge, and a willingness to get face-to-face with potential clients.

But let’s be realistic about your goal here. You’re not trying to get invited in for a cup of tea and asked for a valuation on the spot (though that would be nice). The true aim is simple: get the homeowner’s name, contact number, and a clear understanding of their plans. And seeing as you’re already standing on their drive, you’ve got their address covered. One down, two to go.

Let’s break this down. Imagine you’re a homeowner, and you listed your property three months ago. Back then, you were hopeful—maybe even excited. But now? Still unsold. You’re dodging questions from nosy co-workers at the office, trying to mask your frustration with phrases like, ‘It’ll sell when it sells.’ Now picture an estate agent turning up at your door, uninvited, to tell you your house hasn’t sold because your current agent isn’t doing their job properly. Not ideal, is it?

That’s not how we do things.

Instead, shift the focus from what hasn’t worked to what the seller is trying to achieve. Talk about their next step. Where are they hoping to move? Why did they decide to sell in the first place? What’s the dream outcome here? Because—truth be told—most people aren’t excited about selling their house. They’re excited about moving. Selling is just a necessary hurdle.

Once you’ve got them talking about their plans, ask the golden question: ‘Have you found a property to buy yet?’ If the answer is anything other than a firm yes, congratulations—you’ve just uncovered a high-potential lead. This is the moment to introduce them to your VIP buyer strategy. Offer to actively search for off-market or withdrawn properties that match their criteria. That’s where your estate agency goes from just another agent to a proactive, solution-focused expert who gets things done.

If they’re buying locally, even better. You can get cracking with your VIP letter drops and specific withdrawn property searches in your core patch. And if they’re looking further afield, and you’re part of a national network, introduce them to your trusted partner agents. Either way, you’ve shown them something their current agent hasn’t: initiative.

Now, if they say, ‘It’s all pointless until we sell,’ that’s your cue to discuss the sale process. And because they brought it up, not you, the door is open. Ask them two things: ‘How many offers have you had?’ and ‘What has the feedback been from viewings?’ Nine times out of ten, the answers will either be vague or downright disappointing—zero offers and no meaningful feedback. And just like that, you’ve uncovered a pain point that you can solve.

When someone has found a property they want to buy, but are stuck in limbo waiting for their own home to sell, tap into their emotions. ‘It must be frustrating knowing where you want to be, but feeling stuck here.’ This approach creates a genuine connection, builds trust, and sets the stage for you to offer solutions their current agent hasn’t even considered.

Let’s say they’re open to your help. This is where you shine. Offer to send VIP letters, search for withdrawn listings, and—crucially—keep them informed every step of the way. Send videos of you delivering the letters, updates on responses, and let them feel like you’re already working hard for them. The more value you provide upfront, the more likely they are to instruct you when the time comes to switch agents.

This exact strategy also works brilliantly in valuation appointments. Sellers often say, ‘We’re waiting until we find the right property before putting our house on the market.’ That’s not an objection—it’s an opportunity. If you can find them their next home, you’re the agent who gets the instruction. Not the one who sat back and waited.

And what’s the worst that could happen? You send out 500 VIP letters, target 10 withdrawn properties, and don’t get a single response. Even then, you’ve impressed the seller, shown initiative, and marketed yourself in your core area. At best? You generate multiple new leads, viewings, instructions—and maybe even pull off a double deal.

So if you’re still wondering, ‘How do I get more property listings as an estate agent?’ or ‘What’s the best estate agency marketing strategy for winning instructions in a competitive market?’ the answer might just be this: door knocking. It’s simple, powerful, and when combined with targeted VIP letters and withdrawn property outreach, it becomes a game-changing tactic in your estate agency toolkit.

Remember, this is a numbers game. Knock on one door and get nothing? No problem. Knock on a hundred, and you’ll have fifty meaningful conversations with motivated sellers. Keep refining your approach and you’ll combine volume with skill—exactly the formula for estate agency growth.

At The Estate Agent Consultancy, we’ve helped countless agents use this strategy to dominate their local markets, increase their fees, and build a reputation for proactivity that sets them apart. Want to dive deeper into VIP buyer strategies, withdrawn campaigns, or how to build a standout marketing process that wins more listings? Explore our library of free resources and case studies, or book a consultation with Chris Webb today.

This isn’t just another blog post. It’s your blueprint to consistent, confident growth as a local market leader.