- SLAP Stands for: Say hi and break the ice. Let them know why you are there and make it relevant to their street/neighborhood. Ask open-ended questions. Present to their answers
- “S”: Say Hi. Your goal is to grab their attention and make a connection anyway that you can.
- “Good afternoon, how is your day going?” (Comment on anything you might see around their house of interest and show you are interested in their home if you have the opportunity).
Your energy and positivity will be imperative when you are engaging a homeowner. Always smile and bring as much energy as possible. People will have a hard time turning down anyone that they enjoy speaking with.
“L”: Let them know why you are there. Your goal is to let them know why you stopped. Use things like you were just helping the neighbors with their Insurance claim or I was just speaking with one of your neighbors about their storm damage. If you just set an appointment or signed somebody nearby, USE THEIR NAME! You receive instant creditability and the home owner feels at ease they are not the only one to consider working with you.
“The reason I stopped today was I was just speaking with your neighbor Mr. Johnson a few houses down about their storm damage….”
“A”: Ask. You are on a fact-finding mission. Make sure to ask open ended questions like:
“Where you home during the storm?”
”What was it like?
“Have you noticed any damage?”
“What are your concerns with the storm damage you have?”
“Has anybody inspected your home yet?” (If no ask them if you can or set an appointment to have someone)
“Have you made a claim yet?” (If they say yes) “How is that going and is an insurance expert helping you with that?”
“How long have you owned the home?”
The last question is a highly important one as you want to make sure you are speaking to the homeowner or the main decision maker. Your goal is to gather as much information as you can and gain access to inspect the property or set an appointment for us to perform and inspection. This may take a lot more questions and can turn down numerous paths based on what the homeowner gives you for information. Your end goal is to find what motivates the home owner and how you can tailor your presentation to there wants and needs.
