When you're a real estate agent, an effective way to increase your client base is to look for homes that are for sale by their owners, and then approach the owners. There's nothing wrong with knocking on the home of a door with a "for sale by owner" sign in the front yard, explaining who you are, and attempting to recruit the owner as a client so that you may sell his or her home. Some sellers will turn you down right away, but others may be interested in what you can offer — especially if they're having trouble selling on their own. Here's the approach that you should take:

Don't Be Pushy

The first rule of approaching a homeowner attempting to sell his or her residence is to avoid being pushy. Lots of people are wary of business personnel coming to their doors, so you want to create a good impression right away. Introduce yourself and tell the owner that you specialize in listing properties for sale, and you work in the area. Ask the person if he or she would like to hear what you can offer.

Tout The Benefits

If the homeowner is curious to know more, don't begin by explaining why his or her decision to sell on his or her own is a bad idea. People don't generally like being told that they've done something wrong, and this may alienate the person right off the bad. Instead, talk about the many benefits that sellers can enjoy when they hire an agent to sell for them. Your real estate brokerage likely has statistics that it can offer you. For example, the local real estate market could have revealed houses sold by agents sell for 18 percent more than those sold by their owners.

Have Some Materials To Leave

You should always visit prospective clients' homes armed with a marketing package. Details about the benefits of selling with an agent, information about yourself and your real estate experience, and even samples of your various marketing materials — all tucked tidily into a professional folder — are ideal for handing to the homeowner when you're done making your sales pitch.

Ask About Following Up

If the homeowner has seemed receptive to what you've said and is interested in taking your materials to read after you leave, ask if the homeowner would mind if you were to follow up by phone in a few days. Obtain the seller's phone number, thank him or her for making time to speak to you, and then leave.

Contact local real estate brokers for more information and assistance.