SatisFacts - Closing Leases With Confidence
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The rental housing market is more competitive than ever! And while we're working harder for leases, they can happen more easily if the right balance of connections occurs. Learn a winning strategy gain more confidence and address what prospects need in order to feel excited about leaving a deposit at the end of their visit.
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SatisFacts - Closing Leases With Confidence
- 3. STAYCATION 2014 3 webinars over 3 days – totally free!
- 8. STAYCATION 2014 Emotional connection: Initial greeting, establish a rapport, make small talk, sincerely help them find a home to suit their needs Discussing rents confidently
- 9. STAYCATION 2014 Physical expectations: Prospects need to be able to see what living at your community will be like. Will they be comfortable and taken care of as a resident? Out of order signs, apartment appearance and condition, community appearance and condition Value – is it worth it?
- 10. STAYCATION 2014 Successful close – all about timing Too soon – scare off the prospect Too late – miss your moment to secure the lease
- 11. STAYCATION 2014 Make sure all objections have been addressed successfully As an apartment becomes ready – walk it, determine the possible objections and develop ready solutions
- 12. STAYCATION 2014 Have ready answers to all questions Answers are trust builders. You want prospects to be confident that you know what you’re doing. Go beyond the basics – do you know what the report cards are for your community’s zoned schools? What time the school bus picks up/drops off?
- 13. STAYCATION 2014 Three well-timed attempts are all it takes to seal the deal.
- 14. STAYCATION 2014 test the waters You need to gauge the interest of the prospect. Just before going on the tour ask the prospect, “So Mary, if I can show you a 1 bedroom, with a pool- view, large kitchen and plenty of closet space (PROSPECT’S MOST WANTED), do you think you’d be ready to lease today?”
- 15. STAYCATION 2014 ask for a monetary commitment Once all of the prospect’s questions have been answered, and all objections resolved; ask for the deposit. Ask in the vacant/model It’s the only way to secure the lease and your prospect is expecting you to ask. If you have established an emotional connection and made good on the community and apartment home’s appearance, be confident the answer will be yes.
- 16. STAYCATION 2014 change the scenery and ask again If the prospect decides not to commit on your 2nd attempt, fear not. Do not let your disappointment show. Cheerily escort the prospect back to the leasing center (remember to make small talk) and then attempt one final close upon your return. “Are you sure you don’t want to lease today? I’d hate to see that one get away from you.”
- 17. STAYCATION 2014 No lease? Don’t let your disappointment show – remember the emotional connection. Go back and assess the entire tour from the prospect’s point of view. How balanced would you say their scale was at the end of the tour? This is great time for reflection and adjustment. Each tour is an opportunity for you to hone your skills and create more balance for the prospect.
- 18. STAYCATION 2014 Kick in to follow up overdrive. Be consistent in your effort – keep the tone of your interactions light (remember sincerity). If your prospect has chosen to lease elsewhere, put their guest card in a 9-month file…touch base prior to lease expiration.
- 19. STAYCATION 2014 June E-book FREE DOWNLOAD!
- 20. STAYCATION 2014
Editor's Notes
- 1 buck book: Prospects need to like you and they need to like what they see
- Emotional connection: Initial greeting, establish a rapport, make small talk, sincerely help them find a home to suit their needs Discussing rents confidently
- Physical expectations: Prospects need to be able to see what living at your community will be like. Will they be comfortable and taken care of as a resident? Out of order signs, apartment appearance and condition, community appearance and condition Value – is it worth it?
- Successful close – all about timing Too soon – scare off the prospect Too late – miss your moment to secure the lease
- Make sure all objections have been addressed successfully As an apartment becomes ready – walk it, determine the possible objections and develop ready solutions
- Have ready answers to all questions Answers are trust builders. You want prospects to be confident that you know what you’re doing. Go beyond the basics – do you know what the report cards are for your community’s zoned schools? What time the school bus picks up/drops off?
- Three well-timed attempts are all it takes to seal the deal.
- Test the waters. You need to gauge the interest of the prospect. Just before going on the tour ask the prospect, “So Mary, if I can show you a 1 bedroom, with a pool-view, large kitchen and plenty of closet space (PROSPECT’S MOST WANTED), do you think you’d be ready to lease today?”
- Once all of the prospect’s questions have been answered, and all objections resolved; ask for the deposit. Ask in the vacant/model It’s the only way to secure the lease and your prospect is expecting you to ask. If you have established an emotional connection and made good on the community and apartment home’s appearance, be confident the answer will be yes.
- If the prospect decides not to commit on your 2nd attempt, fear not. Do not let your disappointment show. Cheerily escort the prospect back to the leasing center (remember to make small talk) and then attempt one final close upon your return. “Are you sure you don’t want to lease today? I’d hate to see that one get away from you.”
- No lease? Don’t let your disappointment show – remember the emotional connection. Go back and assess the entire tour from the prospect’s point of view. How balanced would you say their scale was at the end of the tour? This is great time for reflection and adjustment. Each tour is an opportunity for you to hone your skills and create more balance for the prospect.
- Kick in to follow up overdrive. Be consistent in your effort – keep the tone of your interactions light (remember sincerity). If your prospect has chosen to lease elsewhere, put their guest card in a 9-month file…touch base prior to lease expiration.
- 1 buck book: Our gift for staycation attendees – free download of this ebook
- 1 buck book: Prospects need to like you and they need to like what they see