Leasing Agent Training: These days too many apartment managers and leasing agents spend too much time selling and no time closing.
When it comes to leasing agent training; Selling and closing are two are completely different arts. Selling requires you to sell features, benefits and get emotional involvement from the prospective renter while the close requires persistence and logic to make sense of getting your prospect to make a very big decision in choosing to call your community home.
Closing directs the renter to take action and sign a lease usually their single largest monthly expense. The world is filled with community managers and leasing agents who never commit to the art of closing the deal! Here are my top 10 rules to getting you that yes and a signature on the lease.
LEASING AGENT TRAINING TIPS | TOP 10 RULES TO CLOSE THE DEAL & SIGN A LEASE:
1.) Always be seated. Never present your lease to a prospective renter while you are standing. You don’t close the sale that way. Sell on your feet close from your seat!
2.) Always present in writing. Never talk about the lease without presenting it in writing. Always present with a lease that is ready to sign rather than with a conversation.
3.) Always clearly communicate your lease with the renter. Don’t mumble. Clearly, asking for them to sign the lease to close the deal. “Becky we can’t wait to have to have you move in if you don’t have any other reservations, sign here.”
4.) Always make eye contact. Make direct eye contact with your prospective renter, be confident and determined to get a lease signed now not later. Practice this often so that you can maintain eye contact to close the deal.
5.) Always have a pen available. The leasing agent that doesn’t have pen and contract ready is not a closer. Never be without a pen and contract so that when the opportunity is there, you don’t miss it.
6.) Use humor to relieve pressure. I have never met a closer that didn’t know how to use humor to relieve pressure. The best property managers have hundreds of little one-liners to relieve pressure and close the deal.
7.) Always ask one more time! Most property managers never ask for the close one time, much less the 5-6 times that is necessary.
8.) Always have an arsenal of closes available. You need to have closes for every possible stall and objection the renter can throw at you. It’s human nature to resist a decision, especially something as big as choosing where to live. Remember, the buyers don’t make sales, you do.
9.) Always stay with the renter. Never leave the renter if possible. You want compression in the close so that the renter cannot get away from the idea of making a decision.
10.) Always treat the renter like a renter. Regardless of the prospects financial situation or reasons for not being able to rent, always continue to treat the renter like a renter despite what they tell you. This is often overlooked in leasing agent training
Follow these top 10 rules to close the deal and master the art of closing. Remember, if you ever need any help to get you started or even just want more ways to sign leases or get more calls coming into the leasing office, call me at 303-803-7372 or firstname.lastname@example.org