|Rental & Leasing Sales Tips
For most people in the sales industry, there are always things we can do better. But within the rental and property management niche, building relationships is at the core of being a great rental and lease salesman.
When somebody agrees to sign a lease with you, they are letting you know that they want a relationship with you and your building. Their comfort level from a safety, financial, and overall standard of living met their expectations. Now, as a salesman, your goal is to hold their hand and bring them from "interest" to "commitment" as fast as you can without going overboard and driving them away.
Follow these simple guidelines to help guide your prospect through your relationship building process to the point where they say Yes! Let's move forward together!
Act confident: It helps to speak in terms that shows the prospect that you already have an expectation that they will be moving in.
Let Them announce any objections: Ask them how things compare to those they are currently living in, or have already visited. Typically this is a good view into any possible objections they might have moving forward, and give you sometime to combat them as you move through the conversations with your prospect.
Utilize Urgency: Telling somebody that if they sign on the dotted line today, you can offer them 25% off their rent is a bit of a push for something like choosing a living space for a year or more. Instead, let them know that you have already rented 3 apartments this week and that there are only 1-2 left. This creates a sense of urgency in their own mind, without them feeling like you area just playing a game of financial chicken with them.
Follow-Up: This is sales 101, but many times if there is no up-front commitment, we feel as if we lost the chance....this is not the case. Continue following up with them reiterating the positive things they originally liked about the property.