#57 - Leasing 101: Closing the Sale
There is a leasing technique and skill set that once mastered, drives leases waaaay up. It helps you feel more comfortable leasing and still serves me today. What am I talking about? Closing techniques! This podcast shares several closing ideas for you to choose from and make your own. Please consider them as a jumping-off point, not a one-size-fits-all, and tailor them to your personality.
If you like what you hear/read/see, it’s a small sample from our Leasing Blueprint Handbook. This is the book I wished I had when I was a leasing professional and why we made it just for you.
Let’s get comfortable closing all those sales!
Watch the Full episode here, and read on below for more details!
GETTING A PULSE
As you are touring the apartment home and community, sprinkle in questions like:
“So far, what is your favorite part about the apartment?”
“Could you see yourself living here?”
“Which amenity is the most important to you - which stands out the most?”
These questions are opened-ended and will allow you to feel the pulse and see where they are leaning. This will help you tailor your presentation and also select a closing technique.
1. Assumptive Close
When to Use It: Use this close if the prospect has been positive and you’ve been able to overcome any objections to their satisfaction. Assume the answer is yes and move along to the application process.
Does it feel awkward? By asking them to take the next steps to secure their home, they aren’t doing YOU any favors. You have done your job in matching their needs to a home that fulfills them and you can feel good about taking them to the new step.
Sample: “I’m so glad we found the perfect home for you. Let’s go back to the office and I’ll walk you through the application process.”
This Podcast is a snippet from our Leasing Blueprint Training
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2.“Think About It” Close
After you have toured the apartment home with the prospect, offer to give them a little time (right then and there) to think about it. This works well when touring with more than one person. You may want to step outside so they can comfortably look at the apartment home. Don’t leave them alone for too long, just enough to get a feel for the space.
Sample: “Choosing a home is a big decision and I can see that you are really giving this a lot of thought. Let me step outside for a minute and let you really get a feel for the space. I’ll be back in just a few minutes.”
3. Testimonial Close
I rarely try new restaurants without first hearing they are good from a friend or without checking out Yelp to see their reviews. Hearing that others have made the decision I’m making, makes it feel a lot better.
How to do it: Prospects look for a buying safety net from peer reviews. Use the testimony of your current residents to help make the buying decision easier. Keep home-court advantage by carrying resident testimonials with you and prominently display testimonials in your community center and show units.
Sample: “I know this is a very big decision. Let me share with you a few comments from some of our current residents.”
