Say Yes to the Lease: How to Close the Deal with Prospective Residents

Minimizing the time between vacancies is key to a successful property management plan. These tips can help property managers and other team members to navigate prospect interactions in a natural way that leads them to a positive decision. When you incorporate them into your showings, you’ll be sure to notice a definite difference in what it takes to close the deal.

Minimizing the time between vacancies is key to a successful property management plan. These tips can help property managers and other team members to navigate prospect interactions in a natural way that leads them to a positive decision. When you incorporate them into your showings, you’ll be sure to notice a definite difference in what it takes to close the deal.

Assume They’re Moving In

When you’re showing an apartment to a prospective resident, use affirmative language throughout the visit. Talk about what they’ll love when they live there and insert details that you’ve learned about them through conversational pleasantries. If they work from home a lot, point out the office space they’ll be able to use when they move in. Also, reference what current residents love because it serves as a built-in testimonial.

Address Their Concerns

Don’t be afraid to ask about competing apartments your prospective resident has viewed. Asking how your apartment stacks up can help you use the right phrasing and point out features that compensate for things that are lacking compared to other options. If the commute is longer than another apartment closer to their workplace, for example, mention free parking at your community opposed to expensive, limited parking in a more urban setting.

Use Honest and Respectful Urgency

Using urgency in your sales pitch doesn’t have to be gimmicky; instead, it should be informative. So if you have a promotion offering a reduced rent rate for the first month, give your prospect the deadline so they don’t miss out. You can also mention the interest you’ve received from other prospects and offer an exclusive 24-hour hold on the apartment if they’re not ready to fill out an application on that day.

Also, remember that every sales conversation should conclude with actually asking if the prospective resident would like to fill out an application. Even if they say no, you have to give every lead an opportunity to say yes, or you could miss out a lot more frequently than you’d like.

Finally, ensure that your prospect leaves with something, like an eye-catching brochure or a copy of the floorplan. Include details on the quote and move-in date you discussed during the visit. This way, they have a visual reminder of the place as well as accurate pricing when making their final decision.