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If you want to work as a leasing agent, you must be able to close sales. However, if you don’t have any experience in property management, you need to prove you have the skills necessary to excel. Here are three ways you can prove you’ll be successful closing sales.
Relate Well With Others
Show how you interpret circumstances from another person’s point of view. When you’re closing sales, you’ll have to determine a prospect’s needs and wants and point out how the property fits them. Also, have a list of questions to ask a prospect and get to know them better. When the prospect likes and trusts you, they’ll be more motivated to live on the property.
Have a Written Plan
Respond to each prospect within 24 hours using the method of communication they contacted you with. Create a connection by using a warm, personalized introduction and speaking in a friendly, professional tone. In addition, keep your response short; one or two paragraphs should be enough. Answer the prospect’s questions, then ask follow-up questions to better understand what the prospect needs and wants. Ask the prospect to call/email you back with additional questions or to gather more information. Contact the prospect to set up a time to tour the community.
Follow Up With Leads
Use the DRIP method (Description, Review, Invitation, Promote) to reinforce the original information, update the prospect on availability and show urgency in securing an apartment. For example, within four to six hours of the property tour, call the prospect and mention how excited you are they’re considering making the community their home. Remind them they can reserve the apartment with an application and deposit. Ask them to call you back so you can help them make a decision.
If the prospect doesn’t respond within 24 hours, call back and let them know you’re checking in. Remind them of the ways the apartment fit their needs and wants and they can reserve it through a quick phone call or email. If you don’t hear anything within 24 to 48 hours, offer another tour of the property to provide additional information and help make a decision. If the prospect gave a move-in date, build a timeline around it to create a sense of urgency.
If you don’t receive a response within three to five days after the first visit, call the prospect and mention the services, amenities, social events and other advantages the property offers residents. Personalize the information in additional ways based on the information you collected from other contacts. If the prospect decides not to live on the property, ask why so you can improve the process for the next prospect.
Reach Out to NPM Staffing
For help with finding your next property management position, reach out to NPM Staffing and work with a leading property management staffing agency!
