19 Signs that your Prospect is Ready to Rent the Apartment

Question When is the prospect ready to sign the lease?

Answer They will tell you if you just pay attention.

Recognizing signals that someone wants the apartment is one of the “art” areas in the science of leasing.

Listen to your prospects. They will give you signals. When you’re showing them the apartment, the renter will gesture, question, open cabinets, look in closets or in some way communicate that they are inclined to lease the apartment. As a property management professional, your job is to recognize the buying signal and convert it into a signed lease agreement. Here are a few signals to look for:

Questions about availability or time.

·        Is this floor plan available now?

·        When will you have a second-floor apartment come available?

Questions about moving in.

·        How soon can we move in?

·        How much notice do I have to give you if we want the apartment?

Specific questions about rates, price, or statements about affordability.

·        How much does this apartment cost?

·        What is the price of the two-bedroom with the den?

·        I don’t know if I can afford that larger floor-plan.

Any questions or statements about money.

·        How much money would I have to put down to get this apartment?

Positive questions about our management company.

·        How long have you been with the company?

·        How long has your management company been in business?

Wanting something repeated.

·        What was that you said before about security deposits?

Statements about problems with previous apartments.

·        Our old apartment community gave us poor service. How quickly do you respond to a service call?

Questions about features, amenities or options.

·        Does it cost extra to reserve the conference space?

Questions about quality.

·        How do these windows hold up in the winter?

Questions about maintenance.

·        Do I have to cover the cost if the disposal breaks down?

Questions about qualifications.

·        Can your in-house service team fix the AC or do you have to call someone else?

Specific positive questions about the property.

·        What other amenities do you have?

Specific service questions.

·        Is there a security system with the apartment?

·        What if I loose my key?

Specific statements about living at the community.

·        Would I be able to park 2 cars here?

·        Will you come by each day to pick up trash?

·        Will I have a reserved parking space?

Questions to confirm unstated decision or seeking support.

·        Is this the best apartment for me?

Wanting to measure or tour again.

·        Could I see the closet in the bedroom again?

Asking about other satisfied residents.

·        Do you have reviews or testimonials I could look at?

Asking for a reference.

·        Could I talk to someone who lives in a studio apartment?

Statements like…

·        I didn’t know that

·        Oh really

·        That’s interesting

·        That would work well for me.

Every one of these questions can be turned into a closing question that will lead to a faster lease if you do it right. How do you answer these questions? Good question! We will teach you how to close at www.LeasingUniversity.com

Recognizing a buying signal is critical to your success as a leasing professional. You will miss your opportunity if you fail to recognize them. And many leasing agents and property managers do.

Any question asked by the prospect must be considered a buying signal.

Leasing University: Simple, real-world sales training that gets leases.

Your location, price and, amenities won't handle objections and they won't close the lease for you. You must understand how to SELL renters on the apartment.

Traditional property management training can be overwhelming, out-of-context, and downright boring. Worst of all, most training programs skip SELLING & CLOSING altogether.

Property managers are left to figure out how to sell prospects on the community and close leases themselves. Not anymore; Leasing University changes everything, with proven training in interactive, contextual, bite-sized courses.

Rent More Apartments with Leasing University.

Have questions? We are here to help; Call us anytime at (888) 735-7451 or [email protected]