How To Convert Calls Into Property Tours

One of the biggest challenges property managers face is how to take qualified leads and turn them into occupants. One of the most common qualified lead is when a potential occupant calls you to learn about your rental. This is a huge opportunity and you have to use some clever sales expertise to convert that call into a property tour then ultimately to fill a vacancy. Here are some tips on how to convert your calls into a tour.

Have A Fast Response Rate

The most important piece of converting a call into a property tour is to always answer the phone. Now there may be times you are out of the office, in a meeting, or on a tour, so you will miss a call. The first is to have a rotating phone system to ensure that whenever someone calls you, it is forwarded to your other employees so someone always answers. If you do not have a large staff, the second option is to have a voicemail system. Keep the message short and sweet as to encourage them leaving a message. You can also have all your calls forwarded to your cell phone. No matter what, if you miss a call, always call back immediately.

Showcase Your Expertise

When people call they want to feel confident they are speaking with an expert. Answer all their questions with good information, but also provide them with some supplement information. For example, you can speak about the neighborhood and local area. Offer information about the overall market and what makes your property unique. Though you are providing serious information, make sure to inject some personality and humor. People want to feel welcomed.

Focus On Setting An Appointment

Once you’ve answered all the questions, focus on setting an appointment. The best way to fill your occupancies is by giving a tour of your great property. This can be a challenge because many people are wary of being “pushy” or “salesy.” However, there’s an easy approach to this, simply invite them to view the rental on their time. If you can get a commitment to visit from that call, you are halfway to filling your vacancies.

Converting your sales leads can be a bit of a challenge. These tips will help get you started. If you still are not reaching your occupancy rates, reach out to Occupancy Solutions. We offer comprehensive property management training and to empower you to fill your vacancies.