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Leasing - Essentials of Closing
Transcript of Leasing - Essentials of Closing
Definition: When you invite the prospective resident to lease and
become a resident of the community
You have just one shot to make the difference between happily-ever-after, and "oh-it's-just-some-place-I-took-a-tour-at-once".
Buying signals are those little things
the prospect says that give you the
feeling they will sign a lease.
Use those to your benefit!
When a prospect resists a close, probe a bit further.
Ask, "What can we do to make this decision easiest for you?"
Ask for commitment directly.
Create a sends of urgency to compel the customer to make a commitment
Show the money they will save by signing a lease with you
Closing the Sale
Why is Closing Important
Do Not Fear Rejection
Fill out the Paperwork!!
Act as if the prospect has already decided to sign a lease, and the only question left is which of a limited number of options they should choose.
Always Be Closing
Successful closing is a process
Find out what is important to your prospect
Watch for Buying Signals
Other Closing Essentials
Answer all questions
Be confident in your property
Come into the tour with the thought that they are going to sign a lease
Fab 5 Closing Techniques for New Prospects
Would you like to take care of the paperwork today?
Can we reserve your spot today?
Are you ready to sign you lease today?
Utilize a team member or manager in the office to help you close the prospect.
Every tour or call should include a direct close
Be careful not to utilize the direct close too early, as it is a very "yes/no" type of response that you will receive.
We only have one B1 left with a pool view and two other people toured for that floor plan this morning.
We will not be offering the Look and Lease special much longer.
We have already sold out of one of our floor plans and the others will sell out quickly.
Main ways to add urgency:
Property filling up
Their specific floor plan is filling up
Rates going up
Gas and on-campus parking (if on bus route)
Coffee every morning (if provided)
Would you prefer the 3rd floor or the 1st?
Do you prefer building 2 or building 6?
Would a 2 bedroom or a 4 bedroom work best for you?
Numer of alternatives should be limited
Too many induces confusion and stress
My fellow team member, Brandi, is also a biomedical engineering major and studies a lot... Brandi, do you have trouble studying at night?
Le me introduce you to our manager, Jason, he loves to meet new residents!