SETTING THE APPOINTMENT WITH THE PROSPECT

OPTION A

Remember that your #1 Objective in handling a telephone prospect inquiry is very exact. Your goal is measurable and clear. Regardless of the customer's relocation or moving date, your aim remains the same:

Get the telephone prospect to your apartment community
and get them there RIGHT NOW!

The "magic" happens when you get this future resident to your community! Don't get too bogged down on the prospect's desired moving date, rent budget, or specific needs. Sure, you want to determine all this information in the course of your friendly conversation. It is important to truly connect with this VIP (Very Important Prospect) by finding out what they are considering for their rental home. Yet do not disqualify any caller because they perceive your property to be too this or that! You must get your prospect to your community so they can meet you and personally experience the features and benefits of your apartment homes.

So focus on your mission! Stay on track! Do what you must reach that #1 objective: Get the telephone prospect to the property...RIGHT NOW!

Setting an appointment with your rental client is not your goal. But the appointment is how you will meet that goal. It is the means to the desired end. You want the prospect to come visit your community, and to do so RIGHT NOW! So, you set an appointment as a means to reaching that goal.

The "Accommodation Technique" for Getting an Appointment

One of the most natural and non-manipulative methods for setting an appointment that truly results in a property visit by your telephone client is to allow them to set the appointment at their convenience. You will let the rental prospect know that you are delighted about this new relationship and you want it to continue! You simply ask this question to show your willingness to accommodate their "busy and hectic" schedule.

"When do you think you will come by for a visit?
I want to make sure I am here so I can personally assist you!"

What a genuine way to show that you are willing to do what it takes to accommodate the client's schedule and lifestyle. At this point the prospect will usually give you a time that is good for them. Obviously you will be able to accommodate that day and time. Then confirm your appointment by using the "Appointment Book" technique.

OPTION B

Remember, your primary objective for handling a telephone rental inquiry is to get that prospect to your community RIGHT NOW...or at least as soon as possible. IF the telephone prospect does not make it to your property, you can't get the lease! Set a specific appointment in order to reach your objective. An appointment means a specific day and a specific time, with a specific person at your specific community!

The "Funnel Technique" for Getting an Appointment

Another simple technique to use in getting your prospect to the apartment community is the "Funnel Technique". Offer your prospect a series of appointment options leading them down the funnel and finally, to a specific appointment day and time.

Hint: Offer the appointment time option that will work best for you as the second option. Emphasize that second option with your tone of voice so the telephone prospect knows it is the "best" option!

"Joanna, it sounds like Cambridge Manor would be an ideal option for your next apartment home! Would you like to come by today after work...OR would RIGHT NOW be better?"


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