The idiom “the elephant in the room” often suggests there is an obvious and hefty issue or discussion point, yet no one involved in the conversation wants to confront it so they pretend it is not there. Unfortunately, there are large elephants lurking around in many leasing conversations that go unacknowledged. For example, our old friend “close the sale” continues to top the list as the most commonly missed question by leasing consultants. Out of 11,493 shopping reports conducted by Ellis during Second Quarter 2018, 50% of employees failed to ask this key question.
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