The number one objective for handling a telephone inquiry is to get the prospect to your property for a tour right now. A telephone prospect tends to be the most stable and dependable one; they are even better than an internet lead. To accomplish this objective, you must set an appointment and focus on qualifying versus being too quick to disqualify the prospect. Read More
“Every interaction, in any form, is branding.” – Seth Godin
Our “brand” is our customer’s perception of us. A brand does not work if it does not connect with the right audience at the right time.
How you answer the phone is branding. How you respond to an email is branding. The speed of your website is branding. What you are wearing on a day-to-day basis is branding. Curb appeal is branding. Branding is much more than a logo. Read More
Did you know it takes about five follow-up opportunities before movement with a sale? Thus, tenacity is key to getting the sale. Only 8% of people actually take the time to follow up, so this can be great news for you.
The First Steps
Become a resource before you attempt to sell. This will create inherit value for your potential customers. This will also allow you to find out what the problems are early on and provide solutions. You are the service; be open to creating a connection with your potential resident.
The busy season has just ended and it feels like a sink or swim moment. To make matters more intense, we are now moving into holiday season and competing for attention with all of the holiday advertising.
In order to break through all the noise seeking your prospective resident’s time, attention and hard earned dollars, you’ll want to understand your prospects needs, wants and desires first. You can take this a step further to understand their problems as well so you are better equipped to help them understand your product or service.
Objections are rarely great news, but they indicate interest and are an opportunity. As leasing professionals, it is our job to find opportunities in every situation, even the difficult ones. We all want to be as customer centric as possible.
Your community weaknesses are typically your objections. Sure, they aren’t fun to deal with, but we all have them. The trick is approaching them with the right mindset. That mindset being that objections are actually good news. You are getting objections because your prospect is interested. If they weren’t, they’d simply move on to another community.
Did you know that 48% of sales people never follow up with a prospect? 48%! That is huge! That number most likely gets even higher during busy leasing seasons, which means your opportunity to be better than everyone else isn’t all that difficult.
It’s that time of year again, the insanely busy leasing season. We all know our first impression is critically important. This includes things like curb appeal, the scent in the office, and the cleanliness of common areas, but do you know that you are a big part of that impression?
A first impression happens in just a fraction of a second. To be more specific, our brains process verbal and non-verbal cues in a tenth of a second to form our opinions of a person or experience.
In sales, the word objection can feel like rejection. It is easy to become so passionate about what you are selling that you feel rejected when your prospect presents you with an objection. However, objections aren’t a bad thing.
If your prospect raises an objection, it usually means he is interested. He is giving you a chance to respond, because he wants to live at your community.
The challenge is that with weaknesses specific to your apartment community come prospect objections.
Although objections are rarely great news, they do indicate interest and are an opportunity for you – an opportunity to overcome the weakness and close the deal.