“When you look for the bad, expecting it, you will get it. When you know you will find the good-you will get it.” – Pollyanna
I think I can – this the best way to approach any situation or obstacle in your life and it just as easily applies to sales in leasing. Use the following thought processes to be the most successful you can be and stop the stinkin’ thinkin’.
#1 It’s not for me; it’s is for them.
This mindset will grow your level of success. Remember that your prospective resident will know more about their needs than you ever will, so you’ll need to approach the sales talk from the perspective of what works best for the resident.
Remember, there is a need for every different level of product, from budget to luxury. The trick is finding out what need your prospect is coming in with. Customers do not care as much about product as they care about progress, so make sure to focus on how your product can and will make their life better. Once the prospect believes your product will improve their life, they’ll be sold.
#2 Stop the Stinkin’ Thinkin’
“We all need a daily check up from the neck up to avoid stinkin’ thinkin’ which ultimately leads to hardening of the attitudes.” – Zig Ziglar
When you stop your ‘hard’ attitude, you will be able to grow and change. You will not love every community you work for or are transferred to, but remember it is not for you, it is for them – your future and current residents.
Do not guess the prospective resident’s answer to the question, “Do you want to lease this apartment today?” You will not know what will motivate a prospect to choose to lease with your community, so let them point out and find the cons of an apartment or community location. This will give you an opportunity to focus your sales on the issues that stand out to that particular individual.
#3 The Goal is Still the Goal
“Obstacles are those frightful things you see when you take your eyes off the goal.” – Henry Fonda
As a leasing agent, do not project your thoughts and feelings about an apartment on your customers. As mentioned before, you may not always love the product or community you work for, but your goal is help the prospect find reasons to love it. Keep your eye on the prize and focus on the ultimate goal.
The ultimate goal is getting the lease and making money for the company you work for.
5 Actions That Help You Overcome the Stinkin’ Thinkin’
- Stop leasing with your wallet.
Just because you would not personally pay for it or lease it does not mean others would not. This wrong way of thinking can be felt by your prospects and can negatively impact your chances of making the sale.
- Ask the right questions.
- What do you like most about where you live now?
- What do you like least about where you live now?
- What is most important to you in your new home?
- Address the elephant in the room.
Proactively address any issues the prospect may mention and take the proper steps to problem-solve. This will build confidence and show them what sort of service they can expect if they choose to live in your community.
- Manage your blind spots.
It can be difficult to evaluate yourself from every angle. Help manage your blind spots by soliciting feedback from supervisors or fellow colleagues. Find out if there are areas of your performance that could be polished to make you more successful overall.
- Manage your self-talk
Be aware of your internal dialogue and make sure that it keeps you focused on your goals and the steps you need to take to reach them. Work to maintain a positive tone in the way you approach your job and your sales goals. If you can develop a confident internal dialogue, you will be able to meet your daily challenges and obligations with healthy vigor.
It takes a lot of practice and effort to overcome the stinkin’ thinkin.’ You will need to create momentum to break through and stay on course.
Remember that you are always in a place for a reason. Therefore, do not focus on the obstacle, focus on the goal.
“Once you replace negative thoughts with positive ones, you’ll start having positive results.” – Willie Nelson
Presented by:
Maria Lawson
EPMS, VP of Training and Development