Show Me The Money!
Always contact the prospect by email within __ hours.
Always contact the prospect by phone within __ hours.
Email within 24 hours
Call within 48-72 hours
For effective leasing the product must be prepared in advance and maintained in that condition. Before the day begins, you will walk your ____ path and check all ____ units. The moment a prospect arrives, you are confident that the product is ready and waiting.
Tour path
and
Show/Model units
The telephone often represents the ______ contact you have with prospective residents, which means that the manner in which you handle yourself and your caller is extremely important.
First
A current _______________ must be required from all prospects prior to leaving the office before touring the property.
Government Issued ID
When you enter the apartment, open the door and allow who to enter first?
The prospect!
An _________ is an obstacle that stands in our way and may prevent us from successfully closing the sale.
Objection!
_______ knowledge tells a Leasing Consultant how customers are finding your community as well as what advertising is working. With _______ knowledge, a Leasing Consultant will also be able to determine how many pieces of _______ are needed to increase occupancy for the property.
Traffic
or
Prospect
As you are following the Phone Script you are not only determining the prospect’s needs, but you are also making sure the prospect meets our _____________.
Rental qualification guidelines.
If your prospect has pets, make sure they meet your community’s pet policy requirements. There are some restricted breeds for dogs.
What dog breeds are restricted?
- Rottweiler
- Pitbull
- Doberman
- Chow
Guide the prospects through the apartment and make sure they understand you are in ______ of the tour.
The closing of a sale is a continuous process. The closing actually begins with the first contact!
The three letter slogan that describes the closing process is A.B.C., meaning ______________.
Always Be Closing!
_________ knowledge enables you to identify specific and unique traits in your community compared to others. This is a great tool to use when the prospect says that they “want to look around”.
Competitor
or
Competition
What are five (5) of the seven (7) primary objectives for telephone contact with a prospective resident?
(Think of the Guest Card)
1) Who
2) What
3) When
4) Where
5) Why
6) Price
7) Close (Book a tour!)
When a prospect enters, greet by:
1) _________
2) _________
3) _________
• Standing.
• Smiling.
• Approaching.
The client should be the center of attention and all conversation should be directed at his/her interests and the rental community. Follow the 80/20 rule of communication.
What does the 80/20 rule stand for?
80%: Listen to prospect
20%: Talk to prospect
If the objection is the price, never apologize for the set price. Build _____ by summarizing the features, describing the benefits, and applying emotional appeal.
Value!
Product Knowledge is the encyclopedia of your property. Not only is it a reference but also a presentation tool. A thorough knowledge of your product helps increase ______ and ______ and provide better services to the customer.
Sales/Leases
and
Renewals
Your product knowledge is the key. You must be able to describe the property and apartments in such a way as to create a real desire in the prospect. Use words that enable the prospect to visualize the apartment.
You should do this, by doing what?
Paint Word Pictures
or
Painting Pictures with Words.
Before the beginning of every tour, you should always complete a Guest Card with the prospective resident.
What are three (3) pieces of information you should collect, not including names, contact information.
- Where the prospect is currently living.
- When the prospect will need to move.
- Reason the prospect is moving.
- How many occupants.
- How many pets.
- How the prospect heard of us (source).
- Any special requirements or needs of the prospect.
- How many bedrooms/floorplan are needed.
A professional Leasing Consultant does not simply tell a prospective resident about the features of an apartment; he or she sells the _______ and _______.
benefits and advantages.
What are three (3) of the five (5) steps to overcoming objections?
1) Listen to the objection
2) Understand the objection
3) Answer the objection
4) Confirm you satisfied the objection
5) Move to commitment
There are three types of 'knowledge' that instill faith, trust, and respect in the customer, which creates a positive Oakwood customer experience. The three leasing tools that can make your sales presentation more effective and your job as a Leasing Consultant easier are:
1) ______________________
2) ______________________
3) ______________________
1) Product Knowledge
2) Competition Knowledge
3) Traffic Knowledge
If the prospect has a pet that does not meet community standards, or if there are more occupants than allowed by your occupancy guidelines, you should inform the prospect of what?
That he or she does not qualify at the present time due to that particular reason. However, they are always welcome to apply if their situation changes.
According to the National Multifamily Housing Council and Kingsley Renter Report, 70% of renters leverage, what?
An online search!
Features are important to every prospect, but how those features benefit him or her determines whether he/she leases an apartment. All future residents want to know WIIFM!
What does WIIFM mean?
What's
In
It
For
Me!