Discovery Detective
This is one of the first things you should learn from a prospect
What is: what size apartment are you looking for?
This is the action you should confidently ask for when a prospect likes the home
What is, Applying?
This should always come first when a prospect shares a concern.
What is Listening
This is what you should do if your property does not have what the prospect needs
What is recommend another SNS property
This is the first impression a prospect gets when you respond quickly and professionally.
What is Good Customer Service
This question helps you understand their timeline
What is "When are you looking to move?"
This is a sign that a prospect may be ready to move forward in the process
What is a Buying Signal
"That makes sense. Let's look at what is most important to you first." is an example of doing this before responding with a solution
What is "Empathizing"
This is the sales term for recommending a sister-property
What is Cross-Selling?
This matters because prospects are often contacting more than one community at the same time.
What is Your Response Time?
This is something you should ask after learning what size apartment they need
What are their preferred features or must-haves
"How are you feeling about the apartment so far?" is an example of this.
What is a Trial Close
If a prospect says the rent is too high, this is what you should help them understand"
What is "Value"
A prospect wants a 2-bedroom, washer/dryer hookups, stainless-steel appliances, and central air. This sister property could be a great match.
What is Village Square?
This is what a leasing professional should do instead of simply answering a question and ending the conversation.
What is, Ask more questions and Guide the prospect to close?
This is what you're asking when trying to uncover the needs of the prospect
What is "Discovery Questions"
A prospect says, "I really like this apartment!", The next question you should ask is this...
What is "Would you like to go ahead and apply today?"
"What is holding you back from moving forward today? is a good question to ask when a prospect says this....
This SNS community offers apartments and townhomes and includes a pool, playground, and cornhole among its amenities.
What is Woodmere?
This is what you should do before recommending a home to make sure it actually fits.
What is, Listen to the prospects needs
This essential information is required for all prospects no matter what they're looking for
What is: "Their contact information"
Check the temperature, confirm the fit, and move forward naturally are the three steps in this method...
What is "The 3 step close method"
Listening, empathizing, addressing the concern, and ending with a next step defines this.
What is, Overcoming Objections
A prospect wants a 2-bedroom, washer/dryer hookups, and either a patio or balcony. This Forest Park property is a match.
What is Pennington Court?
This is built when you take time to listen, remember what matters to the prospect, personalize the conversation, and consistently follow through.
What is, Building the Relationship