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process also opens the door for prequalifying your renter prospects.
Having your vacancy leased quickly is important, but so is getting a qualified renter that will become a good resident. Prequalifying your prospects is an extremely important step. Just as you will want to point out all the great features of your property, you also want to make the right selection and place someone that fits your requirements (e.g., credit check, criminal background, rental history, and income). We at SKY Properties always collect information about what the tenant is looking for, why they are moving, and when they would like to move. This is a great selling tool because you can hear what they want and determine if your vacant unit matches their needs. This makes “it” an easy sell.
SMILE OFTEN AND BUILD RAPPORT
When a potential renter likes you, they are more likely to lease from you over the competition. Consider when you are shopping for a product or service and the type of rapport you desire. Put yourself in the position of your prospective renter. You would likely want the best service, to deal with someone that has a positive attitude, and to work with a generally pleasant and informed person to answer your questions and give you a tour of the unit. So, be friendly! Ask how their day is going, find out about where they live now, and why they want to relocate. This is always a good ice breaker and helps you find out helpful information that will allow you to close the
sale! ASK FOR THE LEASE
Close the sale. Sometimes a person is ready to move
forward, but they are not offered to do so. Ask for a
deposit. If the prospective renter is hesitant, ask why and what the unit is missing that they are still looking for. If they place a deposit hold on it for 72 hours, they are not losing anything, but the application fee if they end up cancelling within the 72 hours. After finding out the needs of the prospect, we always present the application as something that will benefit them by helping them find that perfect unit!
BE SURE TO FOLLOW-UP
Consider how you might track follow-up more effectively. Follow up is very important, and those prospects who do not get a follow-up call or email may forget about your property. If they are considering several other properties, the property that follows-up with them is more likely to get the lease. Again, consider when you are looking at different products and services. Sometimes you develop questions after your initial review. Accordingly, a follow-up communication of some kind allows you to get answers to your newly formed questions. This also gives a good impression of how the customer will be treated once they become a resident.
Follow up is so important to a resident, especially with maintenance issues. Show them your follow- up skills even before they are your customer! After building a good rapport and knowing that our property matches what they are looking for, we always follow up. If our prospective renters have decided to go with a different place, we ask for more details. We always try to find out what we could have offered that may have swayed them more our way. Sometimes, those needs are easy additions or requests that we can make happen!
68 JANUARY 2022 - APARTMENT MANAGEMENT MAGAZINE AMM1/6