How to respond when asked about price

I recently started as a Leasing Consultant. Have been working for 6 months now. I seem to have issues in talking about price with prospects. It's our practice to schedule an appointment without talking about price if possible. Do you guys have any suggestions on how to deflect a price question or ways to answer without answering? Any pointers would be greatly appreciated.

Since we use revenue management, I tend to respond with "Our prices are set based on your move-in date and the length of your lease" then ask for that information. Sometimes, they just want the price and won't tour without it, so you have to consider that.

A concern is that by not giving the price is that you're getting unqualified traffic that won't convert to a lease. You're wasting your time and their time, which doesn't hurt anyone.

Just a thought.

Hi Steven,

I do small group training so I will tell you what I teach. In our market, more than 80% of leads come from some type of internet source. It is probably the same for you. If they are are looking at one of your ads or your website they already KNOW your price. The reason they ask "how much is your two bedroom" is because they don't know what else to ask to get the conversation started. That is where you step in to take control of the conversation. "You're looking for a two bedroom, fantastic! When do you want to move?" Remember, they already know the price, floorplans, amenities, etc. This is your chance to get to know them, what they are looking for, what is most important to them, etc.

Just keep in mind that while you do this every day, they don't. It can be a year or more since they last had to find an apartment. Even though I have been in the industry for more than 20 years I always keep this top in my mind. I equate it to how I feel buying a car....like a fish out of water. I need someone to take my hand and walk me through it. I don't know what to say or where to start. Just keep that in mind. Just change "how much is your two bedroom" to "I need help, please help me" in your mind.

Hope that helps.

I know in our area, only rent RANGES are listed on websites, except on Craigslist where a particular unit is being advertised. So,it is completely understandable for someone to call and blurt out a question on the price. I always counter with, "Is price your only consideration when selecting your new apartment home?" That usually leads to an actual conversation.