What are some closing techniques that have worked best for you?

To my peeps in the Property Management field and Real Estate, I wanted to pick your brain on "closing techniques." Many have different methods from Creating a Sense of Urgency, Circling back for Objectives, Using the Special Last, Reiterating how we met their Needs/Wants, and of course the Tag Team with another leasing agent. What are some closing techniques that have worked best for you?

Honestly, the one that’s not used enough is simply asking for the sale. And that’s what works most for me.

Really have to read the room. Not all tours are the same, and not all clients respond to the same techniques.

In my experience working with other leasing agents or staff works best. People don’t like being pressured and I think it’s outdated to use the urgency tactic. I’d rather find the right fit for someone than try to force a sale ¯\_(ツ)_/¯

I definitely agree that urgency is useful when there is a real demand. People can sense when you aren’t being truthful and it’s a huge turnoff IMO. I use both techniques- if it isn’t busy enough to use the first you mentioned having another staff member introduce themselves and ask for tour feedback helps create a sense of community and care for the prospect I think

As you mentioned in another comment prospects can now easily see your availability. So if you create a false sense of urgency they’re going to see X unit still available days later which to me would create a loss of trust.

I agree. I tell our agents honesty is the best policy but when it comes to urgency yes you may have 11 one bedrooms available. Each unit is different. Each one may have a different location, floor, price, and available date. Urgency is how you use it. If this person preferred the first floor near the parking garage and you have 11 one-bedrooms available, but 4 on the first floor and only one near the garage then urgency comes into play. Because once it's leased their preferred unit is gone. Urgency is how you use it and knowing the needs and wants is how to put it into play.

My best closing technique is to have properties that sell themselves. They are priced affordably for our market. It is completely low pressure and feels best.

I never use the sense of urgency. I try to treat others how I would want to be treated. If it's a high demand unit then yes, I'll be honest and tell them others are looking at it. If we are doing a look and lease promotion I don't say look and lease, just that if they are able to make a decision before X day, we have a promotion right now for Y and after X, it goes back to normal pricing. People want sincere and honesty. Don't pressure and make fake urgency claims...they can most likely look at.your inventory online and know you're lying.

Easiest closing technique- Just ask for the sale! If you don’t ask, the next person will. Also asking them about their “must haves” before the tour is super helpful bc it allows you to tailor the tour to their needs. Also prepares you for objections! I like to show the community itself not just a model/vacant unit. People want to see the amenities not just know you have them. Bonus points if a resident stops you to say hello/ask a question. This gives the prospective resident a chance to see you in action. They’re typically wowed when you know your resident’s names not just their apartment number and that you’re willing to take the time to listen even when you’re busy. These days especially in competitive markets, people will rent where they feel most comfortable and think the staff will be attentive to their ongoing needs. So smile and take the time to make a connection with people!

If a Leasing Professional has been genuine and given the potential resident everything that they're looking for throughout the leasing process, the ask is really all that should be needed. I have actually always hated that we called asking for the sale "closing techniques". I understand it from the point of view of training, but I think that people get too hung up on how they're going to "close" instead of just inviting the customer to live at their community. Sometimes that could involve creating some urgency (if you honestly only have 1 apartment that completely fits the customer's needs, there's nothing wrong with sharing that as long as it's genuine and not "used car salesman-like").

We would be glad love to have you as a resident. What information can I provide to help you make a decision and sign up while you are here ?

Secondary questions without interrogation... how long have you been looking ? If you are their first or second property to be seen, it's early and really tough to close. Easy to tease. I know you will look at others, our is the best for (xxx yyy zzz). You will spend a lot of time looking at other places on main rd, crossing road, near highway ##, and you will come back here eventually. Save yourself (friends family) a lot of time and hassle, we will exceed your needs and expectations.

Have you made a decision about what part of town to live....their answer will reflect commute, lifestyle, convenience to friends family priorities. Respond accordingly.

If price matters...our apartments are fresher nicer better maintained and $50 a month sounds like a lot, but you deserve something a little nicer than average. This is your HOME.

Well, as an owner I view pro-rated rent is a gift. Often, I forego the gift. Lease today, no rent till next month. Now, that’s not so great on the 26th. But, people love it. In fact they close on the spot, to get the apartment and can now take a week or two to clean, move, etc…

I’ve done the math, you lose a little up front. But they are happy and happy to stay.

I like this. So the sooner they sign the bigger the benefit they get, a unit is off the market, they're now paying the utilities and they have a positive move in experience

Assumption is my favorite to use

I think when you are in the apt with them helping them picture where the furniture will go you should close at that time. When you get back to the office it may be busy and kind of crazy but they are already sold.

I just ask if they are ready to come back to the office and start the paperwork to take the apartment off of the market. If they decline, I ask what it is that is holding them back from taking it off of the market today. If they have unsaid objections this is the time it will come up and offer you the opportunity to overcome objections as well.

We are under renovation so I get the easy task of going "I only have xyz available for your move in date and its first come first serve" boom application

Group tours work wonders for me. It doesn't create a sense of urgency per se, more a sense of desirability. I've been using this method for over 15 years and it works.

I used to have my assistant call my leasing while I had an applicant at my desk and pretend someone was on the phone coming to get the apartment the prospect wanted letting them know it was first come first served. The prospect would rent right then an there. Every single time.

closing starts from the start. don’t need a script or anything special but just need to teach agents to ask the right questions that will build self-credibility and increase rental interest because the decision will be a no brainer if it’s the right fit for the customer.
Also, focusing on using proper initial and after tour follow up structure so you won’t need to focus so much on closing because you get only the best most engaged leads coming in the door.
initial contact call with self introduction needs to be verbal and personalized so it promotes follow through and they feel like they’re talking about coming to meet a friend who’s showing them an apt.
use this downtime while they’re sitting down with your agent to gather info, and find a match. then on the actual tour present and demonstrate the community by citing back what is relevant what the customer said on the sit down phase.
if you do it right the customer sees that they’re asking for can be achievable and they’ll usually be the one asking about the leasing next steps.
9/10 agents do not build rapport they usually just go and show the unit and come back. the journey to the close is what the customer remembers not the close on move in day.

Sometimes we talk too much and listen little. Don't talk yourself out of the sale, your product will sell itself to the right person.

I know we need to create that sense of urgency; but take a step back and think how you feel when someone over sales something to you… you don’t like it and it’s a turn off. If you let your customer service and property speak for itself they will come back. I think follow ups without over selling and thank you for visiting because we haven’t forgotten makes a great impact without saying if you don’t sign today tomorrow it won’t be there, all humans realize this. Whether it’s a car, a house etc… but they need the time to make the decision.

Coke Cola close is my favorite!

Building a good relationship with the prospect from the very first contact. People appreciate being appreciated. Ok, that sounds stupid… but it’s true.

From the first time I speak with anyone I find out what their hot buttons are and I build on that. Always ask where else they’re touring so you can make sure your property is the best choice . Without being pushing explain to them why the other property does not fit what they’re looking for . I’ve even gone as far as calling the other property for them to get their availability and asking amenity questions? And if they have a pet always give the first month free of pet rent with a bark box if they lease the same day. Bark boxes are amazing especially for dog people!

Showing knowledge and honesty has always worked for me. I let them know that my job is to match them with their perfect home and if that's not my property then that's OK but I'm sure they would be really happy here. Don't lie to people, be honest about pest issues or whatever questions they have but provide solutions also. People respond well with truth, knowledge and compassion.

Yes, yes & yes! Exactly what I've done for decades. Get to know your prospect & their needs, be engaging, ask open ended questions and always invited them to select an apartment or choose their new address at your community.

Excellent!