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5 Strategies for Bringing Your ❤️ to Your Leasing Presentation!
5 Strategies for Bringing Your ❤️ to Your Leasing Presentation!
"I'm in this with you, Mr. Prospect! You are not on your own."
The rental prospect is NOT a “piece of traffic” as we sometimes refer to them. Your rental prospect is a human being seeking one of life’s basic needs; shelter. Last KWIK Tip I introduced the idea of bringing your heart to every leasing presentation. That is, truly connecting with the people who email, call, and visit your office seeking a new home.
Connecting with heart means recognizing the prospect is involved in an emotional and often stressful decision. They are trying to find the right place to live. You want to communicate to your prospect, “You are not alone in this lease transaction. I am here for you, too!”
Consider these five strategies for bringing your ❤️ into your leasing presentation.
1. Love What You Sell - Present your community with enthusiasm, joy, and professionalism. Make it fun to visit your community. You don’t have to "love" your property for you personally. You must love it for the prospects who walk in the door and for all your residents who call your community “home”.
2. Listen - Focus on your prospect. Look them in the eye when they speak. Don’t listen with the intent to reply; listen with the intent to understand.
3. Act Like You Care - Yes, I said “act” because your prospect only knows your feelings about them by what they observe about you. It is not enough to care about the prospect for the very depths of your heart. This customer must perceive you as caring and genuine. Your desire to connect must show in your voice, expressions, and body language.
4. Get in Their Shoes - Take off your shoes and try on your prospect’s. Consider what is happening in their life and see this event from their perspective. Show empathy by acknowledging the stress, hassle, and even fear they may have in searching for a new place to live.
5. Pop the BIG Question - “Will you lease from me?” Yes, the leasing presentation can be compared to the wooing of that special person with whom you want to spend the rest of your life. The prospect visited your community specifically looking for an apartment hook-up! What a pity if you show all the signals that you desire a long-term relationship (a 12 month lease!) but never actually propose. The actual invitation to lease is perhaps the most heartfelt part of your presentation. This is the natural and proper next step in a caring, genuine leasing presentation. It shows true ❤️. You have shown concern and interest in creating a relationship with the prospect. The natural progression is to directly ask for the lease, the committment. It is absurd, rude, and confusing to NOT ask the rental prospect to lease!
Your work objective is to put this prospect into one of your vacant apartments. You will use your personality and sales skills to achieve this goal. Yet, I’m suggesting you also have another responsibility that makes your presentation more powerful and genuine. From your heart, you want to communicate to your prospect that, “You are not alone in this lease transaction. I am here for you, too!”
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