1. Stand up when your prospect enters your office/area of work.

There are many reasons why this should be standard practice; However, energetically speaking, if you enter an office and you're already above the person in charge? Good luck!

2. Become impeccable with your words and offers.

If you don't know the answer to an objection, never make it up. Reassure that the answer is just a chat away and continue down the journey of closing that sale. Are you offering any specials? Clearly articulate the offer and if there are any time sensitivities. Which leads to number 3.

3. Never be afraid to use urgency.

For a sales professional to not have urgency is like a chef to arrive to his kitchen without his tongue.

Impractical.

After analyzing your prospects desires, it is then time to sprinkle urgency right in the pain point. It's the only cure!
I once had a resident pull over on the side of the road to sign a lease because their fear of not securing the vision was far too great to continue on their way home.

4. Follow up on your follow up from the follow up!

For people who do not like to follow up after a tour, are you a bit lethargic on the idea or not optimistic you have what it takes to close your sale?

It is not entirely uncommon for someone to apply after the 6th follow-up.

How do YOU make sure that this application is under your name? Do the job! Let's remember that the hardest part about anything is the part you don't know.