Some of the most in-demand and fast-selling products and services have big weaknesses, but those weaknesses aren’t getting in the way of making a sale. It’s not that the disadvantage isn’t serious enough to stop buyers, but that the person selling knows how to sell it, even while remaining completely honest. 

Some apartments have major downfalls, especially when the maintenance budget is low, or when the old owners simply weren’t doing their jobs. Even with the greatest properties the prospect could have some objections that appear impossible to overcome, such as a location issues, lease terms that they find unattractive and more.

In any event, providing people with an apartment is a service. That means you’re actually in the business of customer service. 

A business that is keen in providing great customer service is a profitable one, but morality and ethics are the foundations of great service. Doesn’t that mean you’re better off clinging tightly to honesty than leasing on lies? 

1. Learn to Love Objections

You should come to love objections because they are doorways through which you can be persuasive and build a relationship with your potential residents. If you learn to perceive objections as opportunities instead of obstacles, then it’ll be all the easier for you to overcome them. 

1. Learn to Listen to Your Prospects

When communicating with a prospect in the hopes of getting them to sign, some people just can’t stop talking. They seem to think that the more and the faster they talk the more likely they’ll get the unit leased, so they chatter on, saying anything they think the prospect wants to hear, whether it’s the truth or a lie. They’ll even lie about things the prospect hasn’t even asked about. Real listening takes courage, and both listening and courage are essential to honesty. 

1. Focus on the Positives

There are upsides to just about anything. If you work on highlighting the features that the prospect considers beneficial you can help them weight out the pros and cons favorably and convince them to move in. This approach almost demands you be upfront about anything the prospect might view as a disadvantage, but it’s also a highly effective way to sell. And, if there’s a way you can bring even more benefits to the prospect, such as agreeing to make a few small repairs or changes, then do it. 

Great salesmanship and customer service skills are powerful in enabling you to be honest without losing a lease. Honesty saves you money and helps you make more by building and maintaining higher occupancy rates while lowering turnover. 

Honestly….Just be honest!