Three Questions Leasing Agents Should Always Ask Prospects

 

No matter how busy your apartment property leasing agents are, there are three questions they should always ask their prospects. They can put the questions in their own words, of course, but the questions—and careful attention to the answers—will help engage your prospects.

The questions are easy to work into conversations with potential renters because they flow naturally and help show that the leasing agent cares about the prospect’s needs. They’re also important because they will give you a much better framework for understanding how you can start meeting these needs before they sign a lease:

1. What’s prompting your move?

Learning the reason for the move helps you understand the prospect’s logical and emotional motivations and helps the agent to connect with the prospect’s home search on more of a personal level.

2. How did you become interested in our community?

Finding out what led prospects to your community is obviously good for marketing measurement. (Did they find you through your website? Did a sign attract their attention? Was it a print ad? A referral?) But more importantly, it’s crucial to an understanding of what the prospects are looking for in a community: proximity to family, work, or a particular school district; an attraction to the neighborhood; or maybe a positive impression of your brand.

3. Is there anything specific you’re looking for in your new apartment home?

Knowing what the prospects are looking for in their next apartment home helps you understand specifically what factors are most important in helping them feel at home. With this understanding, you can also better recommend the amenities at your property that can meet their apartment home needs.

I’d recommend coaching your agents on the questions and helping them understand just how important the questions are not only to you, but to the prospects. If a prospect feels that your agent is engaged, listening and genuinely cares about their answers to the questions, then you’ve already gone a long way toward closing the deal.

What do you think of these three questions? Do you think they properly engage a prospect? Do you have a set of key questions your leasing agents ask? Please share them in the comments.

No matter how busy your apartment property leasing agents are, there are three questions they should always ask their prospects. They can put the questions in their own words, of course, but the questions—and careful attention to the answers—will help engage your prospects.

The questions are easy to work into conversations with potential renters because they flow naturally and help show that the leasing agent cares about the prospect’s needs. They’re also important because they will give you a much better framework for understanding how you can start meeting these needs before they sign a lease:

1. What’s prompting your move?

Learning the reason for the move helps you understand the prospect’s logical and emotional motivations and helps the agent to connect with the prospect’s home search on more of a personal level. .

2. How did you become interested in our community?

Finding out what led prospects to your community is obviously good for marketing measurement. (Did they find you through your website? Did a sign attract their attention? Was it a print ad? A referral?) But more importantlydirectly, it’s crucial to an understanding of what the prospects are looking for in a community: proximity to family, work, or a particular school district; an attraction to the neighborhood; or maybe a positive impression of your brand.

3. Is there anything specific you’re looking for in your new apartment home?

Knowing what the prospects are looking for in their next apartment home helps you understand specifically what factors are most important in helping them feel at home. With this understanding, you can also better recommend the amenities at your property that can meet their apartment home needs.

I’d recommend coaching your agents on the questions and helping them understand just how important the questions are not only to you, but to the prospects. If a prospect feels that your agent is engaged, listening and genuinely cares about their answers to the questions, then you’ve already gone a long way toward closing the deal.

What do you think of these three questions? Do you think they properly engage a prospect? Do you have a set of key questions your leasing agents ask? Please share them in the comments.

 



5 responses to “Three Questions Leasing Agents Should Always Ask Prospects”

  1. Jolene Sopalski says:

    Wow I love how you worded these questions and they are perfect for my property! Thank you so much.

  2. Three Questions Leasing Agents Should Always Ask Prospects: http://t.co/qBxnmr5 via @propmgmtinsider

  3. Three Questions Leasing Agents Should Always Ask Prospects http://ow.ly/5HM7c

  4. Three Questions Leasing Agents Should Always Ask Prospects http://ow.ly/5P4Kn

  5. Three Questions Leasing Agents Should Always Ask Prospects http://t.co/9mEdUE1Q via @AddThis

Follow PMI


Property Management Insider is brought to you by RealPage. Learn more.

 

© RealPage, Inc. All trademarks are the properties of their respective owners. 1-877-325-7243 | Terms & Conditions | Privacy Policy | DMCA Notice | Sitemap