It is often an ill-conceived misconception in all venues of business that follow-up is not an important aspect of making a sale. Not only is not following-up with a prospect a potential missed opportunity of a sale, but it just flat out does not make any sense to not do! A prospect that has visited your apartment and not leased for whatever reason, is by far the hottest lead that you can possibly have. This individual has come to your community, which immediately shows that something caught their eye in order for them to take the time to come see what the property looks like, so this obviously shows they are somewhat interested. By not following-up with these individuals, a leasing specialist is basically assuming that since the person did not lease, they must not be interested anymore. To me, this could not sound like more of a crazy thought, but I would be willing to bet that probably only 1 out of every 10 leasing specialists in everyday apartment communities performs effective follow-up with their prospects. Following-up with a prospect consists of more than just making a phone call to the individual to see if they are "still interested," or that you are just "checking-in" to see if they have made their decision. There are multiple levels to follow-up and it is something that needs to be done until the prospect informs you that they either will be leasing at your community, or worst case, that they have decided to lease elsewhere. With that being said I have posted three great articles from Multifamily Insiders, Ezinarticles and Allbusiness that outline some very efficient tips to reaping the benefits of effective follow-up.
Enjoy!
CLASS Leasing
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