As a leasing specialist you are the first contact for nearly every prospect that walks through the leasing office doors. It is important to be on your game with every single prospect, because there's no second chance at making a first impression.
With this in mind really concentrate on the little things this weekend:
Make sure that your balloons are out front and you are in the office ready to lease five to ten minutes before your scheduled time to be in the office. There's nothing wrong with being early.
Walk your tour routes to make sure that they are completely clean and there are no unforeseen surprises that could hamper a tour.
Check the model and show apartments to ensure that the lights are on, there aren't any little surprises hiding in the bathtub or cabinets and it smells fresh inside the apartment.
Right when you get into the office, search your community online to make yourself aware of any new information posted on any websites about your property.
Make sure to get 3-5 Craigslist ads up throughout the day in between taking tours and phone calls.
Put together an informative post for your property's Facebook page.
Get your key cards out from the previous days that still have follow-up phone calls that need to be made.
When the phone rings make sure to enthusiastically answer the phone, say your five questions verbatim and really make a true effort to build rapport with the prospect, so they will be not only more inclined to come visit you, but will also feel more comfortable leasing with you.
Hop up from behind your desk and greet every single person that walks through the door, so they immediately feel welcome and at home.
Take the time to fill out the entire key card in order for proper follow-up immediately following the tour.
Really sell your community to the prospect while on tour and nail your FBC's when inside the model apartment.
At the closing table really use your ten closes to get every prospect to lease and if they will not lease, absolutely aim for a 24 hour hold in order to get them back in the door tomorrow.
Complete your follow-up email and thank you letter the second the prospect walks out the door. In doing so, the tour will be fresh on your mind and the prospect will be taken aback by getting an email so soon after their tour.
At the end of the day, send your nightly email before you leave the office. There are many clients that are waiting to see how the day went and may be anxiously waiting for the daily numbers.
Make sure to call-in at your specified time.
All of these things are supposed to be done every single day, but really make an effort to go above and beyond of what you normally are expected of this weekend. If your goal is two leases this weekend, then aim for four. Don't give yourself an opportunity to look back on a day and think you may have got a lease if you did something differently. Make every tour count this weekend!
Enjoy!
CLASS Leasing
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