A few rules to live by,make sure you are pre-qualifying,most prospects will take the tour even if it doesn't meet there needs so we need to treat them like eny other person(s) that inquires about the property. In this case it's not the lack of poor closing skills.

Take the time to get to know your prospects and this is where your going to make your impression, your greeting is key, someone will make their impression of you in the first 5 seconds of meeting you so let that personally shine. Keep in mind you are selling your self, the management company and property thought the visit. So you have wined and dind pulled out all your tricks, still no deposit, ask them straight so what is stopping you from leaving a deposit today that is an open ended question and you just might get a straight answer.

Remember buying is a feeling, so take a look at your leasing office to make sure its inviting right down to the smell, if you can have music play it.

I know what worked for my office, not only my staff but myself as well. Educate your staff about people skills. But first and foremost, have your leasing consultants find out what the potential resident is looking for and what their needs may be at the time. Instead of talking at the prospect and telling them how wonderful the apartment is at first, ask them their wishes and really listen to what they say. Everyone loves talking about themselves and their dreams and this is the fastest way to bring someone around to opening up, listen!!! When prospects feel that you have their wishes in mind instead of just renting them an apartment, you can begin to form relationships.

A great book to read, "How to Win Friends & Influence People", by Dale Carnegie.

Give me a call at 678-461-0110 or email me at This email address is being protected from spambots. You need JavaScript enabled to view it. We have a number of training options that may work for you. Thanks! -Danny Soule

Amen Lori!! :laugh: I so agree!

Have them shop other properties that are known for their high closing ratios and/or high occupancy.

I think it is more important to master the art of customer service. Master that, and the closes will come naturally.

In our context; look up books on 'relationship sales' and teach your team that you are selling more than just a phone/computer/bicycle/camera/hamburger; you are selling them a HOME and hope it will be a HOME to them for a long time.