Nobody likes it, everybody hates it...they just want to eat worms! In spite of that, it is always a great learning experience. After the initial **THUD** of objection, everyone relaxes into it and finds some new tool to add to their closing kit.

Pedro,
U forgot the most important component of leasing an apartment. It is "closing" what leads up to closing are the rest of the items you mentioned. Isn't that what leasing staff is paid to do? That is ask for the money! I have found this to be the hardest part of leasing an apartment. If you have not qualified your prospect well, then closing will be the hardest. :huh

I agree with most everyone in this blog. Without role-playing, either formally in a classroom setting or informally with a team in a huddle, you never get to listen, see and discover how team members will react in a scenario.

Let's face it, most people will say they don't like it, yet surveys show they appreciate seeing how to resolve issues in role-play.

Very clear instructions are also important, and demonstrating what you are looking for in the role play like you do is EVEN BETTER! :woohoo:

Absolutely!

I like to start out by demonstrating what I'm asking them to role play (tour, call, closing... whatever)... then tends to help them be a little more willing! :)

Tara

YAAY YOU! Getting people to role play is like pulling teeth sometimes but SOOOO helpful! To encourage teams I always "go first."
I also try to make them understand that when they role play it's a "safe environment" with friends and coworkers who want you to succeed. It's a whole lot easier to practice it here so you'll be able to do "it" (whatever they're working on) on the "hot seat" in the real world later! ;)