Topic: What are the best ways to get a prospect to lease on the spot?

Best ways to get a prospect to lease on the spot? Need ideas for lease up!

No gimmicks needed. Build relationships with people. People want to live where they feel welcome and trust the team in the office.

Create urgency - like that's the last apt of that type (1st floor, pool view, floorplan, etc).

How about asking “what would it take to get you to live here?”

This has worked in the past for me but has also backfired because it can make you look desperate.

Courtland or re-word it to say “what would it take for us to make you happy here?”

Ask what their top 3 things are they are looking for (view, storage space, openness, etc). The. During the tour point those things out to them. Ask how they are feeling? When you get back to the office I prefer a hard close it works the best for me. Simply ask are you ready to apply today? If they say no respond okay I’ll catch up with you in a few days and see how your doing. Send them a thank you email for touring within an hour of them leaving.

Ask for the money!

Jessica Regan you do lots of lease ups what works for you

Lease ups are easier than lived in units for me..I create the relationships, sell the newness and paint the picture of what the community will be. I’m honest about if they wait it won’t be here.. I’m not always a hard close but not afraid to ask “so should we get started?”

Video! The second a lead comes in, send them videos to preview the property and what it'd be like to live there. We've seen incredible sight-unseen conversion from it, but also higher conversion when people do visit onsite as well because they've already previewed the community before visiting.

I would always put the application and a pen right in front of them and ask if they’d like a drink and snack while they completed the app? Subconsciously, they want food so they say yes.

hahaha i think is the best one yet

Brandon JB if our trend was really bad I’d get bundti is from nothing bundt cakes and every tour would lease bc of those bundt cakes lol. Who says no to bundt cakes?

ask for the application

Don’t tell them thank you and goodbye, ask them if they would like any refreshments while they fill out the app in their business center.

Hi Brandon, new move-in's are costly. We have a really great tool that helps drive up conversion. DepositCloud.com offers prospects the ability to move in for a lot less than typical. With our program they can pay a small down payment and pay their deposit over the course of the lease, it reports as a positive trade line, they gain equity in the value and it is refundable at move-out. Helps to lower turnover costs and increases average occupancy length.

Double close! Have a different team member ask the prospect “What did you think of the ___ floorplan? Isn’t it great? When are you moving in?”

When working onsite I love what I would call MICKY MOUSE TOURS. another words group tours and I would pit all the prospects against each other. I would whisper in each different prospects ear: HEY GUYS. CLEARLY THIS IS A HOT COMMODITY. GREAT DEALS GO QUICK. I WANT THIS UNIT FOR YOU. YOU DESERVE THE BEST. Time after time this would work. Corporate does not like Mickey Mouse tours. Yet regional and corporate LOVED me . I could do no wrong. They even hired people to do my paperwork. Though corporate hates certain things ... one thing they love above all else: $$$.

I used to ask for the deposit BEFORE showing...I never expected them to say yes but it prepped the guest to expect the question again down the line. I would say something like, "So Mr. Jones, if I show you a 1-bedroom, on the 2nd floor with the storage and great view you want, would you be willing to lease today?" It made asking for the deposit less awkward later. Good luck with your lease up!

No matter how much you have only offer a couple at a time and book appointments close together so people this the next person might take the last couple you have

A better question - are you sure you WANT prospects to lease on the spot!? Jennifer Nevitt did a GREAT study of resident behavior some years back that I would think is still relevant that showed residents who look longer live with us longer. The rental decision is one of the biggest financial commitments our customers make. That said, I know everyone still wants that instant lease...and to fill that immediate vacant. One of my most successful tips is, if they are leaving without leasing, tell them for their convenience since you KNOW they'll be back, they can go ahead and complete the application now without money or anything, and you will shred or delete it, but that will save them time and the need to return later. They'll be all done and only have to go online and pay when they decide to lease from you! Typically, the process of filling out the app is such a time and mental commitment, it often ends the prospect's search!