The questions I usually ask, if someone with knowledge is not closing:
Are they being properly motivated to close? Do they get a bonus for leases or an hourly wage regardless of outcome? Which KPI's receive the greatest focus?

If all of these are in line, it could be a confidence issue. (in himself or the product) Sometimes people are so afraid of getting a "no" that they won't bother to ask. I've also known agents that felt asking for the sale was being too pushy. They just need to be given permission & instruction how to close without being "pushy."

ASK more qualifying questions up front. Qualifying, as in what they are specifically looking for? Why are they moving? What were they missing where they currently live that made them want to move? Uncover the hot buttons and create conversation.
Leasing agent isn't asking the good questions and the client is left to do the talking and discovering.

Find sonething to like about each feature that someone has objected about. Turn them all in to positives.

Training is a continuious process. We always need to look for new ways to gain new insight for us and our staff. Leasing, takes LOADS of practice. Make sure you are giving him the tools he needs to be successful before critiquing him

I like to send them to apartments and tell them to write down as many objections as they can so we can brainstorm together ways to overcome them. Sometimes they just don’t know what to say when someone has an objection. Another good thing to do is practice how to ask for the money! Lots of leasing professionals struggle with this because it’s so hard for them to ask someone to leave money. They want the client to just offer it up. Lol. But a few years ago, we started arming our secret shoppers with papers that said “you asked for the money, so you get money!” Or something like that and they would hand it right to the leasing consultant when they asked for the deposit. We rarely had a problem again because they were always hoping their client was a shopper!

This is simple. Your leasing consultant is not confident in the product. Is he walking the tour path in the morning? Is he walking units to make sure that they are in exceptional move in condition? Is he familiar with the comps? Is he familiar with surrounding businesses and serviced? Nail these few down and I guarantee an increase in his closing ratios.