Jodi Gladden Southwick Perhaps participate in some affirmative responses. For example, when a leasing agent states how the "large linen closet will work so well for a 3 bedroom home" a simple "exactly, this is great!" from the locator further affirms the positive that the leasing agent is trying to convey. We understand that the locator has to remain 'neutral' to an extent, seeing as they may be touring other communities, but as mentioned above, leasing agents should be working in tandem with the locator. The locator is (hopefully) selling one of these properties to the prospect. It is important to affirm the positives, let the leasing agent overcome the objections and then after the locator has conducted all of the tours, re-convene with their prospect and go over the pros and cons of each property based on the CLIENTS needs, not based on the locators preferences.