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How to Rent Apartments without Selling the Specials

Proven methods of increasing occupancy without selling specials.

Eliminate low self esteem and demand the lease (Part 3)

Eliminate low self esteem and demand the lease (Part 3)

When it comes to closing the deal and getting the lease, few things are more important than believing in yourself and your property. Not having self-esteem when talking to prospects will cost you the lease. It will cost you profits. It could even be the difference between the success and failure of your company.

However, if you have self-esteem and believe in yourself, your prospects will pick up on it. They will find you more charming and engaging. They will be more interested in what you have to say, and they will take you seriously. Once you have their interest, you need to close the deal. You need to ask for their money. This guide is going to teach you the most vital concepts to keep in mind each time you interact with a prospect.


This section is going to teach you about having the right mindset. It is critical to have the proper mindset. If you don't have the right mindset, you will unknowingly let interested prospects walk away. You will be leaving money on the table and you will never be as efficient as you could be. If you lack the proper mindset, you will never reach your full potential.

Imagine that you have an old childhood friend. This friend has been looking for a specific apartment in a specific location for years now. You have finally found the apartment of his dreams. You know he will be overwhelmed with joy when he hears the good news. Take the time to visualize this mental image. How happy would you be to tell your friend you finally found something he has spent years trying to find?

This is the mindset you need to have while talking to prospects. You need to have the confidence that your apartment is the best one for them. Doing so will help them to understand why your apartment is so awesome. You should feel an obligation to help them understand. You also need to make them to know that they will be making a big mistake if they don't sign the lease. Let this mindset be your focal point during all of your interactions.


The right mindset will help a lot. But it is not enough on its own. You need to be able to show your prospects why you are so confident that your apartment will be the best choice for them. If you are not able to do that, you will still be losing out on a LOT of leases. So, how can you show your prospects why you are the best choice?

First, make a list of every benefit that you can think of for them to sign your lease. Maybe you are located near popular attractions. Maybe you provide services and benefits that your competitors don't. You need to brainstorm with others and be creative. After you have your list, go through and edit it several times. Then put the most important reasons at the top of the list. Study them until you can recite them in your sleep.


Now, you are going to learn about offering value. You need to offer more value than your competitors are offering. If you are not able to offer more value, you will have to compete on price. Competing on price is not good for your bottom line or your self-esteem. It should be avoided at all costs.

The good news is there are ways to increase the value of your apartments without increasing your overhead. You can increase the value of your property for FREE. There are so many ways you can do this. I am going to give you a quick example. You can go around town and build relationships with local business.

Offer to refer your residents to them. Explain that the best way for you to do that is to offer your residents a small discount on their services. It's a win-win. They get more customers than before, and you have an extra incentive for prospects to sign your lease. In addition to all the other great benefits of leasing with you, your prospects get a ton of awesome discounts. There is so much that you can do with this. Don't ever stop brainstorming and being creative. And remember that there are tons of ways to increase the value of your apartments and your community that cost you absolutely nothing.


Now it's time to put it all together. It's now or never. You have built your confidence and self-esteem by adopting the right mindset, taking a look at what you have to offer, and looking for new, innovative ways to provide your potential residents with value. This is the part where most people FAIL. They leave the next, and most important, step up to the prospect. They ask them if they would like to sign the lease. They ask them if they are interested. This forces them to think about it, and it makes them more likely to come up with objections.

Instead, assume the deal. You need to ask for their money. This is hard for most people because they feel like they are taking something from the prospect. However, if you have been following the steps in this guide, you know that you are doing your prospects a favor by getting them to sign with you. You are providing them with great value. In fact, they are not just your prospects. They are your new friends. So, after they understand why you are the best choice for them, tell them what the next logical step is. It will sound something like this: "We just need to finalize the paperwork to get started and you will be ready to move in!"

Adopt the right mindset, take a look at what you have to offer, add value and DEMAND the lease! 

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