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What are the Two Most Important Questions to Ask Prospects?

What are the Two Most Important Questions to Ask Prospects?

Found a great video from Matt Easton today where he shared his two most important questions leasing consultants should be asking prospects:

I love the part about knowing when to switch to closing the sale.  What do you all think about these two questions?

 
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Brent, my first questions always is "Is it okay if I ask you a few questions? That way I can be of more help to you." THEN, and we have been suggesting this for years "What is the most important thing to about your new home?" Choosing your words carefully, ask next; Tell me more about the size apartment you want" Then, the critical question is "When are you planning to move? Do you have a specific date?" Ask politely "How many people will be living with you in the apartment?: If the number exceeds your occupancy standards, then and only then you should ask "In Texas our occupancy standards in a two bedroom is 2 plus one additional occupant under age (2 or 3?) Are any of the 5 of you in that age group?" (don't use the words 'children, kids'. This question is purely due to occupancy standards. Another question should be "Will you have an animal living with you?" I have found that asking if they have a 'pet' may lead to a 'no' when they do have an assist animal. Be prepared to discuss your policies regarding any animal that may accompany them in their home. I always ask "do you have a budget in mind?" And then "how did you hear about us?" Be conversational, not robotic! Be truly interested and friendly, take notes. Use your guest card, whether manual or on your computer. I could write a book on this topic!

  Anne Sadovsky

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