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Increase Your Occupancy Now with No Additional Cost!

Increase Your Occupancy Now with No Additional Cost!
  There is no time for fluff......Let's get straight to it! First, identify a list of factors and features that prospects might consider to be the disadvantages of leasing from you, once that is complete, you will be ready to develop ways to overcome those hindrances. For each objection, be sure to prepare at least three ways to overcome it.  Having multiple ways to overcome a single objection increases your chances of success because different points work on different people. What convinces and converts one person might not do the same for the next.  A great way to overcome any objection is to simply acknowledge that it’s a disadvantage and then compare it to a benefit. For example, a prospect might not like the lack of closet space, but be won over if you point out the merits of the school district, if they have children. If there is a way to resolve an objection for once and all, such as an upgrade or repair, then be sure to take care of that matter as far as your budget will allow. However, know that objections are bound to arise, even when it comes to the greatest properties.  Having the foresight to identify and address any potential objections empowers you to increase occupancy faster than ever before. Overcoming objections is a skill that can have an even bigger impact on your ability to get apartments leased than your marketing efforts can, making mastery of this skill is one of the best investments y......
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Don’t Be Afraid To Take Objections Head On!

Love this post made on Multifamily ShareSpace from Sydney Jamieson!  Having your property across from a cemetery surely ranks up there as one of the bigger objections you might face, but rather than putting your head in the sand and pretending it doesn’t exist, I love this approach of taking the objection head on, and even having a little fun with it! 

What is the biggest objection you all hear from prospects, and how do you face it?  Share the objections you hear in the comments below!  And if you want a heads up about future leasing blogs, click the subscribe link in the box below!

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Why Don't You Have the Specials That Those Guys Do??

Why Don't You Have the Specials That Those Guys Do??
Has this happened to you … you’ve spent a good amount of time with a prospect, you’ve developed rapport and built a good relationship. You think you have a handle on what s/he wants and know that you’ve just offered your client the perfect new home, when s/he looks at you and says,    “Wait…your rent is $1,250 for a two bedroom apartment. The Willows across the street is renting a similar place for $1,100. Why are YOUR rents higher than their’s?”    I dreaded this as a front line leasing associate and I’m not alone! Whenever I do a training seminar on closing the sale and overcoming objections, this specific question regarding specials   So what do you do when a competitor has lower rents, a better special and/or more attractive incentives than you can offer?   I would encourage you to use, what I call, the “Chuck Norris Response”        This can also be referred to as the “Most Popular Guy/Gal at School Response,” the “George Clooney Response” or the “Kate Upton Response” (and no, I’m not putting in a picture of Kate Upton…nice try, folks!)    The basic gist of this response is to turn the negative (“Why don’t you have specials like those guys??”) into a positive.   As Inigo Montoya said, “Let me ‘splain….”    Somehow I imagine that if Chuck Norris were asked why he chose to double park his car outside, he would say, “Because I’m Chuck Norris, that’s why!”  If you asked Kate Upton, “How in the world did YOU end up in a com......
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How Do I Lease Apartments if My Amenities Aren't Good?

How Do I Lease Apartments if My Amenities Aren't Good?
I feel like you and I are friends and that I can confide certain things to you, without your judging me. So, since we are simpatico, I don’t mind telling you that in 8th Grade, I was kind of a big deal. I was voted  “Most Likely to Succeed” and “Most Comical” (when do you see that combination?) and life was good. It was nice. I’m not going to lie.    Then I transitioned to high school and everything changed. Everything.    Will Anyone Go on a Date With Me??   All of a sudden I realized that girls were not really attracted to me in high school. I saw that I was being overlooked in favor of “the jocks!” (Apparently skinny guys who played clarinet was not a big commodity in high school! Who knew??)    The big thing that happened to me was that all of my confidence in dealing with girls was destroyed. I either approached girls timidly and awkwardly or tried too hard too fast to make an impression. Not good.    Meanwhile, I saw that some of the guys who I thought were jerks (yes, I was biased), and also not that great looking, seemed to attract girls with no problem! What gives? I realized that many of them were confident.   There is just something hugely attractive about confidence isn’t there? Don’t you find that you naturally gravitate towards someone who exudes confidence?   Thrown Off My Game   In looking back at my childhood, I realized that when ......
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Can You Overcome Any Objection?

I sincerely hope you are not dealing with this functionality failure at your apartment community! This would be a very difficult challenge to overcome. A true leasing pro knows that dealing with you customers objections is an essential step to close the sale. After all, who is going to take the time to discuss their concerns if they are not interested in the apartment?

Many people get discouraged when they hear an objection and do not attempt to overcome the customers concerns with solutions. They simply give up and report back to their manager that the apartment did not work for the prospect. Is there really a perfect fit when it comes to an apartment. I'm certain it is probably rare. Dig in and talk about some ideas that you have help your customer see things differently.

The next obstacle is the "excuse" objection. My favorite excuse for not leasing is the ever popular "I don't think my husband will like it". Are you kidding me? Women are the keepers of the home. It's how we were programmed since the beginning of time. If a lady likes the apartment she will tell her man that he will love it too. Now is the time to find out what is really holding the customer back from leasing the apartment.

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