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If you are a leasing specialist or a property manager trying to get those vacancies filled, you may be coming across a lot of objections. You may feel SO overwhelmed lately because all you ever hear when you tour prospects is how the location isn't as desirable, or how overpriced your units are. To all my metropolitan folks, I KNOW you have heard the closet being too small or the prospect not being able to adjust to having such a small living room or bedroom!
We've all been there. And unfortunately, you cannot rebuild the entire apartment community.
BUT...
You can learn how to overcome these kinds of objections when it comes to leasing apartments.
The first step in learning how to overcome certain objections is to observe and take note of what in particular your prospects are not liking about your community.
Is it the fact that your model unit is NOT showing nicely? Or maybe your ACTUAL units are showing terribly...meaning they had someone recently move out and no one has made the unit ready to "prospect standards".
Here's the thing, whatever the objections are, you NEED to take note of these. Write them all down on a piece of paper and study those objections.
If you were the prospect, what kind of answer would you like to hear to those kinds of objections?
The thing is, as a leasing specialist, you MUST know how to answer questions in the best way, because you only have ONE SHOT at making the sale. And if you blow it, then your prospect will leave and you will NEVER hear from them again, let alone get a lease from them.
Once you have answers to all of your objections, write them all down on a piece of paper and memorize those answers! This way when you get these kinds of objections about your community, you are NOT stumbling to find an answer or end up answering in the wrong way!
This all goes back to knowing your community inside and out, and you must ask yourself, "why is this prospect here today?"
These are things you NEED to know prior to taking the prospect on a tour, because this is going to help you craft your answer whenever this prospect throws you an objection.
Is your prospect there because the amenities look cool? Or are they there because you are offering a phenomenal special that is going to expire tomorrow? Know what it is that brought your prospect there and simply expand on that.
After a while, you will begin to notice that you are easily hammering through the same exact objections, and after a while they become super easy to handle.
Before you know it, you will become a leasing rockstar!
So get to studying those objections today and let's start getting some leases!
If you have any questions on how to best approach objections specifically tailored to your community, feel free to reach out to Wise Owl Company with any questions and we will be glad to give you a free consultation!
Happy Leasing!