A few pointers on writing apartment leases

People call an apartment office because they already have an interest. They do not call through the phone book or search the web for the cheapest price. There is a reason they are calling you.

Either:

1. They like your location
2. They already know you are in their price range
3. They know someone who lived or lives with you
4. They drove by and like the looks of the place

Your job is to find out what they already like about your community so you can set an appointment to have them come in for a tour. Unless you are pre-qualifying credit before a tour, your purpose is to set up a tour.

People will ask a “How much” question in many cases because they do not know how else to start the conversation. Ignore the question. Assume a “How Much” question really means, “Tell me about your place because I think I want to rent with you.”

Ask several questions to find out why they already like your place and to build up some interest so you can end the conversation by asking, “when would you like to come in and tour our community; is morning or afternoon better for you?”

Here are the questions…

1. “How soon are you going to need something”
2. “Do you know how many bedrooms you are looking for?”
3. “Do you know where we are located and is it a convenient location for you?”
4. “How did you find out about us?”
5. “Have you already been by our community?” (This question allows you to brag on the features of your property and paint a picture of how nice an experience it is to live there.

Paint a picture of the great living experience at your property. Talk about why your current tenants like living there.

Then ask for the appointment. Use a choice question.

First say “When would you like to tour our community?

Then without pausing add …

“Is morning or afternoon better for you?”
“Is during the week good or is the weekend better?”

The more appointments you set, the more people you rent to. So set more appointments.