In Apartment Leasing…Trust is a Must! – Part 2

The 5 Ss to an Onsite Greeting

Building Trust in Your Apartment Leasing Presentation by Creating a “Relationship”.
Looking for an apartment can be stressful. Most prospects walk into your office with a load of concerns and anxiety about making this huge financial commitment.  The fact we are all wearing masks makes it worse. Use the 5 S’s of Greeting to create a positive and friendly first impression.

1. STOP – Stop talking, keyboarding, laughing, crying, whatever, and be ready to give this rental prospect your full attention.  
2. SMILE – Nothing says “You are welcome here” as a warm smile.  Quickly pull down your mask for a few seconds, smile, and say, “I am all smiles under my mask!”
3. STAND – Yes, get off your butt!  Stand up to show the prospect you are here to serve.  Standing shows respect and puts you at an eye-to-eye level for better connection and communication.  This is especially important as we must also keep the 6 foot social distancing.
4. SHAKE – OK, no handshakes during the current pandemic.  We pray that ends soon!  Instead, use a wave as you stand.  Yet, the handshake remains the quintessential greeting in the business world.  It shows professionalism and makes the statement, “I am fully present and qualified to help!” We will get back to this form of business and professional intimacy…some day.  Post pandemic.
5. SALUTATION – The first words out of your mouth create the framework for this important meeting.  Your voice is pleasant and inviting and your words are fitting.  We can do better than “Can I help you?”.  That is so retail!

The onsite greeting of a rental prospect, a future resident, may last just a few seconds.  Yet, this initial welcome sets the tone for the entire leasing presentation and shows you as helpful and trustworthy.  Your greeting goal is immediate acknowledgment using the 5 Ss above.  

See our blog posts on apartment leasing with a mask.  You can still be FEP – Friendly, Enthusiastic, & Professional – when wearing a mask while leasing.

Bottom Line in Greeting

Never let a visitor feel rental prospect feel as though they are an interruption.