Best Leasing Questions to Ask to Create Trust
Trust is A Must!…#4
Building Trust in Your Leasing Presentation by Creating a “Relationship”
Most onsite professionals understand the importance of asking the rental prospect questions. We ask questions to determine the prospects’ need and want as well as their creditworthiness. Yet, more importantly, we ask questions to create a trusting relationship.
Focus first on the prospects’ rental needs. Whether or not the prospect will meet your community’s rental criteria is of secondary importance.
Here are my favorite qualifying questions. As the saying goes, “It’s not just what you ask, it’s how you ask it!” Your tone of voice is crucial. Remember to sound and be perceived as FEP – Friendly, Enthusiastic, and Professional.
- “By the way, this is Rick. And you are _________?”
- “Is the apartment just for yourself?”
- “Will you have any pets?” (“Will there be any four-legged people, fur babies?”)
- “How soon would you like to move?” (Not “When do you HAVE to move?” No one wants to feel like they HAVE to do something!)
- “Take a minute and describe the kind of apartment you’re looking for?”
- “How many bedrooms will you need? How many bathrooms?
- “Is there any special feature you are looking for?”
- “What price range are you considering?”
- “Do you work nearby?
- “Where will you be moving from?”
- “How did you find our telephone number?”
- “What email address do you use most often?”
Why? (You have to earn the right to ask this question!)
- “Do you mind if I ask why you are considering a move right now?”
And of course, you want to get a phone number! Rather than ask for it, just say matter-of-factly: “Let me get your telephone number in case something comes up.” Your prospect will be glad to share their phone numbers – mobile and work numbers – because they now have a relationship with you. You might even say, “I will text you additional information when it is available.”
What about the prospect’s creditworthiness? Shouldn’t that be a priority? Of course! But not in your initial conversation. Besides, the application process will separate the good prospects from those who don’t meet your criteria. Just focus on creating a relationship!
Next Week: Additional probing qualifying questions to further enhance your leasing presentation and relationship building.