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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.
Who?
- �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?�)
When?
- �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!)
What?
- �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?�
How Much?
- �What price range are you considering?�
Where?
- �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?�
Phone Numbers
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.
