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Probing Questions…Getting More Information From Your Prospect
Trust Is A Must!…#5
Building Trust in Your Leasing Presentation by Creating a �Relationship”
Probing Questions help zero in on the rental prospect�s real needs and wants. Ask these questions to better understand the prospect�s perspective and to overcome future objections and putt-offs.
- �Have you been looking long?� – Ask this before showing the apartment home; while the future resident still wants �in�. Asking it upfront may prevent the putt-off later of �this is the first place we have seen.�
- �What apartments have you already seen?� – This identifies your competition and may reveal other neighborhoods where to prospect is looking.
- �What did you like best/least about the places you have already seen?” – This question helps you understand the prospect�s real needs and interests. It will also help you plan your leasing strategy.
- �What kinds of things are important to you in your next apartment?� – Again, zero in on the prospect’s wants and determine what might be pivotal in their decision and motivating them to move right now.
- �What brings you to our city?� – A great innocuous question that reveals employment and personal changes in the prospect�s life. This can even be used on moves within a city or area. �So what brings you to this neighborhood?�
- �Do you mind if I ask why you are considering a move right now?� – You gotta earn the right to ask this question! If you ask it upfront, the prospect might hang up on you. After a few minutes of conversation and relationship building, it is safe to ask this rather personal question. Be ready for a much deeper level of information that you will use to tailor the presentation to the prospect�s specific needs and love situation.
Probing questions�they are not simply about �qualifying� the prospect. It’s about connection, building trust, and creating that relationship that moves the prospect from �just-looking� to a happy resident.
