It Was Really Going Well…But They Didn’t Lease!

But Did You Ask Them to Lease?

The rental prospect is looking for a place to live.  Duh!  And when they email, text, call, and visit your community it’s because they at some level or stage of apartment hunting. Why would you NOT ask them to lease an apartment and move in… RIGHT NOW?

You have a willing customer who is asking you about your solution to their housing need.  You are not cold-calling strangers about leasing at your property.  They called you on their own…because they want to lease an apartment.  Capeesh?

It is rude, abnormal, indifferent, and just foolish not to specifically and directly ask the prospect to make a commitment.  We do this with finesse, proper timing, and professionalism, of course.  But we always ASK! 

What if I’m not sure they like the apartment?  What if their move date is in 60 days?  What if our price is too high?  What if we don’t have the floor plan they are looking for?  Still…ASK for the lease!  The prospect contacted your community to lease an apartment.  Show that you would be delighted if they completed an application and left their deposit NOW.  Today.  Effective immediately.

Here are a few ways to ask for that commitment.  This is kinda like a wedding proposal and you are wooing the prospect to a long-term arrangement (residency).

• “Let’s go back to the office and take care of the application.  Then I can hold this very apartment for you.”
• “I’ll make this easy for you.  We just need the application and your $800 deposit, and this home is yours.”  
• “The rental rate is only $1899 and for that you get everything you were looking for.  Better do the application now, so no one else gets that great location.”  
• “Sure, you get a $1000 rent rebate if you lease today…but best of all, you get that great apartment and our resident-friendly management team.”
• “Hey, you visited today to lease an apartment.  You loved apartment #234 with the pool view.  Let’s do this!”

Always invite the prospect to lease…even when they don’t seem interested.  The worst thing that can happen is they say “no”.  And that doesn’t cause you to lose any ground.  Yet, they might often say, “YES, I want that apartment!”