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Stop ‘Qualifying’ and Start Connecting!
Building a great relationship with your prospect is how you turn a viewing into a signed lease. Stop treating the prospect as a box to check and start treating them like a person.
Your secret weapon? Probing Questions.
These questions aren’t just about “qualifying” them; they’re about getting the real story—their needs, their wants, and the hang-ups that could kill the deal later. Use this cheat sheet to design your presentation and crush those future objections.
The 6 Must-Ask Probing Questions
- 1. “Have you been looking long?”
- The WHY: Ask this before you even start the tour! If they say “This is the first place,” you know to slow down. If you don’t ask it now, you’ll hear it later as a “putt-off”: “We just started looking.” Get ahead of the stall!
- 2. “What apartments have you already seen?”
- The WHY: This is your competitive intelligence! You identify your direct competition and figure out the neighborhoods they’re serious about. Knowledge is power.
- 3. “What did you like best/least about the places you’ve already seen?”
- The WHY: This is gold. Their ‘like best’ becomes the star of your tour. Their ‘like least’ becomes the objection you proactively overcome. Use their words to create a tailored presentation.
- 4. “What kinds of things are important to you in your next apartment?”
- The WHY: Basic, but critical. It forces them to prioritize. You need to know what’s Pivotal in their decision. Is it the pool, the pantry, or the pet park? Focus your energy where it counts.
- 5. “What brings you to our city/neighborhood?”
- The WHY: A harmless question that reveals major life shifts: a new job, a change in their personal life, or a desire to be closer to family. This deeper context gives you a connection point and helps you understand their timeline.
- 6. “Do you mind if I ask why you are considering a move right now?”
- The WHY: Earn the right to ask this one! If you ask it first, they hang up. But after building a little rapport, this opens the door to deep-level info about their current pain points (noisy neighbor, landlord issues, etc.). This information is what you use to close the lease.
Remember: It’s not just about a credit check. It’s about connection, building trust, and creating the relationship that moves a “just looking” prospect to a happy new resident.
Next Week: I’ve built the trust…now what’s my next move?
