Tips to Energize Your Leasing Efforts – #4
FEP is the magic ingredient that makes every leasing presentation well, magic! FEP stands for friendly, enthusiastic, and professional. It has everything to do with making your leasing presentation memorable and persuasive. Last week we were reminded that professionalism is the ability, inclination, and desire to say and do the right thing, in the right way, RIGHT NOW! Today we look at the middle letter of the FEP acronym and reach out to be ENTHUSIASTIC!
The secret ingredient of FEP is enthusiasm. The E holds the whole word together. Enthusiasm is not simply standing up on a chair and screaming “Let’s get fired up!”. While that may stimulate for a while, it doesn’t last. That’s just hype. Rah rah. Enthusiasm is much richer.
Like many English words, “enthusiasm” comes from the Greek root en Θεός, literally, “in God”. What it implied to the Greek mind was “in spirit” or “in relationship”. This word has to do with your bond or tie with others. People, not stuff. Even when you feel enthusiastic about a thing or event, aren’t you actually enthusiastic about how the clothes, device, car, concert, job, etc., enables your to relate to other people? You love the new shirt because you think you look good in it…for other people. You are enthusiastic about the trip to the beach because you get to enjoy it with someone you love.
Enthusiasm is the trait that allows you to be friendly and professional in a way that creates relationships. It is the energy in your voice and the joy in your nature that creates trust and confidence. The prospect feels that you want the best for him; that this is more about understanding and meeting his needs than just leasing an apartment.
My good friend and mentor, Suzy Northcutt, says “If you ACT enthusiastic you will BE enthusiastic!” She is right. Feeling enthusiastic starts with a decision you make to act friendly and professional. Even more, enthusiasm is contagious! Act FEP! Be enthusiastic about that apartment and the lifestyle in your community and your prospect will feel it, too.