Tried and True Techniques – Tip #3


QUALIFY. Position yourself for success!

race cars - best position

Know your rental criteria.  Period.  Then ask questions to determine if the future resident is a candidate for your community.  Frame your questions in a pleasant manner – stay away from sounding like a Drill Sargent.

Position yourself to gather information.  How might you ask?  Well, simply build rapport with your rental candidate.  Ask a question, listen to the answer and ask the next question in a conversational manner!  If you and the guests are having a conversation and you have your listening skills honed, you will pick up the qualifying answers without the guest realizing they are being pre-qualified.  This takes PRACTICE!  Do you think Jimmy Johnson or Jeff Gordon jumped into the winners circle without any practice?  No, they spent time honing their skills!

If it’s slow in the office, do some role playing… I know I know, it’s awkward.  Would you rather be awkward with a fellow worker than with a prospective resident or risk losing a lease?  Practice the “Meet & Greet” (Tip #1),  Investigate (Tip #2) and now work on Qualifying.  I’ve been asked the difference between Investigate and Qualify and there is a difference:  Investigate is the WHAT & WHY and Qualify is the HOW.

Avoid wasting time.  If your community has a NO PET policy wouldn’t it be best to find out now rather than when you’re going through the move-in paperwork?

  1. Where do you work?
  2. How long have you been with your current employer?
  3. Our income criteria is three times the monthly rental.  Does your verifiable income equals or exceeds $___________?
  4. How many people will be residing with you?
  5. Our pet policy allows small dogs.  How much does “Fluffy” weigh?

Go for the checkered flag – PRACTICE, PRACTICE, PRACTICE!



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