3 Steps to Turning a Lead to a Lease

March 20, 2018 Taylor

Our Secrets To Conducting Successful Showings Revealed

When people ask, “How are you able to get so many of your showings to lease? What’s your secret?” I sometimes say, “Oh I don’t know, just the right renter I guess!” I don’t want to have a big head, ya know? I mean, this is the Midwest still.

Although the right renter seeing the right unit is important, I know deep down there are key strengths and techniques that I bring to the table that often result in a successful showing!

How do I know this? It’s because there are times when no matter how many showings I do, I cannot land a darn lease. If you’ve been in leasing for more than 36 hours, you know what I am talking about.

So I began to pay close attention to how I was acting during the showings that were successful. What was my attitude like? What was their attitude towards me like? How did the conversations go? What questions got these people talking?

Those questions help me come to realize there are a few essential points that I need to cover during showings that will most certainly lead to leases.

 

1 | Be a Human Being

Sounds easy right?! You would be surprised, my friend!!

Some people feel that being a Leasing Agent means you need to put on the Million Dollar Listing façade to land the lease. As I stated before, this is the Midwest.

People like to work with warm, welcoming people – not fact, number-throwing robots.

When they arrive at the showing (because you know you got there first 😉 )  greet them with a big warm smile and throw in a joke or some playful banter. Show them that you’re a warm, trusting individual who is just as excited to show them the property as they are to see it!

The second and most critical aspect of Being a Human Being is the trust. Do NOT be a fast-talking car salesman whose only goal is to sell them something. If you do not know the answer to a question, just say “I’m honestly not sure, let me get back to you on it today!” Do not just tell them what you think they want to hear.  Renters in Kansas City truly value honesty and transparency over glitz and features.

Your words and attitude represent the unit or property. Do your very best to give it an appealing and honest personality!

 

2 | Date The Renter

OK, to be clear I don’t actually mean you need to date the renters. There’s a whole other profession out there that involves the exchange of quality time for money, and leasing is not that.

What I mean by ‘Date the Renter’ is be excited to be there with that person, couple, or family. Get to know them! It’s easy to get caught up in the mundane questions they’ve heard at every other showing that day. Try to get them comfortable with you.

Here are a few examples of how to do this:

  • Instead of asking them, “How has your day been so far?” ask them, “Did you do or are you planning to do anything fun this weekend?”
  • Change, “Have you looked or are you looking at other places today?” to, “What do you find most attractive in your new home – hardwood floors, granite, or W/D in a unit?”

Also, always ask, “How long have you been living in Kansas City?” This opens up the floor for them to talk about themselves a little more, AND you get an idea of whether or not the renter needs additional information on the area in which the property is located.

Those are just a couple examples of ways to get them to open up a little bit more so they are comfortable. However, sometimes you will run into people who really just don’t want to chit chat and this is where the 3rd and probably the most important secret comes in.

 

3 | Be a Chameleon

Blend in with your renter. Now, I know this isn’t always the easiest thing to do.  But, I have to say it’s something that can and should be taught because it is crucial for landing a lease!

Within the first 1-3 minutes of meeting your showing, you should be able to recognize what type of personality this individual has and how to navigate the showing accordingly.

Is this the extrovert who is going to want to chat with you the whole time about life and have you walk them through the entire property side-by-side?

Or, is this the renter who would rather check the place out by his or herself and come to you with questions as they arise?

Even doing the smallest things like changing the speed of your speech to match theirs can be beneficial! People become more comfortable when they find familiarities or similarities with those they are interacting with. When people become comfortable with you, they will, in turn, become comfortable with the property you are showing them.