Good leasing consultants leave almost nothing to chance; they come well-prepared. What sort of action plan should you have for handling a prospect’s objections? Leasing experts suggest the following:

• Compile, in advance, a list of all the objections that a prospect is likely to raise, and come up with the best answers that will convert each objection into a reason for renting the property.
• Memorize these answers so you’ll have them at your fingertips and be able to use them convincingly and quickly. Practice saying them aloud so you’ll sound fresh, not “canned.”
• Role-play in periodic team meetings with other staff. Critique one another, and brainstorm to come up with even better responses.
• To gain produce knowledge, go on “tour” and view your properties, covering interior and exterior as well as the local neighborhoods. Ask the property inspector for opinions and ideas on such features as cabinet space, shelving possibilities, linear feet in closets, etc. Write down and learn the facts about these features.
• Prepare a list of the planned community’s most salable features, such as tennis courts, weight rooms, pool, etc. Decide how much extra rent these would mean to the resident.
• Interview current residents and create a resource book on how they solved their objections. Also, note resources in the area where prospects can find boxes, storage space, and health club facilities.
• View some of your competitors’ properties. Be familiar with their properties and selling strategies. Know their strengths and weaknesses. Know how you stack up against the competition and be able to sell against them. Never degrade your competitors. Talk strictly facts.
• Always make sure you have viewed at least 85% of your inventory up for rent, at all times, to increase your conversion ratios significantly.