Marketing The Property
Filling The Vacancy

The Telephone Sale

The telephone is often your first contact and You need to generate interest on contact. Sales people will tell you that you only have a few seconds to capture someone's interest.

Getting the appointment

The obvious reason that a potential renter calls is to find out about the rental. The obvious reason that you,are picking up the telephone is to get the viewing appointment. You are not merely providing information, but trying to qualify the caller to see if they are a fit and then to create enough interest to get the viewing appointment.

• Role play: Make believe you are the caller and imagine what the most common questions are. Have a good response that exhibits confidence and enthusiasm. Practice!

• Bond: Dont just stick to the facts. You want to draw out the caller. Consider some positive and interesting ways to describe the unit's or neighborhood. Write them done as catchy phrases and be ready to use them.

• Know The Caller: In order to generate interest with the caller you must try to have some contact conversation. Find ways to develop common interest. It can be as simple as having been where they are from or sports. Anything, to help create a feeling of friendliness. Become the master of the five minute relationship.

• Know Your Unit: This is an important because you need to create interest and should be prepared and enthusiastic. Create kind of interest that makes the caller want to know more and see the unit.This is pure sales technique.
  

• Sell Enthusiasm: After you have given the caller the basics ENGAGE them, be ready to be enthusiastic about its good points. Gain real interest and GET that appointment
• If your caller is married be excited about the school or community center that offers classes for two year olds etc. Is there a park nearby?
• If the caller is single or more upscale be prepared to talk  about the restaurants or easy transportation to theater or museums. Create interest.
• Is it top floor or is it quiet or does it have good light?  Is it near a Gym? Find the EMOTIONAL qualities of your unit 
  
• Renters seem to love hardwood floors, light, views, quiet. Emphasize without appearing to sell. 
  

• Full name, address, telephone number, alternate number or cell and email URL, read back the information.
  

• Ask if there is anything else you might bring that would help the viewer decide.

• Don't forget to bring a pen, application and a comfortable way to fill out the application.

• It is not a bad idea to let a friend know that you will be showing this apartment and agree to call them shortly afterwards. This way in the unlikely event there is trouble you can pre-arrange some help.

• Consider creating multiple appointments fifteen minutes apart. People like to have some privacy for delicate questions and answers.

• Be positive about the property and emphasis its good points.

• While you're selling the property's merits, connect with viewer. Ask questions, be friendly and observe and learn about the prospect. If you ask, they will tell you what they want and you can emphasize their needs as part of your presentation.

• Did they show on time?
  

• Did they make a good impression and how did you feel about them?
  

• Do you smell smoke or alcohol?

• Were they loud or disrespectful.
  

• Dont be afraid to ask for the application. Its not too forward, remember you are selling this vacancy to the right person and politely asking if they would like to apply is a compliment. 
  

• Always have an application form with you and a receipt book for any cash holding deposits taken.

• Can they leave a refundable holding deposit or application fee?

• The more often you can get a viewer to step into the process the more likely they will follow through.
  

• Employment, income and credit history
• Social Security and driver's license numbers
• Past evictions or bankruptcies
• References
• The Tenant Application Form is crucial and the most important document after the lease agreement. It contains the address, the rent and the security deposit required.
• It is the basis of the tenant screening process. It should provide sufficient information to enable the landlord to contact the tenant or relatives.
• Credit checks are a must. Most states will limit the amount of money you can charge for an application fee, but it should always cover the cost of the credit report. The application fee should cover this cost plus processing time. Uncovering a deadbeat before you contract is worth all that cost and effort.
• Tell your prospects that their application will be considered and give a turn-around time. I would shoot for a two day close, waiting too long can cause some tenants to go elsewhere. Remember, many tenants will have another option. Don't make them wait if possible. Closing the circle reduces anxiety and helps each side to understand what is expected.
• Look for inconsistencies in the information: does it all add up?
• Call prior landlords, never the current landlord, for confirmation of a good tenancy and ask the following:
  

• Did he/she pay the rent on time?
• Did he/she abide by house rules?
  
• When did the tenant move in and when and why did they move out?
• Did he/she give proper written notice, usually thirty days?
• Did he/she leave the unit in good condition?
• Would the landlord rent to him/her again?
• The applicant should disclose the name and address of at least the last two landlords, and go back at least three years.
• Require at least two recent pay stubs to accompany the completed employment verification form.
• Self-employed persons should provide two years of IRS tax returns. Few people will inflate income to the IRS.
• Be aware of the Federal Credit Reporting Act requirements for asking for credit checks on prospective tenants.
• Create a simple checklist of all the necessary documents necessary to complete the application verification process, so that the tenant can have everything necessary ready for the lease signing.
• Create a simple form with rent and security deposit amounts and any instructions regarding form of payment of type of check required. You can include law regarding when deposits have to be returned by checking our web site here
• Remember to inform those prospects you have turned down - be prepared to justify factually why you turned them down. Remember to keep all your records as evidence, should you be accused of discrimination.
• Be safe and create an objective and fair set of criteria and apply them to all applicants.
  

• Your rental criteria.
• Poor credit history, insufficient income to pay the rent
• Past behavior, such as damaging property makes that person a bad risk.
• A valid occupancy policy limiting the number of people per rental unit . Know the law in your state before you refuse renters based on the number of people allowable in your unit.
  

• Use a quality agreement or lease. You can buy all the necessary legal agreements or applications and all process forms from your local apartment association.
  

• You can have an attorney prepare a lease for you, but unless this is a commercial lease your apartment association should be all you need.

• Finally having completed the inventory or move in checklist, (which could ideally include photographic evidence) go through the contents of the agreement with the prospect. It is a good idea to have the tenant initial each page or important paragraph. If there is a dispute later you can refer to the lease and the initialed paragraph.
  

• Make absolutely sure your paperwork is in order before signing the lease agreement. All dates and signatures in place and all addendums covering any special circumstances you have agreed to are signed and dated.

You may republish this article, as long as you do not edit and you agree to preserve all links to the author and www.yourpropertypath.com