Can they close?

• Amenities do not close a deal. Amenities are great. Well focused amenities are great marketing. Look at what is going on in all sectors of real estate. Properties are being well designed for the intended users to satisfy their social and personal styles. This certainly helps to attract people. And there is truth to the idea that people will buy what you have designed for them. But how many people are getting away, because there are weak sales skills in the leasing office? All things are auditable. But some things are trickier than others. Do you know that your leasing agents would pass a sales and customer service audit with flying colors? It is not enough to be friendly and helpful, although these two things are essential. One must be friendly and helpful and know how to qualify and close. If your staff is only friendly and helpful, you are losing tenants and revenue because people who are looking to rent are walking out of your properties without signing a lease. Would it be conceivable that someone would walk into a restaurant and not order a meal? Yes it can happen that your taste buds change. Yes it can happen that the host or hostess is rude and you decide to go elsewhere. But assuming you were in the mood for the kind of food offered and the staff was friendly and helpful, you would not be able to leave without the staff taking an order from you. It must be the same in property leasing. The potential tenants know enough abut your property to know it is a desired flavor. How can it be that they would be allowed to walk away without placing an order? You all have tremendous upside in your property hidden in your conversion ratios.

Related Posts:

nice doing business- Internal Upside- How much internal upside?- Closing notes- rent while you are out- Customer and culture- When are phone calls missed at a property?- rule of thirds- Sorry, I don’t handle that- Brainstorm resource

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.

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