More leases are an ask away
The Secret to More Leases: Just Ask for it!
The Secret to More Leases: Just Ask for It!
Closing is the most critical step in the leasing process—and yet, it’s often overlooked. Many leasing professionals excel at building rapport, showcasing the apartment, and handling objections, but when it comes to asking for the commitment, they hesitate.
If you want to secure more leases, the key is simple: ask for it.
Make Closing a Natural Part of the Tour
Closing shouldn’t be a final, abrupt step; it should be a natural progression throughout the leasing journey. Implement soft closes as you guide prospects through the community. Engage them with questions that encourage them to envision living there:
- How does this space feel to you?
- Can you see yourself enjoying your morning coffee on this balcony?
- Where would you place your furniture in this living room?
- How convenient would the commute to work be from here?
By continuously reinforcing how your community meets their needs, you’re helping prospects mentally commit before you even formally ask.
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Connect on a Deeper Level
Understanding why a prospect is moving gives you valuable insight into what matters most to them. Are they looking for a shorter commute? A pet-friendly environment? More space for a growing family? By identifying their deeper motivations, you can personalize your approach and make closing feel like a logical next step.
Offer Choices to Make Closing Easy
Not every prospect will respond to the same closing style, so having a variety of techniques in your toolkit is essential. Some effective ways to transition into closing include:
- Offering choices – “Would you prefer the one-bedroom with the courtyard view or the one with the larger kitchen?”
- Scheduling logistics – “What move-in date works best for you?”
- Sealing the deal – “Are you ready to select your new address today?”
The key is confidence—if you’re comfortable with closing, your prospects will be too.
Follow-Up: The Second Opportunity to Close
Not all prospects will commit on the first visit, but that doesn’t mean the conversation ends there. Before they leave, ask what the best next step would be to help with their search. Would they like to:
- Schedule a second visit with a family member or roommate?
- Receive a follow-up call or email?
- Get a reminder about an upcoming special or availability?
Establishing this next step ensures that your follow-up is welcomed and purposeful, making the closing process smoother when the time is right.
Ask to Close—Every Time
Regardless of your approach, the most important takeaway is this: always ask for the lease.
Leasing professionals who confidently guide prospects through the process and directly ask for the commitment will always have more success. Don’t let hesitation stand in the way of securing more leases. Whether it’s during the tour or in a follow-up conversation, make it a habit to ask to close—every time.
Source: Multifamily Insiders
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