Best Practices for Getting an Apartment Leased
- Jul 23, 2012
New York—You have a great building and several vacancies that you want filled. How do you get people to sign that lease? In a recent webinar called “Tips to Soar this Leasing Season,” Amy Kosnikowski Dilisio, principal, Quintessential Marketing and Training, provided tips for leasing agents to best convert prospects into renters.
According to Kosnikowski, an effective leasing agent is the number one key factor when it comes to attracting new residents.
“People are coming back to a community because of you,” she said. “Your objective as a sales person is to have people like you.”
To get prospective residents to like and feel comfortable with a leasing agent, Kosnikowski said that the leasing agent must be likable, confident and knowledgeable about the property.
“Tap into your confident power,” Kosnikowski said. “And know your stuff inside and out.”
Kosnikowski said that the best way for a leasing agent to build confidence is to be positive, passionate, prepared, energetic and a believer—referring to believing in all the benefits of living in that building, such as amenities, location, etc. She also stressed getting to know the prospective renter and finding out what they’re really looking for in an apartment, so that the aspects of the building that fit those qualifications could be stressed.
“Create value and show how it can benefit them and make their lives better,” Kosnikowski said.
Also, something as simple as brushing up on telephone skills could make the difference for a leasing agent. Kosnikowski said that phone queries provide the opportunity for leasing agents to create a sense of urgency about an apartment, for example if there are only a few apartments in the building left, as well as offer important information about the property and invite people to go on tours of specific apartments.
A successful leasing agent must also keep in contact with the interested party.
“Following up is not an option,” Kosnikowski said. “Persistence does pay off.”
Kosnikowski recommended emailing the prospective renter or sending a note in the mail to thank them and also to set up a return visit or to suggest the next step in the leasing process.
Of course, leasing agents should have plenty of support when it comes to getting apartments leased, and teamwork plays a crucial part in success. To make the most out of all the team members, Kosnikowski suggested that leasing agents and property managers have a daily “morning huddle” with the team to exchange ideas.
“You’re not in this alone—that’s why you have a team,” she said. “It takes a village to get a building leased.”