Here are three good tips for a successful leasing call for an apartment community:

1. Focus on the Caller's Needs and Ask Open-Ended Questions 🗣️

• Don't just recite features; understand their situation. The caller doesn't want to hear a scripted description of every amenity right away. They want to know if your community solves their housing problem.

• Use open-ended questions (questions that can't be answered with a simple "yes" or "no") to uncover their motivations, timeline, and priorities.

Good Examples:"What is your ideal move-in date, and what's making you want to move at that time?""What are the top three most important things you're looking for in your next apartment home?""What about our community initially caught your eye?"

2. Master the Transition to the Tour (The Close) 🗓️

• The goal of the call is the appointment. A successful leasing call ends with a confirmed, scheduled tour—not just the caller saying "I'll call you back."

• Be assumptive and confident when closing for the appointment. Provide a choice between two times (a "soft close") rather than asking if they want to come in.

Good Examples:"Based on what you've told me about needing a two-bedroom and a pool, I know the perfect apartment to show you. Are mornings or afternoons better for your visit tomorrow?""I have an opening at 2:00 PM today and another one at 10:00 AM Saturday. Which one works best for you to come see it?"

3. Personalize the "Value Statement" and Create Urgency 💡

• Tie the features directly to the caller's stated needs. Don't just say, "We have a business center." Say, "Since you mentioned working from home, our business center and coffee bar would be perfect for when you need a change of scenery."

• Create genuine urgency by mentioning specific availability, limited-time offers, or the popularity of the unit type they are interested in.

Good Examples:(If they are looking for a specific floor plan): "I'm glad you called right now. We only have one of those specific corner units coming available next month, and they are usually reserved quickly."(If there's an offer): "To get that $500 off your first month, you'd need to come in and submit your application by the end of this week."