Companies invest many dollars in office space, computers and support personnel for their Property Mangers.  Hours are spent making sure the Property Manager understands all the features and benefits of the various properties.  The investment of advertising results in client phone calls and visits.  When the properties remain at less than full occupancy, better closing techniques are thought to be the answer.  According to Tim, closing is only ¼ of the sale!

Successful Property Managers begin by putting the customer at ease with a brief time of building rapport. Tim explains how to ask the questions necessary to relax both the Property Manager and the customer.

Within moments of meeting and relaxing the customer, the Property Manager gracefully determines the customer’s authority and ability to lease. Too many salespeople waste their time with the wrong person, or worse, with a customer who can’t and won’t pay. Tim reminds listeners that the commission on that is ZERO, by the way.

The Property Manager then determines, through listening carefully to the answers to a strategic line of questions, exactly what the customer’s expectations of the property are. Property Managers are reminded to focus on the likes, dislikes, wants, needs and budget of the customer, rather than taking a 'cookie-cutter' approach.

Tim teaches Property Managers how to make the property come alive during the walk-through.  He explains how to strategically point out the exact features and appointments the client is looking for.  Throughout the walk-through, the Property Manager constantly seeks the ‘affirmation’ of the customer on the features and benefits the customer found important. Additionally, Tim teaches Property Managers how to ‘read’ the customer and how to know when to ask them to sign the lease.

The entire process makes so much sense that seasoned Property Managers feel a confidence and validation.  Brand new Property Managers feel confident, because they understand the ‘steps’ involved in leasing their properties.  Companies benefit because their properties are successfully presented in a logical manner, drastically reducing wasted time and removing the annoying tactic of “high pressure”.