Paperwork!
No one in sales is fond of paperwork. For most salespeople paperwork needs to be filled out and sent in. We have to do this too, but a larger amount of our time involves chasing clients for paperwork needed to go ahead with the lease.

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“If you hear a voice within you say ‘you cannot paint,’ then by all means paint, and that voice will be silenced.” – Vincent Van Gogh

There is no one in the universe like you. Your skill sets, character traits, and talents are unique. We all have our strengths and weaknesses, but your inner power lies in giving your attention to your strengths

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It’s the “why”, not the “how” that matters.

If I put a gun on your loved one’s head and said to you that unless you do a deal within 48 I will pull the trigger. Guess what would would happen? Every one would do a deal. It’s not “how” a thing is done but “why” a thing is done that matters.

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Does that sound like an exaggeration? In the realm of human experience, words have incredible power. They can inspire, entice, endear, or enrage. Words convey ideas, instill beliefs, and form the intricate weave of relationships. Words or phrases that

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Once you master conscious word choice, you will greatly improve your ability to control and command the client relationship!

When dealing with clients, your enthusiasm and positive energy should flow from you and into the very air your client breathes!

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Your primary goal when working with a new potential client is to get them to like you, trust you and want to listen to you. That’s the absolute most basic foundation of all of my training. The reason you take the actions and use the words I teach is that they’ve all been designed and proven to make you likeable, demonstrate trustworthiness, and say something worth listening to.

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“Advertising isn’t a science. It’s persuasion. And persuasion is an art.” – Bill Bernbach

What makes a great classified ad? First your ad must appeal to the reader, be clear and concise, and it must produce the desired results. The recipe for a well written

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“I cannot afford it”
“I need to think about it”
“It’s too far from the subway”
“It’s on the 6th floor, I want something on the first or second floor”
“I need to speak to my roommate”

There are no sales without objections.

Objections indicate interest.
When a client starts to object,

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1. Be completely prepared.
2. Involve the prospect early in the presentation; make them feel like they’re on your team.
3. Have something in writing. An article about your company or product from a

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• He has been going along at a certain pace and suddenly speeds up or slows way down. (He’s either thinking through the final decision, or he’s getting excited about the apartment!)

• He suddenly starts asking lots of questions. (Questions indicate interest. The more specific they are, the better!)

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Closing starts from the very first moment a client hears your voice. In fact, you must focus on closing during every link in the chain – the phone call, meeting, showing, follow-up, etc… Every single time you interact with a client you need the same level of

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I am occasionally asked by new agents what is the secret to making $100000.00 their first year in rentals.

FOUR

I cannot think of a more appropriate answer.

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The secret is not how soon you can master the skills of selling. The secret is how soon you can master your SELF.

The struggle is not out there, the struggle is within.

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While it’s always a good idea to be dressed professionally, being overdressed can make your potential clients feel inferior. This raises their defenses about wanting to buy anything from you. On the other hand, showing up drastically under-dressed for your potential client’s environment may cause them to dismiss you as not being serious about your career.

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Two things I have found amazingly effective in sales is building rapport and making the client laugh and chuckle. The rental process is an anxiety filled process for clients. They are under pressure and need to make a major decision that will impact where they will live for one or two years.

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At the Kentucky Derby the race is won by a “nose”. That is how close the number one and two horses are. However, the winning horse takes home 10 times more than the second horse. Does that mean the winning horse is 10 times better than the second horse.

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How many times have you had a client who after seeing the apartment says, “I need to think it over!”

What do you say to that? Puzzled? Scratching your head? What to do?

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Take it from the Pros…

“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.”
- Zig Zigler (motivational speaker)

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Clients don’t care how much you KNOW until they know how much you CARE.

In today’s marketplace the relationship does not end at the sale, it continues much after the sale. The clients decision to rent an apartment is a long term decision.

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If you visualize your goals as though you have already achieved them, you will increase your chances of success dramatically. Olympic athletes do this on a daily basis.

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