Master your vocabulary

Your greatest enemy with a rental client is the client’s fear. Fear is created when the client feels you are the stereotypical rental agent or if your words and actions remind them of a rental agent they may have worked in the past.

What are the typical traits of a stereotypical rental agent? They are fast talkers, some what pushy and try to act to familiar to soon. If you want to relate to more people, do the exact opposite of the three things I just mentioned.

A champion rental agent doesn’t push, she leads. She leads with questions and is an intent listener.

At the cost of sounding controversial, women tend to be better listeners than men. Therefore, men have to work harder at it.

Request and take a clients permission before you use their first name, regardless of their age. Earn the right to use their first name.

This article is attributed to Tom Hopkins work book that was given to me at the seminar I attended in August of 2011. I have customized it for rental agents. I encourage everyone to go to Tom Hopkins boot camp seminar in Scottsdale, AZ held once a year. It will change your life. At the very least, read his book, “How to master the art of selling!”