Leasing Dynamics
For Maximum Performance
by Mary Lou Gurski
President, Training for Success, Inc.
1-800-2ATTEND (1-800-228-8363)

Collaborative Closing

  1. Know your competitive advantages.
  2. Explore your future resident’s current situation.
  3. Establish decision criteria.
  4. Explore your future resident’s desired situation.
  5. Determine the decision maker(s).
  6.  Explore your future resident’s experience with the previous housing.
  7. Establish expectations.
  8. Identify your future resident’s “need gap”.
  9. Initiate the decision making process.
 10. Review your competitive advantages.
 11. Assess your customer’s buying urgency.
 12. Review the options together.
 13. Ask for the sale.
 14. Confirm their decision to lease with you.
 15. work on the renewal now!

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