Lease Prospecting

The goal of prospecting is to identify potential opportunities for a sale. This is achieved by focusing on three major components. 

First, you need to ask a basic question to a wide range of potential clients. When in the identify phase, your goal is the talk to as many people as possible to discover if they have a need for your product or service.

Once an opportunity is identified, you must inquire with several important questions to assess if that potential client has the means to purchase the services, has the authority to make that decision and a need to make that decision in a relatively short period of time.

Identify

This is the first phase in closing a Lease Listing. The goal of the Identify phase is to discover if a potential lead has an need for your services. 

The way to do this is to talk to property owners and ask them qualifying questions.

Before you can get to this point, you need to have the data of the property owner such as the market value, owners name, phone number and email. We will discuss data sources in the next section.

Qualify

Once a property owner has been identified, you must qualify the prospect to ensure the following criteria is met. 

• – Has a Need to Lease a Property within a relatively short time frame
• – Is not current represented by a Realtor of Property Manager
• – Is open to hearing ideas on how you can help solve this problem

Obviously, these are not the only questions you will want to discuss when talking to a prospect. These three questions will give you a great idea on identifying opportunities that are likely to close. 

Nurture

Once those qualifying questions have been answered, you will need to convince them that you are the person for the job. This is accomplished by having them trust you, your company and your plan to accomplish their goal.

This is achieved through consistent contact with relevant information or actions that will help solve their needs.