Show a Lease

After the effort needed to schedule a showing or host an open house, you now need to capitalize on the opportunity and “hook” each buyer that tours it. As we discussed in previous chapters, this is why the condition of the property is so important.

In the world of sales and human relationships in general, a first impression is made in someone’s mind within 5 seconds. If they agree that they have a positive feeling within those first 5 seconds, they will invest more time to either reaffirm the positive feeling or find something negative to hold on to.

This initial period when meeting a client is what all the work in the past was in preparation for this moment. This moment, when the potential buyer first views the property is critical to getting the sale closed.

Here are a few tips to increase your chances of success during the initial contact:

• Wear business attire
  • Treat the client with the proper respect through your personal appearance

• Properly Stage the property
  • Turn on all lights at least 15 minutes before the showing

• Remove all odors
  • This includes personal odors and property odors

• Greet the client with high end marketing materials
  • Folders, flyers and pamphlets with professional photographs and important facts

When you first greet the client(s), measure their emotions on a verbal and physical level. Reading their body language, facial expressions, words and tones of voice to see if they are giving you a positive or negative response. Keep this in mind constantly as you show them around the property and point out certain features and benefits.

Notice any changes in their tone, whether positive or negative, when you show them certain areas of the property. If you notice a significant positive reaction to a feature, remember that and use it later on in the sale process.

End the Showing

When the showing is complete, wait in the property for the clients to leave. Ensure you properly close the property by turning off all lights, windows, doors and securely locking the property. If the owners have any special instructions or notes, ensure they are also handled before leaving the property.