I wanted to take the opportunity at this poitn to talk about convincing your potential tenants to lease your available property. This is the next logical step going with the week’s theme. You have shown an available property (or soon to be available), and ou have fully qualified them as good tenant material (they fit within your qualifications, they can afford to pay rent and you are reasonably sure they will regularly and on time, etc). There’s one thing you have to keep in mind when it comes to sales though:
You can’t convince people to feel something.
There is no logical argument, no weighing of pros vs cons, no “im better” etc that will create the feeling necessary in your prospect to have them rent. The key is right there – decisions are not made logically, they are made emotionally. With that being said, you still must convince your prospective tenants to rent your property – so what do you do?
The property will not rent itself.
No matter how pretty you make your rental units and the property around it, no matter how good the amenities, property will not rent itself. You have to understand what is going on in your prospect’s mind. My favorite saying when it comes to sales and marketing is that you must ‘enter the conversation that is going on in the customer’s mind.’ You must fully undrstand them (as per the marketing plan) and help them understand that you fill all of their needs and desires.
The property manager is the biggest key when it comes to renting out property – whether people have experience or not (though, experienced renters will be much more picky). Understand that for a residential rental property, people are looking to develop a home – understanding that in order to live in that home they will live around other people had be managed by an individual person or group. This means that the most critical thing for tenants is that they feel the people they are living around and the manager they answer to fit within the feeling of ‘home’ for them.
There isn’t one specific solution for ou to position ourself as this manager – it’s simply all about being the best person you can be, the best property manager you can be, and to make the property the best place to live. If you are doing this business for the people, then that will translate and you will go far.
So how do you convince someone to lease with you? Create a smooth marketing plan with a consistent message, treat prospective tenants like true guests and really get to know them – make them feel cared for, and like they are the most important people in your world. That is the only way.