Since I talked yesterday about how your own attitude and view on your situation can affect your ability to bring in a prospective tenant and make them a tenant – I figured today I would talk about the other side of the same coin. That is, the attitude that your tenants bring in which can potentially make or break their choice. Recall that, all decisions are emotionally based – so forget about logical arguments.
You can’t ever hope to control a prospective tenants thoughts and emotions when they come to visit your property – so this isn’t what I’m talking about. When I talk about the attitude that your tenants bring, I’m talking about their hopes and expectations – what they already may think about the property, and what they potentially expect out of it.
There is a lot here that you can have control over. You have control over your advertising, and over the property itself. You don’t have control over the location where the property is, or the surrounding businesses and/or residences – but you can take queues from the surroundings.
For example, if you manage an apartment complex in a location surrounded by new buildings with new businesses in them, but your property is perhaps a bit older, you can assume that people attracted to that general area are so potentially due to the new constructions. Depending on the state of your property, this could put you at a disadvantage, but if that was your situation you would at least be aware of the sort of viewpoint that prospective tenants are coming in with.
If you happen to bring in a prospect through your online blog work or social networking, then you have someone with an entirely different perspective. If you happen to know the types of articles of yours that they read then that can help even further. For example, if you do an article series on living frugally in an apartment and they signed up to your newsletter via one of those articles (or contacted you via one of those articles) then you know they are perhaps trying to find ways to live more simply. Or maybe they read your article series on being freakishly organized in an apartment – then you know they are a neat freak.
All of this information is not necessarily going to be readily available or completely apparent for each person who comes through your door, but the point is that if you can discern this information then you can prepare your presentation and property/units with these things in mind. If a neat freak is coming through your door, you better make sure your office space is super organized and that the unit they are going to visit doesn’t have a spot of dust anywhere.
Playing to your prospects emotional desires is going to take you much further.