We all strive to convey a message of value and urgency when we engage prospects. How we get it done is what will set us apart.
Value is realized when a connection between the prospect’s needs and our unique opportunity converge. The only way to achieve this is to FIRST ask questions THEN provide the solution within our community.
Urgency can be created several ways: limited availability, special pricing with expiration and/or a ‘one and only’ solution.
For optimal results, connect the two and GO! Learn as much as you can from your prospect using your welcome card as a guide and not a script. Select 1 apartment that matches the needs of the prospect and share the value that 1 apartment as it pertains to the prospect’s objectives. The urgency will be that there is this 1 apartment that suits this prospect’s needs and we ‘just do not want them to miss this opportunity!’
When using specials or special pricing, keep them tucked in your back pocket for use later in the conversation when needed. For example, “It sounds like this apartment is a great match for you. If you can make it in before Friday, I can offer you a ½ month free.”
For example: “I have the perfect apartment for you! 100 Sunny Lane is available on April 4th as you requested, it has modern stainless steel appliances, a southern facing view of the courtyard and a washer/dryer, all for only $999 per month!”
Just pick 1 apartment and go!
I love getting up in the morning.I clap my hands and say, "This is gonna be a great day."
- The late Dicky Foxsports agent in the movie "Jerry Maguire"
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