Sales Velocity Top Ten Coaching Tips – Tip #3

Always ask for a follow up appointment during your tour. The prospect may not accept and that is okay. The key here is that they may and they will be more likely to keep you in mind when they leave.

You want your prospect to feel as if you genuinely want them as a part of your community. If they feel like they are truly considered and appreciated by you and your entire leasing team, they may feel more of a sense of home and belonging. Also, you want for them to be thinking about you when visiting a competitor.

Rationale for ‘selling’ a second appointment:

• Bring back the decision-maker
• Bring back a trusted friend or family member to help you make a good decision
• Help yourself make the right decision by refreshing your memory after you have seen all apartments in consideration- you owe it to yourself!

"If we wait until we've satisfied all the uncertainties, it may be too late."
- Lee Iacocca (1924 – ) Businessman and industrialist