You have a prospective tenant on the phone. Great! It should be smooth sailing from here, right? Wrong. You can still lose your prospective tenant after they call you. Even after they call.
When you’re on the phone, you have one major disadvantage – you can’t see each other. Managing many properties with hundreds of things to do makes it difficult to not sound hurried, pushy or distracted. That means, you need to have excellent phone communication skills when talking to prospective renters over the phone.
Tip #1: Use the renter’s name.
Being personal with renters help you establish rapport. Look for the renter’s name on applications or e-mail signatures. If you have neither, ask. Periodically use the renter’s name when, for example, asking questions such as “You’re looking for a 2-bedroom near the Upper West Side. Right, Frank?” Using names will make you seem sincere and considerate to them.
TIp #2: Stop and pay attention.
You have a hundred things on your to-do list, but prospective renters don’t know or care about that. Prospective tenants on the phone need immediate assistance and your full attention. When you’re talking on the phone is not time to multitask. The last thing you’d want is ask them to restate something already addressed. To them, that’s unprofessional and frustrating. Stop what you’re doing before picking up the phone.
Tip #3: Prequalify them over the phone.
Don’t waste your time. Don’t waste your prospective renter’s time. You don’t want to meet the prospective tenant at your property to later realize that the renter wasn’t qualified. Ask questions like, “So, when are you looking to move in?” or “What do you do for a living? Where do you work?” From these questions, you’ll know if your prospective renter is a serious, qualified applicant, preventing you from wasting anyone’s time.
Tip #4: Don’t forget to sell it.
Just because you have a prospective tenant on the phone, it doesn’t mean that you’ll get a signed lease. You still need to “sell” your apartment and persuade your prospective renter to want your property. Use effective communication techniques by asking the right questions and showing your expertise of your rental property.
To learn how to prequalify renters, download our free lead qualification kit.
