Tag Archive - Agents

How Great Agents Close More Listings

great agents communicate

Image by Victor 1558 via Flickr

The other day we wrote a post about how important it is that landlords and renters approach the rental process like a detective. And the post subtly pointed out something that should be the focus of its own post: great agents close more listings because of their ability to communicate.

How do the best agents communicate? By tailoring their best ideas to their audience: renters and landlords. Let’s contrast hypothetical Agent A (a smart, driven agent) with hypothetical Agent B (one of the best agents, a great communicator). Here’s how Agent A would communicate the lesson from our last post:

“Due to asymetric information in the rental process, landlords and renters alike must conduct due diligence to ensure that both sides of the transaction culminate a fair and reasonable result.”

Sure, no agent usually takes it that far, but Agent A in our example has a particularly bad case of business-speak. And it usually puts off both renters and landlords because they cannot relate to the agent. The agent in this example is not doing a good job of customer service, because the focus should be on creating a rapport with the customer.

Let’s look at Agent B talking to a renter or landlord:

“You’ve got to be like a detective. As we move through the rental process, it’s important to dig in and find out about the other person to be safe and avoid any unnecessary risks.”

That’s more like it! Notice how in this second example the agent does a much better job of relating to the customer. The agent builds a connection by using the word “we” and also uses the example of a detective to paint a clear image in the mind of the customer.

Agent B is a better agent in part because of the ability to communicate well with customers. It’s an often overlooked ability that the best agents work at in their goal to always provide the best customer service. Yet it’s this communication ability that the best agents spend so much time honing to allow them to close more listings and ultimately help them be the best in the business.

Have you spent time working on your communication skills? How do you improve your ability to communicate? Some related blogs that we read could help you continue improving your communication skills – check out the MindTools Communication Skills page for an assortment of articles and don’t miss the slideo:ology blog for help articulating ideas and presenting to clients.

Why landlords and brokers need credit reports

credit reports

Image from www.seniorliving.org

A common part of beginning a new lease is filling out a rental application provided by the landlord, which asks important information about an applicant’s qualifications as a new tenant. Before the renter is accepted, he or she will need to pass this test. In another post, we’ll cover the elements of a typical rental application and what you should have ready when applying for a rental.

The testimony of the renter on the rental application often isn’t enough: to get a third party to make sure the renter is telling the truth, the agent or owner will pull a credit report. What’s in a renter’s credit report, and why does it matter? How can owners make the best use of credit reports from bureaus like Experian or TransUnion?

First, it is a check on the renter’s identity.

Credit reports tie together your name, social security number, previous residences, and and payment history on bills like credit cards and student loans. We encourage property owners to make sure that the name and addresses on the application match the history shown on the credit report. Any conflicting information should be taken seriously and asked about to avoid fraud.

Second, the credit report gives the owner a sense for existing financial burdens.

It’s easy to make $100,000 a year and pay $1,000 a month in rent; it’s a much harder when the applicant has $150,000 in student loan debt, some significant balances on credit cards, and a shiny new BMW car payment. No matter the income or job type of the applicant, it’s important to understand the debt side of their balance sheet, which drastically reduces the availability of cash to go toward rent. Also keep in mind that the rent being charged will often exclude cable, Internet, or phone-related subscriptions; these are often overlooked by both sides and add at least a couple hundred dollars per month in additional expenses.

Third, credit reports demonstrate that the tenant makes monthly payments a priority.

Beyond giving a view of the renter’s existing burdens, the credit report shows a month-by-month summary of payment history. Every credit card company, loan issuer, or collections agency has kept the credit bureaus aware of the renter’s financial payment history. If there’s years worth of on-time payments, despite having a lot of debt, this person is likely a good candidate for the unit.

If you’re a renter, don’t be surprised by your financial history! Download your own credit report before beginning your search for a new apartment, and you may not need to pay for it. Thanks to FACTA (The Fair and Accurate Credit Transactions Act), you can get a free credit report once a year. While they’ve got great commercials, you can’t get it from FreeCreditReport.com (which gives away the credit report while signing you up for a subscription service). Instead, try visiting AnnualCreditReport.com, which is the official site to get your free credit report.

If you’re a landlord or agent, do not accept personal credit reports from individual applicants. Usually in the form of computer printouts, these reports can easily be tampered with. In addition, the reports consumers receive about themselves are not geared toward third parties and have far more data than you need. Instead, you should use a commercial credit check service. As long as you can prove (using supporting documents) that you’re checking credit only to qualify the applicant for a business transaction or contract, you can usually pull someone else’s credit report.

Leasing a home is a long-term relationship, and both sides should trust each other! Third-party credit reports are just one way that this trust can be established early.

Landlords and brokers need credit reports

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