10 Tips: How to keep their attention on the phone

With the market at one of its softest points at recent history, it's important to continue to screen tenants before allowing them to move in, while at the same time making sure you don't let any of the good ones go. (Thank you to Rent&Retain for these great tips!)

1. Learn to say "goodbye" before you say "hello;" meaning eliminate all distractions and focus on the task at hand.

2. Make sure get your caller's name, but don't overuse it.

3. Ask them how many different ways they heard about your vacancy. (Often, there's a combination of advertising sources that prompted them to contact you.)

4. If you're comfortable with the caller, ask: "When would you plan on moving into our community?" It's a great pre-qualifying question that starts the assumptive close.

5. Find out if they have any special needs that your community has to offer, such as walk-in closets or a full sized washer and dryer.

6. Always ask for an appointment.

7. Repeat back to them what they told you was important. It shows you paid attention during the call.

8. Offer to text Mapquest directions to your property to their cellphone.

9. Offer to set up a reminder call or email about their appointment.

10. Thank them for calling and tell them you're looking forward to helping them find their new home.

-- Carly Ludwar

An easier way to show your suite

Your renters are moving; you want to show your suite to prospects. First, try to agree with your renters on blocks of time, e.g. 2 to 5 hours, 3 to 4 days a week. Confirm the agreed times in writing or by e-mail. If no agreement is reached, give your renters written notice that you will restrict the showing to within 3 to 4 blocks of time per week. 24 hours after receiving it, the notice is effective for 30 days; you don’t have to inform them in advance of each showing.

-- LandlordMentor