Leasing Tip of the Day: Secure Agreement Before Moving Forward

Leasing Tip of the Day: Secure Agreement Before Moving Forward

Before you take any major steps in the leasing process, make sure you have a clear understanding of your prospect’s needs. This practice, often referred to as ‘mirroring’, ensures that both parties are on the same page before moving forward. Here’s how you can apply this effectively:

1. Summarize Needs: After your discussions, recap what the prospect has told you to confirm that you’ve got it right. Prioritize their needs to target solutions that resonate most deeply on an emotional level.
2. Offer Tailored Solutions: Once you are confident that you understand their requirements, introduce the solutions your properties can offer. This is the perfect moment to schedule a property showing that aligns with their needs.
3. Honesty is Key: If none of your properties meet the prospect’s requirements, it’s crucial to be upfront about it. Rather than wasting time for both parties, offer to stay in touch or refer them to a colleague who might have a suitable property.

Always focus on creating genuine connections and understanding with prospects, ensuring every step you take is based on a clear agreement of their needs. This not only saves time but also builds a foundation of trust and professionalism that can lead to more fruitful engagements in the future.