Our latest #AptChat was all about perfecting the all-important property tour. This is a critical step in the leasing process, and we got some great insight from our participants about making the most of it.
Check out some of the highlights from our discussion:
Should you work the same property tour every time, or should you adjust your approach for each new prospect? Why?
@theredoaklife I like that … “focus on feelings.” Can you explain how you do that during the tour? #AptChat
— Mike Whaling (@30lines) June 15, 2012
#aptchat make sure you ask about what they like to do. Try to connect it to something that happens in the area. Talk about cozy rooms etc.
— Red Oak Apartments (@theredoaklife) June 15, 2012
What are some of the easiest mistakes to correct about the typical property tour?
#aptchat the biggest mistake is not following up a few days after the tour.
— Red Oak Apartments (@theredoaklife) June 15, 2012
@AptChat Be a good listener!!!!!!!!!!!!!!
— Cheryl Popp (@cherylpopp) June 15, 2012
A2: Take a tour each morning yourself and make sure all details look good.#aptchat
— Paul Petersen (@paulepetersen) June 15, 2012
What are some good questions you can ask to really discover what a prospect wants?
@AptChat What do you features do you desire most in an apartment?#AptChat
— Jolene Sopalski (@JoleneSopalski) June 15, 2012
Sometimes you need to remind them. eg “Would you like a top floor or ground floor?” Do you a prefer a 1 or 2 bd?” #aptchat
— Paul Petersen (@paulepetersen) June 15, 2012
A great question to ask is why are they moving?#aptchat
— Sue(@coffeegirlde) June 15, 2012
How much focus is on the apartment unit itself? How much is on the property, community amenities, etc.?
@AptChat We focus on the prospects needs and the apartment. From there it’s onto the amenities that they mentioned were important.#AptChat
— Jolene Sopalski (@JoleneSopalski) June 15, 2012
We focus on the unit unless they have mentioned a specific property amenity they like. #aptchat
— Paul Petersen (@paulepetersen) June 15, 2012
@AptChat I think every tour is a tailor made experience based on the needs, wants and desires of the person looking #aptchat
— Mike Brewer (@mbrewer) June 15, 2012
Go straight to the tour first? Sit down with the prospect, then tour? Do you find most prospects have a preference?
#aptchat sit down first. Then show them apts that fit their needs.
— Red Oak Apartments (@theredoaklife) June 15, 2012
Sit down with the prospect first in order to find out their wants and needs.Then, tailor the tour around this information.#aptchat
— Sue(@coffeegirlde) June 15, 2012
@AptChat If they call first and you gather enough over the phone – go for a walk right away. #aptchat
— Mike Brewer (@mbrewer) June 15, 2012
What are some unique ways to “wow” prospects during a tour? Are you incorporating technology? Other ideas?
Use technology with the right person. Good valuable info. Follow-up. #aptchat
— Paul Petersen (@paulepetersen) June 15, 2012
#aptchat if they have kids, stop at the ice cream stand in the neighborhood. This always works in the summer.
— Red Oak Apartments (@theredoaklife) June 15, 2012
@AptChat Clean,professional and video the tour give on port.USB before they leave#aptchat
— Jolene Sopalski (@JoleneSopalski) June 15, 2012
@AptChat Unconscious “wows” include: clean and freshly painted curbs, swept entry, fresh smelling office… #aptchat
— Mike Brewer (@mbrewer) June 15, 2012
My friend told me that the free physical trainer 2x/week is what sold/wow’d her. She bought into the ‘lifestyle’ they promoted. #AptChat
— Ansley Sudderth (@ansleyjo) June 15, 2012
@mbrewer baking cookies still works. #aptchat
— Paul Petersen (@paulepetersen) June 15, 2012
I know of a property that had an Otis Spunkmeyer cookie oven on all day. Free cookies for visitors and free smells for all! #AptChat
— Ansley Sudderth (@ansleyjo) June 15, 2012
What are some hints and tricks for touring occupied units?
@charlesfiori I have never done that before but will try it. I’ll let you know how it goes.#aptchat
— Jolene Sopalski (@JoleneSopalski) June 15, 2012
Will the tablet completely change the way people tour apartments? What do you think?
@AptChat having never had one I have no idea. But I like the idea behind it. I can see this being useful for us onsite.#aptchat
— Jolene Sopalski (@JoleneSopalski) June 15, 2012
#aptchat The tablet could chg the way apts r shown, especially if u r talking to a relo. The prospect may have to make a choice sight unseen
— Charles Fiori (@charlesfiori) June 15, 2012
Now it’s your turn … what are some ways you make your property tours better, more unique, more memorable? Leave your tips, suggestions and stories in the comments.
