1. Tour and Close Remember: Never tour more than 3 apartments! You will confuse your client!

2. Objection Why are objections raised? not enough information to satisfy client needs has been provided client needs have not been identified

3. Objections Give you the opportunity to better understand what the client is feeling Help correct wrong perceptions and further identify client needs Help explore solutions to problems

4. Overcoming Objections 1. Welcome objection 2. Rephrase objection Agree at least in part Overcome objection

5. Overcoming Objections Ask a question right back State benefits and reinforce onlys Compare your product Refer to a satisfied resident

6. Taking the Tour Always keep in mind client needs Turn features into benefits Take scenic route if possible Avoid unpleasant areas Create a friendly atmosphere Sell benefits Never make promises you cant keep CONTROL THE TOUR

7. Inside the Model/Vacant Let the client enter first Encourage client to get involved Point out features Overcome objections Answer all questions Encourage new questions

8. On your Way Back Restate whats included in the price!!!

9. Summarize by Ask for feedback Summarize home needs Emphasize what client really likes Summarize benefits of living in your community Ask if client has any questions

10. CLOSING Create urgency Ask for feedback Mention concessions/discounts ASK for the Deposit!!!

11. If Client Does Not Leave A Deposit Find out why Give an application Reschedule visit Offer to hold an apartment Thank the client

12. Follow Up Send a Thank You letter or card Include your business card Reschedule an appointment

13. If client has already found another community, find out where and why!!!