As a leasing agent, sometimes the most difficult task to accomplish is overcoming prospects’ objections. Leasing agents typically know exactly what features in their apartments will draw a negative comment, but not all agents will have a solution prepared when those objections are vocalized. Many leasing agents simply hope and pray a prospect does not bring up the objection. When it does happen, agents basically just stop selling and accept the defeat.
Overcoming objections in an apartment can be difficult because many objections don’t have obvious solutions.. If a prospect thinks the cabinets are old and your community cannot afford to replace them, then the cabinets are there to stay. If the prospect takes a step into your kitchen and objects to the appliances being old, it’s rare for a property to have the ability to replace those appliances.
A small trick a leasing agent can utilize to counter potential objections head-on is to immediately point out something positive about those features. In bringing the features with potential objections to the forefront and pointing out the positives, the leasing agent is able to potentially deter any objections by showing the feature in a positive light. For example, if the leasing agent knows there have been many objections with the older cabinets, knowing exactly how many cabinets and drawers there are highlights the incredible amount of storage space provided by the cabinetry in the kitchen, versus the age. If the appliances are dated, the leasing agent can comment on how durable the appliances are and how effectively they still operate. In the case of old appliances, outdated cabinetry, or any other tough objection, simply letting the prospect know that updating a feature would cause a massive rental increase, can be persuasive enough.
Ultimately as a leasing agent, the first task is to accept that certain features may bring about objections. Next, the agent must identify all potential objections in order to have solutions prepared for each and every one. If a leasing agent is caught off guard by an objection, it should be the only time. For each potential objection, there should be a minimum of three solutions. Lastly, an agent must be confident when tackling the potential objections. If the prospect senses the agent has doubts about the feature they are trying to sell, they run the risk of the prospect not being satisfied with the positive comments and the prospect will counter with another objection.