What Every Leasing/Sales Agent Should Know

How often are your agents failing to make the deal because they don’t find out enough about the shopper or because they aren’t knowledgeable enough about the community or neighborhood?  Here’s a checklist from Apartment Resources, May 1992 for real estate sales and leasing agents and managers.

About The Community

  • Number of units
  • Unit mix
  • Price for each unit type
  • Reasons for price variances (by floor, view, etc.)
  • Year constructed
  • Unit amenities for each unit type
  • Project amenities and policies
  • Utility information and costs
  • Pet policy

About Each Shopper

  • Name
  • Reason for moving
  • Place of employment
  • Some interests or hobbies
  • Type of work done
  • Reason for visiting
  • Type of unit desired
  • Unit likes and dislikes
  • Number of occupants
  • Number and ages of children

About the Neighborhood

  • School district
  • Elementary school/location
  • Middle school/location
  • High school/location
  • Nearest day care(s)
  • Nearest grocery store(s)
  • Nearest convenience store(s)
  • Nearest discount department store(s)
  • Nearest major shopping
  • Nearest park
  • Nearest movie theatre
  • Pizza shops that deliver
  • Nearest fast food
  • Other area restaurants
  • Nearest area churches for major denominations
  • Nearest interstate access
  • Nearest library branch
  • Nearest post office branch
  • Nearest exercise facility
  • Nearest dry cleaner

The Danter Company can help you evaluate and train your sales and leasing staff, providing everything from shopping reports to advanced “personality-based” sales techniques.

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