When it comes time to meet the tenant prospect at the dwelling, many things begin to happen. For starters you will begin to size up your tenants prospects to see if they really fit your qualifications as per your phone interview. You will also try to establish that your rental is really what the tenant prospect wants and needs. In addition to addressing any questions, concerns, or issues your tenant prospects might have, you may also want to work on the ABCs of sales, especially if the possibility of renting looks good for all parties involved.
The ABCs of sales stand for Always Be Closing. This refers to the technique salesman use to get someone to purchase their product. In this particular scenario, you are the salesman, the rental is your product, and the tenant prospect is your clientele.
In other words, as you show the rental unit, you need to add in a few questions or comments that force people to visualize themselves living at this rental. Ask questions such as, “Where would you place your couch or TV or bed in this room?” or “You said you liked to cook. Did you notice the kitchen has a Lazy Susan right next to the dishwasher?”
Also, general comments such as the following will go a long way in helping them picture the house as their home: “If you are the out doors type, those old oaks in back offer outstanding shade to the property.” or “On the phone you mentioned high utility bills. Just so you are aware, all the windows in the house are only three years old.”
Whatever ABCs you use, they need to sound natural and spontaneous, because even though you are trying to sell your rental, you don’t want to appear pushy or desperate. The best way to get positive results with the ABCs, is to use a combination of questions and comments sporadically spread through out the showing and used appropriately.
For instance, direct a couple questions and comments to the husband. Then on occasions throw an ABC comment or question to the wife. Once in a while use this technique on both of them. Also listen closely to the questions and comments coming from the prospects and use the ABCs where they best fit.
The use of the ABCs in your showings may require some practice. If you feel you are not good at this concept, try practicing and polishing this technique with your family and friends. You will find out that before very long, you will have made vast improvements, and you will be employing this technique at your showings. (learn more about showing rental on my articles page at http://www.findthatqualitytenant.com).
Related Articles
Practice Your ABCs
By: Don Conrad | 03/07/2007 | Real Estate
When it comes time to meet the tenant prospect at the dwelling, many things begin to happen. For starters you will begin to size up your tenants prospects to see if they really fit your qualifications as per your phone interview. You will also try to establish that your rental...
Are you a Landlord With Dangerous Dogs?
By: Don Conrad | 12/02/2007 | Real Estate
Many tenants have pet dogs that are extremely vicious and quite dangerous. How does this affect the landlord and the properties that he rents? Find out some of the basics concerning the topic of dangerous dogs.
Find a Solid Rental Lease
By: Don Conrad | 18/05/2007 | Real Estate
Having a strong, binding tenant agreement is one of the most important pieces of paperwork a landlord can have. Read the following article to gain a better understanding where one can find a lease most suited to their needs.
Home Ownership: Benefits Vs. Risks
By: Joseph Kenny | 06/10/2006 | Finance
Sure, it's tough to pull the trigger and buy a home, especially as a first-time buyer. The big hit of covering both a down payment and closing costs is enough to scare any prospective buyer into staying a renter.
Find A Solid Rental Lease.
By: Don Conrad | 24/05/2007 | Real Estate
If you are going to be a landlord, I strongly advise having a well-prepared lease. A good lease will solidify the verbal agreement and important criteria between the landlord and the tenant. It will also be your strongest ally should a dispute arise between you and your tenant. A properly...
Top Ten Warning Signs of a Potential Bad Tenant
By: Carolyn Gibson, CPM | 22/02/2008 | Real Estate
A problem tenant leaves more than a bad taste in your mouth. A bad tenant can cost thousands of dollars in legal fees, renovations to the vacant apartment, and lost rent. Property owners and managers must learn to read past fact-checking a possible renter. Owners and managers must also look deeper into the questions, statements, and mannerisms of applicants.
Rental Cleanliness and Curb Appeal
By: Don Conrad | 29/01/2007 | Real Estate
Competition for good quality tenants is usually very stiff. Extra time spent on curb appeal and cleanliness is often all it takes to tilt the odds in your favor. Read this article to get an idea where you can spend a little extra time and effort for a more eye appealing rental.
The Business of Collecting the Rent
By: Carolyn Gibson | 10/12/2007 | Real Estate
Do you own rental property? Are you a real estate investor? Do you need your rent to help pay the mortgage? Have you had problems getting your tenants to pay the rent? This article will cover some important policies that you need to conduct the financial business of collecting residential rent.
Got a Question? Ask.
Ask the community a question about this article:
Frequently Asked Questions
Dating residents
By: sybrtek | 20-07-2008
Are residents of a nursing home allowed to date other residents legally?
Deliquent tenant demands
By: lonestarbuyer | 20-07-2008
TEXAS LANDLORD NEEDS TO KNO, am i required to repair the A/C unit for a demanding tenant that is 2 mos.delinquent, renting month-to-month, (lease exp.). we have eviction court hearing in 9 days! thanks, pd
Are there companies out there still selling ...
By: Kevin | 20-07-2008
Are there companies out there still selling asphalt shingle siding as I would like to repair areas on the exterior of my 107 year old house.
Tenant farmers need farm to work/live
By: Ray | 20-07-2008
My husband and I are tenant farmers looking for another farm to live and work on. Our present living conditions are being modernized and we are no longer needed. Everything is going automated. We need another farm to work and live on. We have little or no money to speak of because of recent surgery bills. We live in York County and my husband has a job in a foundry in Hanover. He works Friday, Saturday, and Sunday at his job and has the rest of the week to work on the farm. He is a maintenance mechanic and can repair just about anything. We have a total of 10 years experience with livestock and I have 18 years of raising our own calves. We need help ASAP. We can help to save someone's farm because of lack of help. Please write us at: rohlerheifers@aol.com
Relocating to spain
By: olivia otero | 20-07-2008
I am not looking for a Holiday rental, however, I am looking for a rental as I will be relocating to either sada or mera la coruna. Where can I find information as the cost of a holiday rental is usually much more. All I seem to come up with is holiday rentals.
My husband had double bypass surgery in April. We ...
By: momtully | 20-07-2008
My husband had double bypass surgery in April. We were under the asumption that he had disability insurance and work and found out that that was not the case. We have applied several places for money and have not heard anything yet. Today my landlord told me if we do not give him the rent which there is nothing to give him at this time he is going to evict us. My husband is having a hard time since the surgery he cannot lift anything over 10 lbs. and he keeps getting infections in the incesion. My question is can the landlord evict us since is was made aware of the situation and also is there anything we can do to the employer since we found out from some coworkers that they were offered a disability insurance and he was not. I live in the state of Pennsylvania
Q&A Powered by:
Latest Real Estate Articles
Quick Profits With a Property Tax Sale
By: Joe Cline | 25/07/2008
Different resources appear for the savvy real estate investor and to take advantage of them is to make some serious profits. Each of the resources has a different time frame involved with it and as such you have to learn which ones will produce the fast money and which require patience. The main point to be made here is the fact that you can easily turn a profit if you are involved with the right methods. This speaks to the need to learn all that you can about real estate investing resources.
Getting and Keeping Your House in Order
By: Joe Cline | 25/07/2008
Organization is, for most people, one of those lofty goals that everyone has but few accomplish. If they do accomplish it, the order is maintained for no more than a day, if that, and in the blink of an eye, chaos has crept back in. You know it’s true. You’ve been trying to become organized for days, weeks, months, if you’re honest, years. However, it seems like something that may never happen, and you’re all but ready to give up. You don’t have to. Approaching organization from the right standp
Gurgaon- Ultimate Destination for Developers
By: George Gonigal | 25/07/2008
Real Estate in Gurgaon has seen major developments over the past few years with new residential real estate market developed.
TIC Securities-Licensed Registered Representatives Can Only Handle TIC Interest Transactions
By: Kathryn Landry | 25/07/2008
there is continuing tension existing between the real estate industry and also the securities industry with regard to which industry must have control over the selling process involved in transacting TIC interests.
TIC: Qualified Intermediaries Will Complete Required Legal Formalities With Regard To 1031 Exchange
By: Kathryn Landry | 25/07/2008
TIC: Qualified Intermediaries are usually referred to as 1031 Exchange Accommodators by anyone engaged in real estate business and some even call them the 1031 Exchange Facilitator whose main functions are to complete the required legal documents so that all applicable laws as well as regulations and even rulings are complied with.
Tenant In Common: Securities Or Real Estate: A Matter That Is Open To Interpretation
By: Kathryn Landry | 25/07/2008
Mostly, people that make TIC (tenant in common) investments will have 1031 exchange in mind and even though TIC as an industry is just a small part of 1031 market, it is still increasing at a good rate and thus worthy of serious consideration.
Working With TIC: Asset Type Prognostication
By: Kathryn Landry | 25/07/2008
There are a few different real estate investments to choose from, but one that offers the most value and least risk is the TIC. The TIC or tenants in common investment is also known as the 1031 exchange, and is an essential instrument maximizing capital growth of real property assets.
Things For Buyers to Consider When Determining the Appropriate Property Value and Offer Price
By: Greg Gagnon | 25/07/2008
Determining the value of home can be sometimes a difficult task for a buyer. Just as there are many factors that can impact a home's value, the details and potential success of your offer also rely on several pieces of information. If you are thinking about buying a home, you...
More from Don Conrad
Today's Real Estate Market: Gold at Silver Prices
By: Don Conrad | 18/11/2007 | Real Estate
If you want to get into real estate investing, now is the time to buy. The downward spiral of real estate values bought on by the crash of the sub-prime lending industry and the number of foreclosures hitting the market is providing great opportunities to real estate. Experts are predicting this to be the second worst fall of values since the depression.
Practice Your ABCs
By: Don Conrad | 03/07/2007 | Real Estate
When it comes time to meet the tenant prospect at the dwelling, many things begin to happen. For starters you will begin to size up your tenants prospects to see if they really fit your qualifications as per your phone interview. You will also try to establish that your rental...
Find A Solid Rental Lease.
By: Don Conrad | 24/05/2007 | Real Estate
If you are going to be a landlord, I strongly advise having a well-prepared lease. A good lease will solidify the verbal agreement and important criteria between the landlord and the tenant. It will also be your strongest ally should a dispute arise between you and your tenant. A properly...
Find a Solid Rental Lease
By: Don Conrad | 18/05/2007 | Real Estate
Having a strong, binding tenant agreement is one of the most important pieces of paperwork a landlord can have. Read the following article to gain a better understanding where one can find a lease most suited to their needs.
Should you Collect Extra Rent and Extra Security Deposit for Pets?
By: Don Conrad | 19/02/2007 | Real Estate
There are definitely two views of thought between landlords and tenants when it comes to collecting extra money for pets. The issue of extra security deposit, extra rent, or combination of, has been the basis for many landlord/tenant disputes. Both sides have valid points. Read this article to better understand both the landlord in the tenant's perspective.
Are you a Landlord With Dangerous Dogs?
By: Don Conrad | 12/02/2007 | Real Estate
Many tenants have pet dogs that are extremely vicious and quite dangerous. How does this affect the landlord and the properties that he rents? Find out some of the basics concerning the topic of dangerous dogs.
The Contents of a Lease
By: Don Conrad | 05/02/2007 | Real Estate
Most landlords know that they need a lease agreement between them and the tenants that read their properties. What a lot of a landlords do not know is all the topics that should be covered in that lease. Read this brief article to better understand this subject.
Rental Cleanliness and Curb Appeal
By: Don Conrad | 29/01/2007 | Real Estate
Competition for good quality tenants is usually very stiff. Extra time spent on curb appeal and cleanliness is often all it takes to tilt the odds in your favor. Read this article to get an idea where you can spend a little extra time and effort for a more eye appealing rental.
Finance 
