|
|
Article: Episode 5: overcoming objections. (motivating prospects to sign leases)(The Adventures of Leasing Lynda)
- Article from:
- Journal of Property Management
- Article date:
- November 1, 1997
- Author:
CopyrightCOPYRIGHT 1997 National Association of Realtors. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
|
It's a hectic life we lead in the Nineties, full of the stresses of daily life. Often we, and our prospective residents, just want a little time to think about the thousands of decisions we make every day. We are so overloaded that it is often a reflex response to object to even an attractive offer - just to buy a little time, to get a little more information, to get some space to catch our breath.
What is an objection, really? How do we as leasing professionals learn to understand and overcome the objections our customers present?
An objection can be defined as an obstacle, however slight, that stands in the way of a signed lease. Naturally, our goal is to ...