Hiring New Leasing Staff? Look for Someone Who Talks to Strangers

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“Do you talk to strangers?”  Asking a leasing candidate about a conversation with a stranger is a good starting point to understand how easily they can connect.

The answer to this question from a prospective leasing consultant may give you some insight into their character and personality.  Interview questions for an individual that has not leased before can be challenging.

Closing techniques, demonstrating an apartment, property tours and using a software application are skills that can be taught.  Skills that can be developed through training.  At the time of the interview, making the decision to hire involves anticipating if a new leasing consultant is going to be able to quickly connect with a prospect.  They must be able to create rapport, and start building a relationship.

Hiring For the Wrong Reasons

All too often, a manager will offer the recommendation, “I liked them, he/she seemed quiet, but once they understand the information and the industry.  I think we should hire them.  I’m sure they’ll be fine.”

Sixty days later, we wonder why the individual doesn’t seem more confident.   Their closing ratio isn’t increasing.   Regardless of training and strong traffic on the phone and coming through the door. Quiet people, are for the most part quiet people.  We have hired the wrong person.

A successful leaser can start, build and sustain a conversation with anyone. Interviewing someone who tells you they talk to the cashier at the grocery store, had a chat with the overnight delivery person about the benefits of Amazon or found out the waitress at the local restaurant is related to their third cousin twice removed, is someone that can easily initiate relationships.

A prospect is going to remember the staff person that had a conversation with them, listened to their needs, offered suggestions about the schools in the area, where to ride their bicycle or the closest organic grocery store.
When interviewing for a new leasing consultant, try the question…Tell me about your most recent conversation with a stranger? This will offer some insight into the individual’s,confidence, self esteem and maybe general knowledge to determine if the individual has the general nature to initiate conversations with prospects, create a relationship and close the sale.




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