Closing Techniques

A "close" is anything you can do to get the prospect to say "YES" to completing an application. In order to lead the market, you must always ask for the sale.  

Your goal is to ask every prospect to lease an apartment at your community. They are reliant on you to receive information and to help them make a good decision. Your prospect responds to your energy and body language, so when asking questions practice smiling and nodding your head in order to gain agreement. By recognizing your prospect's buying signals, you can identify the best time to close.  

To be a great closer you must know your product, believe in your product, and most important, have fun! 

All effective closes utilize the matching of your prospect's needs with the characteristic of the community. Your tour of the community and tour of the apartment should highlight these matches.  

At HRA we utilize the 10 Closes listed below, arm our prospects with everything they need to know to make a decision, and cherish each lead by following up with them every 48-72 hours.  

10 Closing Techniques

1.  The Assumptive (soft close)

10% of the time this close will work. Start off with this to see if they say yes or no. “Let’s go back to the office and fill out your application!” 

2.  Summary (soft close)

Summarize what they’re looking for and what your community can provide them. Explain to the prospect that their search is over. “You wanted X,Y,Z and I can give you X,Y,Z.” 

3.  Urgency

This will likely be your most effective closing technique! Make sure your prospect understands they should apply and secure their apartment today. “We only have a few spaces left; prices are increasing; the room you want will be gone if you wait.”

4.  White Rabbit

Make the apartment the prospect’s new home. Recap things they liked about the apartment.  

5.  Personal

If you haven’t built rapport with your prospect, don’t use this method. Talk to your prospect like they are a friend. If you live on-site say “I love it here and I think you will too.” 

6.  Where did I go wrong?

Identify the reason why the prospect isn’t leasing. Ask, “What is keeping you from completing the application today?” Make sure you don’t leave anything out they need to know. Make sure they don’t have any questions you have not answered.  

7.  Incentive

When offering an incentive always remember to create urgency at the same time. Keep this technique in your back pocket for “last result” situations. “Here’s what I can do for you today…” Don’t refer to these incentives as specials.  

8.  If I could, would you?

This closing technique is going to be used for a specific apartment. “If I could get hardwood floors installed in your apartment, would you complete the application?” Use this technique with something the prospect wants.  

9.  24 Hour Hold

This is going to be your last effort to close the deal. Get them to say yes about the idea of leasing at your community. This is what we call a 24 hour look and lease. “How does it sound if I can hold the apartment for 24 hours so you can talk to your roommates?” Have the prospect complete the application and write a check for the application fee, but explain the check will not be processed until they confirm they would like their application to be processed.  

10.  Priority Waiting List 

Priority waiting lists are used while your community is pre-leasing and you do not have rates or lease documents finalized. This will primarily be used in student housing.

Updated 12/18/2024