The art of the price stall

A quick note from Sarah Little, Secret Shopping Guru:

Just based from my own renting experiences, along with my secret shopping experience, I would say that a very low percentage of apartment communities really “sell” their property over the phone.

It is not uncommon for us to call an apartment community and ask how much a 2 bedroom is and get the price right away. Unfortunately, this might be where a caller hangs up and goes down the list, not giving your property another thought. In order to avoid sticker shock, you should try to build the value in your property.

There are some very helpful and easy ways to add some value and hype to your community. For example, if some one says, “How much are your two bedrooms?” You could say, “Ok, let me tell you about them. These utilities are included in the price… and each apartment has…” Then give the rental rate and wrap it up with, “When would you like to come in and see your new home?”

Ordering the conversation in this way will provide each caller with necessary and vital information. They will also see value in your property and be motivated to come in for a visit.