When I was starting out renting apartments, there were many times I would show a prospect an apartment and say things like, “If I were you I’d put my TV over here, and my sofa over there.” I’d say this and they’d subtly shake their head in disagreement. They knew they wouldn’t put their TV over here and their sofa over there, yet they wouldn’t disagree with me outright. That difference of opinion stopped them from picturing the apartment as their own space.
In reality, I wanted the opposite reaction – I wanted them to picture themselves living in my apartment. The more they pictured the apartment as their own space, the higher the probability they would rent the unit. And really, who cares where I would put the sofa? I’m not living there.
At this point, my Dad reminded me that prospective tenants don’t care what I think. They don’t want to hear what I would do. I am trying to sell them something. But, they would be open to hearing what other tenants have done.
Now instead of saying, “What I would do is…” I say, “We’ve had other tenants put their sofa here and their TV there.”
If the tenant doesn’t agree they aren’t disagreeing with me – they’re disagreeing with some unknown person. After phrasing my suggestion this way, I’ve had many tenants say, “I wouldn’t do that. I’d put my chair in that corner.” This gives me the perfect opening to agree and keep moving the conversation forward, “That’s a great spot for your chair. Where you would you put your TV?” Then we’re off talking about how they would actually live in the apartment.
This is key. The more the prospect visualizes their furniture and imagines how they would live in your apartment, they are that much closer to renting from you. The more people who want to rent from you, the more options you have to choose from to find an Excellent, or even a Perfect, tenant.
At your next apartment showing try this. Say “We’ve had other tenants…” Let me know how it goes in the comments.