When it comes to running your business there is only one consideration to have.
How do I get paid this week?
What is the shortest route to putting money in my pocket?
As you stare at the database you may wonder what do I advertise? How do I lead the money to me? You advertise incredible deals. You advertise the deals that will make the clients leave work with money in their hands to meet you for the appointment. You advertise the listings that generate so many leads that you have to give them away.
As the phone rings away its battery life you may wonder who do I take out first? Who deserves first position? The desperate, but qualified are the first to go. If they call you and they make more than 40 times the rent, they know their credit score to the second decimal point, and their apartment is leaking water from the ceiling; take them out now. These clients have a tendency to talk fast and get out of breath before the periods at the end of their sentences. Be wary, however, these clients will talk for hours about how horrible their super is or what a disaster it has been living in their current apartment. Take control of the conversation and steer the client back on the qualification track.
Beware the desperate and unqualified client. Just because a client may be willing to leave a deposit does not mean they are in the best financial situation to get an apartment. You will not get paid this week from a deposit. You will only get paid from a closed deal. Make sure that a desperate client has the funds, has the income, and has the credit to get approved by management.
Not all clients are desperate, but which of your clients has the liquidity to close today? If they see that dream apartment, how soon can they close the deal? Take risks on clients that have the cash to do a same day closing. If you have amped the client up and we have the inventory to match their criteria, there is a good opportunity to close them.
When scheduling appointments it’s not a question of who wants to start looking for a space; it’s a question of who wants to stop.
