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How to Respond to E-Mail Generated Leads – By Jeremy Lawson, NALP

Posted on 01. Mar, 2013 by in all, Magazine Articles

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Did you know appointments are FOUR TIMES more likely to lease than your regular walk-in traffic?  Each time you get a lead via fax or e-mail is another great opportunity for you to get a lease and make more money!  Make sure the first impression your prospects get of your community is the best one.  Here are a few helpful tips to help supersize your closing ratio.

Use the Word Appointment

Setting an appointment is the ultimate goal of a telephone call or electronic lead.  If they are looking for a future time frame or they are out of state, you can still offer to make a telephone appointment.  It is very important for you to try to set a “specific appointment” with your leads.

Did you know appointments are FOUR TIMES more likely to lease than your regular walk-in traffic? 

Here are a few helpful tips to help supersize your closing ratio.

Do They Have Any Preferences?

Asking this question will help to create dialogue and you will be more likely to get a response.  It is also a great way to learn about their wants and needs.  After obtaining this information, you can better sell the features and benefits of the apartment you are talking to them about.

Mention Unique Amenities/Features

Every apartment has walls and a floor, so tell them what makes this one different than the rest!  Maybe it is a floor plan you only have a few of.  Do you know the measurements of the windows?  “This apartment has three amazing 42” x 60: windows!”  Get creative and think of a different way to talk about what your community has to offer them.

Be Sure to Ask Them to Visit Your Website

We all know how great our websites are, so don’t forget to share them with your prospect.  This is an effective way you can really get all of their attention.  Pull them away from a website that gives them access to all your competitors so they can concentrate solely on what your community has to offer.

Never Send an Attachment in Your First E-Mail

Although you may think you are being helpful sending all the information you have about your community all at once, you don’t want to overload them with information.  By providing them with the general information about your community and your website, for an initial e-mail, this will be adequate.  Here are some good general questions: 

  • Will you be in the area anytime soon?
  • I would be glad to show you around our community.
  • Please let me know if you have any questions – I would love to help you.
  • Visit our awesome website to see floor plans, community, directions, apartment photos and you can also take a virtual tour!
  • Call me or e-mail soon as I would love to schedule an appointment for you to visit us.

Excerpted with thanks from Linda’s Leasing Blog.