Overcoming objections at a showing, part 2

To continue the discussion of closing on a potential resident (or would be buyer), let’s look a bit more in to some of the objections or opportunities for problem solving that may arise.

What if a potential resident doesn’t care for the layout?  This is an objection that is hard to overcome.  You can come up with some reasonable ideas for how the layout can work for certain occupants.  As an example, in one of my current rental ads I note that the layout is designed well for dual living, roommates, or people needing space.  I say this because the bedrooms are on two entirely different ends of the house.  Someone who is a bit private could really benefit from this feature.  What design efficiencies can you think of to accentuate when an objection raised needs to be overcome?

One objection is often the safety or security of a home or area.  This is a delicate subject.  It is never wise to make any assumptions or inferences about security to a resident or potential buyer.  Instead the best plan of attack is to provide them with the access to resources where local crime statistics can be verified for their own comfort. 

What about the objection of not having any cabinetry in a bathroom?  This objection was raised recently with one of the properties I was showing.  This is easily fixed by making a fast purchase of a simple set of drawers or an over the commode organizer.  Do not let this sort of purchase sway you from converting this potential resident into an actual resident!  This is an important time to be working on solutions and the cost of a simple improvement such as this can easily rent your unit.  It also shows the resident that you are proactive and care about their satisfaction.

In conclusion, the resident may have many questions that you can’t answer on the spot.  With a smile write them all down and graciously offer to get them the answers.  Do whatever is necessary to get them to the potential resident within the afternoon or by the next morning.   When following up with these answers, you have a great opportunity to ask for the application and thank them for their time.

For more information on being a landlord, or to attend my landlord classes, please visit www.landlordstudyhall.com.  I welcome your attendance and your business as a Realtor actively participating in the profession for over 11 years. 

Follow me on Twitter: catincluded, find me on Facebook: kathryn@kjkproperties.com, catch me by email: kathryn@kjkproperties.comor dial me at 503-997-9035.  We are conveniently located at the corner of NE 16th and NE Weidler in the Lloyd District.  I look forward to speaking with you!

Information contained within this post and blog is not to be construed as legal advice.

Overcoming objections at a showing

How do you know when a potential resident has an objection?  Why would it be important to know this?  By understanding the potential resident and responding you can increase your likelihood of getting an application.  What is the best way to work for the application when there are objections?  Some ideas: asking open ended questions, listening for their comments, and by watching the resident’s body language.  Let’s roll play.

I am a renter coming to see your home for rent. When I am inside the property I want to be able to look around without you crowding me.  How will you know this?  I will turn my attention to the property and will not be engaging with you.  I may walk away from you when I am inside the unit to “take charge” of my own direction without being led.

What should you do as the owner?  Observe my body language and let me look around on my own.  Perhaps comment that you are going to do a few things and will be available for questions.  This is a great time to change bulbs, sweep the floors, shake the entryway rug, etc.

When I have come back through and am ready to head out, ask a few open questions about the property such as:

Are there features you find appealing?

Can I tell you more about the parking, storage, amenities?

The home has electric heat, public water and public sewer.  The garbage is paid the owner’s

responsibility.

Perhaps I have some objections to the electric heat and I say: I don’t like electric heat; I have heard it is expensive.

How would you respond?  A reply could be “the heat is zonal electric and very consumer friendly.  You don’t have to heat the entire house like with gas or oil heat.  This can be a great cost savings, as you are in charge of how much or little you use.  Gas and oil prices have increased over the years and it is not uncommon for electric to be comparable.  Would you like me to check the total electric bill for the prior year and see if the past resident will share any usage patterns?” 

This invitation could engage me.

What if I have other complaints about amenities?  Perhaps I mention that there are not washers and dryers in the home. 

Try this response:  “we decided that because many renters have their own washers and dryers it would be better to keep the rent a bit lower and not provide them.  We could look into the cost of providing them at a higher rent, would you like us to do that and get back to you?

When the visit is almost over, is that when you begin to ask for the application?  It is probably a better idea to always assume they will be applying and phrase your comments accordingly.

“Let me give you my card.  I will be available this afternoon and all day tomorrow to collect applications.  Our screening company screens seven days a week.”

Give it about 24 hours and then do a follow up call to see where the resident stands.  Ask questions and see if there are more concerns you can help to resolve.  Don’t be afraid to ask for the application!

These simple tips are great for home buyers as well.  I would employ these strategies at one of my open houses any day.

For more tips like this, great landlord education, or to search for homes and rentals, visit my blog or monthly meetings at:  www.landlordstudyhallblog.com.  My group Landlord Study Hall meets the 2^nd Wednesday of most months at All Saints Episcopal Church at 4033 SE Woodstock Boulevard.  We have been meeting over six years and have a well informed group of rotating speakers.  If you or someone you know needs to buy or sell a home they can reach me several ways:

e: Kathryn@kjkproperties.com

Twitter: catincluded

Facebook: Kathryn@kjkproperties.com

P: 503-997-9035

Kathryn King, KJK Properties, 1603 NE 16^th Avenue, Suite A, Portland, OR 97232.

I look forward to hearing from you soon.