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.