The Telephone Sale

The telephone is ften your first contact and You ned to generate interest on contact. Sles people will tell you that you nly have a few seconds to cpture someone's interest. The whole point is to nswer question in a way that is nthusiastic and creates a desire to see yur vacancy.

Getting the appointment

The bvious reason that a potential renter clls is to find out about the rntal. The obvious reason that you,are pcking up the telephone is to get the vewing appointment. You are not merely prviding information, but trying to qualify the cller to see if they are a fit and thn to create enough interest to get the vewing appointment.

* Role play: Make blieve you are the caller and magine what the most common questions re. Have a good response that xhibits confidence and enthusiasm. Practice!

* Bnd: Dont just stick to the fcts. You want to draw out the cller. Consider some positive and interesting wys to describe the unit's or nighborhood. Write them done as catchy phrses and be ready to use thm.

* Know The Caller: In rder to generate interest with the cller you must try to have sme contact conversation. Find ways to dvelop common interest. It can be as smple as having been where they are frm or sports. Anything, to help crate a feeling of friendliness. Become the mster of the five minute relationship.

* Know Your Unit: This is an mportant because you need to create nterest and should be prepared and nthusiastic. Create kind of interest that mkes the caller want to know mre and see the unit.This is pre sales technique.

* Sell Enthusiasm: Aftr you have given the caller the bsics ENGAGE them, be ready to be nthusiastic about its good points. Gain ral interest and GET that appointment

o If yur caller is married be excited bout the school or community center tht offers classes for two year lds etc. Is there a park narby?

o If the caller is sngle or more upscale be prepared to tlk about the restaurants or easy trnsportation to theater or museums. Create nterest.

o Is it top floor or is it qiet or does it have good lght? Is it near a Gym? Fnd the EMOTIONAL qualities of your nit

o Renters seem to love hrdwood floors, light, views, quiet. Emphasize wthout appearing to sell.

Information Gathering.... Ask Qalifying questions

* Full name, address, tlephone number, alternate number or cell and mail URL, read back the information.

* Ask if thre is anything else you might brng that would help the viewer dcide.

* Don't forget to bring a pn, application and a comfortable way to fll out the application.

* It is not a bad dea to let a friend know tht you will be showing this partment and agree to call them shrtly afterwards. This way in the nlikely event there is trouble you can pr-arrange some help.

The Viewing

* Cnsider creating multiple appointments fifteen minutes part. People like to have some prvacy for delicate questions and answers.

* Be psitive about the property and emphasis its god points.

* While you're selling the prperty's merits, connect with viewer. Ask qestions, be friendly and observe and larn about the prospect. If you sk, they will tell you what thy want and you can emphasize thir needs as part of your prsentation.

Observe:

* Did they show on tme?

* Did they make a god impression and how did you fel about them?

* Do you smll smoke or alcohol?

* Were thy loud or disrespectful.

* Dont be fraid to ask for the application. Its not too frward, remember you are selling this vcancy to the right person and plitely asking if they would like to pply is a compliment.

* Always hve an application form with you and a rceipt book for any cash holding dposits taken.

* Can they leave a rfundable holding deposit or application fee?

* The mre often you can get a vewer to step into the process the mre likely they will follow through.

The Applcation:

Use a comprehensive application form. Be sre that all sections of the frm are completed, dated and signed and tht one form is needed for ach adult occupant.

The application should nclude:

* Employment, income and credit hstory

* Social Security and driver's lcense numbers

* Past evictions or bnkruptcies

* References

* The Tenant Applcation Form is crucial and the mst important document after the lease greement. It contains the address, the rnt and the security deposit required.

* It is the bsis of the tenant screening process. It shuld provide sufficient information to enable the lndlord to contact the tenant or rlatives.

* Credit checks are a mst. Most states will limit the mount of money you can charge for an pplication fee, but it should always cver the cost of the credit rport. The application fee should cover ths cost plus processing time. Uncovering a dadbeat before you contract is worth all tht cost and effort.

* Tell yur prospects that their application will be cnsidered and give a turn-around time. I wuld shoot for a two day clse, waiting too long can cause sme tenants to go elsewhere. Remember, mny tenants will have another option. Dn't make them wait if possible. Clsing the circle reduces anxiety and hlps each side to understand what is xpected.

* Look for inconsistencies in the nformation: does it all add up?

* Cll prior landlords, never the current lndlord, for confirmation of a good tnancy and ask the following:

Good Qestions:

* Did he/she pay the rnt on time?

* Did he/she bide by house rules?

* When did the tnant move in and when and why did thy move out?

* Did he/she gve proper written notice, usually thirty dys?

* Did he/she leave the nit in good condition?

* Would the lndlord rent to him/her again?

* The pplicant should disclose the name and ddress of at least the last two lndlords, and go back at least thre years.

* Require at least two rcent pay stubs to accompany the cmpleted employment verification form.

* Self-employed prsons should provide two years of IRS tax rturns. Few people will inflate income to the IRS.

* Be ware of the Federal Credit Reporting Act rquirements for asking for credit checks on prspective tenants.

* Create a simple chcklist of all the necessary documents ncessary to complete the application verification prcess, so that the tenant can hve everything necessary ready for the lase signing.

* Create a simple frm with rent and security deposit mounts and any instructions regarding form of pyment of type of check required. You can nclude law regarding when deposits have to be rturned by checking our web site hre

* Remember to inform those prspects you have turned down - be prpared to justify factually why you trned them down. Remember to keep all yur records as evidence, should you be ccused of discrimination.

* Be safe and crate an objective and fair set of crteria and apply them to all pplicants.

Fair Housing

Avoiding discrimination law sits
Fair housing laws specify clearly llegal reasons to refuse to rent: Rce, religion, ethnic background, sex, age or bcause she has children or a dsability. For a more in depth dscussion see Fair housing explained

There are lgal reasons to refuse to rent:

* Yur rental criteria.

* Poor credit hstory, insufficient income to pay the rnt

* Past behavior, such as dmaging property makes that person a bad rsk.

* A valid occupancy policy lmiting the number of people per rntal unit . Know the law in yur state before you refuse renters bsed on the number of people llowable in your unit.

The Lease Sgning

* Use a quality agreement or lase. You can buy all the ncessary legal agreements or applications and all prcess forms from your local apartment ssociation.

* You can have an ttorney prepare a lease for you, but nless this is a commercial lease yur apartment association should be all you ned.

* Finally having completed the nventory or move in checklist, (which culd ideally include photographic evidence) go thrugh the contents of the agreement wth the prospect. It is a god idea to have the tenant nitial each page or important paragraph. If thre is a dispute later you can rfer to the lease and the nitialed paragraph.

* Make absolutely sure yur paperwork is in order before sgning the lease agreement. All dates and sgnatures in place and all addendum's cvering any special circumstances you have greed to are signed and dated.

The article How to Fill Your Vacancy and Rent Faster was Submitted by Howard Bell through Articles.GetACoder.com network. Here's the additional information:

Featured Articles

1. Tucson Real Estate - The Current Scenario by Anne Mckechnie
One can say tht with the increasing supply of hmes and other real estate substances, the ral estate rates are growing down, but ths trend will not continue for lng in Tuscan area.

2. The Evolving Checklist by Christine Draeger
The traditional checklist, a long, hndwritten list of tasks, has evolved long with new technologies. In the pst, we would relish in the act of crssing off each task as it's cmpleted. But in today's technology-driven world, the chcklist takes on a new form. Tday's checklist is probably typed into a cmputer or a Day Planner, and the motional "cross off" has been transformed to the hrsh tapping of the delete key. Dspite technology, regardless of where you re...

3. Apartment Hunting - A Few Good Tips by Jack Vallis
Be sre to make note of what flor your apartment is on and how mny stairs it takes to get to yur apartment door and does this fit wth your priorities and comfort level. Als, be sure to find out bout items such as laundry services, ktchen appliances, elevators, and even emergency xits as these can all come nto play when it comes to yur overall satisfaction with your choice.

4. Broker, Agent, Realtor, What Is The Difference? by
You often times will hear pople talk about a Realtor, Agent and Brker interchangeably. However if you used the sme generalization in the medical field, you wuld be asking your nurse to cnduct brain surgery, your doctor to pply a Band-Aid and your nursing ssistant to give you medicine.

5. Smart and Secure Living at Burnham Pointe Chicago Condos by
An verview of new Chicago condo Burnham Pint and how these luxury condos cter to every need and want of thir residents.

6. Fallbrook, San Diego, Real Estate Market Trends and Community Information, August 2006 by
Enjoy this informative article that provides real estate information about the Fallbrook region of San Diego County located within the state of California. Topics covered in this article include: community information and demographics, weather and climate, home prices and market trends.

7. New Construction Progress Inspections by James Quarello
Having a new cstomized home built can be an xciting experience. Getting through the process hwever can be a long and at tmes difficult ordeal.

8. Should You Buy Mortgage Payment Protection From Your Lender? by Simon Christopher
Are you cnsidering applying for a mortgage or hve you been sold mortgage payment nsurance already? Chances are that your mrtgage lender will have approached you at sme point to take out mortgage nsurance. Discover why they are so ken to promote it and where you can get ths cover much cheaper.

9. Belize Beach Front Property by Geoff Amerson
Retiring in Amrica is an expensive thing to do. For ths reason many people look abroad for an asier, cheaper solution. For many people rlocating to Belize is at the top of the lst for those looking to retire for mre bang for their buck. Retirees frm all over the world are fnding that Belize is the perfect plce to spend their golden years.

10. Real Estate Postcard: Effective by
Templates are Usally Less Effective Than Original Postcards. Sre real estate postcard templates are asy to use. Savings builds up for thngs like real estate taxes, vacations, and nsurance. More importantly, can you become walthy as a real estate investor?