Virtual Leasing: Closing Techniques for Leasing Agents

Learn how to build relationships, respond to prospects and close more leases using these virtual leasing techniques.
July 31, 2020
Marketing

What is Virtual Leasing?

Virtual leasing is the practice of renting an apartment when either the prospect or leasing agent is not physically present. Agents must rely on digital tools to build relationships with their prospects and showcase their apartment communities.

COVID-19 has made virtual leasing the new normal due to stay-at-home orders and social distancing practices. It has also caused a significant decrease in apartment leads across the country. This means that virtual leasing and delivering on every prospect touch point is more important than ever.

Virtual Leasing Closing Techniques

If you’re a leasing agent struggling to close your leases during this time—remember to keep calm and lease on. We hope these virtual leasing closing techniques can help you convert your leads to leases during this difficult time.

1. Build Relationships Through Virtual Tours

Many communities have photos and interactive 3D layouts of their apartment homes available online. Potential renters have access to these types of virtual “open houses” all the time. But, are you really building a relationship between your community and prospects by passing along a website and some photos? Yes, but it’s definitely not enough to close a lease.

That’s where a guided tour can really help out. Right now, most communities are unable to give in-person tours and they are turning to virtual tours as an effective alternative. A virtual tour can be as simple as having a FaceTime or Google Hangouts session with a prospect. The key is having one-on-one time where you are able to build rapport and talk with your prospects personally.

2. Communicate That You Care

Everyone, not just those looking to rent an apartment, could use some reassurance right now. Take your time to really communicate that you care. Listen to your prospects and remember the key points that they mention, this can be a huge step in establishing an emotional connection to your community. During your phone conversations, take notes about your future residents and incorporate them into your virtual tour. This will help you connect with your prospects’ emotions.

There are dozens of properties that offer similar features and amenities, your role as a leasing agent is to help people see what benefits they can gain from your property. This form of emotional marketing encourages the prospect to feel something, appeals to a specific emotion and reaches the prospect’s subconscious.

3. Respond to Prospects Quickly

It’s rare for a prospect to sign a lease after just one interaction with your community, which means your follow-up activity is important. It can take an average of four to six outbound communications for every inbound communication to close a lease. That means if a prospect calls, takes a virtual tour and then emails follow-up questions, it will take you between 12 and 18 communications to get the prospect to sign.

However, following up is just half the battle. It’s the response time that matters. According to Zillow, 71% of renters expect to hear back within 24 hours or less. How can you ensure that every call and text from prospects are handled instantly? Use a virtual leasing assistant, like ACE from LeaseHawk.

With ACE, your prospects' calls, texts, and chats are answered instantly. ACE is like having your very own virtual teammate. It gives you peace of mind that your prospect inquiries will never be missed while you’re busy giving a virtual tour or helping an existing resident. ACE offers a consistent and conversational experience to every prospect by giving them the information they want, like pricing and availability, quickly and efficiently.

Try ACE for Yourself

Experience how ACE works for yourself and see how it can help you respond immediately to prospect inquiries. Call or text (480) 571-1339 and ask ACE to schedule a virtual tour!

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