Principles of Real Estate Management by Nicholas Dunlap

Author:Nicholas Dunlap
Language: eng
Format: epub
ISBN: 978-1-57203-276-7
Publisher: Institute of Real Estate Management
Published: 2019-09-05T16:00:00+00:00

Using Sales Techniques

Since prospects usually become tenants only after visiting the property, certain sales techniques should be used to persuade prospects that they are receiving the best value to accommodate their needs. Sometimes the rental space may sell itself, but regardless of the condition of the available space, there is no guarantee. Real estate managers and leasing agents should master the following four fundamental leasing tactics:

Know the features of the property thoroughly.

Get acquainted with the prospect.

Show the features of the property thoroughly.

Close the sale.

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