An apartment tour is a make-it-or-break-it moment in the leasing process. Once a prospective renter has expressed interest in one of your units, the property tour is the opportunity for your community to either live up to the renter’s hopes and expectations — or drive the renter to search elsewhere. To make sure your guided apartment tours are a success, follow these key tips when showing your available units.
1. Make a good impression
First impressions are lasting impressions. From the leasing office to kicking off your property tour, make sure you’re starting off on the right foot. When you greet prospective renters, offer them a warm smile and firm handshake. To build a connection and get to know them, ask a few ice-breaker questions about how their day has been going, what they do, or why they’re interested in your community.
And don’t forget about leaving a positive impression of the unit itself! Ensure the apartment looks move-in ready. It should be thoroughly clean, with shiny fixtures and appliances, a new paint job if needed, and all maintenance issues fixed.
2. Let in the light
Most renters don’t want to live in a dark and gloomy apartment. Whether the unit is a north-facing apartment on the ground floor or a top-level unit that gets an abundance of afternoon light, make sure you’re showing off your property in — so to speak — the best possible light.
Pull up the blinds, draw the curtains aside, and flip the light switches on. A warm, bright apartment conveys a friendly feel that will make it easier for renters to start mentally moving in. Once they’ve started imagining their future lives in your community, their next step is submitting an application.
3. Tailor your tour
Instead of giving a generic tour to all prospective renters, customize the experience to the person you’re talking to. Ask visitors what they’re looking for in an apartment and community and showcase these features during your tour.
For example, a renter with a dog might be interested in your dog park, proximity to walking trails, and other outdoor amenities. A home chef will likely appreciate your kitchen’s gas or induction stovetop, stainless steel appliances, and ample prep space. (Show off that island!) And a resident who’s looking for easy access to public transit may want to hear about the nearby train and bus lines that connect your community to local sights and businesses — and will probably take your walkability rating into consideration, too.
If your prospective renter has raised questions or expressed concerns about specific topics, such as safety, noise, or costs, make sure to address these issues during your tour. You may want to highlight features such as your gated entries, neighborhood safety ratings, soundproofed walls, distance from a busy thoroughfare, move-in discounts, or bundled utilities.
4. Let the renter explore
After you’ve gone through your main talking points and answered questions, give your prospective renter an opportunity to wander around the unit. Make sure you’re available to address any new questions that might crop up, but give your prospective renter the space to comfortably explore the apartment without feeling monitored or pressured.
5. Ask for feedback
What did the prospective renter like about your community? What fell short? Not only is this great information to inform your future tours, it also gives you an opportunity to understand this renter’s perspective and will help you follow up in a way that addresses the renter’s needs and concerns.
6. Follow up
From start to finish, renters today take an average of 29 days to find their next place to call home, according to the latest data from Apartments.com. So be sure to follow up promptly with renters who have taken a tour of your community. Give the renter a call within a few days of the visit to check in, answer any new questions, and encourage the renter to submit an application.
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