While giving a tour to prospective residents, some objections may come up. This is one part of the touring process that surprises and challenges many in the field, and ignoring these concerns or not bringing to the table a solution to the problem can hinder you more greatly than you may know. Learning to overcome your objections is a great way to turn more visits into leases, and it all starts with knowing just what an objection may be. 

When you’re providing a tour to a prospective resident, and as the resident walks through the kitchen he or she states “Oh, I don’t like this tile.” this is an objection. Another common objection would be that the bedroom is small, the cabinets don’t provide enough space, or the carpet isn’t a color they care for; an objection is the voicing of something about a residence that a touring prospective resident doesn’t like, and there are ways to set their mind at ease. 

Ignoring or changing the subject when an objection comes up isn’t helping the situation, and it actually can give the impression that you don’t care much for what they think of the residence. This lack of caring can then turn them to a competing residence in the area and away from your community, which is just what you want to avoid.  For this reason, it’s always important  to first recognize and identify what the objection is when it comes up, and to address it in a way that you can provide a solution. If a prospective resident says “This tile is all wrong!” you can then, rather than ignoring the concern, suggest ways to fix the problem, or find out what they’re really looking for instead. 

In the aforementioned scenario, when the prospective resident comments on the tile, the first thing you should do is be friendly in asking what they would prefer, or what they don’t like about it, and then help to find a solution. If another residence has a different type of tile or flooring, you can show this to them in hopes it can better suit their needs, or you could even point them in the direction of a local shop for area rugs or inexpensive décor that could create the room they really want. Even if the tile problem winds up being not so big of a deal, your caring and attention to their concern or objection with the residence will not go unnoticed, allowing you more successful residence tours. 

At Occupancy Solutions, we look at overcoming objections as a challenge that no management team should find intimidating to face. If you wish to learn more about overcoming objections, and having more successful tours, simply contact us at Occupancy Solutions today!