Professional Documents
Culture Documents
• CREATE A DESIRE for them to tour the community (use creative &
descriptive language, ask them questions about their move, attach
enticing media)
1
PHONE
Greeting
Identify Needs
• Find out APARTMENT SIZE needs (1B vs 2B, any square foot preferences?)
• “Are there any other SPECIFIC NEEDS that are important to you for your new
home?”
• Build value BEFORE GIVING PRICE (talk about the apartment fixtures, community
amenities, etc)
Closing
• Set an APPOINTMENT
• Offer DIRECTIONS to the community (make sure they know how to get here)
Follow Up
• Follow up via EMAIL right after the call (summarize what was discussed, confirm
appointment)
1
ONSITE TOUR
Greeting
Identify Needs (if already received from phone or internet, verify the info once more)
• Find out APARTMENT SIZE needs (1B vs 2B, any square foot preferences?)
• “Are there any other SPECIFIC NEEDS that are important to you for your new
home?”
• Build value BEFORE GIVING PRICE (talk about the apartment fixtures, community
amenities, etc)
Demonstration
• Ask TRIAL QUESTIONS in the home (“Would a home around this size work for
you?”, “Can you see yourself here?”)
1
ONSITE TOUR
Closing
Fair Housing
Follow Up
• Follow up via EMAIL right after the tour, SAME DAY (thank them for stopping by,
summarize what was discussed, include floorplans and pricing as a reminder)
2
VIRTUAL TOUR
Before the Virtual Tour
• There are many ways to virtually tour them. You can offer them a Facetime tour,
send them a video of you walking through the home, send them a Matterport
tour, walk through the website together (virtually) over the phone and discuss, etc.
Greeting
Identify Needs (if already received from phone or internet, verify the info once more)
• Find out APARTMENT SIZE needs (1B vs 2B, any square foot preferences?)
• “Are there any other SPECIFIC NEEDS that are important to you for your new
home?”
• Build value BEFORE GIVING PRICE (talk about the apartment fixtures, community
amenities, etc)
Demonstration
• Guide them through a VIRTUAL TOUR of the APARTMENT HOME (either via
FaceTime, walking through the website images over the phone and discussing,
etc)
1
VIRTUAL TOUR
• Carry on FRIENDLY CONVERSATION throughout the virtual tour
• Ask TRIAL QUESTIONS (“Would a home around this size work for you?”, “Can you
see yourself here?”)
Closing
Follow Up
• Follow up via EMAIL right after the virtual tour, SAME DAY (thank them for
speaking with you, summarize what was discussed, include floorplans and pricing
as a reminder)