Closing techniques vary from prospect to prospect. Each one has their own hot buttons that we can learn to push to get them to apply and move into our apartment community. But what if you are a romantic and hope they don’t move in because you want them to work things out with their spouse?
Recently I had a young woman in her late twenties enter my office looking for an apartment. She was nicely dressed as if she came from working in an office, her hair neatly styled and soft locks fell around her face. She was friendly and soft spoken and had a gentle demeanor. I immediately thought she would make a great tenant. During the information gathering process I found out her basic information like her name, address and how many bedrooms she was looking for. On our property guest cards it asks the question “Reason for moving?” When we came to that question she quietly looked down and gave a sad smile. Her response, “I am separating from my husband and after I move in I will file for divorce.”
Well, that was unexpected.
Inside I am a romantic at heart. I hate to see someone go through divorce. It can be so messy and complicated and not to mention stressful. I sympathize with their situation.
I can understand what it is like to go through something like this because I have been through it myself, though things were sorted out in the end because we both were mature enough to tackle the situation and not let our fights get the better of us, of course being a romantic had its advantages and if you mix it with a dash of humor, it never fails to melt a woman’s heart. I saved my family from being torn apart is maybe because I had knowledge of relationships but this woman was not fortunate enough, otherwise she and her significant other would be looking out for Parc Central Residences showflat to move in.
This young woman and I discuss the different available units and their various pricing. We talked about her kids and I shared a few similarities about my own that are about the same age. Eventually, we walk to the apartment that she would possibly rent. She tried to picture how her furniture would fit and how her two girls would share their bedroom.
During this time I did not ask for her application. I don’t know why. It’s my job to ask for the sale. When I don’t do it, I could possibly lose a great renter and thus revenue for the company that so generously pays my salary. Instead I listened to her talk as she followed me back to the office. Again, I did not ask for the sale.
We sat down at the desk; she sat there waiting for me to speak. I finally looked at her and asked, “What would you like to do?”
You see, I don’t want to be the one who gives that one final push to leaving a spouse. In this particular case I let her make the decision entirely on her own. Asking the prospect what they would like to do is the inadvertent, around the bush three times, hoping on one foot with your fingers crossed behind your back close. It’s still a close, but it gives the control entirely to the prospect.
I sleep much better at night knowing I didn’t push this mild mannered woman. I know the decision she makes will be entirely based on her own influence and not mine. I haven’t seen her in several days. Deep down, I hope that she doesn’t come back because I wish her the best.