Closing Techniques & Leasing Demonstrations Flashcards
7 cards from real CLP practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Closing Techniques & Leasing Demonstrations flashcards as text
What does the acronym 'AIDA' stand for in the context of leasing and sales?
Answer: Attention, Interest, Desire, Action
AIDA describes the psychological stages a prospect moves through — Attention, Interest, Desire, Action — helping leasing professionals guide prospects from first contact to signing.
What is the most effective way to handle a prospect who says 'I need to think about it'?
Answer: Ask clarifying questions to uncover the real hesitation or underlying objection
'I need to think about it' almost always masks a specific concern; asking what aspect they want to think about uncovers the real objection so it can be addressed.
When is it appropriate to use urgency as a closing tool in leasing?
Answer: Only when communicating genuine factors such as limited unit availability or confirmed upcoming rent increases
Legitimate urgency is based on real scarcity or actual circumstances; fabricating urgency is unethical, violates trust, and can expose the property to legal liability.
Which prospect behavior most clearly signals readiness to commit at the end of a demonstration?
Answer: Asking future-oriented questions about move-in procedures, lease terms, or what happens next
Future-oriented questions about move-in dates, deposit amounts, or next steps indicate the prospect is mentally picturing themselves living there — a strong buying signal.
The 'benefit summary close' is best described as:
Answer: Recapping the specific features and benefits that match what the prospect said they needed, reinforcing the decision
The benefit summary close ties back to the needs assessment by recapping how this specific property answers the prospect's stated requirements, making the decision feel logical.
A leasing consultant's guest card is primarily used to:
Answer: Record prospect contact information, unit preferences, needs, timeline, and follow-up details
The guest card is the leasing professional's primary lead-tracking tool, capturing all prospect information needed to personalize follow-up and move the leasing process forward.
When should a leasing professional ask the prospect to complete an application?
Answer: When the prospect displays buying signals and remaining objections have been addressed
Asking for the application at the right moment — when the prospect is engaged and objections are resolved — captures momentum and reduces the risk of losing the prospect to a competitor.