The way you present your residences to prospects is just as important as what you're presenting. There are ways community management teams can present a smaller space to make it look perfect for a particular prospect. There are ways teams can make a space lower on a prospect's list look like the perfect new home. How you guide your tour may even be considered more important than what exactly it is you're touring.

First and foremost, ask prospects about their wants, needs, and what really grabs them about a space. Maybe they're relocating from out of town and looking for a new neighborhood to call home. For these residents, you might want to put some focus on local amenities, what the neighborhood offers, and how quickly and easily the area begins to feel like home. Perhaps a prospect has a family with young children, during this tour you might want to emphasize open space and any safety features you may have around the community.

After you've crafted a tour plan using prospect wants and needs, you want them to feel comfortable, interested, and engaged during their tour. While you'll want to spend some time on these features, it's equally important to keep the experience going at a reasonable pace. Prospects are taking time out of their day to pay you a visit, and you'll want to be considerate of their time. Make clear explanations, point out features, and ask if they have any questions, but feel comfortable moving on to the next part of the tour. You don't want residents to feel rushed, but you do want them to feel like their time is respected.

Once the tour is over, it's time for follow-up. Following up later the same evening or the following day is best to really reach prospects and let them know how much you value their interest in your community. In these communications, ask if they have any further questions, what they liked about your community, and let them know your communication lines are open if they'd like to take further steps. Consistent and clear communication at this time is critical to turning prospects into residents.

Giving a tour is giving an experience, and we at OccupancySolutions.com can help you to make sure it's an experience prospects won't forget. To learn more about guiding prospect tours, contact us today.