2. Pat Daly
NALP, NAA Faculty
patriciadaly@comcast.net
(856) 295-2357
Leasing is a relationship. Through this 4 hour seminar
we define the various phases of that relationship from
the initiation of the lead to the joining of the lease.
Upon completion of the course the participants will
understand the importance of their role in the
relationship including follow-up, individuality in
touring, community evaluation, objections and closing
techniques.

3. Phase I The Introduction
Understanding the 3 different types of leads
 Emails Leads shop on a longer cycle. What can you do to stand out and
get results?
 Telephone calls and how to gather the pertinent information and get the
appointment
 Walk-ins and how they have searched your community
Phase 2 The First Date
The art of making a good impression and being prepared
for the tour
 You only have 1 chance to make a good first impression
 Be prepared for the tour
 Using the 5 senses (sight, sound, touch, taste, smell)
 The Sparkle Bucket

4. Phase 3 The Exciting Phase
Highlighting the individual, asking questions to discover
their interest and how no 2 prospects are alike.
Building on the information to give a unique tour
Minor orders to get the prospect involved
Have the prospect envision a life at your community
Avoiding industry jargon (unit, complex, etc)
Phase 4 The Comfortable Phase
The importance of understanding your own community
The SWOT Analysis (your strengths, weakness, opportunities & threats)
Analyzing your completion
Using Emotional Appeal to highlight the amenities

5. Phase 5 - 6 Your First Fight
How to use an objection to bring you closer together
The different types of objections and how to overcome
them
Feel – Felt - Found
Phase 7 The Proposal
Always be Closing
The 9 different types of closing strategies and how to
use them
Phase 8 Preparing for the Big Day
How to be prepared for the moving day
Move-in preparation checklist handout