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Razzle Dazzle Showings - They Will Say WOW!


Razzle Dazzle Showings.jpg
The million dollar producer was waiting in his car when Debby Downer arrived. The million dollar producer gets out and walks over to Debby Downer’s car and greets her with a big genuine smile. The MDP smiles big and welcomes Debby Downer home. MDP begins to bild rapport with not only Debby but her two children. MDP looks for common points of interest in the conversation. Debby Downer can see that the yard is mowed and the trees are trimmed. All gutters are cleared and the downspouts are properly installed. As the walk up to the front door MDP points out how nice the freshly painted front door looks and how all of the 700 residents that live in their property enjoy the freshly painted front door. Debby Downer states that she is not interested in homes in this neighborhood. MDP ignores the complaint. MDP gets the keys from the lockbox and Debby Downer enters the home first.
As she walks into the living room she smells fresh baking cookies and explains to the MDP that she does not like chocolate chip cookies. She notices the two tones of paint, neutral walls with bright white trim and doors. The temperature is set just right about 68 degrees.  Debby Downer complains that it is a bit chilly and prefers the windows open to the cold air conditioner. The MDP ask Debby if her current windows in her home are double hung for easy cleaning and opens the new blinds, then the window to demonstrate how easy the windows are to clean.
The kitchen has what appears to be new appliances with the cookies baking in the oven. The Laminate flooring is up to date.  The MDP expresses how the large kitchen will be great for the family gets together and the 3 bedrooms are large enough to sleep the entire family. The 1/2 bathroom is nice for those mornings with you need to get ready but the kids are not moving as fast as you! The washer and dryer hookups keep you from having to drive to the laundromat every weekend and the fence out back is nice for when the kids are playing outside.
Debby Downer wants a better school district and asks, “How is the school district?” You explain that you just rented to the 5th grade teacher, who lives in the neighborhood. You offer to call this teacher this way Debby can meet her right now! Debby Downer becomes your new renter and changes her name to Debby Advocate.
There are 5 keys that open the door to razzle dazzle showings and they are:

  • Preparation
  • Excitement and Care
  • Hot Button Issues
  • Emotionally Connect
  • Building the Dream

Preparation is a Key to Razzle Dazzle Showings. 
This short story is to bring a couple of things to your attention about showing a home. Prior to Debby Downer arriving at this home, Million Dollar Producer had to do a couple of things to set the stage to Razzle Dazzle the showing:
  1. Set the temperature of the home to 68-71 degrees 5 minutes before arrival.
  2. Check all appliance to ensure operation and throw some ready bake cookies on a cookie sheet.
  3. Get out the SPARKLE BUCKET and ensure that the home was shining when the prospect entered the home.
  4. Checked the operation of the windows to know if they were functioning properly.
  5. Turned on the lights to the home in every room to set the mood.
  6. Make sure the paperwork needed was his organizational kit.
  7. Check out the tour route for boombs that could arise. (Bugs, Overly dirty areas, Out of place items, Messy floors, Big eyesores, & Surprises)
  8. Review notes from the phone conversation, decide on the hot button topics.
Being Excited and Showing Care For the Property is Key to Razzle Dazzle Showings
Not all prospects are going to fall in love with the home they are renting in the way a buyer will fall in love with a home they are purchasing. Your showing is not about getting them to love the home, this is a misnomer, the showing is about getting them to love you and your company. The care you put into the home attracts the quality of tenant that will rent from you.  If you are excited to see the prospects and have properly qualified them for the home you are showing them, any negatives about the home will be overlooked, as long as the prospect see you care about the property. Boombs in the home or yard are a telltale sign you just will not care about the home when they live there.   

Talking About Hot Button Issues Is Key to Razzle Dazzle Showings
You must be able to connect the prospect hot button issues to the home. During the phone call, you should have asked, “What brought you to the decision to move?” and, “What do you like about the place you are currently living at?” The prospect will not remember you asked the questions but you should. They are telling you how to lease them the home. If they were brought to the decision to move because they needed more space then in your presentation focus on the spacious floor plan, the giant rooms, and the, all the additional storage. If they love their second bathroom, focus on the 1/2; bath in the home you are showing them.  
Emotionally Connecting is Key to Razzle Dazzle Showings
The prospect should feel something special when they walk up to the front door. They should feel a little different. Use the walk time to the front door to have a quick discussion about why they are going to love the home. Let them know how they should feel about the home. You are the one that is driving the emotional intensifiers. If they have family with them then include the family in discussion. Tell the prospects sincerely how amazing it is to meet them, and how honored you are that they have arrived. Make them feel special from the moment they arrive.
Building the Dream is Key to Razzle Dazzle Showings  
People don’t lease homes from you! The fulfill their dreams with you. Having a home is a privilege. Not everyone can lease a home. A home is a big responsibility in people’s life. People don’t want a home as a place to hang their hat, they typically find that in alternative living arrangements. When someone is interested in leasing with you they have an idea of what life is going to be like in the future with their own home.  For most renting a home is a baby step into home ownership. Homes have functionality and are the cornerstone of the American lifestyle. Even college Fraternal organizations across the united states understand the importance of a home. Independence, organization, status, and structure are only a few of the benefits of leasing a home. Working with each prospect to build their dream goes a long way to leasing your homes.   
After your showing you should always ask yourself the following 5 questions:
  1. Did you sell yourself?
  2. Did you explain to the prospect why everyone else is leasing from you?
  3. Did you bring your SPARKLE BUCKET?
  4. Did you help the tenant make a good business/ family decision?
  5. Did you remove all the reason for them not to rent from you?
Successful people know that the most important conversation you have is the conversation with yourself.  Asking yourself the right questions leads to quick results. The questions above have at their core an understanding of the 5 reason people lease homes. There are only 5 reasons why someone is going to ever rent from you is because:
  1. They like you
  2. Everyone else is doing it
  3. They experience the WOW factor
  4. It makes good business/family since
  5. There is no reason not to
If you can focus on the 5 keys, ask yourself the 5 questions and understand the 5 reasons people lease, you will have razzle dazzle showings - They will say WOW!

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Nathan Bush is a highly sought after speaker, writer, author and real estate investment professional. One of the most inspirational and motivational men of his time. He delivers a high impact, educational performance that has improved businesses bottom line. With over 10 years of experience in the real estate industry and asset management industry, his systems have generated millions of dollars in bottom line profits for thousands of sales professionals, leasing agents, property managers, & investors.
Nathan is the Founder and President of Priority Investing, LLC. a National Consulting Practice impacting and changing lives across the United States. Nathan holds an MBA with an emphasis in accounting from Keller Graduate School of Management and a B.A in Nonprofit Management from Lindenwood University.  In addition to his degrees, he holds a Missouri real estate license and a National Apartment Leasing Professional (NALP) certification. He is currently a member of SCORE which is a nonprofit organization that serves to mentor start-up and growing businesses. Lastly, Nathan wrote the book Leadership Coaching as a Strategy for Employee Development and has been a guest speaker and facilitator at national conferences on the topics of leadership.
For More information: www.nathanbushmba.com

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