CLP Closing Techniques & Leasing Demonstrations

Question 1

What is the primary goal of a property demonstration (apartment tour)?

Accepted Answer

To match the prospect's specific needs and lifestyle to the property's features and benefits

Answer

To showcase all available units regardless of prospect needs

Answer

To recite all lease terms and pricing upfront before showing units

Answer

To collect application fees before the prospect views the unit

Question 2

Which closing technique presents two positive options to guide a prospect toward a decision rather than asking a yes/no question?

Accepted Answer

The alternative close

Answer

The direct close

Answer

The assumptive close

Answer

The urgency close

Question 3

What does the 'assumptive close' technique involve in leasing?

Accepted Answer

Proceeding as if the prospect has already decided to rent, using forward-looking language like 'When you move in...'

Answer

Assuming the prospect will not qualify and moving on to the next lead

Answer

Assuming rent prices will increase and pressuring the prospect to act immediately

Answer

Assuming the prospect's objections are invalid and ignoring them

Question 4

When a prospect objects to the rental price, what is the most effective initial response?

Accepted Answer

Acknowledge the concern and redirect to the value and benefits that justify the price

Answer

Immediately offer a concession or discount to retain the prospect

Answer

Explain that prices are non-negotiable and conclude the conversation

Answer

Suggest the prospect consider lower-priced competitor properties

Question 5

What is a 'trial close' used for during a leasing demonstration?

Accepted Answer

To assess the prospect's level of interest and readiness to commit at key points during the tour

Answer

To determine whether the prospect will pass a credit check

Answer

To offer a trial rental period at a reduced introductory rate

Answer

To practice closing techniques before meeting with an actual prospect

Question 6

During a property tour, when is the best time to discuss pricing with a prospect?

Accepted Answer

After building rapport and demonstrating the value of the property

Answer

Before showing any units to set expectations upfront

Answer

Only if the prospect specifically asks about price at any point

Answer

At the very end of the tour only if the prospect appears interested

Question 7

Which technique allows a leasing professional to uncover a prospect's must-have features before beginning the tour?

Accepted Answer

Active listening and needs assessment questioning

Answer

The assumptive close

Answer

The urgency close

Answer

The benefit summary close