CLP Closing Techniques & Leasing Demonstrations 2

Question 1

What does the acronym 'AIDA' stand for in the context of leasing and sales?

Accepted Answer

Attention, Interest, Desire, Action

Answer

Advertise, Inquire, Demonstrate, Apply

Answer

Assess, Identify, Develop, Achieve

Answer

Approach, Inspect, Discuss, Approve

Question 2

What is the most effective way to handle a prospect who says 'I need to think about it'?

Accepted Answer

Ask clarifying questions to uncover the real hesitation or underlying objection

Answer

Thank them and wait passively for them to call back

Answer

Offer an immediate discount to close the deal on the spot

Answer

Tell the prospect the unit will likely be gone tomorrow to create urgency

Question 3

When is it appropriate to use urgency as a closing tool in leasing?

Accepted Answer

Only when communicating genuine factors such as limited unit availability or confirmed upcoming rent increases

Answer

Whenever a prospect seems hesitant, regardless of actual availability

Answer

As a standard technique by always implying units are in high demand

Answer

When requiring a holding deposit before allowing a prospect to view any unit

Question 4

Which prospect behavior most clearly signals readiness to commit at the end of a demonstration?

Accepted Answer

Asking future-oriented questions about move-in procedures, lease terms, or what happens next

Answer

Crossed arms and leaning away during the tour

Answer

Frequently checking their phone throughout the demonstration

Answer

Requesting to see several additional units before making any decision

Question 5

The 'benefit summary close' is best described as:

Accepted Answer

Recapping the specific features and benefits that match what the prospect said they needed, reinforcing the decision

Answer

Listing every feature of the property without connecting them to the prospect's stated needs

Answer

Providing a written summary of lease terms for the prospect to review overnight

Answer

Offering a summary of all available units and their current rental rates

Question 6

A leasing consultant's guest card is primarily used to:

Accepted Answer

Record prospect contact information, unit preferences, needs, timeline, and follow-up details

Answer

Provide prospects with promotional move-in specials and discounts

Answer

Document a prospect's credit history and rental verification

Answer

Schedule maintenance appointments for prospective residents

Question 7

When should a leasing professional ask the prospect to complete an application?

Accepted Answer

When the prospect displays buying signals and remaining objections have been addressed

Answer

Before the property tour to save time if the prospect is not qualified

Answer

Only after the prospect has toured the property at least three separate times

Answer

After giving the prospect a minimum of 24 hours to make a decision independently